John-isms
On all calls, this is the status of your camera
On
The three Ts
Teach, Tailor, take control
How many F2F visits are required Weekly?
25
What does RTW stand for?
Return to work
Which RWW Residential program can accept SCIs?
Dixie Lodge
Burn your
Boats
What does “tailoring” mean in Challenger Sales?
Customizing the message to the stakeholder’s priorities.
When is the deadline for Blueprints?
By the 5th of every month
should we make initial recommendations on treatment to injured workers and their families?
NO - make these recs to CM first.
How are ABIs different than TBIs?
ABIs can also include non-traumatic causes like strokes, infections, tumors, or lack of oxygen.
Time off requests should not be made in last
Two weeks of Quarter
Which part of Challenger focuses on sharing a new insight?
Teach
How do you know when an expense report is due
Monthly Email from Concur/AMEX
What does TPA stand for?
Third part administrator
Where are our 2 day programs located and how are they different than a traditional Outpatient?
This should never be on your expense report
A CM says your process is longer than HH. What’s your Challenger response?
Agree, then reframe that intensity reduces readmission risk.
What is the timeline for responding to Web Inquiries?
Ideally within 2 hours --> same day, max 24 hours
Difference between CM and adjuster
CM: Guides patients care
Adjuster: Signs the check/deals with payment, SCA, etc
For the MPAI, is a lower score better or worse?
Better
Most important thing to do before making a visit to a referral source
Pre-call Planning
What is one thing Challenger reps do differently than relationship-only reps?
They bring new insights and guide the conversation
The most important element in getting back to referral sources and family members
Speed
What is the benefit of early, intensive neuro rehab in WC cases?
Faster functional recovery, lower lifetime claim cost, better RTW potential
What does the supervision rating scale measure?
If a patient can be left alone for 8 hours or more