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Three TO Thrive

Three TO Thrive. CHARLES P. VIRDEN, MD & RENOVATION MEDSPA. ILEAD – For the Male Apc. The Set Up: After getting buy-in from the provider on ILEAD, help them with the language to deliver to the patient to get approval into the room .

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Three TO Thrive

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  1. Three TOThrive CHARLES P. VIRDEN, MD & RENOVATION MEDSPA

  2. ILEAD – For the Male Apc • The Set Up: • After getting buy-in from the provider on ILEAD, help them with the language to deliver to the patient to get approval into the room. • “If you’re comfortable, I have a consultant with me today that is assessing us to help us provide the best service to all of our valuable patients, such as yourself.” Give MD the Plan: Ask how their consultation flows and then find appropriate times to exit: during exam, sizing, photos, etc., and then when appropriate to return. • Be Professional: • Nudity Happens: Great time to check your notes, keep your head down, etc. • Be Quiet, Unless: If the MD engages you with a question feel comfortable having dialogue. • RN’s, AES, Derms: Is a little easier but, again, be sure to understand how they conduct a consultation and work with them to make everything comfortable for them and the patient.

  3. THREE TO THRIVE – Charles P. Virden, MDPlastic Surgeon & Renovation Medical Spa Who Attended: Dr. Virden, RN Injector and Laser Aestheticians and OM Opportunities Uncovered Challenges Faced • Each department missing all 3 assessment points • MD - took responsibility for conversion to other services w/in practice • RN - Realized she had an opportunity to “re-access” her patients for 2016 to provide the best outcomes. • AES - Doing a poor job of charting (had hearts and scribble) and no cosmetic plan • “Teaching an Old Dog New Tricks” • Having the owner/MD, and Office Manager attend was a big win to get buy-in. I had discussed my plan with the OM originally who presented it to the MD. We had success with the practice and he trusted me/Allergan (Allergan Day, Insights 1 and 2, multiple staff trainings).

  4. THREE TO THRIVE – Charles P. Virden, MDPlastic Surgeon & Renovation Medical Spa Success Moving the Needle: • Staff completed Consultation and Conversion Selling on Distance Learning on A2 • They are creating a “sushi menu” CIQ • Created a form for long-term follow up and conversion • Added a Visia consultation to the patient cycle to try and uncover and triage to appropriate area(s) of the practice • They implemented the Chart Challenge Biggest Learning: To be effective you have to work Top -> Down. I don’t think this would have been as successful without the Owner/MD and Office Manager buy in.

  5. THREE TO THRIVE – Charles P. Virden, MDPlastic Surgeon & Renovation Medical Spa • What’s Next: • I have2 days committed to meet with all staff that attended to: • MD:ILEAD and check in for opportunities that he sees • RN: 1-on-1 meeting, ILEAD, discuss tools, and role play message • AES:Chart Challenge follow up, what’s working, opportunities, work on verbalization, win’s – implement “Chart and Track” – creating that unique plan, charting must-haves (legal and personal) • Begin the official Chart Challenge: track and prizes (tbd) • Other: RWA still matters, selling the dream and opportunity is our job, everything starts with the consultation– ILEAD/3TT is huge for all

  6. THANK YOU!

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