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Compensation

SMART Guidelines for a Good Compensation Plan

One of the most important things to consider when adding new staff to your practice is how to attract and retain good employees.  A defined compensation plan is where you should start!

Have you considered how you compensate your employees?  Do you know what your competitors are offering their employees?  Here are some guidelines for a good compensation plan:

All good compensation plans will incorporate ‘SMART’ goals:

Specific
SMARTState exactly what you want to accomplish.  (Who, What, Where, Why) Set forth clear and concise guidelines and communicate to your staff.  For example: “Employees can participate in compensation after 90 day of employment.  Part time staff will be pro-rated in group goals.  Employees need to be employed for the time specified to participate.”

Measurable
How will you demonstrate and evaluate the extent to which the goal has been met?  For example, “we want to increase Radiesse sales 30% over the next quarter” leaves the measurement component vague.

Achievable
Put stretch in the goals but be sensitive to the ability of your staff  to achieve outcome. For example, a gross sales increase of 25% over the previous year may be difficult for anyone to achieve.  A gross sales increase of 10% may be more realistic.

Relevant
How does the goal tie into your strategy?  For example, if your practice wants to increase laser procedures by 20% this year will you base the commission on gross sales or laser procedure growth?

Time
Is the plan going to be paid out daily, monthly, quarterly, etc.?

Examples of clear and concise could include:

Medspa would like to achieve a 20% reduction in its patient no-show rate within 90 days.

OR

Medspa would like to increase Laser Hair Removal Revenue 10% in the 3rd quarter.

OR

Medspa will pay a commission of 5% to the team for each day in the first quarter that revenue per day exceeds $7500.

Once you’ve set measurable goals that are relevant to both your strategy and what your employee expects to achieve in his or her new position, you’ll maintain a staff of motivated employees who contribute to the overall success of your business!

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Worker Classification

Human Resources: Are you classifying your employees correctly?

If you’re not sure, we’ve broken it down for you so you’ll never have to second guess yourself again!

There are a number of ‘employee classifications’ as summarized below. Bear in mind that we often refer erroneously to 1099’s or independent contractors as employees or a class of employees which they are not! As their name suggests – they are independent contractors not employees and this distinction is critically important to you.

  1. Full-Time Regular Employees – these are employees that are hired to work your company’s normal, full-time work week of 30 hours or more on a regular basis. Such employees may be exempt or non-exempt as defined below.
  2. Part-Time Regular Employees – employees hired to work fewer than 30 hours per week on a regular basis. These employees, as well, may be exempt or non-exempt as defined below.
  3. Temporary Employees – Engaged to work full-time or part-time with the understanding that their employment will be terminated upon completion of a project or assignment. These employees
    may be exempt or non-exempt. A temporary employee may be offered a new position within the company and still retain temporary status.
  4. Non-Exempt Employees – these are employees who are required to be paid a minimum wage and overtime at the federal, state or local published wage rate – whichever is higher. Non-exempt employees are required to complete and provide accurate records of their hours worked.
  5. Exempt Employees – Employees who are not eligible for overtime and in most cases, not subject to minimum wage regulations. Common examples of exempt employees are executives, professional employees, outside sales reps, commissioned inside sales reps and certain computer professionals and employees in some administrative positions.
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MedResults Pairs with Marketing and Patient Communication Leader!

MedResults Network is proud to announce their new partnership with the leader in marketing and patient communication, Demandforce!  Intuit Demandforce provides a HIPAA compliant marketing solution for all aesthetic practices and will now help MedResults members to communicate with their patients more effectively and efficiently.  By leveraging the data in an existing management system, Demandforce can help assist a practice in the three following areas:

  1. Reputation:  Demandforce not only helps aesthetic providers market their businesses, they improve their online reputation to attract new patients.
  2. Communication:  Want to be more effective and efficient when communicating with your patients?  Demandforce provides the ultimate solution to schedule and send personalized communications to specific segments of your clientele to increase practice revenue.
  3. Automation: Through Demandforce, MedResults members can automate confirmations, reminders, and notifications to save your staff time and alert your patients to maintain consistent engagement.

Over 40,000 businesses use Intuit Demandforce—if you’re not already on your way to success with Demandforce, click here for a demo and an exclusive MedResults Network benefit.

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Word of Mouth Marketing

We’ve all been consumed by all of the new digital mediums our society has to offer these days. What happened to the “good old days” where you shared your experiences over a cup of coffee with a friend!?

Let’s take a step back and return to the number one way to share your information: WOM.

That’s right; Word-of-mouth-marketing.

When we came across the article below, it resonated with us on a personal and individual level. In this case, we thought there might be an opportunity to translate our personal knowledge and into a successful business strategy.

The power of word of mouth marketing and how to use it effectively

Publisher: Alyssa Gregory – Posted on 05/17/2013

Many small businesses are built upon client referrals and recommendations because people trust their networks. Think about a consumer or a business owner who is making a purchase. Before buying a new product, purchasing from a vendor, investing in equipment, or collaborating on a project, people ask for and listen to the opinions of their colleagues, friends, family and other contacts they trust. Why? Because we all value the experiences of the people in our circles, and asking for their feedback is one of the most efficient ways to evaluate a purchasing decision.

Before buying, most of us take note when someone has something good (and something bad!) to say about a company or a product. Add in social media, where these opinions and experiences can impact a business’ online reputation. These opinions can significantly help or hurt a business. There is increased access – and focus – to reviews and recommendations, so word of mouth plays a significant part in the buying process for many of us.

When you’re out there selling your own products and services, word of mouth can be one of your most effective marketing tools. Word of mouth marketing is powerful, easy, indirect and usually free, which are valuable benefits to just about any small business owner.

Are you ready to use word of mouth marketing in your business? Here’s how you can generate a buzz that results in more sales and increased business growth.

Exceed expectations

If you have a reputation for providing exemplary service and high-quality products on a consistent basis, getting customers to toot your horn will be easy. Plus, if customers are regularly complimented on work you have done or the product you have sold them, they will likely respond by pointing people in your direction.

Start slowly

Are you new to marketing? Word of mouth is the perfect way to get your feet wet with marketing because you can start with people you know and trust. By educating your friends and family about what you do, you can open up a whole new world of potential clients. And you never know who might come your way from a recommendation made by a family member.

Be genuine, respectful and honest

It may sound simple, but by developing meaningful relationships with customers and colleagues, you make it easier for people to recommend you. And you should be willing to return the favor with word of mouth marketing for your colleagues, too. Offer recommendations and make introductions to get the ball rolling. They will remember that and be more likely to spread the word about you.

Start an incentive program

While most word of mouth referrals will happen naturally, it can certainly help when you remind a customer that you are ready and willing to be recommended to others, and give them an added reason to do so. Sometimes, a simple incentive to take action is all that’s needed.

Make it easy

You don’t want your customers, colleagues or friends to be in a situation where they are trying to recommend you, but they can’t remember your exact website address, your email address or your phone number. You can avoid this by regularly sending them extra business cards, printed materials and email messages that can be passed along. Be visible for more effective and frequent referrals.

Word of mouth marketing is easy, inexpensive, and effective, and it can be one of the best ways to promote your small business. And you can start using it right now.

– See more here.

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Have you considered an exit strategy? Are you looking to expand?

We have two new vendors to help you make the right transitions in your business!

MedResults now works with two new vendors that can help you grow your business through major financing or business acquisitions and/or divest through the sale of your practice. Read below to see how you take advantage of additional benefits on a variety of unique business services:

TRANSITION CONSULTANTS

Buying a Practice

Transition Consultants specializes in medical practice sales, practice appraisal, and financing. Their experienced team of practice brokers and appraisers provide full life cycle guidance throughout the selling process.

Selling a Practice

TC provides a wide range of services to individuals and organizations seeking to acquire healthcare practices, from first acquisitions to diversification of existing operations.

Practice Appraisals

TC’s qualified team of experts has developed an independent medical practice appraisal service designed to provide objective, reliable information on the value of healthcare professional practices.

Members can earn rebates on sales and appraisals!
TranCons
IMCA CAPITAL

IMCA Capital is a leading provider of financing options for aesthetic practices.

Their main goal is to help their clients acquire assets that will facilitate continued growth and success, that would currently be inaccessible due to financial restraints. With customized financing options, they work with members to find terms that will not only be affordable, but will help you to take your business to the next level.

IMCA offers key business services such as:

  • Small Business Loans
  • Equipment Financing
  • Equipment Leasing
  • Working Capital

Members receive a free quote—contact us at Jamie@medresultsnetwork.com to be connected with MRN’s IMCA consultant.
IMCA

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Mystery Shops Tell All: Top 5 Mistakes at Your Front Desk

Since we launched our premier educational and social platform, MedResults Network PLUS, we’ve received tons of requests to perform “Mystery Shops” for our members. As one of the free services we offer to new members, our staff has devoted hours to anonymously calling members and speaking to their front desk employees.

The number one comment from our staff: Everyone forgets that a front desk person is a sales person.

The receptionist who you are paying $12-$15 per hour can be costing you a million dollars in lost sales. Think about it. If your average client is worth $1,000 a year, and there are 250 working days per year, then you need four clients per day to make a million. If you are getting four calls a day and your front desk is reactive like an operator and not PROACTIVE like a salesperson, those are LOST CLIENTS. You’ve invested too much time, money, and energy into building your brand and reputation to lose a sale on the first call!

Give your front desk staff a new skill to work on every month. This is the guaranteed EASIEST way to increase conversions and best investment you can make in your practice.

Here are the top 5 mistakes at the front desk that we’ve experienced:

  1. Not asking about the caller’s history.
    “Have you had ____ before (injections)?” By not asking whether they’ve had the service, you cannot address any of their concerns which may be holding them back from booking.

  2. Not personalizing the conversation.
    Remember to ask your customers name, engage with the prospective paying customer, and ask them their needs and wants. The more you engage with the potential customer, the better chance you’ll have of getting them in the office.

  3. Not credentialing your staff.
    This is a huge mistake! Always credential your staff or whoever is performing your procedures, whether it is an RN, NP, or physician. This type of information will educate your customer and help them understand why they should choose you instead of a competitor.

  4. Forgetting to ask how they heard about you.
    Do you know how you’re making your money? How are you getting new business—you won’t know unless you ask! This simple piece of information is essential to track your marketing efforts.

  5. Not asking open-ended questions.
    Have you answered all their questions? Is there anything else you can help them with? They may be less inclined to book with your practice if you haven’t made a considerable effort to find answers to all of their questions and concerns.

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Keep Your Patients Coming Back for More

Expand Your Practice with a Smile!

You don’t have to be a dentist to give your patients the perfect smile! MedResults Network recently introduced their newest partner, Liquid Smile: the leader in professional teeth whitening pens! Liquid Smile was developed by dentists and is sold only by dental and medical professionals to ensure that patients are getting the most effective, safe, and professional treatments.

Four reasons why you should introduce Liquid Smile to your patients today:

  1. Liquid Smile, the first and only professional whitening pen, offers your patients convenient, professional and affordable teeth whitening. Liquid Smile is easy to apply, takes less than one minute, and contains the most powerful dosage of Hydrogen Peroxide of any paint-on whitener!

  2. Patients experience pain-free professional whitening in the comfort of their home. There is no better way to whiten teeth than to simply paint on a smile. Paint-on whitening is the preferred choice by customers. If your patients have tried any other method — and then try Liquid Smile — they will know why.

  3. More than a million whitening procedures are started every month. And that number is growing. Whitening has an equal appeal to men and women. Botox, which is predominately female oriented, has only a quarter of the volume of monthly sales. Whitening is a procedure everyone wants.

  4. Complete your patient’s new image by bundling services. A patient can now receive a bundled treatment or value-added purchase in any plastic surgery, dermatology or medical spa practice. Whitening can be packaged with facial procedures such as injectable fillers and neurotoxins or microdermabrasion and facials.

To take advantage of your special pricing through MedResults Network, contact us today for your exclusive MedResults Network offer code!

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Teach Your Patients in the Way they Learn Best: Visually!

Sixty-five percent of people are visual learners. Are you visually communicating with the majority of your potential customers?

There are a wide range of visuals you can provide to your patients including: before and after photos, staff biographies, and educational videos. Before and after photos are the greatest testimonials you can offer a prospective patient. You can preach until you’re blue in the face, but until someone visually sees results with their own eyes they’re unlikely to listen to you.

Staff biographies are another way to visually communicate with customers. If a patient does their due-diligence they’re bound to go to your website to read about the credentials of their future physician, nurse, or esthetician.  If your overall site and staff biographies are not convincing as to what differentiates you from your competition, chances are your prospective patients won’t be convinced!

Consider showing your future patient a brief video of the particular procedure you will be performing on them.  By demonstrating procedures through educational videos, your patient is able to visualize a procedure and understand, in depth, what to expect.

See below the infographic of the marketing power of visual communication.  We can almost guarantee that 65% of you will be convinced!

Click image to see a larger versionThe Power of Visual Communication Infographic

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MedResults Partners with Serotonin-Plus: Medically-Supervised Weight Loss!

MedResults Network is proud to introduce our newest partner, Dr. Robert Posner and Serotonin-Plus, the best medically-supervised weight loss program in the country: Behavioral modification with a medical “jump-start”.

The 12-week SP Program combines the use of a natural serotonin supplement with weekly visits, a dietary plan based on real food, and the use of an FDA-approved anorectic medication to help your patients increase their health, decrease their dependency on medications, and lose weight responsibly!

Developed by Dr. Robert Posner, a former US Navy Physician and a Diplomate of the American Board of Medicine, the SP Program has proven successful in both men and women. In a study with over 20,000 patients, women lost 30 pounds on average and men lost 40 pounds on average over the 12-week period.

Are you looking for an ancillary revenue stream that is not touched by insurance companies? Serotonin Plus is the perfect addition for your aesthetic practice! In two US Case Studies, practices that implemented the SP Program (managed by Registered Nurses) averaged over $30,000 in monthly SP Program revenue!

SerotoninPlus

To read a full educational brochure about the Serotonin Plus program and how you can integrate this into your business, click here.

For speak with a Serotonin-Plus representative or find out about your benefits through MedResults Network, please contact us at info@medresultsnetwork.com.

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Learn To Show Appreciation for Your Employees

A few kind words go a long way.

I recently stumbled on the article, “Show Your Employees Some Love: Why it Pays to Praise”, by Justin Bariso. It reminded me of the importance to make others, especially your employees, feel appreciated.

I guarantee your job is easier because of your employees! Do they know you appreciate them? If not, there are numerous ways to show them they’re appreciated—coffee, flowers, lunch, even a simple thank you will show your employees they’re valued.

Do you want to increase your employee retention? Consider Mr. Bariso’s valuable points in this article.

Show Your Employees Some Love: Why It Pays to Praise

May 14th, 2014

I still remember one of my first jobs following my move to New York years ago. My team consisted of about 40 people, and ‘Jack’, the department manager, had developed the unfortunate reputation of being a ‘hard-nose’. It’s not that he hated the members on our team – we just felt that way sometimes – because of his constantly pointing out how we could do our job better, accompanied by a perceived lack of appreciation for our efforts.

Fast forward almost 20 years later. In my current role as a consultant with a number of companies here in Germany, I’ve been conducting research on employee satisfaction and company culture. As I surveyed dozens of professionals working in various fields, one complaint stood far above the rest:

I just don’t feel appreciated.

Many of the employees I interviewed said that their superiors are quick to let them know what they are doing wrong, but are almost never inclined to tell them what they are doing right.

An accomplished member of one sales team put it this way: It would be nice to hear the words ‘nice job’ once in a while.

Commendation. Praise. ‘A job well done’. Whatever you want to call it, ‘it’ is sorely missing in today’s fast-paced, high-pressure, production-oriented environment.

But could the key to higher productivity be…inspiring your workers to be more productive?

Think about it…What would be the result if your superior said something like the following to you: ‘Hey _____________, I wanted to tell you something. I know I don’t say it enough – but I really appreciate what you’re doing here. The way you handled that (project, client, problem) – it was great. I could really see your (specific quality you possess) in action, and how much it benefits us here. Keep up the good work.’

Sound motivating to you?

Don’t mistake my point here. My goal is not to encourage ‘flattery’ (defined by Merriam-Webster as ‘insincere or excessive praise‘). We’re all well too familiar with the colleagues whose parents thought we should throw a party for every new song they learned as a child. And we also know what it’s like to be on the receiving end of a shallow or superficial compliment…that leaves us wondering about the intention of the compliment giver.

What I do strongly assert, is that if you take the time to give employees realistic and positive reinforcement – a.k.a. sincere commendation for a true ‘job well done’ – it will have the following benefits:

Your people will feel important and needed. In contrast to Jack (mentioned earlier), Mr. Larson, a managing director at the same organization, had a much different reputation. Despite having oversight of about 300 persons, he would come around to see each one of us on our yearly ‘work anniversary’ with the company. He usually stuck around and chatted for about 5 – 10 minutes, and he always amazed me with the interest he showed in us. Somehow, he even managed to learn all of our names – greeting us by first name as we passed each other in the hallways. ‘How’s it going, Mark?’ ‘Nice to see you, Shelly.’ ‘Great job on your presentation, Micah!’ Mr. Larson (Call me John, he would say) also had an open door policy that meant we could speak with him personally if we felt the need. I’m sure that many in similar positions may feel there are better ways to use their time. But those little things meant a lot. He made us feel that our work was important to him.

We were important to him.

Do you want your team to jump through hoops of fire for you? It might be a matter of just a few minutes a day, but I promise it will be time well spent.

It will make giving correction easier. Jack may have had a brash management style, but many office leaders in the U.S. identify with the opposite problem. Erika Andersen, an American management consultant and author, has trained hundreds of clients to be better leaders and managers. In an article she wrote for Forbes magazine’s online Leadership column, she mentions what many of her clients consider their most difficult task: giving people corrective feedback.

“Most often”, she writes, “we’re worried about the other person’s reaction: What if she gets angry? What if he cries? What if she tells me I’m an idiot? What if he gets super defensive and starts blaming me?”

One can imagine the problems that result from a lack of correction, ranging from employees who never reach their full potential, to others who lose their jobs without any idea of what they did wrong. But when we are in the habit of telling our employees how much we appreciate the good things they do, it becomes much easier to correct the bad things they do.

We can have confidence that our direction is balanced and reasonable – and in the best interests of both employee and company.

It makes receiving correction easier. Unlike Ms. Andersen’s clients, it is my experience that many companies here in Germany have a fair share of ‘Jacks’ running the show. (Christian Höferle explains possible reasons for this in an article he co-authored for the Harvard Business Review.) The German employees I interviewed said that it is very common for individuals in authority to spew out constant correction – even in a public setting. Morale…and productivity…naturally decline.

The fact is, no one wants to make mistakes or underperform. But when that’s the only message we hear, we begin to lose motivation. On the other hand, when we can be confident that our leaders have ‘got our backs’, we’re much more ready…and willing…to receive constructive criticism.

So give some thought to your own style of leadership. When’s the last time you told members of your team that you appreciated them? Or told them specifically what you appreciate? Or let them know how much you enjoy working with them? A few moments of sincere praise could pay rich dividends for you, your team, and your company.

Oh yeah…and to be fair, in time ‘Jack’ made some pretty drastic changes.

Who knows: Maybe he learned a thing or two from his own mistakes. Or maybe he softened a little with time. Or, maybe…

Maybe he stopped one day and decided to make a change…after a visit from Mr. Larson.

Original Article posted here.

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AESTHETIC PROFESSIONALS SCORE A MAJOR “PLUS”

MedResults Network brings its newest program, MedResults PLUS to the aesthetic market

FOR IMMEDIATE RELEASE – May 12, 2014- Huntington Beach, CA. Nationally recognized aesthetic-buying organization, MedResults Network, a comprehensive purchasing system of brand name products and supplies for aesthetic physicians and professionals nationwide has now launched MedResults Network PLUS.

“MedResults Network is a method of group buying that saves its members thousands of dollars each year on many of the products and services that are essential to an aesthetic practice or medical spa. By leveraging our network of medical manufacturers, members are provided with unsurpassed purchasing power, as well as saving them hours of priceless time, as we do their products and materials comparison shopping for them too,” said Jamie Parrott, President. “Now, by joining PLUS, not only are members saving costs on their supplies and products such as fillers, implants and lasers, but they gain access to an impressive body of practice tools and resources to help their businesses grow and thrive.”

According to Parrott, for an annual membership fee of $300, in addition to receiving the cost-saving benefits of the MedResults Network, PLUS members will gain access to a new and unique social and educational platform – the first of its kind in the aesthetic surgery and medi-spa market. Members will benefit from the professional guidance of marketing experts, high-quality staff training programs, lead-generation systems, legal and regulatory updates, coaching and consulting services, webinars, online chats, forums, clinical protocols, human resource guidelines, client retention practices, growth management and much more.

Since 2008, MedResults Network has increased its membership of physicians and medical spa owners, growing their alliance from 250 to over 2000 members nationwide in 2014. In 2011 and 2012 alone, MedResults reports saving their members over $3,000,000! Ms. Parrott and her team have forged relationships with over 40 well known medical brands and aesthetic industry leaders and vendors to offer their members only the most competitive prices and up-to-date information in their industries.   Now with the addition of PLUS members who have a need to better understand how to market and legally protect their business, can do so on-line. The PLUS Network not only has marketing templates for members to utilize, but can also put them in touch with designated specialty professionals who can guide them to success. Members who want to gain a better understanding of what a patient or client experiences when coming to their practice or spa can access the PLUS Network’s mystery shopping services. For those just starting a new business PLUS provides winning business plan templates and legal expertise by state.

“MedResults PLUS is everything they DON’T teach you in medical school,” added Ms. Parrott. “Our passion is to create an environment where the collaboration of ideas and resources helps our members strategically grow their businesses. This way, our members can focus on their passion….giving the best of themselves and their talents to their patients and clients.”

Bio: As the aesthetic industry depends on discretionary spending, saving purchasing dollars is critical to ensure survival in this tight economy. MedResults Network offers members access to a cost-saving network of products and services, including: Dermal Fillers, Cosmeceuticals, Medical Supplies, Patient Financing, Internet Marketing, Retail Bags, and more! We have cultivated close relationships with over 40 industry leading vendors. www.medresultsnetworkplus.com

For more information please contact Giles Raine at (949) 768.1522
giles@theprofessionalimage.com

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Compounding Laws Have Changed

Read below to find out whether you’re compliant and how to earn additional rebates from MedResults Network.

We recently hired THE leading attorney in compounding legislation.

States

As we parted ways with Green Valley Medical over two months ago, we have been working diligently to bring you an exact outline of the new laws that went into effect last year and may directly affect how you purchase compounded drugs.

Please CLICK HERE to read our attorney’s opinion letter regarding the legality of our initiative to provide you with rebates on compounded drugs, the new changes in compounding, and the laws you MUST follow in order to remain compliant.  Please note that you are risking your business and your license by disregarding the new laws.

Please remember that if you are not purchasing from an ‘outsourcing facility’, all orders from your pharmacy must be patient-specific (i.e. the pharmacist must compound the drug for individual patients based on a prescription (or a prescription history of an individual or order history of a physician).

We’re also delighted to announce that we are now working with a new partner for all of our compounded pharmaceuticals:  Community Compounding Pharmacy (CCP)!

MedResults Network members can now earn a 10% rebate on all Rx Purchases!

Located in Oregon, Community Compounding Pharmacy can service 28 states nationwide and provides quality compounded pharmaceuticals and excellent service!  As a member of MedResults Network, all members are entitled to a 10% quarterly rebate (issued by MedResults Network) when they use our newest partner, CCP!

For a list of products and pricing: CLICK HERE

To take advantage of your exclusive MedResults Network rebates, place your first order with CCP Pharmacists today!

Suzanne Rosenberg or Aaron Bohn
Call them at: (855) 770-2070
Fax your Rx to: (F) (855) 631-0023
http://communitycmpd.com

For further information regarding your rebates, please contact us directly at MedResults Network.

MedResults Network
562.296.5655
jamie@medresultsnetwork.com
www.medresultsnetwork.com

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Tips to Boost the Success of your Marketing Campaigns!

Did you know that there are more than 3.2 billion email accounts worldwide and that 95% of consumers are using email?  If you’re not part of that 95%, you need to rethink your marketing strategy!  In every industry across the board, marketers are finding that more of their consumers can be targeted directly through emails.  As nearly 91% of consumers reported that they check their emails at least once a day, it doesn’t make sense NOT TO share your message in a digital format (ExactTarget)!

In our annual survey, we asked members how much they allocate to their monthly marketing budget—unsurprisingly, the numbers were very low in comparison to the average revenue per practice.  As many of our members are solo-practitioners and medical spas, it makes sense to rely on inexpensive marketing such as word of mouth and referrals, right?  Maybe, but we think you could be doing more with your marketing.  After all, for every $1 spent on email marketing, approximately $44.25 is the average return on investment (ExactTarget).  Do your email campaigns result in this kind of ROI? Here’s a short list of some things you should consider when developing an email marketing campaign that’s destined for success:

TIMING

Do you know when your emails will be opened the most?  Or how about the response rate you can expect when you send emails on different days of the week?  These two questions are key to maximizing the amount of exposure you will get from your campaigns. In 2012, Experian completed a study across all industries that found that consumers are most active at night.  From 8:00PM-11:59PM, open rates soared at 21.7% with the highest click-through rates during that time period.  Furthermore, the DAY of the email directly affected the amount of opens these email campaigns received.  Surprisingly, the weekend is the best time to send emails as Saturday and Sunday averaged a unique open rate of 17.8%!

SOME ADDITIONAL POINTS TO CONSIDER:

  1. Keep your content short and simple.  Don’t overload your customers with content.  Make your messages meaningful and direct.  You can assume that your patients and customers have already received at least 100 messages that day so make your messages easy to navigate.

  2. Optimize your messages for mobile viewing.  Approximately 43% of emails are opened on mobile devices.  If your campaigns aren’t mobile friendly, they won’t get read.

  3. Get your customers’ permission.  Be sure to include links to “Subscribe” and Unsubscribe” from all of your communication.  If your customers didn’t subscribe or opt-in to hear from you, you may lose a valuable customer to poor ‘email etiquette’.

  4. Encourage sharing!  Your staff members are continually sharing your message to every customer who walks through the door.  Why not let your customers return the favor through your email campaigns?  All emails should have social share buttons so that your satisfied patients & customers can easily spread the word.

  5. Cater to your audience.  Find out what your customers want to know about and send information that’s relevant.  If the majority of your bookings were fillers during the past week, share a message that promotes your filler options or an educational piece on new injection procedures.  Find out what they want and don’t hold back!

Jamie Parrott, MBA
President
MedResults Network & MedResults Network Plus

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Save More with EVO, MedResults Network’s Exclusive Credit Card Processing Program!

This is the first program of its kind to offer not just up-front savings, but rebates on credit card processing!

MedResults Network is delighted to announce that after months of negotiations, it is the first association of its kind to convince a credit card processor to issue a rebate to their members. EVOPaymentsInternational_LogoIn teaming with EVO Payments International, the largest privately held processor in North America, MedResults Network now has another vendor that has agreed to follow the business model of our association in awarding members rebates! In doing this,MedResults Network & EVO will now save members money up-front (in most cases) as well as offer a rebate. This is a huge win for our membership base on yet another product you all use daily. Save up to 30% on your existing fees!

TO ENROLL IN OUR NEW REBATE PROGRAM YOU MUST FAX OR EMAIL YOUR LAST MONTH’S STATEMENT TO:

(F) 562.391.4407

JAMIE@MEDRESULTSNETWORK.COM

A representative will call you to complete the set-up process, enroll you in the program, and provide you with an approximate monthly/quarterly savings!

This program is guaranteed to put money back in your pocket (regardless of the size of your practice) and pay you a rebate on a commoditized product you already use!

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Speaker Spotlight MedSpa Conference 2014: Neil Sadick, MD, FAAD, FAACS, FACP, FACPh

“New Approaches to Fillers”

NeilSadick

Dr. Sadick holds four board certifications in internal medicine, dermatology, cosmetic surgery, hair restoration surgery and is a Diplomat of the American Board of Phlebology. Dr. Sadick is one of the world’s most respected dermatologists and the medical director and owner of Sadick Dermatology. Dr. Sadick is also the director of the Sadick Research Group, which runs multiple FDA clinical trials each year.

 

Presently, Dr. Sadick is actively involved in various research projects in the areas of dermatology, fillers/toxins, cosmetic and dermasurgery, phlebology, cellulite, adipocyte structure and function, stem cells and lasers.  In addition, he serves as associate editor or the American Journal of Cosmetic Surgery, the Journal of Cosmetic Dermatology and the Journal of Drugs in Dermatology.  He also sits on the Editorial Board of the Journal of the American Academy of Dermatology, Phlebology, Cosmetic Dermatology, and the Journal of Cosmetic and Laser Therapy.  He is author or co-author of more than 200 articles in peer-reviewed scientific journals and has contributed more than 60 chapters of medical books.  In addition, he has written or edited more than 10 books on cosmetic surgery and vein treatments, lasers and cosmeticeuticals.   He has been guest lecturer at more than 500 medical conferences, classes and workshops worldwide.

 

Throughout the course of Dr. Sadick’s career, consumers have been able to regularly enjoy his insight and guidance through the most popular media outlets including but not limited to: FOX National News, The Today Show, The Early Show, WABC-New York, NBC-Los Angeles, New York One, The New York Times, Allure, Self, Shape, Marie Claire, Ladies Home Journal, Cosmo, Bazaar, Brides, O: The Oprah Magazine, Women’s Health, People Magazine, Glamour, Total Beauty, Beauty In The Bag, and has been named by Aesthetic Everything 2013 Top 10 List of Dermatologists in the US.

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MedResults Network Holds 2nd Annual MedSpa Conference!

NeilSadick

If you missed out last year, check out the MedSpa Conference 2013 reviews on www.medresultsnetwork.com!  Due to our 100% satisfaction rate from last year’s amazing event, we’ve brought back the MedSpa Conference to none other than the liveliest city on earth, Las Vegas, NV!

The MedSpa Conference 2014 will be held at The Wynn Hotel in Las Vegas from Friday, September 26th through Sunday, September 28th.  Unlike last year, we’ll begin sessions on Friday afternoon (with a half-day of presentations) and end on Sunday with a hosted lunch.  By popular demand, we’ve also brought back a networking/cocktail reception on Saturday to start your evening off right!

This year’s speaker line-up is on track to be brilliant! Not only have we brought back our two superstar attorneys, both Paddy Deighan and Nancy Whitehead, we’ve invited some incredible new speakers to share their insight and education on a variety of relevant topics.

EVictorRoss

You can expect to hear the following presentations from the esteemed speakers below:

  • Legal & Regulatory –Padriac Deighan, JD, PhD

  • MedSpa Marketing: “A Marketing Success Blueprint”– Craig Ure, CMAO of Rejuvenetix Industries, Inc.

  • Latest Developments in Non Invasive Device-Based Skin Rejuvenation Strategies– E. Victor Ross, MD, CAPT MC, USN (ret)

  • Competitive Differentiation– Michael Lesner, Producer of American Health Journal and Former CBS President

  • New Approaches to Fillers—Neil Sadick, MD, FAAD, FAACS, FACP, FACPh

  • MichaelLesner

  • Major Employee Issues Facing MedSpa Employers – Nancy Whitehead, J.D., Scott & Whitehead

Save the Date Postcards were sent out in March and official invitations will follow by May 1st.  Visit our website at www.medresultsnetwork.com/register to save your spot and we’ll send you a link to register by the end of the month.

The cost is $300 to register and $150 for each additional staff member (from your practice).  If you are a member of MedResults Network Plus, you’re automatically entitled to $100 off your registration fees!  You can register through both the MedResults Network Plus and MedResults Network websites.  All breakfasts, breaks, lunches and events will be provided. Discounted hotel rates at The Wynn have been negotiated on your behalf.

We can’t wait to see you in September!

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Speaker Spotlight

MedSpa Conference 2014: E. Victor Ross, M.D., CAPT MC, USN (ret)

Latest Developments in Non-Invasive Device Based Skin Rejuvenation Strategies

EVictorRoss

E. Victor Ross, M.D. attended Mississippi State University where he graduated summa cum laude with a B.S. in physics.   He obtained his medical degree from the Tulane University School of Medicine where he was a junior year inductee into Alpha Omega Alpha.

In 1992 he completed a three-year dermatology residency at the National Naval Medical Center in Bethesda.  In 1994 he was the first Navy-sponsored fellow in Photomedicine and Lasers at Massachusetts General Hospital.   Dr. Ross is presently the Director of the Laser and Cosmetic Dermatology Center at Scripps Clinic in San Diego. He also serves as Associate Editor of Lasers in Surgery and Medicine. Dr. Ross was the 2008 president of the American Society for Laser Medicine and Surgery and a board member of the American Society for Dermatologic Surgery.

His special interests are laser skin resurfacing, fractional laser applications, photodynamic therapy, non-ablative skin remodeling, laser treatment of leg veins, laser treatment of acne, and laser hair reduction in dark skinned patients. He is the author of over 85 articles and seven book chapters.  Presently, Dr. Ross is investigating novel approaches in RF technology as well as conducting comparative trials of intense pulsed light and fractional laser sources in skin rejuvenation.

Join us in Las Vegas from September 26-28 at the MedSpa Conference 2014 to meet Dr. Ross and learn about the latest developments in aesthetic laser technologies.  Click here to register!

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12 Best Practices to Make Your Practice…The Best!

aestheticmarket

We recently reviewed a book by John Tredwell, an aesthetic professional and author. The book’s title is “The Aesthetic Market – More Than meets the Eye”. The author outlines how to build a ‘concierge’ aesthetic practice. Following are a few tips from the book that you may not have considered or put into practice.

  • The ‘voice of the practice’ is the main thing that sets your practice apart from all others with a high level of service. This person’s voice must be easily understood and they must possess impeccable manners. If at all possible, assign one and only one person to be ‘the voice’.

  • Tredwell recommends a “bottom of the bottle” guarantee with a full refund if they do not like a product. He contends that a patient cannot tell after a few uses of a product if the product is working. He wants the patient to use the entire contents before deciding whether or not to return it.

  • And we quote:  “I refuse to do the one or two syringe treatment (fillers). I state we do not do small numbers as it is like putting a cup of water in a bathtub full of water-it will not get noticed. Do not be afraid of large volume treatment!  The large volume patient will send you referrals and be your happiest patient because you have done truly transformational work.”

  • When administering fewer syringes, it is important to target one specific area rather than spreading it around the entire face and seeing little results. It is far better to see results in one area.

  • Do not have any magazines or newspapers in the room as you want them to read only information about your services.

  • The doctor should never discuss money with the patient, only the procedures.

  • Every patient should return for a no-cost follow up face check-up in 10 days to 2 weeks after their procedure. Every patient should also leave with a skin care regime. A minimum of cleanser, eye crème and moisturizer is the perfect starter.

  • Never leave the patient alone for an extended period of time.  Someone in the room to keep a conversation going will go a long way in preventing the patient from changing their mind.

  • Hand-written and hand-addressed correspondence is a lost art! No email thank you or form letter should ever be sent. No address labels should ever be used in the practice. Every new patient should receive a hand-written, hand addressed thank you note. Every person attending an event of yours should receive a hand-written hand-addressed thank you note. All notes should include business cards, as well as a call to action. Every person has a birthday and should receive a birthday card with a ‘free’ offer.  Reasons to send patients hand-written notes with a call to action are only limited by your imagination.  Anniversaries, Valentine’s Day, Spring, Summer, Fall, Holidays, New Year, ‘thanks for being a loyal patient’, ‘thanks for the referrals’, etc.

  • All referrals should be rewarded. Send patients something from outside the practice. I find if I send them a practice related gift that it feels as if strings are attached. “Come spend more money with the practice and we will give you something.” If you send a gift certificate to a local restaurant, it is a genuine gift, no strings attached.

  • For all new patients, always take them on a tour of your facilities.  It is a great way to introduce all of your services as you tour the building.

  • On retail, Tredwell says: “Be sure your retail center is fabulous at all times. Remember retail never calls in sick. Patients are overwhelmed with more than three product choices. Keep it simple and concise. Too many choices confuse even the savviest shopper.

There are many other tips in the book that you will find helpful.  It is available through Amazon and a VERY interesting read.

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Speaker Spotlight: MedSpa Conference 2014!

MedSpa Conference 2014: Paddy Deighan J.D. Ph.D

Legal & Regulatory Update- Update on Legal and Regulatory Issues Facing Medical Spas Today

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Padraic “Paddy” Deighan is a health care attorney, consultant, speaker and PhD in Quantum Analysis. He is the former CEO of the nations’ largest network of dermatology and plastic surgery centers/medical spas. His company employed thousands of estheticians, massage therapists and other related professionals. He has consulted with several of the largest pharmaceutical companies and is the former legal counsel to the first laser introduced in the United States for laser hair removal (as well as another pigmented lesion/vascular laser company).

Paddy is an advisor to the California, Texas and New Jersey Boards of Medicine and has been an advisor to the Texas Board of Cosmetology. He is also a consultant to the Federation of State Boards of Medicine. Recently, he was appointed advisor by the States of Texas and Tennessee to oversee laser regulation in those states.

Paddy has also spoken at some of the most prestigious universities and organizations such as Yale University, Harvard University, and the American Society of Dermatologic Surgery (ASDS); American Academy of Dermatology (AAD), American Academy of Facial Plastic & Reconstructive Surgery (AAFPRS) American Academy of Cosmetic Surgery (AACS); and ISPA. He has been a featured speaker at many of the most prestigious health care Venture Capital symposiums.

Join us in Las Vegas from September 26-28 at the MedSpa Conference 2014 to meet Paddy and listen to his brilliant counsel on legal issues facing aesthetic practices. Click here to register!

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Simple Ideas to Boost Your Referrals

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Referrals are the best compliment you can receive.  What can you do better to receive referrals from your current clientele?

IT’S SIMPLE.  Create an experience to “talk about” from the moment your patient walks through the door.

The first touch point in every practice or medical spa is the front desk—EVERY patient should be greeted. Your staff should be the first to initiate a positive experience for the patient.  If there is a long wait in the office, at least you’ve done your best to make their very first impression a good one.

If the wait is long and the service is short, make every second count.  There’s nothing worse than going to an appointment and waiting hours to be seen by a top- notch specialist who acts disinterested and rushed.  At every point during their appointment, show your patient they’re your number one priority from the time arrive to the moment they leave.  Your extra attention won’t go unnoticed—this type of service that helps to generates referrals.

Finally, don’t assume that a patient will refer friends/family to you on just the positive experience alone. When a patient is ready to leave the office, whether it’s the physician or your front desk personnel, someone should always ask for feedback.  If they respond optimistically, mention that you’d love to invite their friends and family in for a service and that you’d genuinely appreciate a referral.  Chances are, if your service was stellar, you’ll already be the first place they think of when the topic comes up!

Here are five additional ideas from Lonnie Hirsch that will reshape your thinking about referrals.

5 big ideas to help reshape your thinking…

To many providers, asking for referrals seems either out of place or professionally inappropriate. In fact, there are almost no real barriers, and there’s a strong opportunity for success.

Satisfied patients want to return the favor. Human nature is inclined to respond with kindness. People like helping others who have helped them, but they probably don’t know that a referral is an easy (and no-cost) way for them to act.

Referrals help the patient’s friends and family. Sure, a new patient benefits the practice, but your service is of greatest value to the individual(s) who has been referred.

Rejection is an imagined fear. Nothing drastic or dramatic follows a simple and polite referral request. At worst, perhaps the patient takes no action, forgets or simply declines. There is no real downside to asking.

People like doing business with people they like. In every business environment, customers feel a sense of confidence in working with those people they know. And when satisfaction is high, they willingly share this sense of trust with others. (Assuming they are asked.)

Individuals who make referrals are more loyal. In referring your services to a friend, the patient is reaffirming their own “purchase decision.” In short, they are more likely to remember and follow their own advice in the future.

Above all, the primary pathway to encouraging and inspiring patient referrals from people you’ve helped is…you’ve got to ask for referrals. Few patients will think of it on their own, but nearly all satisfied patients will respond favorably when asked.

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10 Steps to Better Time Management

“Time is what we want most, but what we use worst.”  -William Penn

timemanagement

Tick tock…tick tock… the clock is ticking and time is flying by!  Are you confident you’re using your time effectively for your day-to-day tasks?

The sheer fact is that most of us would answer, “NO”.

In our society, people have become hyper-productive and typically THINK they’re very efficient (and effective) workers. Unfortunately, multi-tasking is your worst enemy when you’re struggling to use your time effectively.

We recently read an article where author Jordan Bates instructed readers to “Work Smarter, Not Harder”. We’ve summarized the best of his advice to provide you with 10 simple steps to help you find the time you only THOUGHT you lost.

  1. WRITE A LIST– The golden rule of time management is, WRITE.A.LIST. Buy yourself a calendar. Each day before you settle into your work routine, be sure to write down each task that NEEDS your attention.

  2. Prioritize your Tasks– Take time to rearrange your tasks in order of importance and re-image each task to its simplest form.

  3. You Can Say “No”– Don’t take on more than you can handle. Iit’s okay from time to time to help peers in need. Just remember that it’s okay to be selfish and complete your priorities first.

  4. Don’t Multi-Task– Focus on the task at hand and devote 100% of your time and energy on one task at a time.

  5. Set Aside E-mails– E-mails can be very important, but don’t refresh your inbox every five minutes. Devote a specified time to check your e-mails and never more than five times a day.

  6. Make the Most of Your Waiting Time– Whether you’re waiting at your doctor’s appointment or walking on the treadmill, make your time useful. Keep yourself up-to-date by reading articles about your industry.

  7. Take a Break– Go outside in-between tasks and take that much-needed breath of fresh air. This will help you stay motivated and focused.

  8. Make a HabitHabits are habitual. If you continue to repeat your time management skills it will become routine. Eventually, you’ll be able to complete all of your tasks without feeling overwhelmed.

  9. Don’t Bother– Don’t waste your time with the things that don’t matter. If it isn’t adding value to your life, don’t bother with it. Do fewer things that create more value, rather than more things that are mostly hollow.

  10. ENJOY– Don’t get caught up in the workforce frenzy. If you manage your time wisely you will learn how to enjoy what you’re doing.

See more here.

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Building Patient Loyalty in 5 Simple Steps

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Do you ever wonder why women tend to go to the same hair dresser year after year?  I’m sure it’s not because they love the expensive bill or the fact they have to “cover up” those annoying roots every month.  It’s because their stylists have figured out how to give them exactly what they want at the price they need AND with a memorable experience every time! This loyalty is essentially the result of providing a consistently positive experience in conjunction with a client’s perceived value of that experience.  You may think you provide the best service in the state, but if your patients’ perceived value is low, you’ll find yourself ‘sharing’ patients with competitors.  Here are five simple steps to build relationships that lead to loyalty.

  1. Be proactive. If you want to build “promoters” for your practice, start by notifying patients of the service you plan to provide.  What kind of service will you be giving and what does that entail?  Calling or connecting with a patient to describe what you’re going to do FOR THEM is the first step in getting their attention.  If you bring it to their attention, they may realize what sets you apart from the competition.

  2. The Little Things DO Count. Over the years we’ve always taught medical spas & medical practices that the first rule of thumb is to THANK your patients/customers.  Don’t send an automated email; try writing.  Although archaic, it only takes a Nurse or Esthetician two minutes after each patient to handwrite a personalized note.  Send your “thank yous” and you can almost guarantee a return visit.

  3. Relationships Lead to Loyalty.  When your patient schedules an appointment, do you remember anything personal about them?  Most POS software or CRM systems will record birthdays and anniversaries which should be flagged in your system. Use these notifications to send special notes or gifts to acknowledge your valued patients. Remember, your technology can only do so much to form a relationship. Take an interest in your patients and find out a little bit about who they are.  Loyalty is not built on birthday reminders and discounts.  It comes from relationships built on trust.

  4. Follow up for Feedback.  How do you identify your “promoters” at your practice?  If you don’t know why your patients are returning, you might want to ask!  Contact your clients for their feedback once you’ve provided a service.  Find out what they liked about it or where you could improve.  Companies like Digital Assent have revolutionized the ability to capture patient reviews at the moment a patient checks out.  Find out what your patients have to say and LISTEN.  The best promoters of your brand will be the ones who loved their first experience and how you continue to replicate that service!

  5. Provide the Ultimate “Patient Experience”.  From the moment they walk through the door, would your patients say that you provide the “Ultimate Experience” for them?  Patients, or rather, people, love to tell stories of their experiences.  So give them a story to talk about!  From start to finish, your patients’ experience at your practice should be something to remember.  Before they even book their first appointment, your staff should be anticipating their needs, wants, and expectations; they shouldn’t have to ask. BE PROACTIVE. NOT REACTIVE.

Follow these simple steps and patients will follow you for years!

Jamie L. Parrott, MBA
President
MedResults Network

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Your Online Reputation—How much is it worth?

As Digital Assent continues to explore the importance of online reviews for physicians, they gathered some new data to help answer the question, “How much does your online reputation impact your practice revenues?”

First, let’s revisit some of the more interesting statistics from Digital Assent’s 2013 Online Patient Reviews Survey entitled, “What do patients think about online ratings for doctors?”

  • If you have at least 10 reviews, 50% of patients will believe that your online reputation is worth considering

  • 72% of patients said that “negative reviews” could prevent them from choosing a doctor

  • 50% of patients reported that “positive reviews” could encourage them to choose one doctor over another

While these statistics are compelling, Digital Assent has done some further analysis to understand how they translate into actual patient volumes.

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For this task, the market research team at Digital Assent sought out perspectives from physicians who have a significant online presence. In a recent webinar, Dr. Kevin Pho said that since he started tracking the sources of his new patients, 10-15% of his patients have reported that they chose him because of what they found online. Another online advocate, Dr. Howard Luks, says that 15-18% of his new patients find their way to him based on his positive online presence.

Based on some conservative assumptions, we start to get a sense for the financial impact that a doctor’s online reputation can have on physician revenues.

To keep the math simple, Digital Assent used the example of a physician practice that generates $1 million in revenues per year and has a neutral online reputation (defined by having less than 10 online reviews and a “middle-of-the road” rating of 3.0 out of 5 stars). We also need an assumption regarding what percent of annual patient volume is comprised of new patients, and while we know this varies significantly we assumed a conservative 20%.

If this practice were able to collect 10 new positive online reviews on each of the major doctor ratings websites, it is reasonable to believe they could expect a 12% increase in new patient volume in the first year, which would add approximately $24,000 in new patient revenues! Best of all, a strong online reputation will pay dividends long into the future. In subsequent years many of those initial “new” patients will become returning patients and there will be more brand new reputation-seeking patients walking through the doors that would have otherwise gone elsewhere.

If the doctor started with a “bad” online reputation (less than 10 online reviews and a low average star rating) we can assume that 12% or more of prospective patients could be actively avoiding this doctor. Based on this additional assumption, this doctor could reasonably expect to see a 24% increase in patient volume in the first year after growing and improving their online reputation.

In both of these scenarios, the increase in new patient volume should not add significant incremental operational expenses, so most of your new patient revenue should translate into additional profit for your practice. As the importance of online patient reviews continues to grow, your best strategy is to start now and implement a reliable system to maintain and grow your online reputation.

Tablet-based review capture systems like PatientPad® make it simple and affordable to collect patient reviews and testimonials at the point of care, while the patient’s experience is fresh in their mind. Most physicians who care about their patients (and work hard to run a good practice) believe that the vast majority of their patients are happy and satisfied with the care they receive. Systems like PatientPad enable doctors to capture feedback from this “silent majority.”

To explore this topic further and explore the ROI of making an investment in growing your online reputation, be sure to sign up for the PatientPad Blog with your email address to receive updates about this and other upcoming webinars.

And remember, MedResults Network members qualify for a 10% discount off of PatientPad setup fees and monthly subscriptions. If you’d like to talk to someone about PatientPad®, please contact Digital Assent directly at info@digitalassent.com or 404-382-7574.

*Contributed by MedResults Network Valued Partner, Digital Assent, LLC.

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Are You in the Business of Beauty? Register Today for this Exclusive Event!

MedResults Network Partner, IL MedSpa Association, Presents:

The Business of Beauty Event

Monday, March 24, 10:00AM – 2:00PM CST

How to: Protect, Differentiate, and Grow Your Business

The Business of Beauty Event provides aesthetic professionals and members from the Illinois Medical Spa Association a unique setting to have live face to face interaction with your peers.  We all live busy lives but attending a conference gives you educational opportunities to expose you to new points of view, new ideas and trends and best practices that can impact your future results.

RegisterNow

Highlights of the event:

Speak to professionals about questions including:

LIMITED SEATING
FOR MORE INFORMATION
CALL 312-834-3281
LOCATION:  Saper Law Offices
505 N. LaSalle St. #350
Chicago, IL 60654

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Congratulations to Radiesse®- Voted the Best Filler!

RadiessePicWe would like to congratulate our vendor partner Merz Aesthetics on receiving the Anti-Aging and Beauty Trophy for their filler Radiesse® on behalf of the Anti-Aging Medicine European Congress. It is an honor to be associated with Merz Aesthetics. Their products and customer service exceed our expectations as a partner. We’re also proud to say that in addition to the cost-savings we provide on Merz Aesthetic fillers, our members are now assured that have access to the best fillers in the industry!

Merz Aesthetics Announces That Radiesse® Has Received AMEC’S Best Filler Trophy

Merz Aesthetics, a division of Merz North America, announces that Radiesse® has been awarded the Anti-Aging and Beauty Trophy for Best Filler at the 2013 Anti-Aging Medicine European Congress

February 12, 2014 11:00 AM Eastern Standard Time

GREENSBORO, N.C.–(BUSINESS WIRE)–Merz Aesthetics, a division of Merz North America (U.S. affiliate of the global Merz Pharma Group), announces that Radiesse® has been awarded the Anti-Aging and Beauty Trophy for Best Filler at the most recent Anti-Aging Medicine European Congress (AMEC).

The recipients of this year’s Anti-Aging and Beauty Trophies at the Anti-Aging Medicine European Congress 2013 (AMEC 2013) were selected by a jury of twenty-seven physicians from around the world specializing in aesthetic dermatology, plastic surgery and anti-aging medicine1. Entries were submitted for consideration by product manufacturers and included clinical data as well as detailed product descriptions.

“I believe that Radiesse® deserved to be named Best Filler by AMEC because it is a truly unique product in the dermal filler category,” said Dr. Heidi A. Waldorf, one of the members of the AMEC 2013 Jury. “By using Radiesse®, I am able to provide my patients with immediately visible, long-lasting results. As a result, I have found Radiesse® to be a high-quality, high-value treatment option for my patients.”

In addition to her work with the Anti-Aging Medicine European Congress, Dr. Heidi A. Waldorf serves as Director of Laser and Cosmetic Dermatology at The Mount Sinai Medical Center in New York, NY and Associate Clinical Professor of Dermatology at The Mount Sinai School of Medicine.

Since its approval by the U.S. FDA in 2006, Radiesse® has provided a unique treatment option for moderate to severe facial wrinkles and folds such as nasolabial folds. Radiesse® has proven to be an ideal volumizer, as it possesses higher levels of viscosity and elasticity than leading dermal fillers. It is differentiated by an advanced calcium-based microsphere technology that immediately replenishes lost volume and stimulates the production of a patient’s own natural collagen for long-lasting results.

“Here at Merz Aesthetics, we are extremely pleased that Radiesse® was named Best Filler at AMEC 2013. We believe that Radiesse® delivers exceptional results, delivering natural, subtle aesthetic correction at an excellent value. Many physicians in North America are currently rediscovering Radiesse®,” said Jim Hartman, Vice President and Head of US Aesthetics/OTC for Merz North America.

Access the original press release here.

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Setting the Right Expectation: Breast Augmentation Myths

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This past week we read a short, but interesting article about some common misconceptions associated with the popular procedure, breast augmentation.  If you’re a plastic surgeon, you’re probably very familiar with these types of queries!

It’s pretty important that each prospective patient has the right expectations prior to a procedure—this goes for every aesthetic practice!  If you take the time to honestly answer the simple questions up front, you’ll find that your overall patient satisfaction soars.  Take a minute to read ASAPS’s Smart Beauty Guide article to understand what your patients might be thinking prior to changing their image…

Breast Augmentation: Fact vs. Fiction

Feb 7th, 2014

“Should I or shouldn’t I?” many women ponder before going under the knife. Prior to considering any type of cosmetic surgery, it’s important to weigh the pros and cons associated with the procedure. Deciding whether to go through with a surgery can be difficult enough without having to wade through the laundry list of myths commonly associated with the operation.

Breast augmentation, which was the No. 1 surgery performed during 2012, according to the American Society for Aesthetic Plastic Surgery, can help improve a woman’s self-confidence, but can it lead to breast cancer? Will they leak? Won’t they feel unnatural? The answer to most of the common myths associated with this procedure is no, but there’s no harm in asking your physician anyway.

They will look fake: FALSE

A properly performed breast augmentation surgery will not lead to unnatural looking breasts. Healingwell.com emphasizes that the most important selection to be made prior to your surgery is choosing the proper doctor, one who is board certified and experienced in performing cosmetic procedures. Tissue is constructed to match the patient’s age, weight, height and existing cup size, then implants are placed with care and precision for the most natural look.

I won’t be able to breastfeed: FALSE

One of the most common myths associated with breast surgery is that the patient will no longer be able to breastfeed due to inability or fear of transferring harmful chemicals to an infant. These are both, however, false claims. Mother Inc. explains that there currently exists no medical evidence that states breast implants interfere with breastfeeding capabilities. With or without implants, some women are unable to successfully breastfeed, but implants should not impede a woman’s ability to do so.

They will have to be replaced regularly: FALSE – but there are caveats

While implants do not have to be regularly replaced, ASAPS does remind interested individuals that they may eventually need to be. However, this solely relies upon the patient’s age when receiving the procedure, the type of implant she receives and how she treats her physical health.

Original Article posted on here.

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Plastic surgery doesn’t discriminate

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Every day we read articles featuring the ‘latest and greatest’ in the aesthetic industry. One of the most intriguing trends we’ve followed is the growth of cosmetic procedures in men. Twenty years ago, the idea of male “aesthetic” patients was limited to hair transplants and the occasional facial. I personally remember seeing my father on the inside of a Bosley brochure in the early 90s and remember thinking that no sane man would be caught dead trying to “beautify” his image!

However, in 2014 we see a paradigm shift in the way that males view aesthetic procedures and cosmetic surgery. Although our providers love the move toward male “acceptance”, we still ask ourselves, “Why did men change their minds?”

We couldn’t help but share an article by Madeline Vann, MPH (published on Everyday Health) which sheds light on this emerging topic.

Why Do Men Get Plastic Surgery? Ask Women

By Madeline Vann, MPH
Reviewed by Pat F. Bass, III, MD, MPH

More men are opting for cosmetic procedures to rejuvenate their looks and stay competitive in the dating and job markets.

Pennsylvania apple and pear farmer Ralph Spencer, 70, is one of an estimated million men in America who had some type of aesthetic surgery in 2013.

In the United States, close to 10 percent of cosmetic surgery procedures are done on men, according to the American Society of Plastic Surgeons. Procedures men choose most often are rhinoplasty (nose jobs), eyelid surgery, face lifts, breast reduction, and liposuction. Their reasons for seeking aesthetic surgery, including rejuvenation and anti-aging procedures, vary from man to man.

Spencer decided to get upper and lower eyelid surgery for both practical and cosmetic reasons. He said he’d noticed changes around his eyes, such as drooping lids and puffiness, which concerned him. He wanted to look good for a woman with whom he was in a relationship, but he also found out from his optometrist that these changes were affecting his range of vision.

So, he started looking into plastic surgery. Initially, he considered a full facelift, but he said that he didn’t think his whole face had changed enough to warrant that. Instead, he went with work around the eyes.

Because sun exposure is a concern for healing skin after surgery, Spencer scheduled the procedure for late winter, when he would be able to stay indoors, catching up on the paperwork, bookkeeping, and desk duties related to farming through the year. By the time he needed to get back out in the orchards, his eye surgeries were healing well.

“We can’t change the body that was given to us, but we can do the best we can to maintain it,” said Spencer, adding that he believes everyone has an obligation to look their best for themselves and the people they care about. “I had it done, it went well, and I feel good about myself,” he said. “I think that’s the bottom line.”

Plastic Surgery: What’s in it for Men?

Spencer’s reasons for cosmetic surgery reflect many of the reasons that bring men into the office, said Bob Murphy, MD, president of the American Society of Plastic Surgeons and a Bethlehem, Pa., plastic surgeon. The pressure to be physically appealing to romantic partners and also competitive in a tough job market leads many aging men to consider cosmetic procedures, he said. In addition, he said, “the whole emphasis on youth has extended so men want to appear youthful socially a lot longer.”  Click here to read the full story.

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Important Announcement

Green Valley Medical (Compounding Pharmacy) has closed.

We realize that many of you have tried to order from our loyal compounding pharmacy, Green Valley, over the past week.  We are sad to announce that as of last week, they closed their doors.

We are currently in the midst of finalizing an arrangement with another high-quality pharmacy who can provide all of the compounded pharmaceuticals you need.  We expect to announce this new relationship by the end of the month.

In the meantime, we’ve engaged an attorney to develop a thorough report of the recent changes in pharmacy law.  We hope that this will help you to better comply with state and federal pharmacy laws that dictate how you purchase.

Need a temporary pharmacy to fill your needs?  Please call us directly at (562) 296-5655 and we’ll give you a referral.  We thank our members for the overwhelming response we’ve had in regards to replacement pharmacies.  We’ll be connecting with all of these companies to find the best pharmacy(ies) in quality, pricing, and service.

Still have questions?  Feel free to contact me at the number above or email me at Jamie@MedResultsNetwork.com.

Sincerely,

Jamie L. Parrott, MBA
Executive Vice President
MedResults Network

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1099 or W2 – Knowing the differences

Do your workers fall within the guidelines of an Independent Contractor or an Employee – Read below to see if you’re doing the right thing when it comes to hiring personnel

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Last September at our MedSpa Conference 2013, one of the biggest issues our medical spas expressed was how to categorize their employees.  We received questions such as, “I provided training, but they make their own hours- Are they an employee?” Or, “Should they be independent contractors since we didn’t sign an agreement?”  Attorney speaker, Nancy Rader Whitehead of Scott & Whitehead in Newport Beach, gave us all some simple rules to follow when differentiating the terms, ‘W2” and “1099”.

The IRS’ Common Law Rules consider facts that determine whether a worker is an independent contractor or an employee.  These facts fall into three categories:

  1. Behavioral:  Does the company have a right to control what the worker does and how it’s done?

  2. Financial:  Are any business aspects of the worker’s job controlled by the payer?

  3. Type of Relationship:  Are there written contracts or benefits?

Your workers may be employees if:

  1. If you control where, how, and when your worker does their work

  2. If you tell them what tools to use and/or tell them where to purchase supplies

  3. If you provide assistants to help them complete their work

  4. If you are reimbursing your workers for expenses

  5. If you provide training about procedures and methods to perform your business in a certain way

  6. If you provide benefits to your workers

  7. If you hire a worker with the expectation that the relationship will continue indefinitely

Your workers could be independent contractors if:

  1. If you give your workers less instructions about what should be done, rather than how it should be done

  2. If you do not provide training about methods and procedures that your worker needs to follow

  3. If your workers make their own investment in their work or realize a profit or loss

  4. If you do not reimburse your workers’ expenses

  5. If you do not give benefits to your workers

Although there are some ‘gray’ areas in the law, these are the general rules to determine how you should categorize workers at your practice.  If you follow these simple rules, you’ll better protect yourself and your practice in the future!

Jamie Parrott, MBA
Executive VP
MedResults Network

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Increase your efficiency and earn happy patients with Cryoprobe™ technology!

January 1, 2014- With the turning of the New Year comes NEW discounts, rebates, and benefits for our members. Cryoprobe™, MedResults Network’s newest vendor partner, leads the nation in unparalleled cryotherapy and now offers benefits to members through MedResults membership!

CryoPic

The FDA-cleared, CryoProbe™ is an innovative, efficient and portable cryosurgical device which treats benign skin lesions with pinpoint accuracy using disposable Nitrous Oxide cartridges.  The applicator tips are used to apply the Nitrous oxide spray, and vary in the range of 1mm to 15mm, thereby eliminating any risk of damaging adjacent tissue.  In addition, the ability to pinpoint the treatment size allows for increased accuracy and maximum comfort for the patient.

CryoProbe™ is the only device which has the ability to treat legions at -127°F up to depths of 5mm deep in the skin.  As the coolant is delivered at 725psi, the freezing power of the CryoProbe™ can reach the bottom of a lesion with total control and precision.  Studies show that the device has 90% efficacy in just two treatments during one visit and an overall 85% efficacy in treating plantar warts.  Furthermore, the device is compact, portable, and requires no maintenance!

 

Your patients will love CryoProbe™ because:

  • Procedures are FAST!

  • No anesthesia required!

  • No Pain or discomfort with treatment!

  • Extra precision and excellent results!

Contact MedResults Network for information on exclusive pricing on Cryoprobe units! In addition, check out the images below!

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Transform your reception area with Mediplay!

MedResults Network welcomes Mediplay!  Transform your reception area into a powerful patient education and marketing tool with Mediplay. Mediplay is an easy and affordable way to communicate with your patients through the TV while your patients wait for their appointments. You can promote your products and services such as:

  • Display before and after pictures, promote products/procedures, introduce staff, and more!

  • Set the mood in your reception area with background music, specially chosen to compliment your programming.

  • Choose from a library of 600 healthcare topic videos, OR show your own videos, such as testimonials, product demos, interviews etc.

  • Instant message your patients with a live ticker feed where you can display wait times or important information.

  • Manage from any computer anywhere, anytime!

Mediplay is can be customized to suit your specific practice! With an easy-to-use interface and libraries of free content, you’re in control of your very own commercial-free program making your patients’ ‘waiting time’ an extension of their appointment time.

As a member of MedResults you will receive extreme discounts from Mediplay on a 12-month plan and initial setup.

Hear what others are saying about Mediplay:

“This is the first week we have had Mediplay playing in our office.  We put a surgical special on the ticker bar and have booked 5 new surgical cases within one week.  Best marketing tool ever.”

“We are seeing at least 3 additional procedures a day from Mediplay running in our waiting room.”

“Patients frequently ask our doctors and nurses about a product or service that they saw on the Mediplay screen while in our lobby.  This has increased sales significantly.”

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MedResults Partners with iGrow!

MedResults is proud to announce its newest partnership with aesthetic Light-Based Therapy company, Apira Science Inc., the creators of the newest hair growth system, the iGrow. The FDA-Cleared iGrow is one of the most unique, in-home hair growth systems on the market.  Using Low-Level Laser Therapy (LLLT) via a combination of red laser and LED light diodes, the iGrow assists the hair growth process by increasing cellular activity within the hair follicle and thereby promoting the growth of thicker, fuller hair.

 

After numerous trials and an award-winning clinic study, The Growth of Human Scalp Hair Mediated by Visible Red Light laser and LED Sources in Males, clinical results show iGrow superior to pharmaceuticals in helping to re-grow hair in men with Androgenetic Alopecia.  Click here for access to the abstract and to read more about the study.

While the iGrow is renowned for its effectiveness in growing hair and reducing thinning and hair loss, the device is also extremely safe and easy to use.  The iGrow sits comfortably on the head through the use of four adjustable fit columns which allow for rotating weight distribution.  Furthermore, the iGrow features an iPod/MP3 interface with adjustable headphones that can be linked to any entertainment source during tretment sessions.

For a link to Apira Science’s most recent press, click here.

MedResults members now have access to incredible pricing on the iGrow device.  Please contact MedResults Network for pricing and information.

iGrowHelmet

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MedResults Newsletter Issue 6

To download a PDF version of this newsletter, please click here.

Hiring and Retaining Your Winning Employees

By Jay Shorr, BA, CMBM, CAC I,II, III, and Mara Shorr, BS, CAC II, III
The Best Medical Business Solutions

Selecting the proper employee can make or break your medical practice, regardless of your specialty.

Whether that person is an aesthetician, medical assistant, nurse or receptionist, all members of your practice are incredibly important: they represent you, your brand and the manner in which you are perceived by your patients and the public as a whole. A rude receptionist sets the tone for the entire visit… should a patient choose to book that appointment after a less- than-lovely phone interaction. From poor bedside manner to employee theft and clerical errors in your practice management software, curb the issues before they arise with a few of these simple selection tips:

Step #1: Recruitment

  • Once you post the position, carefully scrutinize the resumes as they begin to arrive. Eliminate typos, illegible formats and other initial turnoffs.

  • Review the length of time the candidate spent with his/her previous employers. Warning signs appear when you see a series of five-month employers, and you don’t want to add your name to that list.

  • Confirm past employer references and verify your prospect’s industry- related experience.

  • Perform a background check, and consider the results as they relate to the position. A new bookkeeper, for example, should not be hired if s/he has a history of fraud, embezzlement, or bankruptcy.

Step #2: Interviewing

  • It goes without saying you’ll want to conduct an interview in person…not just over the phone. Be sure to review scheduling conflicts. If the possible new employee is unavailable during your peak hours, wish them well on their search, and explain you’re not the office for them.

  • Consider, when your state allows, a working interview. Use this time to see how your potential new staff member interacts not only with other employees, but with your patients as well. How do they react to the stress load in your office? When the phone rings all day, when there’s down time… or no moment to breathe?

Step #3: Orientation and Ongoing Training

  • Let your new staff member know right off the bat, about your code of conduct. This should include, but is not limited to, your policies on staff uniforms, body piercings, tardiness and cell phone usage. This should all be included in the easy-to-locate Employee  Handbook. (Note we always recommend having ALL employees, both new and existing, sign off on these policies.)

  • Training should occur not only when a new employee starts with your practice, but throughout his or her time with you. Ongoing, clear, concise and consistent training, both in your workplace, and taking place as teambuilding outside of the office, do wonders for both employee development and morale.

  • When looking at ongoing training opportunities, don’t be afraid to look outside vendors, as state and local laws apply.

  • Meet with your staff members on a regular basis to go over their performance. Recognize opportunities for improvement as well as outstanding behavior you wish to see duplicated in the future.

Step #4: Incentives to Motivate Staff

  • From healthcare benefits to cash bonuses, not all incentives have to come in the form of heavily unloading dollars from your bank account. We suggest flexible schedules, when available, or an extra day of vacation.

  • Looking for FREE ideas?  A certificate to your Employee of the Month costs you only the ink from your printer, as does posting a duplicate version of the certificate in your reception area for patients and clients to see.

  • Include an ‘Employee of the Month’ section in your office’s monthly eNewsletter, and ask your clients to show their gratitude when they see your staff member in the office on their next visit.

  • Looking to make an investment in your staff’s education…and the education of your practice? Consider taking them to an industry conference. We can almost guarantee they’ll come back motivated and servicing your patients better than ever!

Jay A. Shorr is the founder and managing partner of The Best Medical Business Solutions, assisting medical practices with the operational, financial and administrative health of their business. He is also a professional motivational speaker, an advisor to the Certified Aesthetic Consultant program and a certified medical business manager from Florida Atlantic University. Mara Shorr serves as the Vice President of Marketing and Business Development; a national speaker, she is a Level II and III Certified Aesthetic Consultant utilizing knowledge and experience to help clients achieve their potential. They can be contacted at info@thebestmbs.com.

Potential Cost Savings if You Use MedResults Network Participating Vendors

Are you leaving dollars on the table?

The MedResults Network business model is very simple. We contract with vendors for products and services that aesthetic providers use. Vendors who are willing to provide you (our members) either discounts or rebates. Over the past five years we have found that many of our members joined the network primarily because of one vendor. If you are not taking advantage of several vendors within our network, you are likely not taking full advantage of your membership. Below are listed some average savings that our members are enjoying. Bear in mind that these are averages. Not all members will use all of these products and services and in some cases you may have a lower cost but these are based on actual savings.

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The ones listed above represent only a small portion of the over 40 MedResults network participating vendors. In 2012, our members saved nearly $3,000,000! If you save $12,424 each year or nearly $65,000 over a five-year membership, we feel the return is excellent for a free service! Please don’t hesitate to contact our staff should you have questions.

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MedResults Network: MedSpa Conference 2013 Recap!

On September 27th-29th MedResults Network held its first MedSpa Conference! The MedSpa Conference 2013 was designed to be the first educational event of its kind, showcasing a spectacular lineup of attorneys, industry experts, and physician speakers. MedResults Network offered the event free to members and hosted all breakfasts, lunches, breaks, including their event opening cocktail reception. The event was sponsored solely by Merz Aesthetics and Neocutis, two of MedResults’ primary vendor partners, and took place in sunny Huntington Beach, CA at the Hilton’s beautiful Waterfront Beach Resort.

The weekend of education began on Friday the 27th with a cocktail reception held beachside, featuring an open bar and a fire pit where attendees could socialize and roast custom s’mores. Saturday the 28th kicked off with morning speakers, Paddy Deighan, JD PhD on legal & regulatory and Bryan Durocher with MedSpa Profitibility and Financial Indicators. Afternoon sessions included keynote speaker and Plastic Surgeon, Dr. Gregory Buford, on Content Marketing and fellow Plastic Surgeon, Dr. Joesph Grezeskiewics, on Principles and Practice of Aesthetic Medicine. Dr. Grezeskiewics finished the afternoon with a demonstration of Merz Aesthetics’ injectables, Xeomin and Belotero and injection techniques.

Sunday’s agenda features Nancy Whitehead on Employment Law and received rave reviews from attendees! The day concluded with a poolside lunch following a panel discussion on Loyalty programs, moderated by Inga Hansen, Editor of MedEsthetics Magazine, with special guest, Alisha Merlo.

For more information on the event’s speaker lineup and agenda, please visit the MedSpa Conference 2013 page on our new website at: www.medresultsnetwork.com. You’ll also find that you can view pictures from the weekend, read testimonials from attendees, and express interest in attending our next event in 2014! Thank you to our sponsors and all those who participated to make this event extremely special! Please contact us with topic and speaker suggestions. We welcome your feedback and look forward to seeing you again next year!

To download a PDF version of this newsletter, please click here.

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Setting the Standard in Compliance: HIPAA Exams & Interstate Healthcare

HIPAA & Interstate Healthcare:  MedResults is delighted to announce that through two of our newest vendors, we now offer excellent options for protecting your employees and your assets through HIPAA training and medical insurance.

MedResults Network is proud to work with HIPAA Exams, the leader in online HIPAA training for your staff.  HIPAA Exams has been the leader in online credentialing training since 2002. Their online training courses will keep your staff up-to-date on the latest HIPAA, JCAHO and OSHA requirements. Members receive $5 off per course on every course over $20. We have a dedicated webpage where members can take advantage of this offer 24/7. Click on our HIPAA link on the Preferred Vendors page today!

Interstate Healthcare is now our designated partner for all of your professional liability and general insurance needs.  You can now deal directly with a premier Underwriter and eliminate the middleman through Interstate Healthcare.  They perform an automatic compliance review with every application to ensure that you receive the best coverage for your practice or medical spa.  Contact us today for more information.

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Introducing LightStim to MedResults Network!

LightStim: You may have seen it on Good Morning America or in an issue of InStyle Magazine as this hand-held home treatment device is flying off the shelves of medical spas & high-end department stores! LightStim uses LED light therapy to deliver energy as UV-free, beneficial light rays that energize cells and stimulate the body’s natural process to regenerate cells. Each LightStim product is composed of different wavelengths, or colors, of light. When this beneficial light is applied directly to the skin it increases collagen and elastin production, reduces inflammation, speeds healing, increases circulation, and destroys acne-causing bacteria.

LightStim is the only LED light therapy manufacturer that offers two home care devices in addition to a range of hand-held and 2-panel professional lights for treatment rooms. Patients can restore their skin and eliminate fine lines and wrinkles with LightStim for Wrinkles, or temporarily reduce pain and inflammation while increasing circulation and healing with LightStim for Pain. Furthermore, LightStim’s Professional hand-held and 2-panel lights for in-office use are the perfect complement to any procedure. The Lights enhance the benefits of anti-aging and acne treatments, reduce redness and inflammation after peels, microdermabrasion, injectables, or laser, and speed healing and after surgery. Provide a simple, quick treatment to all of your patients in-office and they can continue to experience the same benefits at home with their hand-held device!

MedResults Network members are the first and only professionals who now receive exclusive benefits on all LightStim devices. Members receive five Hand-Held Lights at 10-unit pricing and two free Hand-Held Lights with the purchase of 10! Members also receive $500 off wholesale on 2-Panel Lights for in-office use. Visit www.lightstim.com for more information or contact MedResults to be put in touch with a LightStim representative today.

Professional 2-Panel Light

Professional 2-Panel Light

Retail Light – LightStim for Wrinkles

Professional 2-Panel Light

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