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Sickness billing format for client for Marketing

[Music] [Applause] thank you good afternoon and welcome to the webinar thank you so much for joining us uh we can see people starting to trickle into the attendee list right now uh Richard good to have you thanks for joining us Annette uh glad to have you uh join along uh Al good to see you uh Colin nice to see you on there uh thanks for joining us Mara we appreciate you taking time out of your afternoon to learn more about our medical billing franchise opportunity Steve good to see you as well uh Tanya thanks for joining uh nice to see you on the list uh glad you could all join us and um we are uh gonna run through the sales process that we help our licensees execute on as they grow their businesses today we're going to give just an extra minute or two for people to get logged in and you know sometimes you have uh Zoom misbehaving so we'll let everybody sort out the audio and video issues uh for the next minute or two but while we wait let's go ahead and do a quick test um so if you wouldn't mind uh Sherwood appreciate uh letting us know that you are able to hear the audio today if you would go to your your tab um you can say hello in the chat um you can let us know that everything is working properly and that you're able to uh to hear us and everything so uh send us a message give us a thumbs up I've seen a couple of thumbs up coming through all right Tanya thank you thank you for letting us know all right audio is coming through loud and clear it's uh nice when the plan comes together and I could see uh more and more folks are trickling in here so we'll get started in just a second uh Natasha thanks for joining us we appreciate having you here uh Chris good to see you um Jamila thanks for joining us good chatting with you yesterday and uh I think we are just about ready to get crank and James thanks for thanks for jumping in as well I appreciate the comment Mara uh hey Chris glad to have you here and um thanks again for joining us we do greatly respect you taking time out of your afternoons to learn more about the business opportunity here so let's go ahead and get started so my name is Jason Pettit I'm the VP of Business Development here at American Business Systems um I've been with abs for 15 years and um hi James uh nice to see you thanks for dropping a comment in uh VP of Business Development um so I've been with abs for 15 years ABS has been helping people start successful medical billing businesses for almost three decades this year we celebrated our 29th anniversary so I've been along for about half of the ride and uh wonderful to be here and um working with a really good group of folks and there's nothing in the world like helping people start their own businesses and seeing them quickly become successful and get clients and you know grow a business that fits their lifestyle so uh I came from a mortgage background and left the mortgage industry back when the whole industry was falling apart and I was so thankful to get out of the mortgage industry and it's fun because you know these days when I'm talking with folks who are looking into the ABS opportunity a lot of times they're trying to get out of an industry that's crumbling or having challenges and I can identify with that and when it works out and they launch a business with abs it sure does feel nice to help help someone escape the rat race if you will um so abs like I said we've been around for almost three decades um we've got all kinds of uh different um Channel referral partners and uh folks that we work with but in particular we've been connected to Fran serve which is the nation's largest franchise Consulting organization and their sister company franchise dictionary for the last few years we have been ranked in their top 100 game changers they've got several other categories that were ranked on as well but if you are looking into franchises and you know you like to learn learn about Industries and the opportunities that are out there franchise dictionaries a fantastic magazine I will tell you you will not find anything in that magazine uh at a lower investment and better opportunity than American Business Systems we are one of the very very few Investments less than thirty thousand dollars All In um we have uh started this uh business from uh humble beginnings um our CEO Adam is going to join us in just a minute and talk about our history uh but we have everything that you need to start a successful medical billing business um you can see the list of services there our owners are able to offer 10 different Services revenue cycle Management Solutions for Physicians and if you have gone to our website um you may not have noticed the the big blue button in the top right corner but we would recommend downloading the five secrets to medical billing success by clicking that button and then you can put your information in the form and it'll give you download access right away to the PDF it's an e-book that you can go through and it's a good rundown of the basics of starting a medical billing business with American Business Systems and you know what the value is to the Physicians we've got a lot more folks who have joined us since we checked the audio and I want to remind you again when you have questions throughout the webinar uh please feel free to go to your q a panel tab click on the Q a button and you can type your question right into that panel we're going to see those questions throughout the webinar and if we can get to them during the webinar we certainly will if we can't get to them uh during the middle of the webinar we're going to have a q a section live at the end and we're going to take everybody's questions and we'll do our very best to try to get through all the questions that come up throughout the webinar but without further Ado I'd like to introduce the CEO of American Business Systems and my best friend Adam Phillips we've known each other since grade school and uh Adam appreciate you joining us today and I'll let you take it from there hey thanks Jason glad to see everybody on the webinar today we got some great information to share with you uh for those of you that may not know we do these every week and there's always something to learn about the industry about medical billing about starting a business in general so we've got some great stuff that we're going to share with you today uh I want to talk real briefly about uh some of the marketing tools that we have put together for our owners our business owners to use and this is just one of many of them um I co-authored this book with one of our partners a retired surgeon Vicki ragner and we actually interviewed hundreds of doctors about their money challenges that they've had you know from from starting their own practice uh you know there were new doctors that had just started their practice we interviewed doctors that have been in practice for many many years and they shared with us their thoughts on things that they did right things that they did wrong and we were able to compile all of that information and put it narrow it down to these nine different ways that are that are really uh impactful for the doctors and ways that they can avoid you know some of the money mistakes that uh that doctors had made that we had interviewed so anyway uh this this book as well as several other books that we've written you can actually use as an excellent marketing tool and what it does is it educates doctors on revenue cycle and you know it builds your credibility as a business owner because the doctors view you as much more of a a true consultant who's like trying to help them out in a lot of different ways rather than just selling something and that's exactly what we're going to be talking about today you are not going to be viewed as just another salesperson trying to knock down their door so uh this is a picture of my parents this is a family business my parents actually founded ABS way back in 1994 uh so like Jason said we've been doing this for almost 30 years now long long time we're based out of Texas uh but we have uh some business owners kind of spread out all over the country uh and we're looking for more you know there's plenty of room for more people to launch their business with this and that's uh that's probably why you're here today so uh yeah actually I have a question for everybody on this webinar I'd like to know you know just kind of get some feedback from you if you would like to you know we love it when people interact with us on these webinars so in the Q a box tell us why you're here why are you learning more about starting a medical billing business you know are you are you in healthcare right now are you you know from a completely different background um tell us about yourself I'd love to know uh and of course if you have any questions as we go feel free to type those in as well but I'd love to kind of read some of that and just see where everybody's coming from you know if they've been in healthcare or not because you don't have to have any kind of experience in this uh industry at all when you when you start your business with abs so uh Jason I'll hand it back over to you sir okay and we'll uh keep our eyes peeled for uh people putting in the Q a panel uh the reasons that they're here it's pretty interesting you know everybody comes from a different you know sort of background and Industry and has different motivations for starting a business like this but there's definitely commonalities so if you want to share your story with us in a couple of sentences please throw it in the Q a box and uh we'd love to get to know you a little bit and if you have any questions like Adam said um it makes it a lot more fun on these webinars when we've got some good questions to answer okay so today we are talking about the secrets to getting medical billing clients and one of the things about uh you know being on the phones talking with people that are looking to start a new business is the pro one of the primary concerns that people have is well I'm not good at sales you know how am I going to do sales I'm terrified of sales um I'll do anything but just please not sales and um we understand that and virtually everybody that we talk to has no interest in doing sales and it's understandable um because we have some preconceived notions about sales don't we um when you think about sales in your head you probably are thinking about a guy that looks like this guy right the greedy little you know car salesman that's pushy and slimy and uh you just know you can't trust them and you know a lot of us don't like even going to a car a lot because you've got to deal with some of these types of sales people you know you also have the uh getting people to sign an agreement that they don't want to sign and you know how are you going to do that and a lot of times I'll hear people say how do I convince a doctor um to do business with me and boy um Good Luck convincing a doctor to do anything we're going to talk about ways today to get around that and uh one of the worst sales environments in my opinion on planet Earth is those calls that we get non-stop on our phones and I probably get 30 spam calls a day of um you know somebody trying to get me financing or uh you know a tax refund or any number of things or you know the extended warranty no I do not want to talk about an extended warranty for my car um so would you know we have these Notions in our head everybody that I talk to says you know I don't want to go door to door I don't want to do door-to-door sales I don't want to do cold calling not very many people do the rare exception is every once in a while we'll get someone looking into American Business Systems that has a medical sales background or a sales background in a different industry and you know of course a professional salesperson has no forms about uh going door to door but that's not part of our marketing strategies and then the last thing is you get this notion in your head that you're going to go in and speak with the physician and the doctor's going to get mad at you and they're going to say you know get out of here you know we don't we don't want any of this no soliciting they're going to kick you out the door and I think there's a certain amount of Terror uh that happens when you know you're in that environment you think about the doctor um you know telling you no or the office manager yelling at you or something like that we had um we had one of our ABS owners one time uh tell us that he was so panicked and Frozen with fear he would drive to do a sales call on a doctor's office which is not even how we tell people to do that but in his head I guess he decided that's what he was going to do and he would drive up to the doctor's office and he would be so terrified he would just sit in this car for 20 30 minutes trying to get up the strength and the courage to go inside and then he he would just ultimately you'd be too scared and he'd drive away and uh you can rest assured you know don't panic uh we do not use those kinds of sales strategies our owners do not go door to door trying to convince doctors of anything so we're going to go through our sales processes and and dismantle some of those ideas about you know conventional sales methods that none of us enjoy what we're going to be talking about today is the new ABCs of selling we're going to go over the ABS consultative sales process and then at the end we're going to do live q a we've got a lot of folks coming into the Q a section by the way and if you haven't joined us in the Q a panel feel free to go ahead and put your information in there Adam do you have any um of these coming through have you been watching any of these that we need to uh chat about I haven't I mean they were just people posting some comments about their backgrounds I mean Tanya says I was formerly in real estate I have current job instability I have an entrepreneur mindset and I'm not very employable that's what she's says so that's great I mean this is perfect for you Tanya I mean that the entrepreneur mindset is really all it takes to make this business work because we help you with every step Dee says uh she's a registered nurse works for a large health insurance company uh Mara says uh currently in medical billing and coding a certificate program through University of Central Florida always wanted to start a business and be in the medical field hi Mara uh Dee says she's ready to start her home-based business I have the experience I have experienced the need um Marcus markinson says I'm going to start an online training in medical billing this month okay that's great uh you definitely do not have to take any additional training or schooling aside from what our program provides but any education that you get any knowledge that you get is certainly going to be helpful for this um Annette does not have a healthcare background self-employed as an executive assistant I think this may a good opportunity to grow my business uh Al Patel says I've had my own business for the last 20 years but I finally won a business where I have flexibility between family time and work time I have no medical background that is an excellent comment there Al because you actually are able to once you get this thing built up you can make your own hours we had a lady you remember uh in Yuba City a little tiny little Southern Northern California Town Yuba City California um Tierney was her name and she did not really like to work a whole bunch uh she her her number one goal with this business was to have her own time her own family time and she got to the point where she she very quickly hired people to do the billing work for her and she said you know what I'm gonna go into work Monday Tuesday Wednesday and that's it I don't want to work Thursday Friday Saturday Sunday and she didn't and it was it was working out really well for her so excellent uh flexible business with this uh James is a jet engine mechanic retired army National Guardsman uh says I'd like to be my own boss at my own hours something that can be small or scalable if I choose to do so and that's exactly what you can do you can keep this small and home based uh we have owners that also take it to the moon and they they have hundreds of clients dozens of data entry people uh in the whole nine yards and they're doing seven figure revenues I mean very very large or small whatever you want it to be so good comments excellent I want to add another uh data point on top of uh your discussion about tyranny Tierney as far as I know had the largest client of any ABS owner in our three decades of History she had a 97 doctor group practice so she was working three days a week Monday Tuesday Wednesday but um she was making you know like six figures a month a month literally so you know you can control your own destiny with a business like this um a lot of great information and we appreciate all of you sharing a little bit about your backgrounds it's so interesting to see uh the wide variety of Industries and experience uh levels that um you know the new owners have coming in yeah to hear any like the joke she would do reference calls she would take calls from people who were looking into the ABS business and she would joke with them she would say yeah I've been doing this for about seven years now and I have one client what you have one client yeah one client well it's a it's a it's a group practice with 97 doctors in it but you know it's one client so she was trying to make a joke there yeah yeah made a pile of money speaking of successful licensees with American Business Systems let's go ahead and start our first section here and again we're talking about the ABS sales process and we're talking about the fear of selling and how to overcome that so I'm going to talk about the very first person that I ever worked with um with American Business Systems 15 years ago when I first got on the phones answering questions and you know didn't know anything um uh one of the first people that I talked with was Deb Boehner she was on the east coast and she actually her background was medical billing she was a medical biller I think she'd been a medical biller for the same doctor I want to say maybe 30 35 years she was approaching retirement and when I started talk talking with her she's she'd already been looking at abs for several years she just was too scared to make the decision and um when I was talking with her she said I want to do this so bad but I'm just so scared of sales I'm scared if I start this I won't be able to get clients but she said I see the doctor that I work for and how much revenue comes from this office and when I do the math you know I would make way more money if I was doing the billing for him as my own company versus being on salary I think she made 35 40 000 a year and you know you can you can make quite a bit more than that with certain types of practices so anyway what I told her was I said American Business Systems has a 100 percent money back guarantee so why don't you just invest the money take one step come out to training at that time we were doing training live in Dallas and see how it feels if if it doesn't feel right um you know get your refund and and move on and at least you took a step and you could feel good about that so I'll make the store nice and short she showed up at training um I met her she was very nice very timid and her husband came as well and I'd never talked with her husband and her husband was standing there like this you know the guy was like six eight and uh you know did not look like he was supportive at all of her decision and he did not look very friendly by the end of the week they were all smiles they were super excited and then the the end of the story here is in her first 12 months Deb got eight clients so she went from terrified to do sales and questioning if she could even get a single client to following our program and getting eight clients that was the first person that I ever talked to that invested with abs 15 years ago so we've got hundreds of stories like that over the years and um let's get into the topic at hand Adam did you want to add anything to that yeah comment go back to that picture real quick now if you squint real hard everybody on here you can see there's a little bit of a height difference there [Laughter] Patrick that's my dad he was he was taking pictures with people at the graduation but look at Deb Boehner I mean little sweet little mousy Deb Banner does she look like a sales rep does she look like a sales person no she does not yeah she was able to take our principles and our marketing methods and utilize our support team because we have experts that have been there done that they know how to handle the whole process that we're going to show you today and she made it work she made it work so you can do it too that's my point yeah absolutely she was very very timid um but eight clients so if what I always say is if Deb can do it anybody can do it because she was absolutely terrified so let's talk let's let's get in talk about these strategies you know how does this actually work so the new ABCs of selling is a little bit of a joke for those of you that have any type of sales background you may have heard ABC always be closing this was a movie back in the 90s and it was a very sales oriented it was about this real estate group that had a sales team and Alec Baldwin was this consultant that they had come in to motivate the sales team to make more sales and he comes in and gives the speech if you haven't seen it look up Alec Baldwin Glenn Gary Glenn Ross speech and it's got some language but it's pretty incredible and it's kind of uh you know if you're in sales you you will run across this at some point in your career this is an old school philosophy there it's a very hard driving conventional sales approach so we're making a little bit of a play on that because these days the conventional sales approach it simply doesn't work um the sales person does not have the same Authority that they used to have before information became so accessible now we have a super computer in our pockets right um every data point you could want about something that you're going to invest in or purchase you can get just about anything you want if you're buying a car there's websites you can go see every single thing you can see what the dealer pays for the car you know what their profit margins are and you can go in and just knock that sales person all around so the old the old model doesn't really work today we're going to talk about the new ABCs of selling and the three key words that we're going to go through today are Attunement buoyancy and Clarity and uh don't worry if none of those words make any sense or you can see any way to apply those to sales I promise you uh by the end of the uh webinar we're gonna we're gonna explore each of these very nicely and show you how our sales process lines up into that so let's start with Attunement so with Attunement you can read the uh description there it's the ability to bring bring one's action and Outlook into harmony with other people and with the environment that you're in from a sales standpoint the way that that translates is listening to your customer and that is the first step of every single sales process that our owners are taught when they engage with a new client let's do the flip side of that put it in um the doctor patient scenario how would you feel if you went into the doctor and um the doctor came in and said hey um good to see you uh I understand you're not feeling well today I've got this new medication and everybody seems to really love it they're getting great results I'm just going to write you a prescription for it and you know go home and start taking it and tell us what you think you'd say what in the world just happened like you don't even know what's wrong with me yeah yeah but this medication is great you're gonna love it and that's how a lot of conventional salespeople approach a sales engagement they come in and say we've got this great software we've got you know the best customer service um you know we're gonna we're gonna work as hard harder than anybody else is going to work on your account and all this other stuff and you know your client potential your potential client is just going to say well okay but you don't even know what we need how are you going to be able to deliver the the best service if you don't even know what we need so we're going to start the very first part of our sales process when our owners have initial engagement with the potential client the very first step is a consultation usually with the office manager and we're going to teach we're going to teach you how to perform what we call a practice analysis which is a needs analysis and Adam I'll let you talk a little bit about what that part of the process looks like yeah sure so you know what you really want to do is you want to to get an accurate picture of what's really going on in a practice and the reality is that a lot of office managers and doctors don't really realize all of the trouble spots that they have currently in a practice um sometimes they realize things but they they just don't want to admit it but a lot of times they truly they truly don't understand how much it's costing them to collect their money it costs them a lot of money to collect their money and so that's the whole point of this is to sit down with you know usually done with the office manager and what you're looking at right here is actually the results of the sit-down meeting with the uh the office manager so what we do is we actually it's very easy this this process is very easy we teach you how to do it we give you a list of questions that are very very common questions but a lot of times just things that doctors don't think about it just asks them um different things about you know what is your you know what is your typical rejection rate you know how many claims are coming back rejected or denied from the insurance companies um what what are your current costs of software systems that you have and what software systems are you using you know do you have an integrated EHR is it a cloud-based platform uh you know what type of Staff do you have that's hired that's doing all this work for you what are you paying them um you know salaries and benefits and there's a lot of different questions that you can ask but it really only takes about maybe 30 minutes 20 30 minutes to finish that meeting with the office manager and then you're able to present this analysis um after the demo that we do for you so we best practices is we actually recommend that you set up a demo so they can see all of our platforms and get them excited about the tools that we have and that's another thing that we do for you we we have a demo team that does a full demonstration of all of our platforms whether or not the doctors are are planning on using our platforms or not sometimes they don't but you know best practices is we want to get them onto all of our integrated platforms because they're going to see the best results they're going to see the best numbers and the best increase in Revenue um so once that demo is done you hand them this practice analysis and you can say based on the information that you provided to me in our initial discussions I've actually identified several different areas and different tools that are going to absolutely increase your Revenue um and it it happens by you know reducing their claim denials reducing their rejections because we can actually get their claimed denial rate down to less than two percent which is way way lower than the national average we can also get the claims um paid and money put into their bank account in as little as seven days with our platform so they're getting paid very very quickly and we can fix a lot of other major pain points uh with what we've got um so this is this is part of the proposal uh let's see if you got some other slides no I don't think you do so this is part of a complete proposal that's good that you're going to put together that we help you put together and you can say you know based on this information I've got these two or three different Services here that I know absolutely without a doubt are going to have a huge impact on your your Revenue because we've uncovered the proof you know the proof is in the pudding if you will so uh we help you put together the proposal with this nice presentation folder and you've got different flyers for our material our services that we have that we customize for you so it's a very very nice professional looking presentation um and uh yeah I do want to mention uh going all the way back to that slide with a doctor who was like screaming get out why why are they doing that the reason why they're screaming get out of here is because every other medical biller in town is going in knocking on their door cold calling them and walking in and saying hey uh you know are you guys happy with your billing I'll do it for you know four percent instead of five percent you know you know do you want to work with me no that's not how you do this you have to really spend time developing the relationship like what we're talking about and understanding what their problems are and so that's why that's why they're so mad because we don't teach to do that we don't teach you to go cold calling so there we go and we had a uh one of our owners um you know we we're pretty specific in training you know do not make an appointment with your personal physician and during that appointment try to sell them medical billing services but please we we beg our new owners not to do that but you know without fail someone won't pay attention or they think they know better and every once in a while we'll have somebody we had a guy a few years ago make an appointment and uh he called me later and he said uh the doctor was so mad he said that you know he didn't have a need for these services and he was very rude to me and I said well hold on a minute how did you meet this doctor well I made an appointment with him how did you make an appointment well um uh he's my doctor so I just you know told him I was sick and I mean you know there's no positive outcome from that method uh a hundred percent so we do teach these strategies and if you follow the strategies that we teach you will get clients um a couple of things I want to add on to this part in the sales process um the reason that people say sales process is because you don't just call someone and say hey you know I've got this thing I want to sell you give me the money right now typically a sales process especially for larger ticket items or services like you know a medical billing service you have a multi-step process because you have to in this case gather the information first you have to get to know your customer before you can even figure out what you can do for them so the practice analysis that Adam was describing um that is getting the information listening Attunement you're tuned in to your customer you're gathering information so that you can give a proposal that's going to be very compelling and meet that specific practices needs it's really critical to do this we teach you how to do it in training and if you pay attention and you follow the step steps that we give you to do the practice analysis and then do the demo and then give the proposal it works so well over half of the doctors that do a demo and then look at the proposal move forward with your services over half I mean it's it's an unbelievably High closing rate and how do we do that it's because we listen first it's you you're tuned in to your customer you gather the information you give a proposal that shows the increase in Revenue you can see right there on the screen most doctors increase their revenue 20 to 30 percent we put it in writing uh that 20 to 30 percent is going to be on the proposal and then you know the they've seen the demo they've seen we have seven patents on our system we're partnered with an amazing company called next-gen for our software platform they see all the features that they're going to have access to they see this huge increase in revenue and you know that can mean 10 20 30 000 a month or more for the doctor increase profit and then we're also going to help fix those pain points you know boy I sure wish we could fix fill in the blank well a lot of times we can and that's going to be on the proposal as well um so another quick story so uh the the young lady in the middle uh of the the picture there um her name's Bonnie and she's based uh she was based she sold her business but she's based in the Denver Market uh this was many years ago and Bonnie's uh scenario is is pretty interesting Adam if you'd like you can you can tell her story it's a fun one yeah absolutely so a lot of people that uh get are looking into this business they're very concerned about the amount of time that they have to build the business and so a lot of people ask me hey can can I do this part time you know I have a full-time job and I can't just quit I've got a decent you know income coming in and I can't just quit right away and the answer is yes and and the proof is in the story with with Bonnie so Bonnie was working in the I.T uh industry and she had a cubicle job uh some of you on here may be in a cubical job uh she worked long long hours she worked 60 70 hours a week at her job in her cubicle and at the same time she went through our training program and then she started building this business her own medical billing business part-time so what she was doing is she was taking um you know like an early morning networking breakfast and going out to breakfast she was also doing luncheons she was doing things in the evening things in the week on the weekend basically talking with folks and networking and doing doing it whenever she had time which was part time and So within a matter of uh I don't know I don't remember how long it took but by by her first year or so she had a couple of clients signed up and she continued signing up clients to where I think it was by her maybe her third or fourth client because she was actually making really good income at her job six figure income at her job and I think it was by uh her fourth doctor that she signed up she sent us an email mail and said guys guess what I did it I got my fourth client and I quit my job and I'm doing this full time now so great story man it was just yeah really cool yeah the I just switched the slide um one of her clients was a physician that had uh just a practice that was just in turmoil um when she did her practice analysis she determined she could help them increase their revenue more than 50 percent um I remember that because I remember when I heard it I thought it was Preposterous and I asked to look at the needs analysis and the proposal because I just wanted to see it I mean I mean that is an enormous increase in Revenue the doctor was about to close his practice because he couldn't even make payroll so she had some incredible success stories with her clients to add on one more uh quick anecdote with Bonnie she was actually uh one of the things she was doing was she would she would pack her lunch she would bring her lunch to work and then there was an office complex that was close to her the office she worked and she would drive there eat her lunch in the car and then she'd walk up and down the office building and say hi to all the different doctors and say oh you know remember me I'm you know I'm Bonnie and I have the the medical billing company here if you ever need me here's my card and she did that for months and then one day she walked in and uh the office manager said hey you know we were hoping you would stop by today we just fired our biller so uh let's get a proposal done and she got him as a client so that's how she built her business working 60 70 hours a week as an I.T manager so great story uh once again if you have not already put a question into the Q a panel please do we've got some questions stacking up there and we would love to answer your questions as well it makes it a lot more fun if we've got some interaction so if you've been thinking about these topics and you'd like to add a question in there we will get to those shortly but we do want to start the next uh of the the ABCs here we're going to do the B for buoyancy how to stay afloat amid the ocean of rejection and maintain the motivation to move and uh you know we could go back to the slide of the the doctor saying get out of here you know um and you do have to have some resiliency of being able to hear no I don't care what kind of business you're starting every single interaction you have with the potential customer is not going to be Rosy and fun you know they're not going to come running out and hug you when you when you drive up to the front of the office you're gonna have some rejection that's just the nature of starting your own business but one of the ways to think about this is if if we consider in this illustration here um if we consider that the green marbles are potential clients that are going to tell you no and if we said hey here's a list of clients but these clients that are green marbles are going to definitely tell you no well you would obviously just avoid the green clients and you'd go to the blue ones or the red ones or the white ones uh to avoid hearing no it'd be great if we could do that but unfortunately in the real world it doesn't look like that in the real world it looks like this so you can't avoid the nose they're sprinkled in with the yeses there's an old adage in sales that says you have to go through nine no's to get a yes so you're going to have a little bit of rejection when you are going through these processes but if you look at this picture of all these marbles there's a bunch of green ones in there but there's also some really large marbles you know think about with tyranny our huge success story a 97 doctor group practice well you could you could talk to a couple green knows the no marbles in order to get to one of those large clients where you're making six figures from a single client they're out there you may have to hear no a few times before that but we do have a secret weapon rather than just randomly walking into doctor's offices and cold calling and just rolling the dice every time and having you know most people tell you no get out of here I'm going to let Adam talk a little bit about using medical sales reps yeah and uh just one more thought on the marbles thing sometimes doctors are not playing with a full set of marbles so you have to um no medical sales reps that essentially eliminates the entire objection of like uh I'm terrified of selling well we have had great success showing you how to partner up with medical device sales reps there's there's people that sell different devices and things there's also of course farmer reps that sell you know drugs to doctors drug dealers um and we can show you through various resources that we have very specifically um different hiring websites and different job listings and all kinds of different resources that we've come up with that you can actually find the the perfect person for you that that is already like Jason said already out there talking with doctors and has a book of business and can can sell other things it's not a conflict you know they can offer other things that that they or possibly they're not selling for you but they're simply become a a referral partner for you so in other words there are some sales reps medical sales reps that are happy to actually do some of the selling and marketing for you there are other sales reps who may say you know what I'm not really I don't I don't really want to do that but I do have some contacts that have mentioned to me that they're interested in looking at new ways of of saving money increasing Revenue maybe they're thinking about switching building software or you know their bill or quit or you know who knows what the case might be but they could certainly put you in touch with referrals uh and that's our number one method is getting business through referrals so medical sales reps we have a lot of other methods we're going to talk about a few more um but you know we don't teach you to go out and look for doctors doesn't that sound weird we don't teach you to go look for doctors we actually teach you to look for Power Partners referral Partners people who can put you into so you may not realize this but there are a lot not just medical sales reps but there are a lot of people in other industries that work with doctors but they don't do what you can do and those are the people that you want to Buddy up with and we show you how to do that we're talking about uh Realtors I.T companies uh financial planners CPAs attorneys all of these people go to networking events in your area all of these people go to Chamber of Commerce meetings all of these people go and play golf I mean there's lots of different ways for you to meet and get those introductions and that's uh that's the secret that's the big secret yeah so one of the questions we get all the time um on on the phone you know when people are looking into a business like this is they ask um well do you provide leads um do you provide lead lists um do you provide verified appointments um and those are very traditional um you know lead generation marketing methods it is much much more effective to be introduced to the doctor's office by someone that they already know and trust there is no better lead than working with a professional who already has a relationship with the doctor that when that professional introduces you the doctor and office manager respect that referral partner whether it's a sales rep or their CPA or attorney or whoever the referral partner is you're coming with automatic Rapport automatic credibility and Trust because of the mutual third party if you work leads lead list or Internet leads or you know verified appointments or any of these other methods you have zero credibility zero trust no Rapport they don't know you from anybody else so I mean if you want to work leads we can point you in the right direction it's easy to buy leads for private practices but um it is a very frustrating Endeavor to you know pursue leads in this industry sales reps are the fastest way to quickly get in front of a lot of doctors and have that credibility already built in um real quick I'll tell a quick antidote I didn't make a slide for this but um it's in it's in my notes so um a friend of mine actually from uh a few years ago um was starting his business with us and he exclusively used sales reps to grow his business and I want to talk about one specific client that he got through a sales rep introduction um so this sales rep introduced him to a 17 doctor hormone therapy it was a testosterone Clinic they had five locations three doctors per location and then I guess they had you know two main doctors that rotated between locations 17 doctors they did an enormous amount of volume the average invoice each month that my friend sent to the testosterone Clinic was thirty thousand dollars every month he was earning thirty thousand dollars a month so use sales reps it works he didn't have to build credibility he didn't have to build trust he got a direct introduction from the sales rep he went through our exact process that we taught him needs analysis software demo proposal signed contract implementation and he was Off to the Races 30 grand a month now that's a large account that's a really large account but using sales reps is the quickest way to get in front of doctors like that so we've got some questions piling in and we're certainly going to have a few minutes to uh go into those we're going into our last section of the webinar if you haven't already please put a question in there we've got questions starting to pile up we're going to do our best to get to all of them but if you've got anything that's uh popped up in your mind as we've been going through these different topics please um throw a question in there and we'd be happy to answer at the end of the webinar here so the last section that we're going to go through here is called Clarity well what in the world does clarity mean that seems like uh a little bit of a weird word to throw here in the ABCs so Clarity is the capacity to help others see their situation in fresh and more revealing ways and to identify problems they didn't realize they had so this is what we do when we go through the needs analysis and software demo and proposal process our system I claim that's powered by next-gen I claim has seven patents we have exclusive features that no other system has and many of the frustrations that doctors experience in their workflows and in their day-to-day operations are completely solved by the system itself so when we give that proposal and we show you know all the different problems that we're going to be able to help the doctor correct and we show that increased Revenue during that demo they're going to see exactly right there on screen how we're going to help solve those problems and again I want to I want to bring up a statistic here because it's a crazy one we have over a 50 closing rate when doctors do a demo with our next-gen demo team over a 50 closing rate how in the world do you do that well when you see that you can increase your Revenue 20 to 30 percent and when you see your top two three four five uh acute pain points in your operations and we're going to show you right there in the software how we're going to fix them uh it's a pretty powerful thing and doctors take a look at those two things I call it the one-two punch you got you know uh increasing revenue on one side and then the left hook comes in and you've got fixing the operational problems and it's a very compelling presentation to make and we do that part of your investment with abs is unlimited did software demos from our expert demo team Adam anything you want to add to the uh the system no that just about covers it but it's uh it's truly cloud-based and runs on any kind of computer I know we show all the Apple products here because we're Big Apple Fans but it runs on any PC any browser any Mac iOS Android Windows you name it so you as an owner you do not have to upgrade any hardware or you know buy new computers your new your clients that you get no one has to upgrade anything all they have to do is get on the internet everybody's on the internet so that's it absolutely and if you have not already seen the software live for yourself please reach out to your abs rep um they would be happy to do a software demo for you it's a lot of fun we're going to show you how to file claims on the system that's a big question that you know people that work with us and are considering starting a business like this well how in the world am I going to know how to file claims let us show you get on a demo we'll show you right on screen how to file a claim and we will take the fear out of that because we can teach anybody to file claims on our system we're also going to show you those patented features that we have we're going to show you how we're able to get those kinds of results for the doctor you know reducing the rejections increasing the revenue helping correct their operational problems we've got one feature in particular and I'm not going to even say what it is but we're the only system on the market that has this feature when we show the this feature to doctors oftentimes doctors and office managers will say Okay Demo's over where do I sign we like we just saw the the feature that we want and we don't need to see any more it's good enough to to get going right now and I've been on those demos where doctors have just said okay great the system's great let's go we'll show you that feature live on screen contact your rep if you don't know who your rep is go to the main website call the 800 number that's on there or 866 number and they'd be happy to direct you to your reps so you can get a demo um Adam anything else to add on to uh the software discussion nope that covers it yeah we're circling into uh the end of the topic here full disclosure um the ABC's the main points of this presentation are taken directly out of Daniel Pink's book to sell as human it's an absolutely fantastic book one of the best books I've ever read on sales and um if you're considering getting into this business or any business uh jot that name down to sell is human Daniel Peak I would I would strongly recommend giving it a read it's a fantastic book and uh the key points of this webinar were based on on that book if you have ever tried to get a small child to eat their dinner if you have ever tried to get your child to do their homework you're selling you're selling that's what that's the point of this book is you're always selling with people that you're talking with you just don't realize it if you've ever had to convince a person to go out with you you've sold you're saying there's a chance you saying there's a chance yeah uh we're gonna take a bunch of questions here in a second I want to leave you with these uh these last key points we get questions all the time well how long is it going to take me to get a client if you follow if you go through training and you pay attention and you follow our marketing strategies you should get your first client in 60 to 90 days if you don't you should be on the phone with our support team trying to figure out uh what you're doing wrong because you're doing something wrong if you don't have a client in a couple of months um how much can you make well a minimum the very least amount that you should make providing just the billing service to a general practitioner or family medicine doctor you should earn about 25 to 35 000 a year that's a minimum you can get into much larger income scenarios when they are specialty medicine doctors are top three types of specialty medicine clients are cardiologists you can make a pile of money doing Cardiology billing Podiatry and Pain Management so um we of course teach you how to identify those kinds of uh doctors in your area and when you're working with the sales rep ideally that sales rep has Connections in the top areas of specialty medicine that our system works really well for but 25 to 35 000 is a minimum specialty medicine clients are going to be more like four to six thousand dollars a month but when you get up into group practices of specialty medicine you get into some you know pretty amazing numbers so even with a very small client you break even on the 28 000 990 investment in less than 12 months so it's super fast break even okay we've got a bunch of questions so if you want a question answered you better get your question in quick because I don't think we're even going to have time to get through all the ones that we have uh Adam do you have one picked let's just go ahead and start knocking them out sure yeah Tanya was asking will The Client have to use the ABS software only if so is it challenging to get them to convert to new software the answer is no and no so everything that we shared with you today all of the facts and figures and you know information regarding lowering their denials and getting them paid faster everything is based around the best practices that we recommend which is getting them on all of our integrated platforms they're going to see absolutely see the best results if they get on all of our platforms but that's we know that that's not always reality so you will have different versions of of of clients uh in other words you will have clients that are using all of our platforms integrated platforms you'll have clients that maybe are on a hybrid version where we've integrated with their existing medical record system for example there may be some clients where you know they're not ready to switch or they're not able to switch and you can tell them you know what I'm just going to jump in there and I'm going to learn your system that you've got and I'm going to be able to do a better job than you're doing right now uh collecting your money so that's only if you you want the business you know so there will be different scenarios there but yeah as far as getting them converted to our system it's a very seamless easy process and that's something that we also do for you so once you get a signed contract abs and our partners together we actually do all of the training and implementation we handle any data migrations we handle any Integrations that might that might need to be happening with other software systems so we take care of all that stuff and we get them to a go live date for you so we're taking a lot of the the burden of of the technical side of things off of your shoulders so pretty cool right see a little floating party hat there yeah man I didn't even know that that was possible a little the little party hat floated up very thankful for that yeah absolutely uh you want to keep going yeah I'll take the next uh I actually I'll take the next two because they're very similar so um FID and Mara are both um asking very similar questions um you know we don't do cold calling so how do we connect with the customers these two questions were um very early uh in the presentation so we hadn't gotten into sales reps but um FID and Mara in both scenarios um we don't recommend lead generation we don't recommend um lead list or verified appointments or um you know SEO and driving people to your website and getting you know doctors and office managers to fill out forms to generate leads for you we found those to be very ineffective especially in your first year of business because your website's not even really ranking um you know it's very difficult to get to the first page of Google results even in your local market again what we focus on is developing referral partners for our owners either through business networking groups or through Professional Medical sales reps so that you get introduced to the right kinds of doctors and you have that Rapport and credibility and Trust right there built in because they're they're introducing you to doctors that they already have a relationship with it's a hundred times better than lead list and advertising and all that kind of thing so um you know I'm sure these came in early in the presentation so we we kind of already answered those but just to reiterate um so I'll mark those two Adam if you want to take Natasha's um just one more thought on Mara is asking about software and lead generation so we do show you how to utilize software tools such as crms which are customer relationship managers and so we can show you in our training once you've done some networking and you start getting some contacts with folks and you start getting some referrals we show you how to do use excellent follow-up campaigns where you're you're reaching back out to these folks who maybe maybe said no not right now but they they could potentially be turned into a client later that's a really key component that we didn't really mention on the webinar today is proper follow-up so we do show you how to use software platforms to do that which is very important um Natasha is asking is there a platform to find medical sales reps Natasha yes there is and you have to join our company in order to find out what that is and how to get on it uh Mara is saying for the initial Investments uh do you offer any financing Mara we do not internally do any financing but we have a company that we work with called Fran fund if you have a really good credit score we can make an introduction to Fran fund and they have a lot of different loan products and they might be able to help you out so get back with your rep which hey that's me uh so send me an email and remind me I can make that introduction if you want to talk to Fran fund about funding options there and uh last question what forms are supported by the software Natasha is asking I'm not quite sure what that means it might mean um you know does it support uh CMS 1500 and does it do facility billing and everything else uh that'd be a good guess yeah and the answer is our platform that we primarily use is set up to handle the private medical medical billing professional building is what it's called so the CMS 1500 medical billing uh form is what we use with our primary partner that we have now we have another technology partner that actually is able to do some dental and Hospital billing as well so our owners can go after clients like federally qualified health centers that do all three they do medical dental and Hospital billing so it just expands your Market that much farther farther uh with the the other partners that we have so yeah Pharmacy billing uh behavioral health clinics um Dental durable medical equipment you know basically any type of specialty medicine you could possibly encounter laboratory billing it the list goes on and on and on you you won't find the type of billing that we can't do now that said we do have um about 30 different types of specialty medicine that we recommend you focus your marketing efforts on you don't want to be all things to all people um and and we help you focus your marketing on the types of clients that you're going to get the best results out of and also make the most income uh but good good question um okay so we probably need to uh wrap up here we've hit the top of the hour so um Adam I'll let you just answer that that last question from Natasha on the side uh so as we wrap up here you know really thankful that you would um spend your afternoon with us a couple more things to leave you with as you make the decision and you're circling on is this the right business for me we've got a lot of different steps that you can take with us with your sales rep in order to thoroughly explore this opportunity so we have a 65 page PDF we call it our research guide if you have not seen that that is the manual for starting a business like this ask your rep for it they'd be happy to deliver it we have a fantastic YouTube channel hundreds and hundreds of hours of content we do these webinars every week and so we post the webinars so if you want to really dig into information that you will not get to the bottom of our YouTube channel um I think it would take a lifetime to watch all the videos on there also we are happy to provide a list of owner references so you can call and talk with some of our owners ask them questions and get insight from them about what it takes to get a business like this started and to continue running a business like this as I already mentioned if you have not seen a live demo of the software please reach out to your rep or you know call our 866 number and or send send an email to info absystems.com if you don't know who your rep is we'll get that to you we'd also be happy to provide the purchase agreement we have a simple six page purchase agreement written in plain English feel free to ask for that your rep would be happy to to let you review it um and then when you're ready schedule a call with your rep and we'll go over the funding options that we have what payment methods we accept and we'll get your first training session scheduled with our trainer and help you get your business launched and we'll have you out there Marketing in about 30 days and one last thing I don't think we mentioned this the entire webinar but it's uh one of the uh the the best things about our opportunity we have an unconditional 30-day 100 money back guarantee there is no other franchise on Earth that has a 30-day unconditional money back guarantee we put our money where our mouth is we let you go all the way through the training you get 10 one-on-one coaching sessions with a live instructor over Zoom uh we're going to go through all the training modules they're scheduled at your convenience usually takes about two to three weeks to knock out the training and if for any reason you discover that this is not the right business for you you let us know within 30 days of your investment and we will issue a 100 refund of the 28 990. um again there is no other franchise opportunity on planet Earth that has a 30-day money-back guarantee and we're very proud of it so um that's it for today if you have more questions um or if you need to know who your rep is uh call the 866 number send an email to info absystems.com and uh we'll get you connected with your rep but I'd like to thank you for joining us today we really appreciate you taking time out of your afternoon and Adam also thank you for joining as well and uh we will see everybody next week yeah thanks everybody thanks for sharing your backgrounds with us by the way uh we are listening to you we are attuning ourselves to you see see practice what we're preaching all right thanks Jason thanks everybody take care [Music] [Applause] [Music]