January 2002

Volume Practice: "Kick it up a Notch"

by Thomas O. Morgan, D.C., B.S., FICA, FPAC

Dr. Tom Morgan and his wife, Mary Ann, are founders of Volume Practice Seminars. Their goal is to help doctors and staff achieve volume practices, become debt free, and live spiritually disciplined lives that glorify God.

Dr. Tom Morgan graduated from the Palmer College of Chiropractic, Davenport, Iowa. He holds a B.S. degree from Upper Iowa University in practice management. Also, he holds two honorary Fellow degrees. Dr. Morgan was in active chiropractic practice for over 30 years.  He retired in 1996 at the age of 54. Since that time he has been teaching the Volume Practice Seminar and doing chiropractic consulting full time. During his time in practice, he had one of the largest high volume, cash practices in the world.  He has written a book about these years entitled “VOLUME PRACTICE” and three more books about chiropractic.  He is famous for his “Touch and Tell” system. Dr. Morgan is a member of the continuing education faculty at Palmer, he was also an instructor in Activator technique for over ten years. He also was president of a state Association and served on the state board of examiners for twelve years.

Nothing could stop me. I felt destined to “volume.” I wanted to see how much I could do. My wife and family were behind me 100% in this quest. Seven days a week. I got up to 1500 patients a week. The records show that I averaged 1200 visits a week for over seven years. My peak finally came at 400 patients in one day!  Whew!!!!!!! I was younger then. My “juices” were flowing at their max. Later, I found out when I started running races that the reason we are separated in age groups is because no matter how hard you train, at certain age levels, you can only run so fast.  SO — young doctors, NOW is the time for volume. You’ve got to do it while you are young.

The first VP postulate states: “If you adjust as many patients as possible in your working hours, you will have everything you need.” Now, I did not say “everything you want.”  Our wants nearly always exceed our needs. If you can see the great need to clear out subluxations, then you are destined for volume, like I was. If you have the vision that you understand health and where it originates, you can do this. If you are focused on turning the world away from more drugs and surgeries, toward positive conservative health care, you can do this. If you are willing to really work hard and save your money, you can do this. If you have a passion for chiropracTIC, you can do this. If you WANT to do this, you can do it, AND I can help you.

There are two basic types of practices. One focuses mainly on the business side and the business income. The other focuses mainly on patient care. You must have volume either way. The days of low volume and creative billing are over. I do not believe that even the MD/DC creative billing intervention will not stay in place very long. So, it must be volume practices that we, as chiropractors seek. Do not disdain volume, or tell yourself that you do not want to do a volume practice. The proof that “volume” is so important is in your day-to-day practice.  You know that when the numbers are down, everything is down! This profession was built on giving more service than the patient pays for.

I believe Volume Practice — Cash Practice — can be the difference in the future of our entire profession. Ask anyone who has switched BACK to a mostly cash practice. Ask about their FREEDOM. They are “clean” from giving and taking insurance abuse. I still want you to use the patients’ insurance (if it fits chiropractic criteria), but I can show you how to reach a point where over 50% of your practice is cash — with a high PVA! This is “back to the future” for chiropractic. FREEDOM — from insurance company’s abuse and paper trail slavery!

Today we have reached a crisis in chiropractic. HEALTHBULLETIN stated that 43 percent of all MDs are on salary. The insurance companies have dried up the MDs’ cash flow. After that, insurance companies began limiting payment for medical services. Then they ushered the MCOs into position; purchased medical practices and put the doctors on salary. Even the independent medics are forced to order and perform services in hospitals. They must reach a “quota” in order to keep their hospital privileges and insure corporate profits. There is no freedom for medics. Medicine today is all about marketing and corporate profits. However, THERE IS FREEDOM FOR US. YES, I SEE A BRIGHT FUTURE, BUT WE HAVE TO CHANGE, TO BE FREE!!

CORPORATE CARE (MCOs) AND THE INSURANCE INDUSTRY WANTS TOTAL CONTROL OF ALL MONIES IN THE HEALTH CARE INDUSTRY. THEY ALSO WANT TO PAY BACK DOCTORS (by owning them!) FOR DRIVING UP THEIR FEES, IN THE PAST, AND FOR HAVING TO PAY THESE HIGH FEES.

MD/DC IS NOT THE ANSWER FOR OUR PROFESSION. THIS IS JUST DELAYING THE FUTURE. Jumping back and forth from chiropractic to medical billing is not the answer. Ask an independent medic today. Creative billing days are over. These medics will tell you that the time is over for adding on more services, hoping to get paid by a controlling, monopolizing insurance culture is futile. The MCOs are like fraternities.  They work in a “club” atmosphere - referring back and forth — doing a job, talking about their investments and golf game.  Then they go home at five o’clock. They are being trained as employees. 

Don’t get fooled into this MD/DC scheme. This only DELAYS the future. Managed Care Organizations are not your answer either. MCOs will let a few on networks to control you and your practice. They will not ultimately purchase your offices!  These corporations are run by medical thinkers and planners. They do not believe in chiropractic, and they look at us as a nuisance.  Their medical guidelines would rather approve a twenty thousand dollar surgery procedure, than a fifty-dollar adjustment (which could correct the cause of the patient’s problems). You see it everyday! It is part of the ignorant medical mindset. It will not go away. It will always be there. What we must do is go on with OUR plan for success. We have moved forward for over 100 years, because people get well with adjustments. MCOs don’t care about us. They want to do all they can to discourage and destroy us. Only because of some laws and public demand, will they even allow a limited absorption for just a few DCs. They want total destruction for the rest. Today, corporations and hospitals are putting in Alternative Care departments, even hiring a DC or two to do massage/PT like services. Is this where the great TRUTH of our chiropractic principles is going to wind??????  Not if I still have breath in me!

THERE IS A WAY TO MOVE AHEAD AND BEAT THE THIRD PARTY! IT HAS ALWAYS WORKED FOR CHIROPRACTORS!

We must go back to the patients. Promote our “results,” and affordable care.  We must go back to high volume and a high percentage cash practice!!!  Write it down!! YOU MUST ADMIT THIS TO YOURSELF. COME BE WITH US . . . THEN BEGIN THE ADVENTURE OF CHANGE. THIS IS WHAT WE MUST DO TODAY. Chiropractors have to remain self-employed and continue a high cash flow. At our seminar, we can help you change your attitude, help you create anew desire, to get back to our great mission of helping sick people.

One doctor reports: “This was my fourth seminar, I am finally getting it!  Dr. Tom is right  — my passion does equal my volume!  Plus every T&T lab Dr. Tom presents, fires me up!”  

You can be like this doctor from Texas. He knows he must “re-invent” himself and his practice. You can do it too. Touch & Tell System, Results, and changing patients to our chiropractic HEALTH SYSTEM, are some of the keys.  Join us February 9, in Atlanta.

“103 patients today!! I did not think I could do it, but you were right!  HIGH Volume is a lot more fun than low volume!”

I have been coaching this PA doctor to higher volume. Come, listen, and learn from our team of volume practice doctors. We will show you how you can adjust all the patients you want. It can be done today, like never before, but you must use the right formulae. I can show you how to make it happen. If your patient volume is low and your cash patient has not been a primary focus, YOU ARE IN A CRITICAL PRACTICE POSITION!

One CA reports:

“I can’t say enough about the wonderful job Mary Ann does in the CA class. As a CA teacher myself (I taught for 25 years at the Parker Seminar), I was even inspired to go back and get the office team working together for ‘volume.’ Every wife needs her teaching on “living the chiropractic lifestyle.”  

Do not come to this seminar without your spouse and office team. Everyone needs to be headed in the right direction for practice growth.

You have two choices doctor. First, you can watch your overhead draw ahead of your income and panic; OR you can make up your mind to change your practice and pull up and away from the tyranny you feel from depending on insurance. You cannot just sit back and “process information.” You must act NOW and begin a serious assault on the market available to doctors who get RESULTS. I have been teaching volume practice for over thirty years. Our high volume team will help you realize the freedom built in the — VOLUME PRACTICE.  The choice is yours. Let us coach you to a new level of service. Practice will be “fun” again.

This is not some scare seminar. We teach no unproven mind formulae. This is twenty years of total cash practice, ten more years of over 54 percent cash practice, plus hundreds of patients daily with above average results. Couple this with the “Touch & Tell” healing persona, a heart-to-heart, personal caring experience — and you can achieve any level of practice you desire!

FREE 100 PAGE SEMINAR NOTEBOOK to first 50 new doctors who register. Study our seminar after you go home. Sign up with us for personal coaching for a few months. “KICK IT UP A NOTCH!” This Seminar is a one day, hard-hitting course. You will want to come again and again, to keep moving forward. Pray about this, and make your decision to attend the Feb 9-2002 VOLUME PRACTICE SEMINAR!  CALL TODAY.

770-748-6084