How Fitness & Wellness Professionals Integrate with
Medical Providers & Systems
JR Burgess MS, CEO Rejuv Medical/HealthOvators
Two Time #1 Best Selling Author
The Medical Fitness IMPACT Plan
I Want You to Ask Yourself & Visualize
The Solution to Reverse or Better Manage Chronic Disease and Body
Degeneration While Building a Successful and Sustainable Healthcare
Model that Restores & Regenerates Health.
Physician's Role 1996 to 2007
• An Overweight or Obese Person Getting Advice on Weight, Diet, or Exercise from a Primary Care Physician Dropped by 41% Over the Study Period—Even Though Obesity Rates Soared.
• The Decline Was even Greater for People with HTN, DM, & MS Who would Most Benefit from Weight-Loss Counseling. (American Diabetes Association)
• Only 29% to 42% of Overweight and Obese Patients Report that They Had Been Counseled by Their Physicians. (JABFM, March-April 2009 Vol. 22 No. 2)
Physician's: Weight Loss
Patients Who Where Counseled by Their Physician:
• Were more Motivated to Attempt Weight Loss and Had a Better Understanding of Their Health Risk.
(Acad Med. 2004;79:156-161)
• Were 3 Times more Likely to Attempt Weight Loss than Those who Reported not Receiving Advice.
(JAMA. 1999;282:1576-1578)
Healthcare Crisis
We Can’t Support the Rising Costs, IMPLOSION is Inevitable
90% of Chronic Disease is PREVENTABLE
We NEED to Target the ROOT CAUSES to Truly Change Health and Decrease Costs.
Our Role – “Healers”
• OBESITY, DM and METABOLIC SYNDROME
• 1st Line Treatment Is NUTRITION and EXERCISE
• NOT Another MEDICATION
• PAIN, ARTHRITIS and DEGENERATION
• Goal is to Restore, Rebuild Function and Regenerate Tissue, NOT more Steroids, Pain Meds or Surgery as the first option
Exercise As a Vital Sign
BP, Height, Weight…Exercise
Every Patient Is Asked Two Questions:
1) "On Average, How Many Days Per Week Do You Engage in Moderate to Strenuous Exercise (Like a Brisk Walk)?"
2) "On Average, How Many Minutes Do You Engage in Exercise at This Level?"
GOAL: 150 Minutes/ Week of Moderate to Intense Activity
The Medical Fitness I.M.P.A.C.T. Plan : Integration • Patient Demographics
• Concierge/Community Outreach
• Outcomes 1st or Profitability 1st
• Personal Service & Accountability or Technology Driven/Home Centered/Combination
• Functional and Corrective Exercise/ Automated Equipment/ Combination
• Integrated/ Independent/ Insurance
• Open Access or Supervision Only
• How Will Your Medical Fitness Practice Fill Your Funnel?
• How Will You Refer to Medical Fitness Department?
• How Will the Two Systems Communicate Together?
SPORTS AND ORTHOPEDICS
MEDICAL FITNESS
FUNCTIONAL MEDICINE
URGENT
ORTHO
PHYSICAL
THERAPY
PSYCHOLOGY
NUTRITION
Rejuv4LIFE
HARDcore
SPORTS PERFORMANCE
WEIGHT LOSS
HORMONE
OPTIMIZATION
AESTHETIC
MEDICINE MASSAGE
THERAPY
NON-SURGICAL
ORTHOPEDIC MEDICINE
FOOD SENSITIVITY
TESTING
PHYSICAL HEALTH
KIDS
FITNESS
NUTRITION
Rejuv4LIFE
KNOWLEDGE
LEVEL NUTRITION
01
PSYCHOLOGY
02
ANATOMY/PHYSIOLO
GY /
ENDOCRINOLOGY
03 101
102
103
Basic Nutrition and Rejuv4Life
Plan
Goal Setting
Defining your reason
Exercise Physiology Basics
201
202
203
Carbs, Fats and Protein
The Good, Bad and the Ugly
1. Sleep, Meditation,
Relaxation and Deep Breathing
2. Overcoming FIT Barriers
Stress and Health
301
302
303
Fiber, Water, Organic- Yes or
No?
Foods to AVOID!
Food Allergies Cardiovascular and GI
Systems
401
402
403
Additives-MSG, Aspartame,
HFCS
Influence: Family and Friends Endocrinology:
Sex Hormones
501
502
503
Performance/Supplements Recruiting community and
Teaching the World
Food Sensitivities:
Weight gain, fatigue and
pain
FITNESS UNIVERSITY
MEDICAL WEIGHT LOSS & RESTORATIVE HEALTH PROGRAM
• BMI over 30
• Health Diagnosis
• Underlying Symptoms
• Chronic Medication Use
• Injury
• Chronic Pain
Participant Profiles
Program Length: 6 Months to 1 Year
PLUS
Maintenance
Program
Lifetime
Clinical Components
• Health Risk Assessment • Health History
• Medication Review
• Biometric Measurements
• Comprehensive Blood Panel
• Clinical Referrals Based on Individual Need:
• Hormone Consult
• Orthopedics
• Physical Therapy
• Psychologist
Metabolic Testing
What you Burn:
Resting Metabolic Rate
Lifestyle & Activity
Exercise
Weight Loss Zone
Maintenance Zone
Internal Factors
Total Cholesterol
HDL
LDL
TC/HDL Ratio
Triglycerides
Glucose
HbA1c
External Factors
BMI
BF%
Waist Circumference
Blood Pressure
Smoking Status
BioScore-score given based on combined factors
Nutrition, Accountability & Education Component
Health Coaching Sessions
Nutritionist, RD
Monthly Group Health Coaching
Fitness Component
Personal Training a Minimum of 2x/week
Structured Exercise Program
Group Classes
Fitness Center Membership
– Beginner, No Experience, Untrained, Sedentary
YELLOW– Deconditioned, Some Experience
RED– Intermediate, Some Experience, Moderate Fitness
BLUE– High Experience and Fit, Many Components
BLACK – Highly Experienced and Trained, Athletic, All Components
*RESISTANCE TRAINING (Olympic, Barbell, Dumbbell, Cables, Machines, Kettle Bells) *BODY WEIGHT (Pushups, Pull-ups, Dips, Lunges, TRX/Rings, Stability ball *CARDIO (Run, Row, Bike, Stair Climber, Cross-Trainer) *INTERVAL (Tabata, Sprint 8, Circuit, Gibila, HIIT) *PLYOMETRICS
LEVELS OF
FITNESS FITNESS
Building A Successful Practice Without Results Is Impossible
• You Are Only as Good as Your Team and System •Not a Get Rich Quick Program - Need Right Personnel and Development • Over Deliver on Value and Must Generate Results • Patient Centered Care, Compassion, Professionalism, Positive Relationships, Accountability, Support, and Leadership • Marketing and Sales Must Be The Driving Force
SERVE MORE PEOPLE, MAKE MORE MONEY, STOP RE-INVENTING THE WHEEL!
DISCOVERY People learn about me
ONLINE: My Ezine /
Blog / Social Media
1-ON-1: Live
Networking or by Referral
VIRTUAL SPEAKING:
Teleseminar / Webinar /
Podcast / Video
LIVE SPEAKING:
Stages / Group Presentation /
Intro Events
INITIAL INVESTMENT
PROGRESSION
COMMITMENT
Prospects turn to patients with a low ticket investment
Free gift, purchasing a low end product, office visit, or low barrier offer VIP Weekend (Free - $97 - $5,997)
New patients invited to interact at a higher
level of intimacy
Patient receives opportunity to apply for a complimentary Strategy Session (Free)
New Patients invited to invest at higher
level with more access
VIP Day, Live Training Event, 1:1 Coaching, Online Curriculum, Mastermind, Concierge Medicine ($2,500 - $30,000)
Dr. Tait
• Forced to See Hundreds of Patient
• Drugs or Coverups
• Decreased Reimbursements
• Red Tape, Insurance
• No Business & Marketing Know How
1) Grow the practice
2) Transform the patients
3) Administrative roles 4) Management and leadership
4 Responsibilities of The Implementer
Hyper-aware of needs in each area
• Business/Management/Leadership • Operations/Production
• Marketing/Sales • Leverage Time + Systems and Technology = Better and Faster
4 Ways to Begin Your Journey into Medical Fitness
1) Renting space as an independent contractor 2) Finding strong referral partners 3) Becoming an employee 4) Partnering with a trainer with separate company
Income and Partnership Considerations
• Eat What You Kill
• Percentage of Income or Rent
• Professional Hour, Session Hour, Percentage of Session, Guaranteed Base
• Percentage of EFT, NMS
• Profit Sharing
• Lower the Base Willing to Take Higher Profit Sharing to Negotiate
Options to Pay Implementer(When Coaching Physicians) • 35-50K base, 5% of personal monthly sales and EFT, 5%
profit-sharing
• 25K base, 30-40% of session income
• 20K base, 50% Profit sharing • $16-25 hourly for training and revenue producing activities
Core Processes 1.HR Process
2.Sales Process
3.Marketing Process
4. Retention Process
5.Financial Process
6.Operation Flow Charts
7.Alien Manuals
8.Job Checklists
9.Time Management Calendar
10.Policies, Procedures, Protocols, Standards, and Guidelines
• Show, Shadow, Teach Me
New Hire Checklists
• Checklists promote: o Employee satisfaction
o Consistency
o Accountability
o Streamline communication
o Data storage
Start Up Capital/Budgeting
$10,000-500,000- 6 Months - 3 Year Break Even Projections Based on Company's Goals and Vision 1. Space– Internal, Lease Space, Size, Share Space/Pay Per Patient 2. Equipment- Fitness, Metabolic, Scale, BIA, Bio Scores, Technology 3. Hourly or Salaried Employees-, Self, Implementer, Administration 4. Fixed Expenses- MKTG, Rent, Utilities, Office Supplies, Software, Cont. Education, Uniforms,
Maintenance Ect..
Cost of Goods Sold- Chase Revenues and Volume 1. MFS, Dietician, Massage 2. Supplements Other Factors- Lease or Own, Commercial or Industrial, Build-Out Needs, Sole Owner or Partners
Space
Current/Combined • 80-200 Sq. Ft. for 1-to-1 and Medical Fitness/Consult Room • 250-1000 Sq. Ft. for Groups of 2-4, 2-4 MFS • 1250- 2500 Sq. Ft. for Groups 3-6, 4-8 MFS • Technogym Fewer MFS/ More Automation Rent/Offsite • Use of Another Gym Facility Where Pay Per Patient or Session • Gymnastic Center, Dance Studio, Church, Recreation Center,
Park • Lease or Ownership of 2000-5000sq. ft.
Equipment
• Open/Functional Design, Circuit Based Sports Medicine/PT Based Model
• New Equipment/ Used Equipment: How to Effectively Stretch Your Dollars to Maximize Your Medical Fitness Center
• Equipment That Provides the Strongest Durability and Results for Overweight and High Risk Patients
• Billable and/or Cash Based Medical Diagnostic Equipment to Maximize Your Medical Fitness Facility
• Developing Infrastructure, Space, Technology Needs
Goal Setting/Estimated Projections
• Understanding Program Goals and Potential Revenue Per Sq. Ft.
• Understanding Your Budget
• Forecasting Based on Market Research and Similar Structures
• Create Breakeven Projections and Make Adjustments as needed
• Finalize Business Plan
• Approach Potential Synergistic Medical Providers and Ask to Partner or Become Referral Partners, or Shared Percentage in Exchange for Zero to Reduced Rent
• Create Your Medical Power Point & Dr. Referral Letter
Medical Fitness: “Bridging the Gap”
• Create Real Health for Patients by Helping to Reverse or better Manage Chronic Disease and Improve Outcomes In Clinical Settings.
• Make a Undeniable Difference in Your Community and, as a Result, Be the “Go-To” within Your Niche.
• Lead the Mission to Change the Direction of Our Health Care Crisis by Being Proactive in Adding Conservative, Integrative and Preventative Medicine through Nutrition and Fitness Services.
• Mission and Purpose Drive a TEAM that Is on Fire to Make a Difference.
• It is Easy to Add to any Current Clinic Size if There Is Existing Office or PT Space.
• Low Overhead Options and No Risk Propositions.
• You Don’t Have to Build It. Trainer Leads the Implementation.
• Build a Practice that isn’t Fully Dependent on Provider Income!
• DECREASE the NEED For MEDICATIONS that DON’T Address the Root of Several Medical Issues, NO BANDAIDS.
• Diversify and Build a Practice That is Cash Model Friendly.
• Outcome, Bundled Payment and Managed Care Models Are the Future.
• Create Constant New Referrals to Their Existing Practice.
• Incredible Marketing and Patient Attractor for Your Practice.
• Highly Motivated Population Make Better Patients and Outcomes
• Extreme Cross Referral Synergy that Benefits All Departments
Medical Fitness: Benefits For Clinic
Additional Intangible Benefits
• Medical Fitness Patients Become Lifelong Patients. Because You Change Their Lives, Your Patients Will Become Your Best “Walking Billboards”.
• Medical Clinics Can Use Position of Authority to Attract Patients Into a Practice Using Medical Oversight USP (Unique Selling Position).
• Compliment a Current Medical Practice to Increase Revenue and Obtain New Patients. Medically Supervised WL Captures an Untouched Market.
• Stay a Step Ahead of the Competition by Being the First in Your Area in
the Medical Fitness Market. Differentiation is Essential in a Competitive
Niche.
Most people confuse wishing and wanting with pursuing. You must place your trust in action. -Price Pritchett, You2
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