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How to Market and Grow Your IME Practice: with Personalized Attention, June 28-29, 2012

June 28-29, 2012

The Sea Crest Beach Hotel, Falmouth, Cape Cod, Massachusetts

Executive Summary: This is the most advanced training available on IME Marketing. How to Market and Grow Your IME Practice is designed for both IME physicians and their employees who are tasked with practice development. Attendees will learn through lecture, questions and answers, personalized feedback, and interactive learning how to professionally and cost-effectively market their IME practice and services and how to build a lucrative practice that will stand the test of time. At the conclusion of this small group, limited attendance program, each attendee will leave with a personalized action plan containing numerous concrete, cost-effective action steps to further develop their IME practice. Each attendee will also receive individualized, written feedback from the faculty on their niches, past and current marketing activities, communication and response policies, CV, website, one IME report and one deposition transcript. NOTE: This is the only time that this program will be offered in 2012.

Tuition includes:

• Personalized written feedback
• Continental breakfast and lunch with the faculty each day
• A unique marketing handbook containing original IME marketing research
• A list of IME referral sources
• Personalized action plan

What You Will Learn by Attending:

• How much your new IME clients are truly worth
• The 24/7/365 approach to IME marketing and business development
• Best practices in building and tracking business development
• How to quickly improve the quality of your IME work product
• How to identify your target market
• The best way to find and develop your IME niche
• How to improve your CV and website
• How to best use speaking, writing, and training to obtain new IME business
• How to build your IME brand
• Marketing successfully to IME brokers
• Marketing successfully to attorneys, self-insureds and TPAs
• How to obtain repeat IME business
• Advanced networking techniques for building relationships
• Where and how to advertise
• Benefits of certifications
• Expanding your IME practice to other lucrative medical-legal work

Registration Information: Tuition is $1,295. All persons registering prior to March 31, 2012 will also receive a complimentary copy of the best-selling 52-minute DVD The Expert Medical Deposition: How To Be An Effective and Ethical Witness (a $104 value).

Continuing Medical Education: Continuing Medical Education Credits are not available for this program.

Distinguished Faculty:

Steven Babitsky, Esq., is the President of SEAK, Inc. He was a workers’ compensation trial attorney for twenty years and is the former managing partner of the firm Kistin, Babitsky, Latimer & Beitman. He is the founder of the National Organization of Social Security Claimants’ Representatives, the cofounder of the American Board of Independent Medical Examiners, and the creator of the AMA Guides Newsletter. Mr. Babitsky is the co-author of the texts Writing and Defending Your IME Report: The Comprehensive Guide, Understanding the AMA Guides in Workers’ Compensation, Litigating Stress Cases in Workers’ Compensation, Cross-Examination: The Comprehensive Guide for Experts, Writing and Defending Your Expert Report: The Step-by-Step Guide with Models, How to Excel During Cross-Examination: Techniques for Experts That Work, The A-Z Guide to Expert Witnessing, and How to Excel During Depositions: Techniques for Experts That Work.

Stephen Freifeld, MD is a board-certified otolaryngologist in Springfield, New Jersey, who in addition to a busy practice treating patients both medically and surgically in his field of otolaryngology, has been active in the medical-legal arena for over 35 years. He has conducted thousands of IME’s, reviewed 100’s of charts, and appeared at 100’s of depositions and dozens of trials. He has been a consultant to industrial and pharmaceutical companies in the field of workers’ compensation and hearing loss. His medical-legal career has taken him into the courtroom of 15+ states, and he has reviewed medical
malpractice cases from over 20 states. A fellow of AADEP and certified by ABIME. A graduate of Cornell University ,
he trained at Mount Sinai, New York Medical, and New York Eye, Ear and Throat Hospital.

SCHEDULE

7:30–8:00 Continental Breakfast & Registration

8:00–8:15 Introduction
The faculty introduces themselves and previews the goals of the course along with the teaching methodology that will be used.

8:15–8:45 Understanding How Much Each New Client is Worth
To properly evaluate IME marketing techniques and their cost-effectiveness, physicians will want to consider many factors. In this segment the faculty will explain the numerous key factors that should be accounted for to determine the true value of each new IME client. Questions & Answers

8:45–9:45 The 24/7/365 Approach to IME Business Development and Marketing
In this segment the faculty will teach and demonstrate how each and every interaction with clients, attorneys, IME self-insureds, third party administrators, and others is a crucial link in the IME marketing chain. The faculty will detail, explain, and demonstrate best practices to help increase IME referrals including telephone intake procedures, the role of the gatekeeper and their training, availability of the physicians, dealing with new client calls, providing quality reports, and availability for depositions and trials/hearings. Examples from the attendees will be critiqued, analyzed, and discussed. Questions & Answers.

9:45–10:15 Best Practices in Evaluating and Tracking IME Business Development Efforts
The faculty will explain and demonstrate how to account for marketing costs and return on investment from an IME practice. Faculty will share and explain a detailed tracking protocol for tracking your IME business development. Questions & Answers.

10:15–10:30 BREAK & NETWORKING OPPORTUNITY

10:30–11:30 Improving the Quality of Your IME Work Product: Reports and Deposition Testimony
Physicians who want to obtain high quality referrals and repeat business should have an experienced unbiased practitioner take a critical look at their reports and deposition transcripts. In this segment, the faculty will identify and review the biggest mistakes attendees have demonstrated in their pre-submitted reports and deposition transcripts. Faculty will offer bottom-line simple advice for quickly improving the quality of the attendees’ work product. Questions & Answers.

11:30–12:00 Identifying Your Target Market
Faculty will provide the latest research and strategies for IME physicians to help them identify all potential sources of IME business. Questions & Answers.

12:00–1:00 LUNCH (PROVIDED WITH FACULTY)

1:00–1:30 Finding Your IME Niche
Attendees, with the assistance of the faculty, will identify several lucrative, realistic niche(s) for their IME practices. These niches or sub-specialties will assist the physician in targeting their IME marketing with a laser-like focus and distinguishing themself from their competition. Questions & Answers.

1:30–2:45 CVs and Websites
Faculty will identify and explain the biggest mistakes IME physicians are making on their CVs and websites. Attendees will be provided with a 10-point checklist to help improve their CVs and webpages to make them more attractive and useful for current and prospective/new clients. Questions & Answers.

2:45–3:00 BREAK & NETWORKING OPPORTUNITY

3:00–4:30 Speaking, Writing, and Training
The faculty will identify the benefits and numerous opportunities for physicians to speak, write, and train attorneys and other potential clients to attract new IME business. Physicians will be taught to analyze the true costs and benefits of these marketing techniques. Questions & Answers.

4:30–5:00 Building Your IME Brand
Faculty will provide bottom-line advice and suggestions for IME physicians to build and position themselves and their practices in the best possible light. Specific suggestions and techniques will be offered to help build your IME brand. Questions & Answers.

Day Two (Friday, June 29, 2012)

6:30–7:00 Continental Breakfast

7:00–8:00 Marketing to IME Brokers
Faculty will present the latest SEAK research on how to effectively market your IME services and practices to IME brokers. IME brokers, both large and small, have been contacted and interviewed to learn: what they are looking for in an IME physician, disqualifiers, who the decision makers are, and what works best in terms of marketing to them. Questions & Answers.

8:00–9:00 Marketing to Attorneys, Self-Insureds, and Third Party Administrators (TPAs)
Faculty will provide the latest SEAK research on how to effectively market to attorneys, self-insureds, and TPAs, what they are looking for in an IME physician, disqualifiers, who makes the hiring decisions, and how they prefer to be contacted by IME physicians. Questions & Answers.

9:00–9:15 BREAK & NETWORKING OPPORTUNITY

9:15–10:15 Repeat Business
The holy grail of marketing for IME physicians is obtaining repeat business from good clients. In this session, the faculty will identify the 10 guiding principles of obtaining repeat IME business. Faculty will offer bottomline advice, suggestions, and techniques for improving the percentage of repeat IME business. Questions & Answers.

10:15–10:30 BREAK & NETWORKING OPPORTUNITY

10:30–11:00 Advanced Networking for IME Physicians: Building Relationships
Networking and relationship building are the most cost-effective techniques for physicians to increase their IME business. In this segment, the faculty will explain six proven techniques for staying in front of clients to help obtain new business. Effective networking and mentoring of colleagues to derive new business will be explained. The use of online networking to build your IME practice will be explained and demonstrated. Faculty will explain the tremendous importance that relationships and relationship building have in building your IME practice and referrals. Questions & Answers.

11:00–12:00 Where and How to Advertise
The faculty will present the latest SEAK research on the most effective places for IME physicians to spend their IME advertising dollars. Discussed will be IME directories, and how to create and draft copy that is professional, effective, and that results in high quality, repeatable, IME business. Advertising in Bar Journals and online with Google Adwords will be discussed and explained. Questions & Answers.

12:00–1:00 LUNCH (PROVIDED WITH FACULTY)

1:00–1:30 Benefits of Certifications
IME physicians considering ABIME, AADEP, and other certifications will be provided with information on the costs and benefits of certifications. Questions & Answers.

1:30–2:30 Expanding Your IME Practice to Other Lucrative Medical-Legal Work
Faculty will explain and demonstrate how IME physicians can capitalize on their large number of clients, contacts, and relationships in their IME practices to branch out to even more potentially lucrative personal injury/medical legal work. The issue of branding and getting clients to accept your additional capabilities in the medical-legal area will be discussed with proposed solutions. Questions & Answers.

LOCATION/HOTEL ACCOMMODATIONS: A limited block of rooms will be available at special rates at the site hotel, the Sea Crest Beach Hotel (Single/Double $169). To make your reservations please call 1-800-225-3110 and mention that you are with SEAK, Inc. Rooms are limited and this rate expires on May 27, 2012 so you are strongly encouraged to make your reservations as soon as possible. To register online for the hotel click here.

SPECIAL EARLY REGISTRATION BONUS: All persons registering prior to March 31, 2012 will receive a complimentary copy of the best-selling 52-minute DVD The Expert Medical Deposition: How To Be An Effective and Ethical Witness (a $104 value).

CANCELLATIONS: Conference cancellations received in writing prior to June 7, 2012 will receive a full refund.

Price: $1,295.00