The PI Business Success Multiplier: Processes x Profits x Growth

I want to introduce you to a simple yet powerful success formula that I coach on, and which has transformed countless medical practices. It’s three words. Three factors. Three segments. Multiplied together, they can determine your future:

Processes × Profits × Growth

Notice — it’s not “plus.” It’s not additive. It’s multiplicative. If even one of these segments is weak, your overall results drop dramatically. But when you get all three working together — your practice and your profits don’t just grow — they multiply.

And this formula is critical in all medical practices, especially if you’re serious about a personal injury segment. Let’s dive into it.

Segment 1. Processes: Protecting Your Work, Positioning Your Future

First — Processes.

In healthcare, you are trained to think about clinical processes: diagnosing, treating, and documenting. But what about your business processes? Your PI processes? The way you intake personal injury patients, document injuries and healthcare recovery stories, manage your liens, bill and get paid, and track your PI and law firm results?

If you don’t have proven, polished processes in place, your practice, your profits and your people are vulnerable.

Great processes do two things:

Protects your hard work and care. It’s using the “right” medical lien agreement, how you handle the all-important first patient visit, how you use storytelling documentation of the patient’s recovery from injury, and so much more. Knowing what to do, what not to do, having systems in place to get it done consistently right, and constantly improving those systems should be a cornerstone of not just your PI segment but your entire office.

Positions you for future success. Processes can set you apart from competitors who are just “winging it.” When you get to the second segment, getting profitably paid will be easier.

Personal Injury is not the place to “figure it out on the fly.” It’s the place where having the right protocols makes or breaks your profitability to maximize revenues, reduce stress and augment reputation.

Processes are your armor and your advantage. And the good news? Once you build them, they work for you every day, protecting every patient, every dollar.

Segment 2. Profits: Being Properly Paid

Next — Profits.

There is nothing unethical about wanting to be profitably paid for the work you do. You are running a business. You have overhead, staff, expertise, and most importantly — you are delivering real value to your patients and the PI case. In fact, you are integral to every PI case.

Personal Injury, especially, offers unique opportunities because with PI you don’t have to worry about pre-authorizations or service denials, and you can be paid at your full out-of-network rates which is awesome in this age of declining health insurance reimbursements.

While PI usually involves waiting to be paid until the PI case settles or resolves, the vast majority of PI cases are auto collisions, which means there is also fast pay potential through auto policy benefits such as MedPay and PIP. Medical expense payments (MedPay) cover only medical expenses and can be found in most states though coverage is optional. Personal Injury Protection (PIP) is often mandated in “no fault” states, and is broader, covering not just medical expenses but usually also child care and/or lost wages.

The real focus, “getting paid,” in PI is negotiating with law firms. This is where science and art meet — more specifically, the medical and legal fields (Medi-legal). It’s not easy when healers like you are going against trained warriors like law firms. What most providers don’t realize is you have the tactical actual advantage most of the time. You just don’t know it, how to identify it or how to assert it.

I teach medical providers how to out-negotiate law firms. I call it Negotiations Aikido. Why? Because getting paid in PI is a contact sport. The particular method I’ve developed and train people on is called the D.I.S.R.U.P.T.I.V.E. Method. It works.

It’s because being paid properly and fairly by law firms in PIP is not automatic. It takes skill. Skill anyone can learn. But a skill that must be continuously developed and mastered just like the skills involved in treating patients. Improving negotiation skills isn’t just for the doctors and owners, but especially for the office manager and business staff assigned to deal with law firms.

Profitability is not greed — it’s the reward for running a disciplined, high-integrity practice.
It fuels your ability to invest back into your team, your technology, and your service to the community.

If you want to heal more people and grow your reach, you must first protect your profits.

Segment 3. Growth: Using Personal Injury as a Growth Engine

Finally — Growth.

And here’s the part many providers miss: Personal Injury isn’t just a “segment.” It’s a growth engine for your entire practice.

When a patient finds you because of a PI case, they discover more than just a doctor who handles PI injuries. They discover your medical magic. They discover all the areas you help to heal.

Many PI patients — once they experience your team and your medical magic — become long-term patients for other services. Better yet, and as I coach on dominating the patient experience, you create, identify, and arm raving super fans that refer others, post great online reviews, and transform into lifelong advocates for your brand.

Every PI patient is a gateway.

Then there is the power of growth through peers. PI has a built-in lien network that needs to be referred to by one another. That opportunity can be yours. Few learn how to take advantage, and an advantage it truly is.

Notice I left out one growth area: law firms. Yes, you want to grow also with law firms but not where you are depending upon them. And growing through law firms is learning how to be a value driver of a PI case. All those things can be learned, established and promoted.

Handled correctly, your PI segment becomes not only a revenue booster — but a relationship builder that feeds your entire practice through patients, peers and law firms.

In Closing: Build It, Defend It, Grow It

So, remember:

Processes protect and position you, making you more efficient and effective.

Profits ensure your care is properly rewarded, as you and your team have earned and deserve.

Growth through patients, peers and attorneys grows not just a PI segment but can feed all your practice segments.

When you multiply these three together, the results are profound.

You deserve a practice that thrives, not struggles. You deserve to be known for your care — and rewarded for it. You deserve to use every patient interaction, especially through PI, as a springboard to a bigger, better future.

Processes × Profits × Growth.

That’s your formula. That’s your success multiplier. That’s your future.