Every Ancillary Medical Sales Podcast: Recent Episodes
Medical Ancillary Sales Podcast
Being successful in medical sales means having the right tools and the right portfolio to do your job well. Every Ancillary is a platform that educates you on how to be successful in medical sales as well as giving you the products and services to become a million dollar sales rep without any middle men. These podcasts give you information on sales, successful reps and the information you need to talk about a product or service with confidence. Subscribe so you can stay up to date on all things ancillary!
In this episode, Viv talks to Terry and Alix about sourcing and selling COVID supplies for the US market and what this has meant for sales reps. Alix has years of importing experience with China and India and is now working with quality suppliers for PPE
In this episode, Vivien talks about a new Telemedicine solution that is set to help primary care physicians tackle the challenge of seeing suspect COVID patients. This solution allows the physician to have a patient encounter and for those with respirato
In this podcast, Viv talks with Melissa Conley on in-office PCR testing. Lab testing is in the foremost of people's minds right now. Melissa is sharing what is available to practices and what the opportunity for testing in the future will be COVID-19. #in
In this episode Mike and Viv revisit Telehealth. With the panic rising with the outbreak of Coronavirus, the demand for medical services will be rising. Telehealth helps bring access to care quickly, easily and affordably while keeping patients at home an
In this episode, Mike and Viv talk to Mike Baker about a great solution that helps practices improve efficiencies in their patient intake process. This solution could potentially also help you get past gatekeepers because this solution helps them!
In this podcast, Mike and Viv talk to David Carter about allergy and how their full service solution helps practices grow their bottom line. Most ancillary reps have worked with allergy in the past with mixed success. Learn why this is still an attractive
In this podcast Mike and Viv talk about the latest add on to the Every Ancillary platform, MRI. MRI was confined to larger practice settings previously but with advancing technology, MRI is now available to a variety of practice settings that routinely se
In this podcast Mike and Viv discuss how important it is for sales reps to continue to work on themselves. They both share some tips for getting your head in the game and getting ahead in medical sales.
In this Podcast, Mike and Viv discuss different approaches to medical sales. They discuss the rifle vs shotgun approach and the pros and cons to each then discuss the Every Ancillary approach - the grenade approach. Listen to the podcast to find out more.
In this podcast, Mike and Viv talk about some of the top challenges physicians are facing. Understanding industry challenges is one of the most important ways that help you have meaningful conversations with your physicians. Learn about what some of them
In this podcast, Mike and Viv talk to Jared Totolo about an efficient payment system to help providers accept payments from their patients. Most practices do not have a platform to accept electronic payments and this alone can increase collections by 23%
In this podcast, Mike and Viv talk about the Nice Boring Business of Prepackaged Medication Dispensing. Medication Dispensing works for many practice types and allows them to provide a formulary of medications at a cash price to meet their patient needs.
In this podcast, Mike and Viv discuss an entrepreneurial way of using some of the ancillary services to create your own business within a practice. Opportunities exist to create your own service models that you can use in a practice that help the patient,
In this podcast, Mike and Viv talk to Becky Smith and Peter Polack about Reputation Marketing. This type of marketing differs from other traditional styles of marketing and really becomes the foundation for any marketing the practice does. Find out more a
In this episode, Mike and Viv talk to Kyle Kuykendall about CBD products and how doctors and patients can benefit. Kyle explains how to differentiate a quality product and what some of the important points are when talking to doctors about CBD.
In this podcast, Mike and Viv talk about the importance of keeping patient benefits front of mind when it comes to talking to doctors about their solution or product. While doctors know it is important for an ancillary to make good business sense, it is a
In this episode, Mike and Viv talk about how to stand out in the crowd in a sea of other sales reps. Learn their key tips for getting noticed and getting sales.
In this episode, Mike and Viv talk to Bryndon Preston with RHSS on the exciting field of regenerative medicine. Stem Cell therapy is offering a new cash based regenerative solution to both doctors and patients to help accelerate the powerful healing prope
In this podcast, Mike and Viv talk to Blake Trimble about the lab space. Many reps have had their fair share of bad experiences and Blake helps explain why and how his lab is different. He also shares with us some new tests that are changing the scene of
In this episode, Mike and Viv discuss the role ancillaries can play in helping physicians. Burnout is a common problem among doctors and the addition of ancillary can help doctors in more ways than providing revenue.
In this podcast, Viv and Mike discuss the cancer screening scam that was recently brought to attention by NBC news. The scam was evident to Mike and Viv back in December after numerous reps were calling in about cancer screening.
In this podcast, Mike and Viv share some tips for sales reps who are just getting started in the field. They share some of their experience around what they needed to be successful.
In this podcast, Mike and Viv review the business model with the Avacen 100 device. This product has many health benefits including relief from pain and stiffness. This product is just getting started and has appeal to both health practitioners and direct
In this podcast Mike and Viv talk to Drew Hudson about an interesting opportunity for physicians. Drew is producing a documentary on the prevalence of Diabetes across the US and is recruiting doctors to be involved. If you know a practice that has an avid
In this podcast, Mike and Viv discuss how the tides are turning and doctors are not fleeing to employed positions like they were 4-5 years ago. Physicians are finding employment is not necessarily what they want and instead discovering what they can do to
In this podcast, Mike and Viv talk to Danielle Forsgren about the interesting and exciting Avacen device. This device is an innovative solution that has been used to treat anything from wounds to pain and many things in between.
In this podcast, Mike and Viv talk to Jerry Phillips about his 4 golden rules of sales. Every sales person can do with a reminder about how to sell and how to close!
Kurt Davis joins us from Opisafe. Opisafe is a software platform that helps physicians track patients on scheduled pain medications. This saves the physician's time, keeps them compliant, and best of all, leads to additional toxicology screens.
Mike and Viv discuss a new women's health PCR panel that tests for Vaginosis as well as dozens of other pathogens
The biggest killer to medical sales is self-doubt. In this podcast, Mike and Viv talk about strategies to stop questioning yourself and get out of that doubting mindset.
In this episode, Mike and Viv talk with Franklin Moses about the underutilized service of Medical Transcription. This program offers 2 alternative services that significantly reduce the time physicians spend on documentation and build efficiency. Utilizin
In this podcast Mike and Viv discuss the benefits of Toxicology with Opisafe. This gives reps a point of difference when talking to doctors about tox and how using this solution makes a difference to the practice. If you have been looking at how to get so
Pediatricians are the most underserved specialty when it comes to ancillary programs. There is one program that is available for Peds, making them tremendous money while delivering a great program for their patients
In this episode, Mike and Viv are on location with Matt Rifjat talking about the new medication compliance testing. This test is a game changer for medication compliance in that it is a simple fingerprick test and is both qualitative and quantitative. Thi
In this episode Mike and Viv discuss how you can beat the price war by adding value. The TM Flow value offer includes onsite training and an additional Diabetic Neuropathy Device. The devices perfectly complement each other by aiding confirmation of patie
Having a strong passion for what you are selling is one of the key factors in having success in the medical ancillary space.
Farhad Kazemi joins us to discuss some recent changes in with the Electronic Health Assessment solution
In this episode we discuss the 3 keys to sales success: persistence, kindness, and gratitude
Top 4 tips for getting off to a fast start for new medical sales reps. This is a great refresher for veterans as well.
Brooks Anderson joins us to discuss a laboratory test to diagnose nail fungus pathogens, which includes a collection code for physicians.
Viv interviews Mike about his experience promoting the NeuroDx Pharmacogenetics panel. Great sales tips to increase your lab sales!
Medical ancillaries are increasingly being used by physicians as a way to improve the quality of patient care while boosting their bottom line. This episode is a brief introduction to the podcast and the topics we will be discussing in future episodes.
In this episode Mike and Viv talk to Ed Drambel about the differences on in network and out of network labs. Ed, a lab owner, explains the impact on the patient, rep and physician and how you can talk to doctors about this with a deeper understanding.
Electronic Health Assessments are very popular among physicians. The reason for attrition is often directly attributable to difficulties in billing. TS joins us to discuss a new program where they do the billing.
Joyce Pitters-Hinds from Allos joins us to discuss her very profitable allergy solution
In this podcast Mike and Viv discuss a new end to end Osteoarthritis solution for a variety of practice types. This complete solution makes treatment of OA available to more patients, delaying or mitigating the need for knee replacement. Revenues are over
In this podcast, Mike and Viv talk to Nancy Lavin and Ruben D'Silva of Biowave PENS. Biowave has a new package designed to help workers comp patients. The Biowave provides deeper and more effective pain relief than the traditional TENS units and makes a s
In this episode Mike and Viv cover some of the top frustrations physicians are facing. As a sales rep, building a strong relationship with a physician, depends on you understanding the challenges that they are facing and what you have to offer to help the
Mike and Viv discuss how they tackle the demon of procrastination and discuss tips for staying motivated as an independent sales rep
Staying physically fit while on the road all day can be challenging as a medical sales rep. Not to mention all of the goodies that are lying around the break rooms at physician's offices! In this episode, we discuss some strategies for keeping fit.
Many physician practices and laboratories use 3rd party billers. Some billing companies are better than others. Our newest partner joins us to discuss how their program stands apart.
If you have relationships with laboratories that are currently billing out-of-network, we have a great new solution for them to partner with a hospital reference lab and offer their clients an in-network billing option
A discussion on some of the challenges physicians face in today's market and how medical ancillaries can benefit their practice.
In this episode, Mike and Viv discuss the trials and tribulations of managing large, multi office accounts with Curt Fullerton . Curt shares his experiences with the successes he has had and overcoming the hurdles along the way.
MACRA is expected to drive care delivery and payment reform across the US health care system for the foreseeable future. Many physicians are unclear how this may affect their practices.
Mike and Viv discuss some strategies on how to deal with rude doctors and office managers
The HOPD lab market has proven to be volatile. The best strategy to ensure your long-term security is to diversify your portfolio. In this episode, we discuss a couple new options for HOPD billing.
In this episode Mike and Viv talk to Constance Polite who has successfully used the Every Ancillary platform to sell multiple solutions to practices using the consultant approach. She shares where she started and how it has impacted the practice in an AWE
Product Specialist Jeremy Thomas joins us to discuss a great medicare program that identifies issues that can lead seniors to suffer falls. Not to mention, it's a great revenue source for physicians and is 100% covered by Meicare
Pathology is involved in 70% of healthcare diagnosis, yet very few sales reps promote this laboratory sector. Mike and Viv discuss some of the key selling points to close Pathology accounts.
Getting referrals is the best shortcut to grow your business. In this episode, we discuss some strategies for maximizing your referral network.
In this podcast, Mike and Viv talk to Alyssa Flores on how she has found her success in this industry. Alyssa shares her pearls of wisdom that have helped her outperform in this competitive and challenging space by working smarter, not harder.
In this episode Mike and Viv share their thoughts on navigating the political conversations that inevitably occur in sales.
In this epidsode, Mike and Viv discuss the selling of the new Osteoarthritis program to physicians. This end to end program provides a complete solution for physicians to help patients suffering from chronic pain associated with osteoarthritis.
In this podcast, Mike and Viv discuss the importance of keeping a CRM for your sales calls. Both of them have some useful tips and tools to help keep you organized and following though on your leads.
The Electronic Health Assessment has a new subscription model. Bob Esty joins us to discuss the details.
Physicians are inherently risk-averse. While many physicians like the idea of adding ancillaries to their practices, fear of being out of compliance with Federal and State regulations keeps some from moving forward. Compliance expert David Wolf discusses.
If you are looking for an ancillary with high residual income, this is the one! Doctors save time, patients save money, you make great commission....everyone should have this program in their bag.
In this podcast, Mike and Viv talk about Observational Studies with Gary Rees. This ancillary provides great benefits to patients, physicians and the sales rep. Observational Studies are a great way for doctors to gain experience in medical trials.
We've all been there. It's hard enough getting a decision-maker's time. When you screw up, it can be disheartening. In this episode, we discuss how to recover from a bad sales call.
Mike and Viv do a sales role play, using molecular PCR testing. They demonstrate how to structure the conversation using SPIN selling techniques. Master this method and your close ratios will soar!
The Every Ancillary Medical Sales Podcast is adding some extra episodes. These will be focused on sales techniques and sales success. In this podcast, Mike and Viv talk to Dave Rominski about how he engages his physicians with his sales techniques.
In this podcast Mike and Viv cover their top 6 trends for 2019. Find out the top picks in Ancillary Programs at Every Ancillary for the coming year.
Kelli Carter has pulled in 15 client contracts in less than 10 months. In this episode, Kelli will give us some pointers on what has made her such an effective rep in the ancillary sector
New test available in the women's health arena. This test shows physicians which patients might be at an increased risk for developing cervical cancer. Saves lives and has a great reimbursement as well!
Heavy metals toxicity testing is increasingly being requested by physicians as toxicity has been linked with several ailments. Find out how to position this with your physicians.
In this episode Mike and Viv discuss allergy and how it is a year round problem. Heading into 2019, allergy will become front of mind for physicians again as patients stream their doors with streaming noses. Allergy Worx shares with you their solution and
In this podcast, Mike and Viv talk about the prevalence of sleep apnea and how primary care practices are perfectly placed to test for this condition. Sleep apnea is a common comorbidity associated with other disease states including diabetes and cardiova
In this episode, Mike and Viv talk with Dr Mike Kalnoski about Women's Health Labs. This lab fits Mikes analogy of Nice Boring Business. This lab offers a wide variety of tests that target women's health and can also be used for men and pediatrics. The po
In this episode Mike talks about his first months selling an ancillary as a medical sales rep and how he found his success. Some important tips on how to be successful from the start.
Dr. Michelle Alex joins us to discuss her program that provides opportunities for your doctors to participate in clinical research trials.
We discuss Viv's recent blog on obsession vs desire. What is it that separates people that operate at an elite level?
Gaining access to decision makers can be one of the most frustrating aspects of medical sales. In this episode, we revisit the topic of effective ways to engage gatekeepers.
Tina White joins us to share how she has used POC cups to acquire new toxicology business
Susan Braddock joins us once again to discuss some strategy to get your physicians utilizing the Pharmacy MSO program up to its full potential.
Mike and Viv discuss a survey which asked physicians what are the top things they look for in a medical sales rep.
In this podcast, Mike and Viv talk with Terry Riely about his success in the ancillary space. Terry shares his story in the regenerative space and how he is building a good book of business within a few short weeks with a targeted and authentic approach.
Product Specialist Justin Roybal shares some of his tips for thriving in the ancillary market
In this episode Mike and Viv will discuss some of the common habits that are shared by successful sales reps in this industry.
Pharmacogenetic testing is increasing in usage among physicians. Learn about a new program that allows doctors to participate in a clinical research trial aimed at quantifying the benefits to patients. Plus, doctors earn an honorarium!
What does it means to be a medical ancillary consultant? The numbers don't lie....physicians are enrolling in a record number of ancillary programs. Now, more than ever, physicians need someone to help them navigate through the ancillary minefield.
Justin Roybal joins us once again to go over some of the finer points of selling Specialty Pharmacy to your physicians
Allergy expert Mark Cox joins us to discuss his allergy program that has put millions of dollars in doctors' pockets.
Dustin Hall joins us to discuss his amazing success with the Specialty Pharmacy program. In one month, Dustin has already closed over 30 practices and will be over 40 practices by the end of May.
Approximately 60% of physicians work for large group organizations. Learn some tips on how to penetrate this market with ancillaries.
Stephanie Shaw and Robert Blitstein join us to discuss their comprehensive allergy program
The easiest ancillary you will ever sell is the Mental Health Assessment screening tool we are going to discuss. Guests Derek Esty from Thoughtswift and Mental Health Product Specialist Farhad Kazemi will be joining the discussion.
Dr. Nicole Craven joins us to answer questions from the field on what physician's really think about sales reps
As we reset for the new year, setting sales goals is key to your success. In this episode Mike and Viv discuss how they go about setting goals.
Mike and Viv have a discussion with John Rust who recently did a presentation to a large Independent Physician Association in Hawaii.
The State of Texas recently passed legislation that compels any physician prescribing pain meds to do a mental evaluation of their patients. It is mandatory that they document the evaluation. Other States are sure to adopt.
Anthony Kjenstad joins Mike and Viv to discuss a Pathology program that includes a great revenue model for physicians
In this podcast, Viv and Mike talk to Joe Matejka about his sales success. Joe's philosophy is founded on perseverance and going against the naysayers. Joe comes from a different industry and brings a fresh perspective on being a 1099.
How are some sales reps making over $1M per year? There are very few programs with that type of earning potential. This is one of them!
In this podcast, Mike and Viv talk to Bret Sullivan about how his platform can help engage patients and improve practice revenue and efficiencies with preventative health. Bret's platform is a no cost start to the physician and is fully compatible with ma
Mike and Viv discuss some opportunities to earn a nice income with your Federal Lab specimens
Lab Director VIctor Castillo joins us to share some best practices to successfully get your clinics on board with molecular PCR testing
Genetic carrier screen allows potential parents to be tested for 63 known inherited diseases that they may unknowingly pass on to their children. This is a great tool for doctors and it pays out VERY lucrative commissions!
In this episode, Kelly Conley from Sano Informed Prescribing joins us to discuss an innovative new blood panel designed to easily monitor medications for patients with multiple chronic conditions
Robert Castaneda joins us once again to discuss the success he has had promoting onychomycosis (nail fungus) testing to primary care and medical spas.
In this podcast, Mike and Viv discuss closing the sale. Mike has his version of spin selling and how you can get the doctor to sell himself.
No ancillary portfolio would be complete without Chronic Care Management. Viv and Mike discuss a turnkey option for your providers to easily take advantage of this CMS program.
In this podcast, Mike and Viv talk with sales superstar Robert Castenada. Robert shares how in 3-4 short years in the medical space, he went from naught to 7 figure sales and now a lab owner.
In this podcast Mike and Viv discuss the booming business of Regenerative medicine with Alyssa Flores. Alyssa shares her experience in this exciting and cutting edge field that opens up a new world for physicians who want to regenerate their practice.
John Alshuler joins us to discuss some of the main selling points for Specialty Pharmacy that are resonating with doctors
Vivien shares her expertise on the Annual Wellness Visit programs that are available, as well as additional CMS programs that can be added to it
As an independent contractor, it is up to you to run your business the most efficient way possible. In this episode we discuss technology tools to help you run at maximum efficiency
In this episode, Mike and Viv talk to Jesus Monroy about eScreening. This value add platform enables patients to self administer a range of tailored psychometric and other assessments to allow physicians to better screen patients for mental and other cond
Mike and Viv discuss Steven Covey's book 'The Speed of Trust', which outlines 13 behaviors that help build trust.
This episode highlights the launch of the new Diabetic Diagnostic Treatment Protocol. This protocol is a power packed program that provides the physician with an assortment of equipment for diagnosis and assessment of overweight patients and diabetics. Di
In this episode Mike and Viv talk to Rubin D'Souza with Biowave PENS. Ruben talks through the benefits of the device, physician remuneration and how to pitch this to your physicians.
In this podcast, Mike and Viv talk to Richard Lee on Medical Weight Loss. Weight loss has been something that many doctors talk to their patients about daily but have little success in them taking action. This 5 step not only increases the patients chance
In this episode, Mike and Viv talk to Alyssa Flores. Alyssa's company has an amazing new product that is set to revolutionize the skin graft market. Listen to this podcast to find out why this solution is a game changer.
In this podcast, Mike and Viv talk with Rob Breedlove about his Patient Lead Generation marketing. This solution helps drive quality patients to a practice that touch pain points that a patient is experiencing.
In this podcast, Mike and Viv talk to Matt Skellan who assures us that topical pharmacy is not dead. Providing you are working with the right products and the right pharmacy this solution is still a worthwhile product to have in your ancillary bag. Great
Mike and Viv discuss a new program that tests for a wide range of dysfunctions at NO COST to your physicians!
Jason Fallow joins us to discuss which programs he's writing out the biggest paychecks for
Jeremy Thomas joins us once again to discuss the benefits of vestibular testing for your clients
Contrary to popular belief, there is still great money to be made in compounds and single-agent topicals. Our guest for this episode is Chris Casseri from Central Rexall Drugs, a well-established leading compound pharmacy
Rep Danillo Mescallado recently closed a HUGE Genetic Carrier Screen account. He had NO PRIOR RELATIONSHIP with the clinic. Danilo breaks it down for us.
Viv discusses the importance of pre-call planning to maximize your efforts in your sales calls
Mike and Viv discuss a success story of someone who started from scratch and built a huge business by focusing on daily habits
Mike and Viv discuss the important points about MACRA & MIPS that every ancillary rep should know. Understanding how to tie this legislation into the ancillary you are promoting will dramatically increase your sales.
In previous episodes, we have spoken about the importance of becoming a resource for each practice through consultative selling. In this episode, we discuss the 6 pillars of being a true sales consultant.
In this episode, Mike is on location with Robert Castenada, our top selling sales rep. Robert has had remarkable success in a relatively short time in the industry. He credits his success to adopting a servant mindset
Mike and Viv cover an exciting new GI test. Lot's of these tests will be ordered in the next 6 months, so this is the perfect time to bring this to your doctor's attention!
In this podcast Mike and Viv talk to Stephanie from a Californian lab that offers Epidermal Nerve Fiber Density Testing. This test provides an objective tool to podiatrists, neurologists, pain doctors and primary care physicians to diagnose conditions ass
Nancy Lavin joins us to discuss a new non-pharmacological alternative for patients experiencing chronic pain. This reduces the practice's liability and creates an additional source of revenue.
Retired physician and current medical ancillary consultant Dr. Mark Weis joins us to give us his perspective on the role of ancillaries at the practice level
In this podcast Mike shares his success stories of how you can get a bunch of doctors together outside of their office setting. If you can get them out of their usual surroundings, you have the opportunity to grow a solid relationship with your doctors an
In this episode, Mike and Viv talk to Robert Castenada about his philosophy on the Ancillary space and how he makes it work for him. Robert is wildly successful and has achieved this success in just a few short years with a strong mindset to serve his phy
John Deese joins us to discuss recent changes in the Transdermal Research Trials. Physicians are now paired with Research Assistants to help ensure the success of the program.
Veteran medical ancillary sales professional Angelique Reynoso breaks down her success strategies
In this podcast, Mike and Viv discuss the importance of investing in your own business. Being a medical sales rep and getting started means you have to have some tools to help you be successful. Mike and Viv share some of their tools that will not only he
In this episode, Mike and Viv talk with Mike Baker about eScreening. This solution provides an affordable option for primary care and specialty doctors such as pain and ObGyn, to add value to their patient offer. EScreening has customizable options for as
As the year closes, equipment becomes a hot commodity as physicians are looking to find ways to get some tax breaks with capital purchases. As a sales rep, it is also a great way to make some Christmas cash. Listen to this episode to provide your doctors
As an independent medical sales rep, the choices of what to carry in your bag are endless. We discuss how to decide which programs you should focus on.
Sean Coffee joins us to discuss a hot selling item, a vestibular testing device to prevent falls. This program is great for practices with a high Medicare population.
In this podcast, Mike and Viv break down the elements of the Diabetic Diagnostic and Treatment Protocol. The tools in the protocol work to aid diagnosis, treatment, and monitoring. This podcast outlines where and how each component are used to help you br
Through the lab4lab platform, you can help laboratory owners improve their bottom line by expanding their service menu and improving efficiency
Arney Benson joins us again to talk about an exciting, lucrative update on the hospital referral program which just got even more lucrative!
In this podcast, Mike and Viv talk to Marc Jablonski about fingerstick allergy testing. This testing method is easy to perform, covers 120 different allergens and provides options for immunotherapy via injection or sublingually.
Ralph Jimenez from PharmaCanna joins us to discuss his program that is a great opportunity for doctors to participate in the growing CBD market
If you have any connection to C-Suite individuals within hospitals, especially CFOs, you MUST listen to this podcast. Arney Benson breaks down a tremendous opportunity to make over $50k for simply making an introduction
Viv discusses a study that shows the importance of early detection of Cardiovascular Autonomic Neuropathy for patients newly diagnosed with Type II diabetes. This is essential your success in selling ANS equipment.
As medical sales reps, we are constantly walking that tight rope between diligently following up and feeling like you are nagging your customer. We discuss some techniques for making sure you are never a nag!
Mike and Viv discuss a new affiliate program for medical sales reps to have their own POC drug testing cup business, including personalized website and online store
Product Specialist Jeremy Thomas joins us to share his thoughts on how to get your Carrier Screen accounts (or any lab accounts for that matter) get up and testing
Successful rep shares his strategies for landing onychomycosis (nail fungus) lab accounts
In this episode Mike and Viv discuss sales objections. Objections can be handled up front through demonstrating the service value and aligning the product or service to the goals of the practice. This podcast addresses the most common issues and how to ad
A new program offering doctors a Telemedicine option for their patients. This program is currently available in Texas and will be rolling out over the US. A cost effective solution for patients and physicians to offer round the clock care for their patien
In this episode, Mike and Viv discuss some of the ancillary programs that can help doctors with their MACRA scores. The first round of reporting is due at then end of the 1st quarter and MACRA will be on the doctor's radar.
Wellness scanning is the newest ancillary on the market and it is making reps HUGE commissions! Find out how your physicians can benefit by adding this program to their practice.
Regenerative medical programs are gaining popularity as patient's demand has never been higher. This is a great revenue source that fits outside the traditional insurance paradigm.
Industry expert David Kroupa joins Mike and Viv to discuss some of the finer points on having success in this industry
We are excited to announce the launch of our new podcast, Medical Ancillary Trends. This podcast will be part of the Medical Practice Trends Podcast. This is physician-facing, so it's a great resource for your clients.
Your physician and laboratory clients have an opportunity to order the same brand supplies at a 10-25% discount by leveraging the purchasing power of a large organization. Learn about the Amazon of medical/laboratory supplies.
n this podcast, Mike and Viv talk with Rob Breedlove on helping your doctors find new high value clients. Rob is highly successful in helping doctors promote the programs they need to grow their business.
Mike and Viv give an update on the state of the market with hospital in-network lab billing
In this episode, Mike and Viv talk about the new Diabetic Diagnostic Toolkit. This is an expanding toolkit of diagnostics useful to physicians for patients at risk of lower extremity disease and complications arising from diabetes. This package is priced
Allergy expert Justin Roybal joins us to review program updates with Allergy and Immunotherapy programs
In this episode, Mike and Viv talk to Gary Rees about a new add on to the Observational Research program. This will be an exciting add on for doctors because of the additional revenue this pharmacy service provides at no cost to them.
December can be a challenging month as a medical sales rep. Mike and Viv discuss some programs that you may have success with in the final month of the year.
Superstar medical ancillary pro Robert Castaneda joins us once again to discuss how he is using the Amino Acid & Neuro Dx panels to grow his business
Brian Farro joins Mike and Viv to discuss a great platform for doctors to dispense medications and earn outstanding reimbursements
Shad Sherwood joins Mike to discuss his successful sales strategies he uses when speaking with physicians about the genetic carrier screen.
In this podcast, Mike and Viv talk to Robert Castenada. Robert has had immense success in the ancillary space by adopting an attitude that takes him to the top of performers in this sector.
Melissa Wolbach from REM Medical shares their compression device for use after lower extremity surgery to reduce instance of DVT
We discuss some strategies to maximize the utilization of the Specialty Pharmacy program
Resident pharmacist an co-host Vivien Hudson educates us on the efficacy of topical medications
In this podcast, Mike and Viv discuss a new lab with a unique test. The allergy fingerstick test is a useful and accurate test for food and environmental allergies.
Kevin Rowlinson joins us to discuss Chronic Care Management. Medicare specific ancillary programs are in short supply. Doctors are encouraged to participate but few have taken advantage.
In this episode, Mike and Viv talk about selling multiple solutions to physicians. Using the approach of using a proposal, you can share with the physician a variety of products and services that could work for them. This positions you as a one stop resou
Sean Coffee joins us to discuss a hot selling item, a vestibular testing device to prevent falls. This program is great for practices with a high Medicare population.
In this episode Mike and Viv talk to Dr Dave about Referral Marketing. This unique marketing solution focusses on B2B marketing driving the right patients to a practice ensuring better patient care and outcomes as well as better business.
If you have been in the medical ancillary space for any period of time, you have heard the stories of the incredible incomes reps have made in the compound pharmacy space. In this episode, we discuss a pharmacy program that is having tremendous success
An introduction to the all new Every Ancillary sales platform, a vital tool to any medical sales rep looking to be a true consultant to physicians.
In this episode, Mike and Viv discuss the top 7 sales strategies after you close the sale. Sales isn't just about moving onto the next client after you secure a deal. How you take care of that sale after the ink has dried will be the difference in your ab
Mike and Viv discuss the importance of follow through once you have a doctor enrolled in an ancillary program.
In this podcast, Mike and Viv talk to Rory Bass about how you can help practices save money on their day to day supply needs using the brands they already trust.
Mike and Viv break down the state of the medical ancillary industry and discuss what it takes to achieve success
Chronic Care Management should be implemented by EVERY primary care call point. There are a multiple reasons that a physician should be doing this program. It's an easy sale with great long-term residual income.
In this podcast, Mike and Viv discuss the growing field of regenerative medicine. Amnion fluid and Platelet Rich Plasma are 2 products and each have their place in this field. Mike helps explain some of the uses and differences between the 2 products.
Cancer carrier screens have seen broader acceptance from CMS and insurance providers. Reimbursements are phenomenal, which makes this program a must-have for any ancillary rep.
Q4 is the best time of the year to promote capital equipment to your physicians. In this episode, Viv breaks down the tax benefits that should motivate any doctor to act quickly.
When should you provide food for a practice? Mike and Viv discuss how and when they do lunches for a practice.
Viv interviews Mike and breaks down how to sell Bladder Cancer Testing to your physicians, especially pain management
There is a great new respiratory panel available to quickly diagnose viruses or bacteria. This test allows the physician to diagnose the patient quickly to get them proper treatment and prevent further spread of their disease
In this episode Mike and Viv discuss the importance of follow up in sales. Many accounts come in for labs and other solutions and then the rep is left wondering what happened. Following up closely with the office in the days and weeks post sign up makes a
In this episode, we revisit MACRA and MIPS and how to incorporate into your sales pitch
In this episode, Mike and Viv talk with Marinela Gombosev about the importance of early diagnosis of memory loss in patients. Alarmingly as much as 75% of dementia can be preventable with the right diagnosis and treatment. Evoke Neuroscience provides a
In this episode Viv and Mike talk to Brian Lanyon about Medical Billing and why doctors need help with this part of their practice.
Mike and VIv discuss a Harvard Business School study that highlights the importance of setting goals.
This is an easy program to sell your doctors. A straight-forward proposition...clinics can save 30-50% off their medical waste disposal
Public acceptance of CBD oil for theraputic purposes has reached the tipping point. More and more physicians are recommending CBD for a variety of conditions. In this episode we discuss a great cash-based program for doctors to add revenue to their clinic
This podcast talks about a non invasive cognitive assessment tool for primary care providers to aid in early diagnosis of cognitive disorders. This device is a great source of ancillary revenue for primary care providers and other specialties.
In this episode, Mike and Viv talk with Robert Castenada on how you keep fit and energised as a road warrior sales rep.
It can be tough to stay physically fit as a road warrior. Mike and Viv discuss some tips for maintaining a healthy lifestyle.
There is still great money to be made in compounds. Our guest is from a compound pharmacy that is over 100 years old. Reps are making great money, don't miss out!
Mike Roub joins us to discuss IRB approved clinical research trials that your physicians can participate in.
Dr. Sinel gives us a physician's perspective on the lucrative transdermal research program
Superstar medical ancillary sales agent Eric Stephenson discusses his strategies for success.
Let's face it...sometimes you need a break from calling on physicians! In this episode, we cover an opportunity to add additional testing for toxicology labs looking to add revenue to their toxicology specimens.
In this podcast, Mike and Viv talk with Blake Trimball about his toxicology solution. Tox business fits the 'nice boring business' category that can provide a good and stable revenue for a sales rep when you have the right lab. Blake's lab provides a cash