What I Wish I KnewProlozone/Oxidation/Patient Management

Two Types of OzoneArthritis ozone

O.A. R.A. Pain patterns

“Holistic” ozone Internal conditionsDiabetes Macular degeneration Chronic infections Infertility conditions

Right to itQuit having to resale

Re-convincing the patient visit after visit after visit s

SkitLook outstanding

Scrubs Sharkskin shoesWool plantsDry clean shirt Silk tie*White lab coat

Put on lab coat Convinces me - $1,300 dollars

Audience ParticipationCan I see by a show of hands?

Well versed in ozone – primary in practiceDabbling in ozone – Never done any ozone

Special Kool Aid™ in the vendor room

What does Ozone do?• Stimulates the production of white blood cells• Interferon levels are significantly increased• Stimulates the production of Tumor Necrosis Factor• Stimulates the secretion of IL-2• Kills most bacteria at low concentrations• Effective against all types of fungi• Fights viruses in a variety of ways• Antineoplastic• Increases the flexibility and elasticity of red blood cells• Makes the anti-oxidant enzyme system more efficient• Helps with heavy metal detoxification• Degrades petrochemicals

What does Ozone do?• Reduces red cell clumping• Increases oxygen partial pressure• Reduces viscosity• Oxidizes plaque• Improves removal of breakdown products• Good for red cell metabolism• Improved 2,3 DPG• Activates the Krebs cycle• Better ATP formation• Increases glutathione peroxidase, Catalase, peroxide dismutase.• Improves healing• Most remarkable adaptogen

Acariasis, Acne, Acrodermatitis, Acute otitis media, Acute vestibulopathy, Addisons disease, Adenocarcinoma, Adenovirus, Adrenalitis, AIDS, Alopecia, ALS (Lou Gehrig disease), Alzheimer's disease, Amebiasis, Amenorrhea, Amyloidosis, Anal fissures, Anemia, Angina, Angiodema, Ankylosing spondylitis, Anthrax, Apthous stomatitis, Arterial occlusion, Arteriosclerosis, Arthritis, Arthrosis, Asthma, Athlete's foot., Babesiosis, Bacterial pneumonia, Bartonellosis, Basalinoma, Bell palsy, Bornholm myalgia, Botulism, Bronchitis, Bronchopulmonary aspergillus, Broncospasm, Brucellosis, Bullous pemphigus, Burkit lymphoma, Cancer of all types, Candidiasis, Carbuncles, Cavernous sinus thrombosis, Cellulitis, Cerebral atrophy, Cerebrovascular accident, Chagas disease, Chicken pox, Chlamydia, Cholecystitis, Chronic pain, Chronic, pulmonary disease, Cirrhosis of the liver, Coccidiomycosis, Colitis, Dengue fever, Dermatitis, Diabetes, Diverticulitis, Echovirus, Eczema, Ehrlichiosis, Encephalitis, Encephalomyelitis, Endocarditis, Endometritis, Endophthalmitis, Enteric fever, Enteritis necroticans, Environmental hypersensitivity, Epidermoid carcinoma, Epidermolitic keratosis, Epidermophytosis, Epididymitis, Epstein-Barr virus, Erysipelas, Erythema migrans, Flavivirus, Folliculitis, Food poisoning, Fulminant varicella, Furuncle, Gangrene, Genital warts, Giardiasis, Glaucoma, Glioma, Glomerular membrane disease, Glomerulonephritis, Goodpasture syndrome, Gout, Graves disease, Guillan-Barre syndrome, Hairy leukoplakia, Heart arrhythmia, Heart disease, Hematoma, Hemolytic anemia, Hemorrhage, Hemorrhagic fever, Hemorrhoids, Hepatitis, Herpes of all types, Histoplasmosis, HIV, HTLV, Huntingdon chorea, Hypercholesterolemia, Hypersensitivity, Hyperthyroidism, Hypotension, Ichthyosis, Ileitis Polyoma virus, Impetigo, Influenza, Intravascular coagulation, Ischemic optic neuropathy, Krohn's disease, Kyanasur Forest disease, Landry syndrome, Lassa fever, Leishmaniasis, Leptospirosis, Leukemia, Leukoencephalopathy, Leukopenia, Listeriosis, Lupus erythematosus, Lyme disease, Lymphocytic choriomeningitis, Lymphogranuloma, Lymphoid pneumonia, Lymphoma, Malaria, Mastoiditis, Measles, Melanoma, Melioidosis, Meniere disease, Migraine, Molluscum ecthyma, Mononucleosis, Morbilloform, Multiple sclerosis, Mumps, Myalgia, Myasthenia gravis, Mycobacterium avium complex, Mycosis, Myelitis, Myocarditis, Myonecrosis, Myositis., Neutropenia colitis, Neurodermatitis, Ocular trachoma, Optic nerve dysfunction, Optic neuritis, Oral erythema, Orbital cellulitis, Orchitis, Cryptospiridiosis, Osteomyelitis, Osteoporosis, Osteosarcoma, Otosclerosis, Pancreatitis, Panniculitis, Papillitis, Parainfluenza, Parkinson's disease, Pediculosis, Pelvic inflammatory disease, Pemphigoid, Pernicious anemia, Pneumocytosis, Pneumonia, Poliomyelitis, Polyateritis, Poor circulation, Postpartum fever, Proctitis, Prostate enlargement, Prurigo, Psoriasis, Pulmonary toxiplasis, Pyoderma, Rabies, Radiculoneuritis, Relapsing fever, Reynaud's disease, Reynold's syndrome, Rheumatoid arthritis, Rhinitis, Rift Valley fever, Rubella, Salmonella, Salpingitis, Scabies, Scleroderma, Senile dementia, Senile macular degeneration, Sennutsu fever, Septicemia, Shingles, Shock, Sickle cell anemia, Sinusitis, Skin burns, Spinalioma, Staphyloococcus, Stiatonigral degeneration, Stomatitis, Stroke, Syphilis, T.cruzi, Tardive dyskinesia, Tendinitis, Tetanus, Thoracic zygomycosis, Thrombopenic purpura, Thrombophlebitis, Thyroiditis, Tinea versicolor, Tinnitus, Togavirus, Tourette syndrome, Toxic amblyopia, Toxoplasmosis, Traveller's diarrhea, Trench fever, Trypanosomiasis, Tuberculosis, Tularemia, Ulcers, Urethritis, Urticaria, Uterine spasm, Uveitis, Varicella pneumonia, Varicose veins, Vascular retinopathy, Vasculitis, Warts, Wegener granulomatosis.

Conditions Treated by Ozone

You’re not a real doctorHave to be better in every regard. Better dressed, better office,

better outcomes. Ozone allows for fantastic outcomes.

Nothing is more powerful than a man who knows he’s right and keeps on a coming – teddy Roosevelt

Medications Jeff Foxworthy

OzoneNow we have covered the scientific bases of ozone therapy

Demonstration #1

All conference longThis is what ozone does

This is how it works

This is what you can expect

Patient promiseI have studied my whole life to bring you the most important

healing modality that I have ever seen.

“Be in the moment” with the patient

Bottom LineIt works.

Now, let’s concentrate on using it effectively

Demonstration #2 Have skit on closing the sale

Demonstrate in person – like a play? Dr J gives the outline – Alicia or Anna to close the deal

Show compliance – case fee acceptance

Implementation 1. What I wish I knew about running

an office

2. What clinical pearls I wish I knew when I started using ozone

3. What makes ozone work better Adjuncts to ozone

My story . . . . .

About me Interests:

Stuff!

Oxidative medicine

Regenerative Injection Therapy

Nutritional deficiencies

Manual/manipulative therapy

Dr Jason West

Acknowledgements & Gratitude Dr. Henry West (deceased)

Dr. Michael Taylor

Dr. Frank Shallenberger

Dr. Robert Rowen

Dr Robbins

Dr. Mark Vance

Dr Garry Gordon

History Fourth generation alternative medical provider

Private Practice, Pocatello Idaho 83201

Established in 1916

Assumptions Ozone works

Listen to the other presentations *prolozone orientation video

Ozone works for everything. I have no fear of using ozone for any condition

OzoneKnow your therapy

Ask for expectations – what do you want me to do Patient expectations are much, much different than mine It’s what the patient’s expectations

Ask for healing date – give the patient closure

Aristotle, socrate, plato . . . .

Pain relievers, aspirin, steroids – ozone trumps all of them.

The Perfect Job/ProfessionPerfect World Doctor

Born a Rockefeller (free clinic)

Help everyone that comes to my office

Perfect World Patients Time

Distance

Cost

Inner circle

Every continent

Every state

Word of mouth referrals only

Center of the UniversePocatello ‘Freaking’ Idaho

Take the blinders off

There is no geographic boundaries www.ozonecourse.com

Take off your clinicians hat Put on your businessman hat

Like it or not, how you run your office (how good of businessman are you, determines your clinical outcomes).

This is what I wish I learned

Hard Easy or Easy Hard Implementation Remove the confusion

You’re costing yourself money

Eliminate Confusion Confusion interrupts clinical

outcomes Patient confusion

Knee replacement Reocurring back pain

Financial Confusion – the big no no Do not allow people to owe you

money because they will get embarrassed and go somewhere else

Addressing finances in the first visit is critical.

How to handle finances –

The big 5 What is wrong What can Dr West do about it How long will it take How much will it cost How can we make the pain not come

back?

Prostitute principle The value of the service decreases

exponentially after the service is rendered.

Patient Role Play #1 – Belligerent patient – I am only

here because my wife wants me to be here. I know you are witch doctor. Option #1 – take away selling Option #2 – why don’t you just give it

a try. (money back guarantee)

#2 – Mucho compliant patient

#3 – the resale patient

#4 – the case presentation patient

The void will always fill Stop trying to please everyone

I only do business with people that want to do business with me.

Ozone & Million Dollar Practice I fully believe that everyone in this

room is or could be making a million dollars in cash services.

Segue Look the part

Image is everything

Know the PART

You’re a doctor first

No one cares about your initials Turn weaknesses into strengths

Prostitute principle

SUPER HIGH INTENSITY THERAPY KNOW YOUR S.H.I.T.

Question How easy or how hard are you to do business with?

Do you have congestion or road blocks?

Do you have a greased chute?

Greased Pocatello ChuteStarted in 2005

Successful in spite of myself

Six figure in injections

Six figure in injections every month.

Spent $2,500 in Shallenberger’s course, I figure at least $5,000,000 sine then (20:1 ROI in 10 years). Market cannot beat that

Question #2 Fish stink from the head down

Being the leader in your officeBosses – tell you to do something by making you feel like a child

Leaders – inspires you to do something by making you feel excited.

Office Leadership Train, train, train, train

Team meetings every morning for 30 minutesReview every patient and what you are going to do for them (55)

Marketing BudgetsTake your marketing budget and put it into staff training

Treat your staff and your staff family members – pro bono

Hard Easy Think about this . . .

I learned this new technique . . . .

I want to enhance my current technique

Break it down What happens at each and every step

The events that occur when a NP calls your officeThe events that occur on referral

Flow chart Appendix for step by step interaction of the office

Financial $ucce$$ful inOxidative Medicine

Patient GoalsMake the patient a lifetime patient

Ozone helps every condition Goal – make every patient unhappy going anywhere else

Get as much diagnostic data as possible on each patientHolistic chiropractic

Do Superb Exception Work – do what other providers don’t do

Healing Date90 days and then re-eval

GET MONEY FIRST

Refund money

Cash FlowCollections

Inform patient prior to visit of expected feesHave your “agent” negotiate for you Back up – you have to know your fees cold Back up #2 – you have to back up your agent

Follow the “I wish rule”How will you handle today? Cash or check or credit card?

Patient Value The reward of helping someone that thought their lifestyle was over or has given

up hope is indescribable. There is more to life than $.

Put in business controls so that you can be in the moment with the patient Do not allow bills, overhead, payroll, or taxes interfere with the patient experience.

Patient ValueEach patient is worth $15,000

Not to be fleecedAsk the patient, if I could get your <throwing baseball with your grandson> back for

you, what would it be worth?

Begin with a thorough history- besides the primary complaintThis is where the money is. . . .Think of the onion approach to health care

Life Time Patient 2 From the data revealed during consultation perform a comprehensive physical

evaluation (orthopedics) on all patients Do the following on all patients

1. Blood chemistry profile2. Imaging studies of area of “dragon” 3. Other diagnostic information

Obtain Objective Data- that’s where the “WOW” factor occurs

Life Time Patient 4 Always prepare:

1. Financial consultation

2. A written report of findings

3. A written treatment plan

4. A written payment plan

Written Report Example

Treatment PlanArthritis example

Life Time Patient 5 Offer all patients an opportunity to take a case fee treatment plan

What is a case fee treatment plan?Put in example

Life Time Patient 5 Give all patients something to take home

Differentiate or die1. Nutritional supplements (nuscriptions or Nx)

2. Exercises (low back, breathing, extremity)

3. Hot packs, cold soaks, or poultices

4. Ointments or salves

5. Special diets

Life Time Patient 6 Perform follow up exams (objective data) on a regular basis. You

want to achieve and maintain optimum health in your patients

Objective follows ups are in important

Differentiate or die1. Nutritional supplements (nuscriptions or Nx)2. Exercises (low back, breathing, extremity)3. Hot packs, cold soaks, or poultices4. Ointments or salves5. Special diets

Life Time Patient 7 Perform follow up exams (objective data) on a regular basis. You want to

achieve and maintain optimum health in your patients

Prepare an appointment book and rigorously adhere to it. You will never be able to maximize your patient services if you fail to do this. You must control your time or it will control you.

Life Time Patient 8 Documentation

Staffing Staffing

Train your staff well Conduct meetings at least three times a week

Front desk AR / Billing Back office / therapy

Institute a monthly profit sharing plan for your staff.

Marketing Procedures Internal Procedures

Summarize each visit to the patient1. What was wrong

2. Can we (patient + doctor) fix it?

3. How long will it take?

4. How much will it cost?

Marketing Procedures Internal Procedures – Phone calls

Call each patient that first night Document any questions, concerns or comments Especially “new” instructions

Call one week later Are you better same or worse

Call every 6-8 weeks Checking up on you, I made a commitment to your health and I WILL help you or I will

find someone that can.

Welcome to My Practice Internal Procedures – Literature

1. Welcome to my practice letter

2. Birthday notes (NOT CARDS)

3. Thank you letter for referrals (Make sure to ask for referrals)

4. Send monthly newsletter

5. Send thank you cooperation and favorable response to treatment

Welcome to My Practice External Marketing-

1. Give the elevator pitch – what is your differentiation

2. Network, network, network

In Closing In every endeavor, there is a fine line between outstanding success and mediocrity.

The difference between a person who is a great acheiver and the average provider is that the average provider is simply too lazy to do the little things, that the outstanding provider does. This is what makes the difference between success and mediocrity.

I am not the smartest, I am not the most talented, but I may be the most stubborn.

Do what others don’t do to have what others don’t have.

Putting It All TogetherDr Jason West – AAOT 2014

Clinical PearlsDr Jason West – AAOT 2014

Shoulder Thoroughly evaluate the shoulder

Shoulder example #1 - rotator cuff Always do the joint Always surround the dragon – shoulder isolation

Shoulder pearl #1 – Pec major insertion

Shoulder pearl #2 – Spinal accesory nerve

Shoulder pearl #3 – Dorsal scapular nerve

Shoulder pearl #4 – bicipital insertion on radius

Knee PearlsIf you didn’t get the slosh, you didn’t hit a home run.

Consider a medial or lateral approach Superior lateral approach via US guidance is the best

After 5 attempts, if no imporvement you are missing the referral pattern SI joint Hip joint L/S joint

Ankle PearlsInject the “pit of despair”

Injection medial tibio-talar joint

Plantar fasciitis

Achilles – add superficial D5W

Consider manipulation of the proximal fibular joint

Other ozone applicationsInternal conditions

MAH

Insufflation

Hip PearlsHips are one of the more challenging joints

US guidance *Neural therapy* inject femoral vein with 3cc procaineTrigger pointsNerve entrapment

Lumbar Spine Spots

Shallenberger spot Lumbar ganglion Silver dollar spot T/L Junction SI joint Cluneal nerves

Cervical SpineInterspinous ozone

Cervical facets

Dorsal scapular

Sub-occipital ridge

Mastoid osteopuncture

Infections

Macular Degeneration

Rheumatoid ArthritisIt’s not auto-immune

QuestionsJason D. West DC NMD FIAMA DABCN

1188 Call Place

Pocatello, Idaho 83201

drj@westcliniconline.com