The Patient Conversion Podcast

Mike Grant has journeyed from West Point to Ethicon (bariatric rep) to being the CEO of an Ambulatory Surgery Center. The center he runs is about to perform their 1000th bariatric surgery.

In this episode we talk about:

• Getting to 15 doctors operating at the surgery center
• Performing sleeves and switches in the ASC
• The surprises and hurdles on the way to getting the doors open

A really fun episode with Dr. Sachin Kukreja where I ask multiple ignorant questions about using the robot for bariatric surgery.

Quick facts on Dr. Sachin Kukreja:

• Med School – University of Texas Health Sciences at San Antonio
• General Surgery Training – Rush University Medical Center and Cook County
• Minimally Invasive and Bariatric Surgery Fellowship – Medical College of Wisconsin

Fun Fact: he founded the bariatric surgery program at Mount Sinai Hospital in Chicago in 2010 and was the director of Bariatric Surgery at the Dallas VA. In 2016 he was the highest volume Robotic General Surgeon and did the most number of bariatric surgeries in the VA system.

Dr. Kukreja is a proctor, consultant, and speaker for Intuitive Surgical allowing him the opportunity to mentor surgeons around the country on implantation of robotic surgery technology in their practices.

Dr. Bo Neichoy talks about growing clinic staff as surgical volume goes from 100 to 850+ bariatric cases per year. Includes: when they hired a full time manager, then a CEO, when they said no to general surgery call, and more.

Gina Ciolli and Bobbie Abuzaid helped TLC go from zero bariatric surgeries to almost 1,000.

They cover:

• The one thing that matters most in getting new patients
• How to tell the difference in needing to hire another employee VS needing more efficiency
• Their approach to a “phone room” for new patient calls

Can you imagine selling over $70,000 of product per month through your store?

Lauren Armstrong, lead dietitian, explains how to build a program that promotes in-store sales.

As a kid, Trevor memorized all the facts and data from his baseball cards.

Now he’s a little obsessed with the metrics of the bariatric clinic he manages in Oklahoma.

Weightwise is a “one stop shop” for bariatrics. With over 20 employees, they provide in house exercise and dietary, psychologist, a full gym, etc.

Drs. Walton and Broussard perform 500 bariatric surgeries per year. In this episode, Trevor talks about the most important numbers he tracks.

Dr. Neichoy with Panhandle Weight Loss Center gives great details about how to attract more self pay bariatric patients.

We cover:

• Averaging 750+ bariatric cases per year, 40% cash pay
• Adding a third bariatric surgeon to their practice
• 10% to 15% Medicare