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New Patient MD Digital Brochure – Full Services List Page 8 newpatientmd.com & npmdtraining.com

Our favorite definition of traditional marketing is very simple: “Everything you communicate to a customer or a potential customer.”

So why does traditional healthcare marketing fail to leverage your most valuable asset when it comes to communicating your brand to patients? This hideous thing actually cost us money. But it’s not the aesthetics or the bill that has us so worked up. * NEWPatientMD believes your healthcare organization’s greatest leverage point for growing your revenue is your existing staff. By investing in them first, or as part of a larger strategy, talented and trained team members become revenue producers able to perpetuate your brand from within. That is why every year we serve hundreds of successful physician practices across the country that focus on NEWPatient Generation… a paradigm shift for how healthcare organizations drive new patients through their front doors with an average new patient increase of 41.2% for our clients. And YES… when it comes to attention grabbing creative work, captivating copywriting, SEO/PPC, websites, brand development, physician liaison training, talent acquisition, sales and strategic planning, we have you covered. See page 8 for full services list.

But what drives us crazy is how traditional healthcare marketing fails to integrate your practice’s greatest asset, your staff, into the strategy for generating new patients and perpetuating your brand. Your brand, vision, healthcare philosophy, doesn’t resonate from the outside in, right? So why do healthcare organizations try to ‘market’ that way?

“Leveraging your existing team to reflect your practice’s brand and vision transforms them into revenue producers, active agents engaged in generating new patients for your practice.” -Zac Wright, President & Difference Maker

*The graphic above ignores the fundamental element that drives any physician practice’s strategic growth and brand reputation: talented and trained team members, from initial contact to check out, and every interaction between and beyond.

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Let’s determine what a new patient is worth to your practice. NEWPatient generation begins with understanding that new patients are the lifeblood to any healthcare provider. And since we, NEWPatientMD, firmly believe the key to rapid, yet strategic long-term growth is an unremitting deluge of new patients, see the graph below to estimate what just a few more patients per month would mean for your profits. First you need to calculate your Average Lifetime Value of a new patient. Do this by dividing your gross collections from a specific time period (ex. 12 or 6 months) by the number of new patients seen in that same time period. Although the metric accounts for all gross revenue, even from existing patients, it establishes an approximate lifetime average value of a new patient for your practice.

Next, horizontally across the top of the graph is the number of MORE new patients you can shoot for based on our client’s average new patient increase of over 40% within the first 3 months of implementing our proven, pragmatic, metric driven approach to new patient generation. Finally, where your average lifetime revenue and monthly new patient goal increase intersect, is what just a few more new patients per month would mean to your top-line revenue at the end of the year. OR, if your staff is not sufficiently trained and playing an integrated role in your growth strategy, where those numbers intersect might just be how much you are losing each year!

npmdtraining.com 888.296.9545 Everything hinges on your staff’s ability to convert every qualified first-time caller into a made & kept appointment… or what’s the point?

Marketing makes the phones ring. But it takes trained, focused, talented staff to convert a call into a made and kept new patient appointment. Think about it: If your average revenue per new patient is just $3,000, losing just one potential patient per week when they call your office is $150,000 lost revenue a year! That’s why your team’s phone skills are critical to building your healthcare organization. Did you know: Over 50% of potential new patient calls fail to generate any revenue? Our custom training program Convert Inquiries Into New Patients will give your staffers the skills & motivation they need to pack your schedule… BEGINNING THE VERY NEXT DAY! Consider this: Converting just one or two callers into new patients completely pays for the training program. That is an almost immediate Return On Investment with just the first few patients. But with an average new patient increase of over 40% in just the first 3 months, our clients are seeing revenue increases far beyond their initial investment. We start by phone auditing your office to see what your staff is doing right and also identify how they are potentially losing patients. Then we educate them to a better, more effective way to handle tough procedural, price, and insurance-based questions so they successfully convert MORE first-time callers into MADE & KEPT New Patient Appointments!

Our most popular new patient generation program, Convert Inquiries Into New Patients, is an intensive and engaging full-day in office staff seminar with one of our expert marketing trainers that takes care of all the implementation for you… leveraging your biggest over head cost, your staff, and turning them into revenue producers. In addition to the custom training seminar held conveniently in the comfort of your own practice, our 3 Month On-going Support period includes Physician Orientation Guides, Staff Training Workbooks and manuals, Staff Audio CD Series, New Patient Results Graphing & Tracking Manuals, PLUS, program includes 3months of individual coaching sessions with your team, new patient audit reports to ensure your investment long-term.

The only thing worse than training your staff and having them leave, is NOT training them and having them stay. - Henry Ford

npmdtraining.com 888.296.9545 There’s nothing like a real-life success story to illustrate the bottom-line, dollars-and-cents value of new patient generation. In this case, a physician group specialty practice more than doubled its new patient revenue by training their staff to more efficiently and more effectively answer the phone and convert callers into made and kept appointments. There’s a lot to consider when it comes to capitalizing on physician advertising. There’s an up side and a downside, and the difference is in how the office is trained and prepared (or unprepared) to handle inbound calls. And frankly, nearly every practice has something to learn and much to be gained. Even when a practice does zero advertising, we see the same staggering new patient results. Our President, Zac Wright, whose official job title is actually Difference Maker, provides the following numbers from this vein practice in a central time zone with four locations and an average case size of $2,900.00 per new patient. “Accounting for each location,” Zac reports, “they went from 185 new patients in September last year to 347 new patients in September this year.” Doing the math, the new patient revenue more than doubled from about $536,500 per month to over $1,000,000. Zac—who is understandably diligent about tracking results—says that, “Overall, they realized an across the board increase of about 50 percent for all locations in the three months following training.” So, you might ask, just how did they do that? The answer may be a bit of surprise. The “Anti-Sales Philosophy” Zac tells us “all we did was leverage their existing staff—their largest overhead expense, by the way—and turned them into revenue producers.” In other words, this practice didn’t change its personnel, and what’s surprising is that the training created “revenue producers” using an anti-sales philosophy.

Case Study: The “Anti-Sales Philosophy” Doubles Physician Group Practice

“That’s right, anti-sales.” Zac says, “We never want the staff to sound like they are selling anything. In fact, they are not ‘selling.’ Training is about helping the patient appreciate the quality of care, understand what’s involved in treatment and the support that the office provides each patient. And they set an appointment for the prospective patient in an entirely new way… a patient-centric way.” The core idea is that the patient can’t benefit from the services of the doctor or the practice over the phone. They can only help the patient once they come into the office, and a first appointment is the beginning of a process of caring for the individual. Onsite staff training—Convert Inquiries Into New Patients—works from the perspective of helping the patient and boosting revenues for the practice.

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Take it from the hundreds of physician practices from across the country that we have helped to inspire quality patients to pay, stay, & refer. From single providers to multi-physician practices, it all starts with making sure the patients already calling, the ‘low hanging fruit’, are turning into made & kept appointments. If they are NOT, then what is the point of continuing to waste money investing in traditional healthcare marketing?

“Working with [NEWPatientMD] has been the single best thing I have done for my practice in the past ten years. Their programs Convert Inquiries into New Patients and the Science of Case Acceptance have made a tremendous difference in the performance of my team members and the bottom line of my practice. We have more than doubled our number of new patients per month and they are saying yes to treatment. I would recommend their services without hesitation.“ -Jonathan Twomey, DDS, MS

“When I learned that how my team handles the phones could be the difference between growing my practice to where I knew it could be and remaining a sole provider, it was a no brainer to work with npMD. In fact, I have retained them on a monthly basis for Continued guidance and on-going support.” -Jonathan Calure, MD Maryland Vein Professionals © 2018 New Patient MD, Inc. All Rights Reserved. | 888.296.9545 | npmdtraining.com | Atlanta Charlotte

npmdtraining.com 888.296.9545

New Patient Generation is a lifestyle change. And it’s a proven, pragmatic business paradigm that healthcare organizations have traditionally failed to adopt because… well, we wish we had a logical reason. Your practice is a business. Treat it like one. Integrating your talented team into your business development strategy so they are able to perpetuate your brand truth, communicate your practice’s vision, and engage patients in a way that is truly reflective of the quality of care they receive from your providers is what we call New Patient Generation… and properly implemented it can be your greatest competitive advantage. Physician practices operate in an increasingly complex medical, political, social and business environment. A practice’s ability to be successful is impacted by a variety of inter-connected factors, from the economy to offering what your patients need, to providing quality services. These are just a few reasons why treating your practice as a business is one of the first steps to greater profitability. By bringing some strategic sense and a reality check to the development process with a written New Patient Generation (marketing) plan, you have a greater opportunity to succeed. After all, thriving businesses in all niches use planning tools to establish short-term goals and to measure long-term success. What is a New Patient Generation Plan? Marketing is a discipline and a continuous process of strategically communicating the relevant value of your services or products to your patients. A written plan analyzes target and market insights to provide a concerted roadmap for all your practice’s promotional efforts, marketing campaigns and metrics… including the role your staff plays. Your Plan builds on and refines strategic business/practice decisions made in the Business Plan. It more fully develops the business DNA; who you are, what is unique, your mission, values, goals and objectives.

It provides both internal and external situation analysis that leads to smarter, cogent strategies and targeted promotional actions that drive results. What are the top 10 things a New Patient Gen. Plan can do for your healthcare business? 1. Add new patients, increase your income, and grow your practice strategically. 2. Identify the “right” patient targets. 3. Create a patient-centric practice and provide a space to better understand their needs and wants so you can build long-term, profitable patient relationships. 4. Define a logical, strategic path with goals, objectives and metrics so they can be clearly achieved. 5. Capture and clarify the message of your vision, how your practice is different and how that is relevant to the customer-so they can choose YOU. 6. Identify your best “marketing” practices with the greatest return on investment for your practice and your brand. 7. Provide direction and motivation for employees to better deliver your services the way you want them to. 8. It gives practice management and staff a clear understanding of their marketing responsibilities and therefore helps ensure a commitment to marketing efforts. 9. Create a blueprint and a deliberate, systematic approach to better deliver services and long-term customer relationships. 10. Demonstrate strategic and financial dedication, which can positively impact lenders, potential partners, and other stakeholders so they will feel more comfortable that you have a clear analysis and understanding of your business.

npmdtraining.com 888.296.9545

Once your staff is converting every qualified patient who calls your practice into made and kept appointments… Here’s how New Patient MD can cure your healthcare organization’s New Patient Deficiency Disorder

With over 75 years of combined healthcare experience, npMD knows how to grow your healthcare practice with the patients you want. Our nimble, scalable and flexible team will create a unique, customized strategy for your healthcare organization.

We focus on: Crafting relatable and relevant communications strategies. Developing breakthrough and authentic messages that are proven to connect with and bring in new patients. Optimizing and creating differentiated patient experiences. Cultivating loyal patients and referrals that drive incremental new patient registrations. Creating traditional and digital communications strategies that make the phone ring. Engaging and training staff to convert interested patient calls into patient relationships and building stronger customer-focused experiences. Your company’s bottom line. © 2018 New Patient MD, Inc. All Rights Reserved. | 888.296.9545 | npmdtraining.com | Atlanta Charlotte

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$ About our Founder Zac Wright has spent his entire career perfecting strategies to generate new patients for hospitals and private practices. Through his proprietary and forensic approach, which combines current market research, cutting-edge studies on human behavior and business strategy, Zac guides the expert team at New Patient MD, whose clients achieve dramatically higher new patient numbers, case acceptance rates, word-of-mouth referrals, professional referrals, staff efficiency, doctor productivity and greater patient satisfaction. Personally working with over one hundred providers a year, Zac's patient-centric methods have been used across the country to boost monthly new patient counts by as much as two-fold. Zac is the President of New Patient MD but we refer to him as Difference Maker. Zac is the force behind, "Convert Inquiries Into New Patients", "The Science of Case Acceptance", and other business development programs with proven track records of producing the dramatic new patient results that are essential for rapid, yet strategic growth. © 2018 New Patient MD, Inc. All Rights Reserved. | 888.296.9545 | npmdtraining.com | Atlanta Charlotte