Why is Fraud Rampant in the Medical Ancillary Sector?

2019 has seen an unprecedented number of medical sales representatives in the ancillary sector facing criminal charges for illegal activity. During my first 8 years in the medical industry, I cannot remember a single incident, even anecdotal, of ANY medical sales reps getting in trouble with the law. This begs the question, why do these incidents persist in the ancillary … Read More


It’s often been said that an effective sales presentation starts with asking good questions. Questions help uncover needs, which help establish the demand for your product or service. Good questions also often facilitate a longer conversation. This is especially true in medical sales, where time with the provider is often limited. If done properly, asking the right questions at the … Read More

8 Common Mistakes Sales Reps Make

If we all knew the error in our ways, we would all be much more successful as sales professionals. Unfortunately, there are some common mistakes that we can make when calling on our prospects. Below are 8 common mistakes made by medical sales professionals: Being fooled by a sure thing! You’ve been there. The doctor has said lots of great … Read More

10 Strategies for Evaluating Medical Ancillaries

In an era of declining reimbursements and increased operational costs, medical practices are adding ancillary programs at an astounding rate. In fact, Medical Economics published a survey of independent medical practices, which showed that roughly 90% of primary care practices now offer some form of ancillary program. It’s imperative for medical practices to do proper due diligence when evaluating new … Read More

Why Patients Don’t Use Preventive Services

The CDC reports that only half of all patients take advantage of routine preventive care. We all know prevention is better than cure so why the lack of uptake in these important services? We are creatures of habit so getting patients into new habits can be challenging but the real reasons associated with lack of uptake include: Many patients assume … Read More

How to Increase Length of Time Spent with Patients

‘What doctors and patients need is more time, not more technology.’ —Malcolm Gladwell Physician burnout has become an epidemic. One of the main reasons for burnout cited by physicians is the amount of time that is required to do administrative tasks, which limits the time they can spend with patients. In fact, recently Annals of Internal Medicine published a study … Read More

Top 4 Revenue Ancillaries for Work Comp/PIP Providers

Worker’s Comp and Personal Injury providers derive a significant portion of their revenue from the ancillary services that accompany patient treatment. Here are 4 programs that every WC/PIP provider must be offering their patients: 4 – DME Offering Durable Medical Equipment allows doctors to work with therapeutic pieces in-house, ensuring a custom fit for every patient and improving outcomes. Turnkey … Read More

8 Tips to Avoid Physician Burnout

Recent surveys have shown that physician burnout is increasing at an alarming rate. In fact, in the US, career fatigue is more common with doctors than any other career. A 2019 physician survey from Medscape revealed that 44% of physicians report being burned out, 11% colloquially depressed, and 4% clinically depressed. [https://www.medscape.com/slideshow/2019-lifestyle-burnout-depression-6011056] The consequences of physician burnout can manifest both … Read More

Diabetes Treatment and Prevention at the Primary Care Level

A recent article in Medical Economics highlights the challenges of effective diabetes treatment. The article cites that almost half of all patients diagnosed with diabetes don’t meet their goals. This includes the A1C, LDL cholesterol and BP. With the shift to value-based medicine with schemes such as MIPS, physicians are now being rewarded or punished financially based on their ability … Read More

To Be Or Not To Be An Independent Physician

A recent article in Medical Economics suggest for the first time in the United States, the number of employed doctors outnumbers independent physicians. The article states that 45.9% of doctors are owners of their practices which represents a 7% downshift from 2012. The most recent of those years, however, suggests that this trend is slowing. Many small practices have been … Read More