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Turbo Charged MD

Turbo Charged MD

By Rich Force
Turbo Charged MD is a podcast that focuses on the business side of medical practices, from transitioning from traditional medicine to creating and operating a highly revenue and profit driven entity.

Private Pay and Concierge Medicine is one of the fastest growing industries in the United States. We will help you understand the complexities of the "business" side of medicine, diving deep into marketing, sales, operations and financial management.

Rich Force, your host and his medical/business professional guests, will truly help you TURBO CHARGE YOUR PRACTICE! Buckle up and let's get at it
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What to expect when you get a lead and how to convert them to patients.
On this episode of Turbo Charged MD we discuss what is perhaps the lifeblood of your practice, leads, and the reasons that they can be easy to handle or frustrating and baffling at other times. We cover: What is a lead by definition? Who are we trying to attract in our lead generation programs? Lead form submissions vs. call in? When is the best time to contact a lead? How much follow up does a lead require? Why don't people answer their phones if the inquired for information?  Lead Conversion strategies.  At Medical Marketing Solution we can help you with leads in a few specific ways: Generate the leads for you. Convert your leads into paying patients. Train your staff for success. Feel free to contact us any time at 888-292-1147 or check us out at www.medicalmarketsolution.com.
23:41
February 16, 2021
Scheduling Consultations that SHOW!
On this episode of Turbo Charged MD we discuss the most effective ways to set up medical consultations that results in the highest show %. One of the most frustrating aspects of scheduling an appointment for a prospective new patient, is when they don't show up. You are prepared for their visit, you have time set aside and then, NO SHOW. On this episode we discuss increasing show %'s by: Building rapport before the appointment. Deciding whether or not to charge a consultation fee. Agreeing on a mutually beneficial time for the prospect to come in. Outlining what they can expect during their visit. Sending them an appointment reminder via text and email as soon as the appointment is entered into your EMR, etc. Please feel free to contact us anytime at 888-292-1147. We provide medical practices with: Web Development SEO Lead generation  Consulting  Webinars  Sales and Marketing Training  Vortex Concierge Call Center www.medicalmarketingsolution.com
20:08
January 26, 2021
Medical Practice Success Guide for 2021
On this episode of Turbo Charged MD, we briefly look back at 2020 and assess our accomplishments and challenges. We then look ahead at the upcoming year, 2021, and discuss the key strategies to ensure you are on the correct success path.  Elements of this success path includes: Reflecting back on 2020 for success clues and how you overcame challenges. Having a written strategy for 2021 with goals and performance metrics in mind. Making sure your website is a great online representation of your physical practice. The importance of your Search Engine Optimization (SEO) and how to organically increase your online visibility.  Converting prospect to patients.  Accountability. Inspecting what you expect. Please  feel free to contact us anytime at 888-292-1147: We provide medical practices with: Web Development SEO Lead generation Consulting Webinars Sales and Marketing Training Vortex Concierge Call Center www.medicalmarketingsolution.com 
26:15
December 29, 2020
Talking ED with Men's Regenerative Health Expert, Dr. David Cunningham
On this episode of Turbo Charged MD, we interview Dr. David Cunningham, Regenerative Medicine and Men's Health Expert on the prevalence of erectile dysfunction and the best modalities and treatments available today.  Erectile Dysfunction effects millions of men and over the past several years there has been a growing demand for treatment outside of the typical medication realm. On this episode we discuss: Dr. Cunningham" background and how he became interested and a specialist in Men's Sexual Health. The common causes of ED and pros and cons of ED medications. The latest cutting-edge technologies Dr. Cunningham uses to treat his patients. Why there is a lack of comprehensive and universal protocols to help treat ED. The business opportunity for medical practitioners to treat ED and build a sexual wellness centric practice. If you are interested in consulting with Dr. Cunningham, you may contact him @ drdavid@infinitymenshealth.com For more information about Medical Marketing Solutions, please call 888-292-1147 or visit us at medicalmarketingsolution.com.
50:13
December 7, 2020
Search Engine Optimization: The Bedrock of Your Digital Strategy
On this episode of Turbo Charged MD we discuss the importance of having a great SEO plan and service. SEO is the bedrock of your digital strategy and is a must have for your medical practice!  Search engine optimization (SEO) is the process of improving the quality and quantity of website traffic to a website or a web page from search engines.  SEO targets unpaid traffic (known as "natural" or "organic" results) rather than direct traffic or paid traffic. Unpaid traffic may originate from different kinds of searches, including image search, video search, academic search, news search, and industry-specific vertical search engines. As an Internet marketing strategy, SEO considers how search engines work, the computer-programmed algorithms that dictate search engine behavior, what people search for, the actual search terms or keywords typed into search engines, and which search engines are preferred by their targeted audience. SEO is performed because a website will receive more visitors from a search engine when websites rank higher in the search engine results page (SERP). These visitors can then potentially be converted into customers. The leading search engines, such as Google, Bing and Yahoo!, use crawlers to find pages for their algorithmic search results. Pages that are linked from other search engine indexed pages do not need to be submitted because they are found automatically.  For more information on our SEO programs, please call us at 888-292-1147 or visit us at www.medicalmarketingsolution.com
21:32
November 12, 2020
Nice sells! A simple solution to attract more patient and retain them.
On this episode of Turbo Charged MD we discuss a simple yet overlooked tool to attract new patients and retain your current patients to you practice... BE NICE! We will discuss: One of the most underrated skills in business right now is being nice. Nice sells. What makes you most valuable is your ability to cooperate and connect with others. If you can handle people’s diversity — people of a different age, different personalities, or educational backgrounds, for example — and you can handle the conflict that comes with that, you will be the highest paid, most valuable employee in the company and your patients will appreciate it. People hate dealing with people who are jerks. It’s always easier to be nice than to be a jerk. Don’t be a jerk! Empathize with others. You never know what is going on in their life or even their day. Most people have a negative perception of the "doctor's office". Use that to your advantage and "kill them" with kindness. For more information on staff development, self-development and tips to increase your patient base and retain more, contact us at 888-292-1147. 
19:29
October 20, 2020
How To Convert Prospects Into Patients: The Roadmap To Practice Growth.
On this episode of Turbo Charged MD, we will discuss the how to convert  a prospect into a new patient. Many private pay medical practices offer life changing treatments and programs. If you find yourself or your team struggling to convert your leads into paying patients, you are not alone.  Medical Practice sales (or any type of sale for that matter) are not one call or one contact conversions. It takes a solid game plan and well-trained team to increase your new patient base and revenues. On this episode we discuss: Defining a lead. (web, phone or referral) Having a solid game plan. Training your team for success. Being a great relationship builder.  Handling the phones with authority. Following up for success.  Holding your team accountable for production. Being consistent. For further information, staff training or questions about our Vortex Concierge Call Center services call us at 888-292-1147. Or visit us at www.medicalmarketingsolution.com. 
23:03
September 18, 2020
Turbo Lead Generator: Private Pay Practice Lead Generation for Qualified Leads: Lowest Cost Per Lead Guaranteed!
On this episode of Turbo Charged MD we will discuss our breakthrough Lead Generation program, The Turbo Lead Generator. Lead generation is the crux of fueling any private pay medical practice revenues. There are lots of "expert" lead generation companies who fall short on driving highly responsive, "qualified" leads. There is a lot of skill required in matching potential patients with medical specialists who serve their local community.   A great lead generation program finds granular details about prospects demographics, buyer persona, buying habits and intent to invest in the desired treatment and service. This is not about quantity, rather a matter of quality that when achieved can be ramped up for quantity equaling the perfect storm of revenue streams.  What sets the Turbo Lead Generator Program apart from other lead gen programs?  Specifically designed for Private Pay Medical Practices. Mutli-dimensional. Can generate high quality prospects for any treatment, program and service. Campaigns are customizable and are put through extensive A/B testing prior to deployment.   The cost per lead is only $35! You only pay for the leads that are generated. High ROI!  Multi- faceted program utilizing highly responsive algorithms and granular, detailed buyer data. Landing page driven so prospects cannot auto-fill their inquiries (better engagement).  Can be targeted locally, regionally, or nationally.  No contracts or long-term commitments. For more information, please call us at 888-679-0309
21:16
August 21, 2020
How A Concierge Call Center Can Increase Your Revenues and Profits
On this episode of Turbo Charged MD we discuss the benefits of retaining the services of a Concierge Call Center to handle your your inbound and outbound propsecting and conversions. If you are relying on your front desk to convert calls or web inquiries into live consultations, you may be spinning your wheels, especially if you are not monitoring their activities. The Concierge Call Center is your virtual sales team! Regarding prospective new patients, have you ever asked yourself…? Who should I have answering the phones? Do they need a script? How do I train them what to say? How often should we follow up? Are we following up? How do I monitor or track the progress that my team is making? What do we do if we get an email inquiry? Who is responsible for handling them? How do I know that we are giving them the correct information? Do I need to hire a salesperson? What qualities does a good salesperson have? Where do we store our leads? How do we nurture them or follow up? And the list goes on… Concierge Advisors Staffed by full time Concierge Advisors trained and focused to book your consultations and convert your prospect into patients. Need someone to book consults? Want someone to get payment from potential patients upfront? We are your full time Sales Team. Our Concierge Advisors are experts in customer service and sales and will professionally represent your practice on the front lines. Remember, you only have one chance to make a first impression. Inbound Calls/Outbound Calls and Leads We handle all inbound sales calls and email inquiries. No need to hire a salesperson or worry about your front desk mishandling leads. When a prospect calls, they will be greeted as if they are calling your practice. When a web lead is submitted your Concierge Advisor will call the prospect immediately. Your prospects will never fall through the cracks. We capture every inquiry and do all the heavy lifting with your prospects. For more information on our Concierge Call Center services, call 888-292-1147 or visit us at https://www.medicalmarketingsolution.com/concierge-call-center-the-vortex/
23:46
July 24, 2020
BioPhotonic Scanner Interview with Dr. Kim Crawford: Revenue Generating Opportunity
On this episode of Turbo Charged MD, Rich Force, CEO of Medical Marketing Solutions interviews Dr. Kim Crawford, Quadruple Board Certified Physician in Internal, Sports, Preventative and Anti-Aging Medicine, on the opportunity to derive addtional practice revenue with the Pharmanex BioPhotonic Scanner Program. In our interview, Dr. Crawford addresses the following: How does raman spectroscopy work/how accurate is this scanner? Raman spectroscopy uses a focused beam of visible green light, directed into the palm of the hand, where carotenoids layer out. Those carotenoids rotate the green light into blue light which is then calculated (quantified) by the scanner. This non-invasive measurement is more accurate than a blood test. How much does a scan cost the patient? You can decide what you want to charge. Most practices charge $20 per scan. How much do the supplements cost? WE have packages from as little as $30/month to the premium package of $300/month. The average Functional practice patient tends to be higher end. Does this involve my staff? Usually it involves the receptionist, nurse and office manager, yes. In small concierge practices where the doctor does his/her own scanning; it can just be "you." Who trains my staff? I will send a downloadable training package that includes the instructional videos I have produced, documents, flow charts, and everything you need to get your staff started. I will then personally get on the phone with your staff to review procedures, word tracking, as well as  website use and so on. I have been approached by other reps-why should I do this with you? We're fun!. We don't charge for training; unlike the other folks trying to do this program. My medical expertise may also be of value to you. Lastly, my training program is a copyrighted program my partner and I created, which is not available to others. It has been shown to significantly increase office revenue production compared to the voice coaching only method employed by others. What kind of money are we talking about? If you do 4 scans per day, 5 days per week, and 2 of the 4 patients say "yes" to going on supplements, it will take you 10 weeks to place 100 patients on supplements; with an average Functional medicine practice price of $150/month. That will then yield you $6000 per month revenue; and that doesn't even include scan fees! I feel funny about selling something to patients-why is this different? National statistics show that 75% of your patients have tried a MVI sometime during the past year. Right now, due to COVID, sales are even higher, as patients try to boost their immune systems. The scanner allows you to measure. The supplements are $-back guaranteed by the company. Why should large companies profit from selling poor quality supplements when you are the one caring for your patients, not them? **For additional information on how to add this program to your practice, please contact us at 888-292-1147**
42:08
July 9, 2020
Turbo Charge MD Interview with Jill Swartz, President and Founder of Specialty Med Training
Welcome to brand new season of Turbo Charged MD. On this episode, Rich Force, CEO of Medical Marketing Solutions interviews Jill Swartz, Founder and President of Specialty Med Training, a membership model designed specifically for clinicians in the functional, regenerative, preventative and medical-spa space. The majority of their members operate cash-based centers or are practitioners ready to transition out of the insurance model once and for all! Specialty Med Training offers: Membership that is overflowing with privileges. Just the mere accessibility to the leaders in this space is of exponential value. Mainly because it doesn’t exist anywhere. The “access” benefits are the educational components. Currently there are 12 online courses, from combination therapies in sexual wellness for men and women utilizing PRP, Shockwave Therapy, Penile Doppler Ultrasound, RF for vaginal rejuvenation, to advanced aesthetic courses for facial injections to Regenerative Hair Regrowth procedures using Micro needling, PRP, Pharmaceutical Peptides, LLLT, and more. We are adding to this list every day. They also offer preceptorship opportunities where you can go spend a day in the life of a working practice with one of their expert educators. This is by far one of the best ways to learn. Included in all of the education is the implementation forms, including; pre and post, consents, suggested pricing and timing, supply details and resources on where to purchase needed equipment and devices. Immense Value! They also offer access to marketing collateral, brochures, patient seminar presentations, all the things a practice needs to get up and running with a new procedure offering. Medical Marketing Solutions is your one stop shop for everything involving Marketing and Sales to help private pay, cash based medical practices increase their revenues and profits.  The combined synergies between Specialty Med Training and Medical Marketing Solutions has created the private pay medical community with the first comprehensive solution for the best in medical training, sales and marketing solutions, education and consulting. For more information on Specialty Med Training, visit www. specialtymedtraining.com or call 561-408-7248. For more information on Medical Marketing Solutions, visit www.medicalmarketingsolution.com or call 888-292-1147. 
50:46
June 10, 2020
The Market for Erectile Dysfunction Treatments is Hot: How To Tap Into The Market Share
On this episode of Turbo Charged MD, we discuss the upward trend in Erectile Dysfunction treatments,  more specifically, non medication related treatment and therapies.  Topics include: The FDA approved Viagra in 1998. Pfizers marketing investment blew open the conversation about ED. Men and Women are more open to discussing the issues and challenges. PDE5 inhibitors do not address the root cause of ED (poor blood flow)  and have many side affects. Same with Tri-Mix and Quad-Mix.  Men are asking questions like: Why do I have ED, could my ED have been prevented, or is it just an inevitable consequence of aging? Is my ED a condition in its own right, to be treated with PDE5 inhibitors and left at that, or is it a sign that I may have other problems that need attention, extending to therapies other than or in addition to Viagra? If ED is just another discomfiting aspect of normal aging, is it impossible for my ED to regress? Or will I need to take PDE5 Inhibitors for the rest of my life? Over 30 million men in the US have ED.' ED issues are relationship driven.  What alternative therapies are there? Low Intensity Acoustic Wave Therapy, Priapus Shot, Stem Cells and Exosomes. The ED market revenues are almost $5 billion headed to $7 billion by 2024. How to monetize the market into your practice. Contact us for more information on how to incorporate ED solutions into your practice: 888-292-1147
29:35
May 6, 2020
Capturing Practice Market Share From Your Competition
On this episode of Turbo Charged MD, we discuss how to capture market share from your competitors during the Corona Virus Economy.  Some private pay medical practices  are currently open and some are not as we work in the current Corona Virus economy. We know that we face some short term challenges as we readjust our short and long term thoughts and strategies. Work diligently woth your marketing company to fortify your SEO, keep your Social Media current . SERP monitoring is extremely important: Search Engine Results Pages (SERP) are the pages displayed by search engines in response to a query by a user. The main component of the SERP is the listing of results that are returned by the search engine in response to a keyword query). Look at websites of your top 3-5 competitors (in your immediate locale) if you know (or have good reason to believe) the competition has closed or stopped marketing and potentially has stopped their SEO.  Your marketing company should put  them (competition) on SERP monitoring to confirm they are dropping and for treatments they confirmed are dropping they should focus the short term SEO so that Google's algorithm will trade those positions.  When the competition opens their doors, soon or if at all, they will have lost those positions whereas you now have them, and the visibility on search and traffic that comes with it. Commit 5-6% of your Gross Revenues to marketing in the current climate. Record Videos: Embed the video in a blog post and include the transcript. SEO and online marketing are avenues to build connection and trust with people and how you do that during challenging times matters just as much as when you’re ready to serve or sell them directly. If you do not have a digital strategy to navigate you through these turbulent times, please contact us for a free marketing and consulting session. Medical Marketing Solutions: 888-292-1147 www.medicalmarketingsolution.com 
24:24
April 16, 2020
Best Small Investments/Adjustments To Make in Your Medical Practice During Lean Times
On this episode of Turbo Charged MD, we discuss suggested small investments and adjustments you can make in your medical practice as many private pay practices are experiencing a slow down due to Covid-19. Your phones are not ringing like they usually do, patients are cancelling appointments and new prospects are not calling or submitting leads. What do you do? Don't panic! We are a few months into this pandemic and hopefully getting closer to the end or at least to a point where we can resume business back to "as normal as possible".  You have a few choices: A: Panic and make irrational decisions. B: Do nothing. C: Be proactive and take the time you normally wouldn't have to re-evaluate the "business side" of your practice and strategize as to how to fine tune areas you may have been lacking in and be prepared to come out leaner and meaner. Today we will talk about Option "C", be PROACTIVE.  We will cover the following topics: 1: Evaluate your overall business plan.  Look back at the data from the last year on each treatment you are offering. What are you most effective and profitable treatments and are there specific treatments that you are investing in that maybe it is time to stop offering them. Look at your ROI. Is your marketing output and patient demand worth keeping those specfic treatments or is it time to pause or eliminate them all together? 2: Take a good look at your Website. Is it truly a good representation of your physical practice or do you need to make some changes both aesthetically and in functionality to truly represent your practice.  Is it easy to navigate, easy to understand, clearly educate your current patients, have call to action and are you easy to contact? 3: Look at your Marketing Budget: Have you made the small investment into your Technical SEO or put all of your eggs in the Paid Ad bucket. Technical SEO when done correctly helps you organically rank on the search engines (long term play) vs. Paid Ads (short term hits). Depending on your practice and the parameters of your local area that you are trying to cover, your SEO investment which SHOULD include ALL of your SOCIAL MEDIA management, website management and maintenance, reputation management, etc, should be no more that $595-$995 per month.  4: Training: This is a great time to put together an employee training program. Put strategies into place as to how you want the practice run and clearly define everyone's roll.  Specifically, concentrate on your Sales Training including, answering the phones correctly, handling web leads, follow up and converting leads into patients. 5: Social Media Presence: Check out your Social Media platforms and make sure they are up to date with relevant content and messaging.  6: Evaluate your vendor relationships. Are you happy with your marketing company, suppliers, phone systems, software, etc. 7: Email Database: This is a great time to organize your email database or make plans to start an email database. Separate your database into Patients, Past Patients and Prospects. Select a platform to send your emails and come up with a plan as to what messaging you would like to communicate now and what your plan will be going forward. Medical Marketing Solutions is currently offering a Free Consultation for all Private Pay Medical Practices. We will help you with your planning and future strategies and implementation to help stabilize and help re-kick start your business in the very near future. Call us at 888-292-1147 www.medicalmarketingsolution.com
27:48
April 6, 2020
Special Edition: The Importance of Keeping Your Digital Presence In Times of Uncertainty
On this Special Edition of Turbo Charged MD, we interview Gal Agassi, Chief Marketing Officer of Medical Marketing Solution and Partner and founder of 360 Business Marketing Inc, an agency that specializes in online business marketing, web development, brand reputation, and converting relevant web traffic from thought to action. As we face challenges in the US with the current outbreak of Covid-19, Gal and I discuss the importance of keeping your digital presence alive and thriving, even if you are facing challenges with patients and prospects coming into your physical location.  Topics discussed include: What should elective medical practices do now from a marketing perspective to assure when this pandemic has ended that their business will come out stronger and better?  What are the worst marketing business decisions that a practice could make that will have both short term and long term economic ramifications  What will happen to practices that do not take a leadership role and aggressive posture during this challenging time. Should practices invest money in Paid Ads., technical SEO, etc. What is your overall advice for medical practices to come out of this crisis in a position to be financially healthy and gain market share? About Medical Marketing Solutions Our marketing solutions are full scale and comprehensive. Designed to help you define your ideal patient, craft a specific message to catch their attention, capture their information to generate and nurture new prospective patient leads and convert them into lifetime, raving fans, we have you covered soup to nuts. Our services include: Website Development Search Engine Optimization Social Media Marketing Email Marketing Media Buying Video Marketing CRM Concierge Call Center Call Tracking High Level Reporting Workshops and Seminars Call 888-292-1147 or visit us at www.medicalmarketingsolution.com
21:12
March 20, 2020
Converting Cold Prospects Into Raving Fans (Patients)
Converting Cold Prospects Into Raving Fans (Patients) On this episode of Turbo Charged MD, we will discuss the how to take a cold prospect (someone who does not know you but heard about you), all the way to becoming a Raving Fan (new patient).  Topics discussed will include: Determining your target market. What message you should craft for your target market. Your Lead Capture System. Your Lead Nurturing System. Your Sales Conversion Strategy. Delivering A World Class Experience. Increasing Customer Lifetime Value. Orchestrating and Stimulating Referrals. Please contact is for all of your training, marketing and sales needs. We do in person maketing and sales seminars as well as web based sales training. 888-292-1147
30:16
March 11, 2020
Follow Up: The Fine Line Between Success, Frustration and Failure
On this episode of Turbo Charged MD we will discuss how follow up or lack there of can make or break your business: Topics covered: 80% of sales require at least five follow-up calls before the deal reaches “Closed Won” status. Since 44% of salespeople give up after one follow-up, there really are a lot of lost opportunities for closed deals! Following up after an initial call is very important for getting business done. Most salespeople aren’t aware as to just how important it really is! Besides the obvious, here are the main reasons for making follow-up sales calls with all prospects moving forward. Follow-Up Calls Add Value and Create Connection Instead of just counting on promises made during an initial meeting, a follow-up call helps a salesperson know where he or she stands in a current deal. It also helps cement your connection with a prospect and helps to develop a relationship. Even if the deal appears to be closed, a follow-up call shows the prospect that a salesperson is interested in building a long-term relationship and isn’t only interested in short-term sales (and commission). This kind of good will ensures not only a happy customer but one who will recommend you to friends and colleagues! Follow-Up Calls Build Trust Part of a salesperson’s job is to reinforce a prospect’s decision about making a purchase. This process starts during the first conversation, where a salesperson walks a prospect through the reasons why a purchase is worth it. But encouragement should follow in subsequent follow-up calls, which can help to build trust. Trust in a product may turn into loyalty towards the whole brand, and that can lead to more purchases down the road. Follow-Up Calls Address Possible Problems Earlier Sometimes, a prospect has issues that get overlooked during the initial sales process. This can result in returns or cancellations, which spell disaster for every salesperson. By proactively working to address issues during the follow-up process, salespeople can reduce the possibility of these situations. Make sure to encourage your prospect to ask questions, and answer all queries before ending the conversation. Besides securing the sale, you’re also letting the customer know that your organization provides excellent customer support, no matter the situation. You Can Sell More The most important goal of a follow-up call is to secure a sale. Based on the statistics shared at the beginning of this article, putting forth the effort to complete five follow-up calls will bring a salesperson 80% more sales on average than less total attempts per prospect. Besides additional sales, a good relationship and trust gained from follow-up calls you’ve made will encourage consumers to purchase from you again. And if you’ve done a really good job with follow-up calls—they may just refer some new business your way.
30:16
February 22, 2020
The Art of Overcoming Objections
On this Episode of Turbo Charged MD we will discuss how to overcome objections. Topics include: Overcoming Objections 1: Listen Fully to the Objection · Resist temptation to jump right in and respond immediately. · Reacting too quickly = you risk making assumptions about the objection. · Take the time to listen to the objection fully. · Train yourself to ignore negative emotions. · Listen to fully understand the buyer's concerns without bias or anticipation. · Allow body language and verbal confirmations to communicate intent listening. 2. Understand the Objection Completely · Many objections hide underlying issues the buyer can't or isn't ready to articulate. · Often the true issue isn't what the buyer first tells you. · Your job is to get to the heart of the objection. · Ask permission from the buyer to understand and explore the issue. · Restate the concern as you understand it. 3. Respond Properly · After you've uncovered all objections, address the most important objection first. · Once you work through the greatest barrier, other concerns may no longer matter. · Do your best to resolve their issue right away increases chance of moving sale forward. · If you need more information to resolve concern, you may have to look something up don't wing it. 4. Confirm You've Satisfied the Objection · Check if you've satisfied all their concerns (just because they nodded doesn't mean they agree). · Ask if the buyer is happy with your solution. · Some objections require a process to overcome, not just a quick answer. · If the client isn't ready, don't try to force a commitment. · Do not accept a lukewarm "yes" for an answer. · Don't lose sight of your goal. Use steps above (Listen, Understand, Respond and Confirm). · This is a hot topic. This is their major pain point. If a prospect tells you that their challenge is having a major influence on their current situation and will affect their future, use your practice solutions as a remedy to get them back to optimal wellness and a much healthier relationship.
24:38
February 8, 2020
7 Keys To Set Up A Consultation That Shows
Welcome to Episode 2 of Season #2 of Turbo Charged MD.  One of the biggest challenges for any medical practice that does consulations for prospects, is getting your prospects to show up. You speak to them on the phone, you confirm the appointment and you still seem to have high number of no shows.  In this episode we will discuss the 7 key components to setting up consultations that are both qulaified and show up for their appointment. Topics include: 1: Don’t set an appointment with just anyone: Great salespeople don’t try to set the appointment with just anyone. They only try to set the appointment with the right person. 2: Disqualify the unqualified during discovery: Sometimes, salespeople get so excited when they have a person in front of them who is willing to pick up the phone and talk. But we can’t know if someone is qualified just because they’re willing to get on the phone with us. 3: Your prospects typically meet with salespeople who will do or say anything just to get the sale. This manifests with the salespeople putting lots of pressure of prospects and being salesy in a variety of ways. In order to set the appointment with your ideal prospects, you want to be the complete opposite of this. Give your prospects the opposite of their typical buying experience. The best way to do this is to act not like a salesperson, but like a doctor. 4: Understand the upside: To successfully set the appointment, the prospect has to feel like there will be value in meeting with you. So, put yourself in the shoes of your prospects. They’ve got a million things going on and the last thing they want to do is spend 45 minutes with a salesperson who is wasting their time. 5: “Can I make a recommendation?”: These five simple words are so powerful when it comes to being able to set the appointment with your ideal prospects. I’m giving you some real secret sauce here. The phrase, “Can I make a recommendation?” is really powerful when it comes time to transition into scheduling the appointment in sales. 6: Always schedule a clear next step: Make sure that there is always a clear next step at any point in the sales process—but especially at the beginning. You want there to be a clear scheduled next step where a calendar invite goes out to the prospect—and they accept it. 7: Have a contingency for when they push back: have a contingency in place for when they push back on setting the appointment. Let’s say the prospect says, “I’m really busy this month. Could we maybe get together next month? Shoot me an email in a month and we can set something up.” Reply with your contingency: “I really appreciate your saying this, but having done this for a long time, I know that usually people tell me this because it’s a nice way of saying they’re not really interested in ever getting together. Is that what you see happening here?” Please visit us at www.medicalmarketingsolution.con or call us for a free consultation at 888=292-1147. 
23:33
January 22, 2020
Building Rapport With Prospects: If They Trust You They Will Buy
In this first episode of Season 2 of Turbo Charged MD we will discuss the importance of buliding rapport with propsective patients to help them feel comfortable, get to know you and feel great about their buying decision. People buy based on emotion and rationalize their decision afterward with logic.  This episode will cover: 1. Maintain Eye Contact Maintaining eye contact communicates care and compassion. It can also show empathy and interest in your prospect's situation. Eye contact and social touch connects you to your prospects and communicates understanding. 2. Show Empathy Empathy is the ability to understand the propspect's situation, perspective and feelings. It allows you to deliver more personalized care. The empathetic consulttant communicates and acts on their understanding of the prospect. 3. Open Communication One study found good communication to be a key factor in improving prospect outcomes. Understanding your prospect's communication preferences and state of mind will help build rapport. Informing your prospect of treatments that will benefit them and give them the benefits they are seeking is very important.  Encouraging your prospect to share their feelings with you is another. Open communication is one of the most essential communication skills needed for success. 4. Make it Personal Being a prospect can be scary. To help ease their mind, take the time to get to know your prospect. Ask about their friends and family, hobbies, and other important aspects of their life. This communicates your desire to understand them as a person, not only as a prospect. This is an easy way to learn how to build rapport with your prospects. 5. Active Listening Active listening is an essential holistic healthcare tool. It is a non-intrusive way of sharing a prospects thoughts and feelings. To practice active listening, follow these steps: Listen to what the prospect is saying. Repeat what you heard to the prospect. Check with the prospect to ensure your reflection is correct. The goal of active listening is to reflect the feeling or intent behind their words. You should listen to understand, not to respond. Practice active listening as one of several ways to build rapport. 6. Practice Mirroring Matching the prospect's demeanor, disposition, and rhythm quickly establishes rapport. This may even mean raising your voice to match a loud prospect to create a synchronized bond. Then, with a low voice and measured movements, lead the prospect to a better place. Use mirroring to become attuned to the prospect during difficult conversations. 7. Keep Your Word Keeping your word is one of the most effective ways to build rapport with prospects. If you tell them you will do something, do it. If your ability to complete a task changes, communicate this with the prospect. Don’t over-promise and under deliver. Keeping your word with prospects not only builds rapport, it also builds trust.
26:13
January 12, 2020
How To Deliver A World Class Patient Experience
On this final episode of season 1 of Turbo Charged MD, we discuss how to deliver a world class patient experience. Once you have acquired a new patient (transactional), it is now time to give them the WOW factor each and every time they visiti your practice. Topics include: Turn your patients into raving fans by delivering a world class experience. The more they trust you, the more they will buy from you. The more they buy, the more they will refer. Creating a tribe of Raving Fans. Don’t stop your marketing efforts once you have acquired a patient. New products are easier to introduce to raving fans. Train your staff to give the best patient experience. Client appreciation event. Always go above and beyond. "The ultimate patient experience is their perception of how you represent your brand at every touchpoint in their dealings with you. It’s the feeling they get from your marketing and website; the friendliness and helpfulness of the person answering the phone; the quality of your signage and lighting in your parking lot; the encounter with your front desk staff; the time spent in your reception room; the cleanliness of your facility; the quality of your consult; and the competence and caring of everyone who interacts with them on their way back to their car. It’s the phenomenon of the organized whole that is perceived as more than the sum of its parts."
24:14
December 29, 2019
Planning For Success: Your Everyday Success Plan
On this epsiode of Turbo Charged MD, we discuss how to set up your day for success. Too often our team's do not have a written game plan and are winging it throughout the day. We specifically cover: „Have a game plan: Start your day with roadmap for success. Know who you are going to follow up with, who is coming in for a consult, who is scheduled to pay. „Commit to the phone: In the course of an 8-hour day it is reasonable to make 6 calls per hour = 50 per day „Be consistent: Your day may be full of peaks and valleys, but a consistent work ethic and execution leads to higher peaks and very little time in the valley. „Have a goal and write it down. Sales is a number business. Break down your month into the ridiculous based on your compensation. Look at it often. „Stay organized. Keep your workstation clutter free and keep your mind focused. „Don’t make excuses. You are responsible for your own success. You are the player and your manager is the coach. The players play and play hard. You make your own opportunities. „Have a sense of urgency: Success takes unwavering commitment on a minute by minute basis. If you want “A” results, bring your “A” game. „Make adjustments. When things are not going your way, change it up. Keep it fresh and original. „Close strong: Ask for the sales multiple times in a non-pushy way. Your prospects want what you are selling. Medical Marketing Solutions is dedicated to helping you streamline the business aspect of your medical practice with a combination of the most advanced technologies, paired with the personal touch of our highly skilled consultants who will work one-on-one with your practice and your prospective patients. From website and SEO development, to lead nurturing, email campaigns and lead conversion, we do all of the heavy lifting so you can concentrate on providing your patients with the best quality care. Our Vortex Concierge Call Center was developed to assist you in answering your inbound calls, scheduling consultations and helping you to drive new patients to your practice. We handle all of your incoming and outbound lead prospecting. Please contact one of our expert Consultants so we may give you an overview of our products, features and benefits. To speak with a live consultant now, please call us at 833- 363 -3637 or visit our website at https://www.medicalmarketingsolution.com/.
24:31
December 19, 2019
Conducting A World Class Prospect/Patient Consultation
On this Epidosde of Turbo Charged MD, we will discuss how to conduct a world class Consultation which will help you build a great rapport with your propsective patient and make it painless and comfortable for them to purchase your services at the end of the consult. Topic will cover:  Know who you are consulting with. Review notes prior to beginning. Speak to the person who booked the consultation for more insight. Make a great first impression. Your prospect may be nervous. Use a script as a guide, don’t read verbatim. Take notes. Transcribe notes into CRM or EMR Build Rapport: Find some things in common, make small talk. Your prospect should do most of the talking. Never interrupt. Find their “why”. It is typically relationship centric. Don’t be distracted by other symptoms for other treatments. Ask them how the treatment would change their life. Trial closes. Ask for the sale effortlessly. You may have to ask several times For more information on Turbo Charging your Private Pay Medical Practice, vist www.medicalmarketingsolution.com or call 833-363-3627
28:29
December 10, 2019
The Holiday Season Isn't Slow! Close Out The Year With A Bang!
On this Episode of Turbo Charged MD we will talk about how the final 6 weeks of the year is a great time to increase sales. If you have the holiday sales blues, it's time to turn that frown upside down and keep your sales and marketing caps on. Get your prospects and patients excited about the "buying" season! There is no better gift than the gift of health!  1: Alter your end of year mindset. 2: Your prospect and patients are in holiday buying mode.  3: Create end of year promotions and get them out as soon as possible. 4: Promote from within and without. 5: Get your staff pumped up.  6: Create momentumm for the new year. For more information on Turbo Charging your Private Pay Medical Practice, vist www.medicalmarketingsolution.com or call 833-363-3627
25:46
November 22, 2019
4.3 Billion Reasons Why To Use Email Marketing: A Necessary Tool In Your Marketing Arsenal
On this episode of Turbo Charged MD we discuss the power and importance of having a strategic email marketing plan. Topics include:  Email marketing is cost-effective. You can reach more mobile customers with email marketing You can automate the email marketing process Email marketing makes it easy to personalize content for better response rates. You can make your email marketing interactive. You can quickly and easily measure your email marketing efforts Email Marketing is a powerful, direct, personal way to engage with prospects and patients.  Build a robust database of email subscribers. Thisallows you to maintain close relationships with your patients and easily test and launch new products.  Create a highly responsive list of email subscribers which provides instant feedback.  Email lists must be segmented into prospects, patients and former patients. Be strategic and consistent. Be educational, informative and use for advertising. Use a professional platform so you are not spamming and can automate. Consumers can always opt out. For more information on Turbo Charging your Private Pay Medical Practice, vist www.medicalmarketingsolution.com or call 833-363-3627
22:15
November 22, 2019
2020 Practice Planning. Make a List, Check It Twice, 2020 Don't Rely On Rolling The Dice!
On this episode of Turbo Charged MD we discuss how Marketing and Sales planning takes a good 90 days until you are ramped up and seeing the fruits of your strategy and the tactics you employed to execute that strategy. DO NOT wait until 1/1/20 to put a plan into action. Here are the top 10 things you should be thinking about and acting on NOW, to get the New Year off to a great start and improve your bottom line from 2019: 1: Do we have a marketing plan that is measurable and trackable?  2: Is our website easy to find, navigate and have calls to action to generate leads across all devices?  3: Do we an have an SEO strategy with well thought out keywords that will help our search rankings?  4: Do we have an email strategy to communicate with current patients and future prospsects?  5: Is our staff trained to handle incoming phone calls and web leads from new prospects. Are they trained to promote new products and services to our existing patients?  6: Do we have a follow up strategy for all of the prospects from 2019 who did not get started on a program?  7: Are we aware of our shortcomings in 2019 and have a solid plan to improve in 2020?  8: Do we have our revenue goals for 2020 in writing?  9: Do we have a grass roots marketing plan?  10: How will we hold our team accountbale for success? This episode is sponsored by Revive Advance Training Consultants: REVIVE™ Advanced Training Consultants brings together board-certified faculty, affordable course options, and data based protocols. Their educational platform offers webinar certifications along with CME hands-on symposia, nationwide. They  pride themselves  on providing expertise and real world experience to ensure your success in building a robust practice that utilizes bio-restorative medicine. Visit them at revivetrainings.com or call 833-573-8483. . For more information on Turbo Charging your Private Pay Medical Practice, vist www.medicalmarketingsolution.com or call 833-363-3627
23:16
November 4, 2019
Practice Owners: Train Your Staff, Your Revenues Depend On It
In this episode of Turbo Charged MD we will discuss the importance of training your staff to have a sales mentality, and to hold them accountable for helping to drive revenues. Weekly training and daily communication.  Train you staff to educate and upsell your existing patients. Call recording. Lead Tracking. It is everyone's responsibility to convert prospects into patients. Accountability: Inspect what you expect.  This episode is sponsored by Revive Advance Training Consultants: REVIVE™ Advanced Training Consultants brings together board-certified faculty, affordable course options, and data based protocols. Their educational platform offers webinar certifications along with CME hands-on symposia, nationwide. They  pride themselves  on providing expertise and real world experience to ensure your success in building a robust practice that utilizes bio-restorative medicine. Visit them at revivetrainings.com or call 833-573-8483. . For more information on Turbo Charging your Private Pay Medical Practice, vist www.medicalmarketingsolution.com or call 833-363-3627
25:16
October 28, 2019
To Give or Not To Give: When A Prospective Patient Asks For Pricing On The Phone
In this episode of Turbo Charged MD we will discuss what to do when a prospective patient calls your practice and the first thing they ask you is, "how much does it cost?" Train you staff. Phone Scripts. Building Rapport. Taking control of the conversation. Build value. Ask and listen. Invite them in. Follow up.  This episode is sponsored by Revive Advance Training Consultants: REVIVE™ Advanced Training Consultants brings together board-certified faculty, affordable course options, and data based protocols. Their educational platform offers webinar certifications along with CME hands-on symposia, nationwide. They  pride themselves  on providing expertise and real world experience to ensure your success in building a robust practice that utilizes bio-restorative medicine. Visit them at revivetrainings.com or call 833-573-8483. . For more information on Turbo Charging your Private Pay Medical Practice, vist www.medicalmarketingsolution.com or call 833-363-3627
24:42
October 18, 2019
Marketing Defined: Strategies, Tactics and Niches
In this episode of Turbo Charged MD we will define what marketing really is and how it is the engine fuel for your business.  Topics include: Defining marketing and it components. Advertising, Promotion, Publicity, Public Relations and Sales.  Strategies vs. Tactics Direct Response Marketing: Best marketing for private pay practices. Niching: Don't try to be everyone to everybody. It is the intersection of your Passion, Expertise and Profitability This episode is sponsored by Revive Advance Training Consultants: REVIVE™ Advanced Training Consultants brings together board-certified faculty, affordable course options, and data based protocols. Our educational platform offers webinar certifications along with CME hands-on symposia, nationwide. They  pride themselves  on providing expertise and real world experience to ensure your success in building a robust practice that utilizes bio-restorative medicine. Visit them at revivetrainings.com or call 833-573-8483. For more information on Turbo Charging your Private Pay Medical Practice, vist www.medicalmarketingsolution.com or call 833-MED-MARK.
24:06
October 12, 2019
Grass Roots Marketing to Grow Your Medical Practice
In this episode of Turbo Charged MD we will discuss the importance of Grassroots Marketing as a strategy to drive more patients to your practice, Topics will include: What is Grassroots Marketing? Why it is an important part of your marketing strategy. Who in your practice should be involved. Best events and organizations to partner with. How to work an event. Social Media and Grassroots. Charity Events. Consistency. Expected Results Please share this podcast and feel free to call us at 833-363-3627 or email us @ info@medicalmarketingsolution.com www.medicalmarketingsolution.com
22:21
October 10, 2019
The Phone: Your Secret Weapon to Increase Revenues
Episode #3 The phone is not a dinosaur, it is your best technology. It is the most important tool in your sales and operations arsenal Verbal rules non-verbal communication.  Prospects want to speak to 'live humans" Inbound vs Outbound. Phone Scripts. Call monitoring and training. www.medicalmarketingsolution.com
20:55
October 3, 2019
Creating Your Buyer Persona (Avatar)
As a private pay practitioner you have the ability to select the ideal patient you would like to treat at your practice. In this episode we will discuss: Who do you want to treat.  How to create a Buyer Persona (Avatar).  Be specific.  Name it Great exercise to do with your team. Visualize life from their perspective. Goals, Values, Sources of Information, Challenges and Pain Points, Possible Objections  Next steps Please visit www.medicalmarketingsolution.com to learn about services to boost your practice revenues!
27:21
September 30, 2019
Turbo Charge MD: Podcast 1 Intro
Welcome to Podcast #1! Super excited to help all of you amazing medical practitioners learn what it takes to transition into, or retool your Private Pay/Concierge medical practice! It's not easy but once you learn the success formula, you will be on your way to Turbo Charged revenues and profits. In today's episode: Intro to Turbo Charge MD Podcast. Rich Force host intro. Private Pay/Cash Based Medical Practice emergence. Future of Concierge Medicine/Healthcare. Differences between Insurance Based and Cash Pay. Infrastructure for Success. Practicing vs running a practice. Upcoming podcast topics. Please enjoy and share, share, share!
19:55
September 23, 2019