The First 18 - Disclosure appointment: very strong base

Module 2: Transformation understanding of where they are going/Care

Concept 3: Delivering Transformation Through Plan
Action (The A.C.T.I.O.N. Framework)
3. Active transformation
“Transformation happens as a process and as - Outcome focused appointments or Outcome
life happens, there are many ups and downs.”- focused groups
Rick Warren - Addressing the problem

Unless you are an actual employee, you are 4. Maintenance/Growth

your own brand and business. This means you - Groups, Online programs, Annual check-ins
need your own process and intellectual - Drive additional access to (higher degrees of)
property. health
-Resolution vs. Symptom Management
- Investment in health financially and Transformational Care
emotionally - Requires an aligned practitioner and
- Change in lifestyle vs. Singular intervention patient/client
- Point of inflection or pain in life - A clear outcome
- New or better approach - A defined process
- Multidimensional approach - A plan B
- Core elements that support forward
Introductory health concepts result in momentum
temporary resolution of symptoms. When left - A.C.T.I.O.N.
to one’s devises, most patients slip back.
A.C.T.I.O.N. Framework
Common Complaints from Patients
- Too expensive Alignment
- Didn’t understand what the treatment was Who are they?
for/what it was doing Why are they here?
- Didn’t understand why I was going back and What do they want to achieve?
how that would make me better -Are we a good fit?
- Felt like I was constantly being sold to -Say No to the wrong patients, say Yes to the
right ones
*The alternative to transactional care is
transformational care. Care Plan and Context (Discovery)
- Patients must know what the next How do you approach care?
step/investment is for. What can they expect in terms of cost, time and
support?
4 Phases of Care Are there different phases to their care?
1. Alignment - Signature approach to care
- Application, Intake Appointment, Discovery - Your methodology
Call
- Know who you’re treating/Treating the right Traction (Active)
people What technique and tools do you use to propel
- Addressing ICA in the right niche their care forward and keep them engaged?
(coaching/apps)
2. Discovery - e.g. Nudge app, Well World app, Fitbit group
- Initial appointment: full assessment
Investigation (Discovery & Active)
How will you evaluate and measure the success
of their treatment plan?
- Objectively evaluating people when they walk
in and when they walk out
- Understand what the generalized curve should
look like in your specific niche but there is
power to understand the objective metrics that
make someone unique
Others (Active & Maintenance)
Who else will they see as part of their care?
- Have a network of people
Next Steps (Every appointment)
What will you offer next to support them on
their health journey?
- Patients deserve to know why they deserve to
have these touch points
- Clarity as to why they had to come in that day
Using A.C.T.I.O.N. is the first step towards
replacing your time for money appointments.
Sample:
 Discovery Phase
- Intake
- Discloure
 Active Phase
- Check-in Compliance
- Check-in Strategy
- Check-in Regroup
 (Maintenance)
Strategy Appointments
 Time is a planning tool and insurance
requirement
- You are not selling your time
 Name your appointments according to
function
Business Models of 1:1 Care
 Fully insurance-based
- Harder to deliver transformational care
- Reimbursement structure
- Hard to sufficiently be compensated for one-
on-one care
 Cash based practices requiring transactional
billing
- Easy
 Membership
- works well for people with specific expertise
 Care Packages
- purchasing at least a number of visits which is
good because people tend to want to finish it
Using A.C.T.I.O.N. means that you are
communicating.
 Timeline for Treatment
 Expected Investment
 Expected Testing
 How the Investment will play out
 Expectations
Your A.C.T.I.O.N. approach becomes your
clinical Intellectual Property.
 It will evolve as you gain experience and
implement the process.
 You will want to name the process.
 The process and outcome will inform your
marketing and conversion tool (e.g.
Discovery Call).
Final Thought
- This is not how most of us were taught to
practice in school.
- This underscores that 1:1 care is expensive
(always has been).
- You do not have to have everything laid out
before you start to transition to this model.
- Start with emphasizing the Phases of Care.
Phases of Care
1. Clearly outline the phases of care you want to
work with.
2. Set the features relevant to your practice in
each phase of care.
3. In speaking with patients about
transformation- start by explaining that
outcomes and milestones are achieved in
phases.
A.C.T.I.O.N. System
1. Once your phases are laid out, things can
become more granular.
2. Get clear on the outcome you are delivering.
3. Identify the elements that will support
patients towards their outcome.
*What treatment is gonna move Milestone 1 to
Milestone 2?

Your Signature System

- Intellectual Property that defines your
approach to care
- Once you have designed it for yourself, you
can create a patient facing experience.
- Name it.

Milestones
 Defining the number of appointments that
you want in Discovery Phase.
 Define the type of appointments that you
want in Active Care.
 Identify the outcome of your process.
 Identify the Key Clinical Milestones required
to achieve the desired outcome.
 Identify desired traction tools.
 Identify desired Investigation tools.
 Name your process.

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