I was working with one of our HealthCare Pro Academy professionals the other day. She had five years’ experience, but she wasn’t growing either in responsibility or in compensation. It was time to look for another job. As I was speaking with potential employers on her behalf, they were surprised to learn that this 5-year pro was looking for a job. They were also surprised her by her low salary. After working with them, I was able to get an interview for her, and soon after, she had a rewarding new job. The post-hiring analysis question became, “Why wouldn’t her former employer pay her accordingly? Why were they arguing over a $.50 - $1.00 raise?” The answer to that question provides presently (and future) employed Billing and Coding Professionals (BCP’s) with the tools to be employed at market value. Succinctly, what causes an employer to miss the value of Billing and Coding Professionals? One: Employers miss the value of BCP’s when those professionals don’t know their numbers. Each BCP should have an accurate knowledge of their 30, 60, & 90’s each day or at least weekly. Waiting until the end of the month for both employer and employee to find out the numbers is a disaster waiting to happen. Two: Employers miss the value of BCP’s when those professionals don’t communicate with both the staff and the doctor about ways in which they can contribute towards accurate insurance claims. The front desk should receive at least weekly updates about changing codes and specific carrier particulars. Doctors also should hear from their BCP’s about things they can do to make sure their procedures are lining up with insurance guidelines. Three: Employers miss the value of BCP’s when those professionals don’t seek feedback. It is always scary to ask your boss, “Hey, how am I doing? What more can I do to make our billing and coding go more smoothly?” But the professionals who do this demonstrate their dedication to their practice and their profession. These 3 tips enable Billing and Coding Professionals to demonstrate their value and worth to their doctor, practice, or hospital. They give employers reason to value them, and when compensated, give employees reason to stay. I hope these tips can improve relationships, employee appreciation, and even better, compensation. Let us know if there is any way we can help. Gordon Duncan 919-412-8161 HealthCare Pro Academy www.jgordonduncan.com www.prosightsuccess.com www.prosightworkbook.com How does a mentor from HealthCare Pro Academy help? Some of the benefits are… 1. 180-Day Personal & Professional Growth Plan 2. Guidance in Expanding Your Circle of Influence 3. Training on how to Increase Your Personal Income over a 180-Day Period 4. Creating a Personal Accountability Model to Keep You on Track And lots more. Our program costs $127 a month, and we will work with you for six months. Upon signing up, you will receive a survey to fill out about your background. Upon completion, email it back, and we will set up our first conference. We will talk online twice a month for 45 minutes, and you will also have access via phone and text throughout the month. Below you will find references, and don’t hesitate to call me directly if you have questions. I look forward to helping you grow in your career. You deserve it. Bio: Gordon Duncan is an award-winning educator, salesman, teacher, manager, and writer. He has been in the eye industry since 1999 and is the author of the eight-book ProSight Success System. His book “Practice Progress” has charted #1 in 6 different countries. Gordon currently consults in the eye care, medical, as well as the manufacturing industry. Reference: “I’ve Known Gordon for seven years and have been thoroughly impressed by his work ethic, professionalism, and knowledge of the practice of Optometry. He’s helped me tackle overwhelming tasks by implementing procedure manuals and simplifying complex employee issues. I highly recommend him as a consultant and feel confident in his abilities to serve as a guide in any optometric practice.” C. C. Byrd, OD
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Did you watch the Royal Wedding between Henry and Meghan? Though the numbers vary wildly, some estimate that 2 billion people watched the British nuptials.[i] Why so many? 3 reasons. 1. Otherness: People love the royals because of the perceived “otherness” between royalty and commoner. Even in America, with our fierce, independent spirit, we have a draw to the royal life. The idea of being royal and living such a set apart life is fascinating. As a result, royal news is big news. 2. Dreams Come True: Meghan is American. The gulf between royalty and commoner is bridged in the wedding. In Meghan, a good old American gal from Canoga Park marries the 5th in line to the throne and becomes one of Time Magazine’s 100 most influential people. She reminds people that dreams come true. 3. Hype: This wedding is the true definition of the overused word, “ubiquitous”. Henry and Meghan were everywhere. They were on every channel, both social and traditional. Even now, you can find commemorative magazines in the grocery store checkout. The coverage began long before the wedding, and it will continue long after. What does any of this matter? Well, for your small business, these principles matter a ton. If you can tap into them, you can grow your business, create a marketing campaign, and build customer loyalty. Though these principles apply to every business, take the eye care industry for example. Let’s say you want to increase your frame sells. If you want to do that, build a campaign around a new frame line that you are carrying. Do this: 1. Otherness: How are these frames different? Are they exclusive to your practice in the area? Are they a limited run? Will they not be offered again in the future? Does your patient have the opportunity to own something unique? 2. Dreams come True: Create a story surrounding these frames that give the impression that the future owners will be a part of something larger. They will be able to connect with a lifestyle that is associated with the brand. They will be like celebrity endorsees. They will gain social status by purchasing them. Somehow, in owning them, they will transcend their mundane day to day lives. 3. Hype: Start telling your patients about them ahead of time. Create an event around the week of their launch. Host a fashion show or a party on the day they are released. Run live on Facebook and Instagram. Give patients the opportunities to be models. Nothing is too over the top. These principles apply to whatever business you are in. Connect these principles to your product and then to your people and watch your business grow. If you need help putting together a marketing campaign (or even one for the year), please contact us at ProSight Success. We have been in the marketing business for 20 years, and we would be glad to help you. Just email Gordon at [email protected], and you can get started. Gordon Duncan is the CEO/Consultant of ProSight Success and has trained employees for nearly 20 years. ProSight Success has several tools to help you with all of this. Our international bestseller, Practice Progress, goes deep into the philosophies above. You can find the paperback at Amazon. However, your best value is the full 7 Step, 7 Book ProSight Success System. We offer it in 3 formats: Digital ProSight Success System Paperback ProSight Success System And our best value: the ProSight Success Workbook that includes a digital copy and a free hour of consulting. Of course, Gordon Duncan, our CEO, is also available for private consulting. Email him at [email protected]. [i] http://www.cetusnews.com/life/Royal-Wedding-2018-viewing-figures--How-many-people-watched-Meghan-Markle-marry-Harry-.SJbJRcZy1Q.html Skilled Billing & Coding Professionals Miss Out On Jobs If They Aren't Willing to Climb the Ladder5/14/2018 I was hiring for a multi-state eye care practice, and they wanted something simple. They wanted skilled, professional, hard-working billing & coding employees who approached their job with knowledge and efficiency. Basically, they needed professionals who could file their insurance, but they also needed more than just someone with knowledge of ICD-10s and CPT codes. The doctors expressed that Billing & Coding knowledge was a dime a dozen with the flood of graduates each year. They wanted employees who were willing to work their way up the professional ladder while also being willing to work anywhere in the office (not every practice can afford a dedicated filer). That shouldn’t be a problem, should it? Plenty of people understand coding and were willing to earn their way, right? Actually, it was a huge problem. Finding people who possessed the knowledge of Billing and Coding was not the problem. Less tangible skills like professionalism and punctuality and lack of entitlement were rare. I went through dozens of resumes, and I couldn’t find anyone who met all of the necessary qualifications. We wound up having to hire employees who met most of the qualifications, but not all of them. Some made it. Some didn’t. In discussing this challenge with my clients, they wished that there was some way to improve the field of candidates – almost a training program apart from school to prepare qualified candidates to become quality employees. That’s where inspiration begins. That is why I began mentoring future employees to better prepare them for gainful employment. That experience was the genesis of the HealthCare Pro Academy. Our HealthCare Pro Academy is $127 a month for 6 months. During that time, we will · Create an attention-getting resume that will help you stand out above the crowd. · We will talk on the phone at least 6 times for personal coaching. · I will interview you at least 3 times and give you verbal and written feedback. · And so much more. Think about the cost like this. Each pay period you are unemployed, you lose around $800 at a $10 an hour start rate. Our program costs less than what you lose by remaining unemployed. Don’t hesitate. This is the launch of my mentoring program, and the price will increase soon. If you have any questions, just call me at 919-412-8161. I can’t wait to help you get the job you want. Gordon Duncan 919-412-8161 HealthCare Pro Academy Seriously, just give me a call if you have any questions. Did you miss out on Mother’s Day? I’m not asking you if you reached out to your mother (I hope you did). I’m asking whether or not your practice put together a marketing plan to take advantage of the $21 billion dollars that is spent each Mother’s Day. Obviously, you can’t do anything about it now. Any “sunglasses as gifts for mom” sales are gone by the way side. And guess what? You’ll miss out on Mother’s Day again next year unless you do one thing. Create a Marketing Plan. Here is the reality. 46% of companies with fewer than 50 employees do not have a marketing plan.[i] That probably is the size of your eye care practice. Basically, half of the eye care practices in the world don’t have plan, and that doesn’t mean that the other 50% have a plan that works. So, unless you have one, you’ll miss out on Mother’s Day and most every other holiday in between. But how did you get started? Here are few tips: First, get your social media under control. Make sure all of your platforms are up to date with information and pictures. Design a plan to update them each and every day. Give your patients incentive to interact with you. Second, map out every major holiday in America. Figure out which ones you can best emphasize. You can’t switch promotions every few days. They need to sustain. Put together a promotion that makes your patients want to be a part of it. Third, in writing, detail how you will engage with your patients, how you will advertise the campaign, and what you will promote or give away. Without these elements, each and every opportunity to promote your business will pass you by. If you need help putting together a marketing campaign (or even one for the year), please contact us at ProSight Success. We have been in the marketing business for 20 years, and we would be glad to help you. Just email Gordon at [email protected], and you can get started. Gordon Duncan is the CEO/Consultant of ProSight Success and has trained employees for nearly 20 years. ProSight Success has several tools to help you with all of this. Our international bestseller, Practice Progress, goes deep into the philosophies above. You can find the paperback at Amazon. However, your best value is the full 7 Step, 7 Book ProSight Success System. We offer it in 3 formats: Digital ProSight Success System Paperback ProSight Success System And our best value: the ProSight Success Workbook that includes a digital copy and a free hour of consulting. Of course, Gordon Duncan, our CEO, is also available for private consulting. Email him at [email protected]. [i] http://www.marketingprofs.com/charts/2014/24945/34-of-marketers-do-not-have-a-documented-plan Billing and Coding graduates are flooding the market this time of year. Some schools graduate as many as 1,500 potential employees each spring. And while Billing and Coding provides the opportunity for a great income, a coding career provides two main challenges. The first challenge is getting a job in the medical industry itself. The second is finding a job that provides the opportunity for the insurance filer to utilize her/his strengths. Those realities lead to a very practical question: Should a Billing and Coding graduate take a lateral entry job in the medical field to get their foot in the door or should they hold out for a filing position? The first pro of taking a job in the medical field, whatever position that may be, is of course income. Additionally, you get real-world, practical experience in your field, and hopefully, you get to see the practical workings of filing claims. If you are working a front desk, you will quickly see what happens when data is mishandled or entered incorrectly. After you prove yourself, you may earn the opportunity to utilize your billing and coding skills when the opportunity arises. However, taking a lateral entry medical job has its downsides. A good front desk employee might never get the chance to move to billing because good front desk employees are rare. Additionally, spending a few years in a non-billing position erodes the billing base of knowledge. Regaining that knowledge can be a challenge. So, what to do? HealthCare Pro Academy recommends 3 things: One: Unless you have another job opportunity, begin working in a medical field as soon as possible. Income is income, and nothing hurts an applicant worse than an extended period of unemployment. Employers think the worst. Two: Never stop looking for billing jobs. An employed applicant is always a more attractive job candidate. “Wanting to work in my field of education,” is a great answer to the question, “Why are you looking to change jobs?” Three: Get mentorship and continue training in billing and coding. Never let your skills erode. Find someone who has done what you want to do and learn from them. The cost is worth it. Happy Job Hunting, Gordon Duncan 919-412-8161 HealthCare Pro Academy www.jgordonduncan.com www.prosightsuccess.com www.prosightworkbook.com How does a mentor from HealthCare Pro Academy help? Some of the benefits are…
And lots more. Our program costs $127 a month, and we will work with you for six months. Upon signing up, you will receive a survey to fill out about your background. Upon completion, email it back, and we will set up our first conference. We will talk online twice a month for 45 minutes, and you will also have access via phone and text throughout the month. Below you will find references, and don’t hesitate to call me directly if you have questions. I look forward to helping you grow in your career. You deserve it. Bio: Gordon Duncan is an award-winning educator, salesman, teacher, manager, and writer. He has been in the eye industry since 1999 and is the author of the eight-book ProSight Success System. His book “Practice Progress” has charted #1 in 6 different countries. Gordon currently consults in the eye care, medical, as well as the manufacturing industry. Reference: “I’ve Known Gordon for seven years and have been thoroughly impressed by his work ethic, professionalism, and knowledge of the practice of Optometry. He’s helped me tackle overwhelming tasks by implementing procedure manuals and simplifying complex employee issues. I highly recommend him as a consultant and feel confident in his abilities to serve as a guide in any optometric practice.” C. C. Byrd, OD If Apple understands they need to diversify their revenue, then the eye care industry better pay attention. Apple’s earnings posted this past week, and they reported over $38 billion dollars in iPhone revenue in the first quarter of 2018. Many expected their earnings to dip, but that wasn’t the case. Sales are stronger than ever. But there was something to notice in the Apple earnings report. Their services division (Apple’s App Store, AppleCare, Apple Pay, and more) saw revenue jump 31% to $9.2 billion.[i] Rumor has it that this is the most profitable division in the whole company. Amazing that a company as strong as Apple is ensuring their financial future ny making sure their alternative sources of income are growing and that they play a vital part in their overall bottom line. If Apple were to rest on the laurels of their iPhone sells, most would understand, but they are growing a second source of income to ensure their future. The eye care industry should take note. While frame sales are often king, many eye care providers are beefing up their services to prevent them from having a revenue moat. Providers are offering expanded services in Corneal Refractive Therapy (CRP), vision therapy, and pre- & post-Lasik surgical care. All too often, providers are limited to these areas: Optical Goods (including Eyeglasses, Contact Lenses, Sunglasses), Contact Lenses, & Nonprescription Eyeglasses & Sunglasses. With the online competition in these areas, providers can’t limit themselves to these revenue streams. However, expanding service offerings can be daunting. It requires a re-orientation of the provider’s focus, training the staff in services, and training the staff in the offering of services. Survival is what is at stake, however. Ask yourself: What services are you able to provide? What additional training does the provider need to better offer these services? What staff training is necessary for them to support that training? What procedures within the office are necessary to market these services? Asking these questions will cause a few headaches along the way, but implementing the answers may very well put you on the path towards greater revenue. ProSight Success would be glad to talk you through any of these questions. Just contact us. Gordon Duncan is the CEO/Consultant of ProSight Success and has trained employees for nearly 20 years. ProSight Success has several tools to help you with all of this. Our international bestseller, Practice Progress, goes deep into the philosophies above. You can find the paperback at Amazon. However, your best value is the full 7 Step, 7 Book ProSight Success System. We offer it in 3 formats: Digital ProSight Success System Paperback ProSight Success System And our best value: the ProSight Success Workbook that includes a digital copy and a free hour of consulting. Of course, Gordon Duncan, our CEO, is also available for private consulting. Email him at [email protected]. [i] https://www.msn.com/en-us/money/companies/apple-has-already-built-its-next-big-business/ar-AAwEcsX?ocid=spartanntp Did you know that many applicants lose the job before interviewing? Yep, many candidates don’t get the job even before they say a word. To help avoid this, let me tell you a secret from the employer’s perspective. First of all, interviews face to face cannot be replaced. They are essential to the hiring process. So, when I am looking for a new employee, I line up a day of interviews, and I schedule them about thirty minutes apart. But once they arrive, I let them wait. I want my staff to observe how they handle the down time. Do they read? Do they fidget? Are they glued to their cell phone? Are they observant of the office? Heck, do they pick their nose? I don’t know what they do, but my staff knows to watch. If I can get an extra moment to observe them before they notice me, I do the same thing. I watch. On many occasions, staff have spoken to me before the interview to tell me things they are concerned about. I’ve trained my staff to look out. If they notice that the interviewee is nervous, they tell me. If they are rude, they tell me. If they are fussing with someone on the phone, they tell me. All of this plays a part in the hiring decision. I know that qualified candidates have been passed over because of their waiting room demeanor. Qualifications are only part of the job. Social skills are another. My advice to you? Greet the staff courteously. They might be your fellow co-workers. Stay off your phone. You can post to Instagram later. “Please’s” and “thank you’s’” go a long way. Once you pass the waiting room portion of the interview, then you are ready to impress your future employer with your qualifications and other job-related essentials. Don’t let your waiting room demeanor keep you from getting the job that you worked so hard to get. These are the some of the skills and tips that you will learn in our HealthCare Pro Academy. Additional benefits for our members are: 1. 180-Day Personal & Professional Growth Plan 2. Guidance in Expanding Your Circle of Influence 3. Training on how to Increase Your Personal Income over a 180-Day Period 4. Creating a Personal Accountability Model to Keep You on Track And lots more. Our program costs $127 a month, and we will work with you for six months. Upon signing up, you will receive a survey to fill out about your background. Upon completion, email it back, and we will set up our first conference. We will talk online twice a month for 45 minutes, and you will also have access via phone and text throughout the month. Below you will find references, and don’t hesitate to call me directly if you have questions. I look forward to helping you grow in your career. You deserve it. Gordon Duncan 919-412-8161 HealthCare Pro Academy www.jgordonduncan.com www.prosightsuccess.com www.prosightworkbook.com Bio: Gordon Duncan is an award-winning educator, salesman, teacher, manager, and writer. He has been in the eye industry since 1999 and is the author of the eight-book ProSight Success System. His book “Practice Progress” has charted #1 in 6 different countries. Gordon currently consults in the eye care, medical, as well as the manufacturing industry. Reference: “I’ve Known Gordon for seven years and have been thoroughly impressed by his work ethic, professionalism, and knowledge of the practice of Optometry. He’s helped me tackle overwhelming tasks by implementing procedure manuals and simplifying complex employee issues. I highly recommend him as a consultant and feel confident in his abilities to serve as a guide in any optometric practice.” C. C. Byrd, OD |
Gordon DuncanGordon Duncan is an award-winning educator, salesman, teacher, manager, and writer. He has taught in the public school system, lobbied for school's accreditation, managed eye clinics, led sales' teams, and also publishes books on theology, church, and culture. Archives
September 2021
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