In this episode of the Concierge Medical Marketing Podcast, host Steven Schwartz interviews Michael Kieffer, a nurse practitioner and co-founder of PrimeCare VIP. They discuss the journey of building a mobile concierge medical practice that addresses inefficiencies in healthcare. Michael shares insights on the differences between Direct Primary Care (DPC) and concierge medicine, the importance of convenience in patient care, and effective marketing strategies for growth. The conversation also touches on the future of concierge medicine and advice for healthcare providers considering a transition to this model.

Chapters

00:00 Introduction to Prime Care VIP
06:04 Mobile Concierge Care: A New Approach
12:16 Marketing Strategies for Growth
18:09 Final Thoughts and Contact Information

Steven Schwartz (00:24)
Hello and welcome to the Concierge Medical Marketing Podcast. I’m your host, Steven Schwartz, and it’s my pleasure to have Michael Kieffer along for our interview today. Michael is a nurse practitioner and a background in business, and he and his wife, Lainey, who is also a nurse practitioner, have an amazing business called Prime Care VIP. And we’re going to get into it today, how they built this business and what they’ve gone through to grow it, how they’re successful with it.

and where they’re going with it. So it’s very exciting. Michael, thank you for being with me today on the podcast.

Michael Kieffer (00:59)
Steve, a pleasure. Thanks

for reaching out and I’m happy to be on the show.

Steven Schwartz (01:02)
Yeah, absolutely. Let’s jump right in. Please give me a history of first of all yourself and your wife and the story that got us to this point of where we are at PrimeCare VIP.

Michael Kieffer (01:14)
Okay. So both my wife and I are natives from Miami in

the South Florida area. when I met her, she was just graduating NP school. And, I remember her getting her first job shortly after we got married. She was working in the family medicine department of the university of Miami. And she was lucky enough to have a fabulous physician that she worked alongside with, her collaborating physician physician did not micromanage her. kind of just let her run and she really got to learn how to do patient care on her own.

And, became quite good at it. My background is finance and economics. my first job was to work for a trading desk on wall street called the prop trader, where I traded firm capital. did some market making, took advantage of different marketplaces and different prices and different times and that kind of fun stuff. But it was just generating capital, based off inefficiencies in the marketplace. And the funny thing happens is, my wife comes home every day and I start hearing these stories.

about how inefficient healthcare is. And as a guy who’s his whole life has just looked for inefficiencies and how to capitalize on them or bring them better and make a better market. said, wow, there’s a lot of opportunity for a better experience in healthcare. And we started chatting. She had the idea of starting a concierge practice. She doesn’t have the business background that I did. So she essentially asked me for help. And that’s when I went back to school and I became a nurse practitioner as fast as humanly possible.

Took about two and a half years nonstop in the accelerated BSN program and then straight through the MSN program. And that’s it. Once I graduated, we launched January 1st of 2023. So we’re relatively new. We just had our, we’re on our third year now starting January 1st. We’ve had tremendous success and we can talk about the reasons why. But the idea is just to bring better quality care to more people to really make a difference in people’s lives.

to live a rewarding life, know, practitioners, clinicians, doctors today, they’re burnt out. I think the highest level of suicide right now are doctors, which is a really sad statistic, but we built our company for both sides of the equation. know, patients are upset that they’re not getting the care that they need. And docs are upset that they’re seeing 40 patients a day and spending two hours a night trying to catch up on charting. And then they’ve got some administrator looking over all their notes and saying, Hey, how come you didn’t do this?

So it’s just a really unique opportunity where the system we’re watching it break in real time, but we’re also watching the fix in real time. So we’re excited to be a part of the fix.

Steven Schwartz (03:49)
Very cool. Love the story and the fact that you bring the business acumen and she had the medical acumen. And then you also went back to school and became an NP. Fascinating. And now the two of you, unstoppable force growing your business.

Michael Kieffer (04:07)
Yeah, one of her

biggest complaints was that these administrators were to make decisions from on high. Um, and then the clinicians would be stuck and they’re like, they don’t have medicine and knowledge or medical background to be making these types of decisions and not understanding the repercussions of some of the decisions that they’re making. So she’s like, if you’re going to help me, you need to know what I know so that you make better decisions. And I agreed with her. I don’t want to run a medical company without knowing anything about medicine.

Steven Schwartz (04:32)
Right, and also the fact that the two of you, I’m sure, talk about situations of this problem keeps coming up. Let’s talk about how to best fix it from a medical standpoint, as well as a business finance standpoint. And as opposed to somebody else from higher ups in the administration telling you what you have to do, which may or may not really be a great suggestion.

Michael Kieffer (04:45)
correct.

Yeah. And if you think about medicine today, one of the reasons why it’s failing is it’s built upon the foundation of finance. it’s usually a financial system first, and then we put the medicine on top and we say, okay, how do we pay for this medicine? And the fix is to reverse that the fix is to start with the medicine first and then figure out a way financially to make it most efficient. so that’s what we’re doing.

Steven Schwartz (05:17)
Love it.

Right. And your concierge medical practice looks a little different from a lot of other concierge medical practices because yours is on wheels and it goes to where the patients are. Tell us about your mobile concierge practice.

Michael Kieffer (05:30)
That’s right.

So we read this 2020 report, it was a census report about access to health care and it kind of mentioned that there was over 100 million Americans who don’t have a primary care provider. We thought, wow, that’s a big number. And the report listed a lot of the reasons why. And to kind of paraphrase it, one of the main reasons was convenience. know, there was a location problem where their nearest provider wasn’t close to them or convenience in terms of time and accessibility, having to take off work to go see somebody.

Price was another reason. So the idea of DPC and a flat membership model really solved that problem. We literally went through that report and said, if we were to build a model that checks off all of these pain points, what would it look like? And the answer was mobile primary care. we are in a society where some people have two jobs, three jobs, you know, to take time. And you might have four kids, to find the time to take care of everyone in the family and to make that appointment, to sit in traffic, to sit in a waiting room.

That’s a friction point that we thought we could solve by, you need something, we’re just gonna come to you and we’re gonna come to you at a time that makes sense for you. And even if I’m running a little late, at least I’m running late and you’re sitting on your couch, not in my waiting room. So the idea of mobile is really the convenience factor. We stress convenience and accessibility, offering same day appointments. And that’s the whole value prop with DPC or concierge is being available for your patients.

Steven Schwartz (06:59)
Right, and the one question I’m sure people are asking is the range or the sphere, a circle around your home base that you’re willing to drive to meet with a patient. How do you work that out as far as miles or time spent driving?

Michael Kieffer (07:17)
Yeah, currently

we’re pretty stretched and that’s because as a startup you have to take as many patients as you can. The idea eventually is to have smaller radiuses of three to five miles where that’s your home base and you will travel very short distances. Currently on our South Florida market, we have patients as far as Pinecrest, which is a southern suburb of Miami and as north as Jupiter, which is a suburb of Palm Beach County. So we’re in three counties currently. The way we do it,

So our mornings are usually scheduled exams. Those are your normal physicals, annuals. You know it’s on the schedule and you can prepare for it. And what we do is different days usually correlate to different regions of the area. And our afternoons are open for the acute care visits. So if somebody’s not feeling well and we need to get to them, that’s typically an afternoon visit. And we make it work. We triage. We get people on telly really quick just to

Like I said, triage, get them started, figure out what’s going on, and then make sure that we’re seeing the most acute patients first.

Steven Schwartz (08:21)
That’s great. What are your thoughts about how concierge and DPC practices charge per month based on the industry, based on expenses and making sure that physicians, NPEs and whatnot make enough money to make all of this worthwhile?

Michael Kieffer (08:45)
Well, I know we don’t have time to go through all of that because that answer for me is a four hour answer, but let’s just kind of break down the difference between DPC and concierge. Let’s start with that. there really is none, except for one thing. A concierge doc also hits your insurance plan, right? Like that is the singular difference between DPC and concierge. Most DPC providers do provide a concierge like experience where you can text them, you can call them, you can get a same day appointment, right?

So you’ve got concierge docs, at least here in South Florida, who at minimum charge 3000 and they go up to 12,000 a year, right? And then I see the DPC side docs and they’re charging $85 a life per month. You know, it’s not even a thousand dollars. So what is the difference? You know, on one hand, you’ve got DPC making a thousand dollars a life per year. And then the other hand, you’ve got a concierge doc trying to make three or $4,000 a life. The concierge doc still has all the cumbersome.

encumbrances of insurance with copays and deductibles and having to beg the insurance company to do something for you, where you’ve got this side of the equation, which is none of that. It’s amazing. And why is the amazing part cheaper than, the crappy part? I don’t understand that. And from an outside perspective coming in, I’m here to tell you that DPC practices are charging too little. And almost, I think we need to stop using the word DPC. So I’m relatively new to DPC. I’ve been to the hint summit. I’ve gone to DPC summits.

and about three years I’ve gone to maybe a dozen conferences. And I think there’s an overall frustration in the industry that DPC hasn’t taken off. And, I argue, well, there’s several reasons why, but one of them is the financial model doesn’t work. You know, there’s a stat out there that 70 % of all starting DPC docs don’t make it to the end of their second year. Well, it’s really hard to make it to the second year. If you’re charging $85 a life and you’ve got the overhead of a brick and mortar and you’ve got your insurances and all that kind of fun stuff.

But beyond that, the consumer doesn’t know what DPC is. And one of the first rule of sales is don’t educate the consumer, just either provide them with a feeling or show them the value prop that you offer. But, um, you know, I once made a joke, uh, in the hint connect. like, if DPC docs were smart, you know, I think it’s about 3000 of us now, who knows what the true number is. We’d all get together and we’d all send a check in for 300 bucks or whatever it is so that we would

pull these monies together and do a 30 second Super Bowl commercial. Like there’s nothing being done to educate the consumer what DPC is. know, all the money flowing into DPC right now is on the provider side. We have very little education on the consumer side. So I’ve actually shifted. like, well, I’m not going to try to, I’m not going to take the financial burden of educating people at DPC is and our practice, our new tagline is affordable concierge care delivery.

We’re a DPC practice. I don’t use the word DPC anymore. My patients know what concierge is. So all I got to tell them was like, we’re concierge, but better. We’re cheaper and there’s no copay. And forget about the insurance part. Like we’ll use your insurance card if you need it. If I got to send you somewhere, you know, for the order. And I think we’re confusing people. you know, let’s just throw away DPC and call it concierge.

Steven Schwartz (11:56)
Right. Yeah. I’ve spoken to quite a few folks and there, you’re not the only one with that same feeling. We really need to have a single phrase, a single nomenclature, as you want to call it of what is this industry called? You know, direct healthcare, cash pay healthcare, concierge, DPC. looks like there’s too many different names. And I love the idea of concierge.

Michael Kieffer (12:16)
Right. And now we’re confusing them

with APC. So advanced primary care is DPC, but for companies and insurance plans, that’s another realm that’s going to start confusing people, the difference between DPC and APC.

Steven Schwartz (12:29)
Right. I think, you

know, me personally, I love the name concierge because it truly evokes a feeling in the patient that they’re getting treated extra special, more time, more focus and better outcome. And for the physician to feel like, Hey, I’m providing a concierge level service here. I’m giving and doing something extra good above and beyond what maybe others are.

in the old way of doing medicine. So everybody feels good about it. And perhaps just say, everybody is a concierge doctor. And we also accept insurance, or we don’t accept insurance. Yeah, leave it at that.

Michael Kieffer (13:11)
or we don’t. That’s it. Yeah.

Steven Schwartz (13:16)
I love the idea of the Super Bowl commercial. Yeah, that’s clever. You know, obviously through my company, Concierge Medical Marketing, we focus our marketing on sharing information, know, interviewing interesting people like yourself on a podcast or providing free webinars with tons of free content. We just share, share, tons of great information. And then for the practices who want to grow or transition,

Michael Kieffer (13:20)
you

Steven Schwartz (13:44)
or have their patients nurtured or whatever it might be, they can reach out to me and say, hey, Steve, can we have a strategy session on how to achieve our goals? So again, with me and my business, that’s what we do. What perhaps would be something I would suggest for you and or if you want to pull together your colleagues in the industry, start making a video channel on YouTube that is all about what is concierge medicine all about.

What is it? Why is it different? Why is it better? Testimonials of people who’ve used it and had great examples of outcomes as patients, as the practitioners, finances, all that stuff. And by sharing the same information, you’re generally educating the patients about how all this does work. And there’s a totally different way of doing this that they might really enjoy. What do you think?

Michael Kieffer (14:39)
I love that idea. It goes obviously a little deeper. I this is a four hour conversation. The other side of the story though is the common individual out there doesn’t feel like they should need to spend extra money for healthcare. There is an argument that why would, they see concierge as an entitlement almost, right? Like why would I have to pay for this? I have this insurance company, I have this insurance card. Why do I have to pay for this? So.

It’s a little more difficult because what you don’t understand is your insurance doesn’t pay for that, right? You’ve got to pay all these premiums and all these deductibles, you know, before the insurance will pay a dollar back to you. Your ROI on insurance is almost for 97 % of people negative. so it’s, it’s more like yes concierge, but also no to insurance for everyday needs. So that I understand the DPC part of that.

Steven Schwartz (15:28)
X-Nav.

Michael Kieffer (15:31)
But if you don’t help them save money on the other side, it’s going to be really difficult because they’re already spending 2100 hours a month for a family of four to be on a blue cross plan which provides them with no benefit. So that’s the hard part is then to ask them to spend more.

Steven Schwartz (15:44)
It’s

a shame is that depending on where you live obviously that your premium for your family’s health care insurance plan is the same or more than your mortgage.

Michael Kieffer (16:01)
Bye.

Steven Schwartz (16:03)
like, come on, you need food, you need food, groceries and a roof over your head and power and air conditioning and all that. for health insurance to be such a massive percentage of your family’s take home income is obscene. I’m definitely a big believer in having an insurance program that will cover your patient for catastrophic things, right? All of a sudden, you know,

caring for a heart transplant or something major, but got the sniffles or whatever, you don’t need insurance for that.

Michael Kieffer (16:39)
So that’s the thing. No,

so DPC as a standalone is not a complete solution. It’s not a total healthcare solution. You also need insurance for when really bad things happen to you or a health share. It doesn’t have to be insurance. If you’re below the age of 45, you should probably not have insurance. If you have no preexisting conditions, find yourself a health share. You’ll save half the money. DPC plus health care has proven to work. And there’s many, many companies, a lot of my competitors doing that.

above and beyond that. Yes, you do need insurance and people ask us on our website, what are our faxes? Well, if I’m paying this monthly membership, what are any insurance for? And I’m like, well, if you’re on the way over, you know, to see your kids get into a car accident or rolls over and you need surgery. I’m not going in there to help you. So yes, you need insurance. There’s just a smarter way of doing it. When insurance first started, that’s what it was. And you know, and I have a lot of these little sayings that I use when I’m trying to pitch people but

You know, one of them is the homeowners insurance, right? So if you think about what primary care is, that’s your everyday maintenance. I’m like, okay, we pay homeowners insurance. Would you use your homeowners insurance policy to try to pay for your pool to be maintained or for your grass to be cut? Absolutely not. It’s there in case of tornado, fire, or hurricane comes through. Auto insurance. Would you use your auto insurance to try to change your tires or to do the oil change? No.

Absolutely not. It’s there in case your car gets stolen or you’re in a major wreck. Life insurance. You know, we’re definitely not trying to use that. You only get the clock the one way and that’s not good. So it’s like, yeah, you’ve got all these insurances and the idea is to never use them unless you absolutely have to. Yet with health insurance, the first thing that people want to do is pull out their card and be like, how do I use this? And I’m like, what do you mean? No, put that back in your wallet. You do not want to use that.

Steven Schwartz (18:09)
One time.

I’ve used the health sharing programs several times in my lifetime. And I found that if you’re healthy with no pre-existing conditions, then it’s a little extra hassle. But for the savings, it’s worth it. But, you know, now I’m in my early 50s and a couple of little things and had two back surgeries now and, you know, a couple of different things going on.

And it’s like the idea of, of, know, Christian MediShare or one of these types of organizations, they’ll only cover things that are not preexisting. And if it is preexisting, they won’t cover it at all. it’s like, I’m in a tough spot now.

Michael Kieffer (19:05)
Yeah, that’s why I said you have to be healthy. think, you 45 and under it makes a lot of sense, especially if you don’t have some pre-existing conditions. Once you do have pre-existing conditions, guess what? The government, they actually are helping out. They’ve got the marketplace and the marketplace is giving away lots of subsidies. And for some of our patient population, they actually do have free marketplace plans once you include the subsidy. And if you don’t, know, a marketplace plan from what I see, they do arrange, you know, four to $600 range. They’re there.

They’re not great, but they’re there. That is an option for many.

Steven Schwartz (19:38)
Where do you see the concierge medical industry as a whole going over the next five years, 10 years?

Michael Kieffer (19:47)
it’s only gonna grow. And I say this as a nurse practitioner, so obviously I’m biased, but I look around locally, some like a, I’d say half or if not more than half of the new practices popping up are NP run. And I don’t know if that’s because they’re more risk adverse, or they’re just thinking is this a way to entrepreneurship provides them the freedom to practice medicine where if they were in a system, there’d be a lot of rules against them. I’m not sure what the reasoning is.

But I do believe that the trend of using mid-level providers is going to increase, not decrease. know a lot of MDs and DOs listening to this are going to be very upset hearing that. But it’s because of the market. And the market is willing to pay for their services. whether you like it or not, they are willing to work for less than you. And it’s just that simple. So when you’re a physician, if you’re demanding $250,000 of income and a nurse practitioner is only demanding $125,000 of income,

The math is the math. And I say this from a finance perspective. And if somebody, and whether it’s true or not, believe they can get comparable care, I use the word comparable, I’m not saying better or worse, but both can write you a script for a Z-Pak if you have a sinus infection, right? The system will naturally gravitate to wanting to use the $125,000 option to facilitate that need versus the $250,000 option. So it really is difficult. I understand that.

We’re doing something for physicians that’s entirely different and that’s more value-based care and that’s talking about providing care at large scale to organizations and actually driving down costs and that’s the way that you can participate and benefit. My goal is that our physicians are all making four to $600,000. I want my MPs to be making two to $300,000. I do believe there’s a model where they can be making twice as much as the marketplace and still having quality of life and enjoying what they do.

Steven Schwartz (21:40)
I love it. Let’s talk a little bit more about that with your specific mobile concierge business. It’s you and your wife in South Florida here, several mile radius, obviously. But you want to grow your brand and your system across the country. Tell us more about your plans for growth and who you plan on serving predominant.

Michael Kieffer (22:04)
So we’re currently live in Orlando. We have a new nurse practitioner who joined us last year. I’m looking to hire in Jacksonville, Tampa, and Fort Myers. The idea is just to grow in 2025 all of Florida. And then we’re going to expand to regional growth in 2026 and probably national growth by 2027, 2028. That is my goal.

Steven Schwartz (22:24)
Very exciting. And with your business, is the corporation paying for the mobile unit itself? And the doctors or nurse practitioners are employees of the corporation?

Michael Kieffer (22:37)
We have a hybrid model. So what we’ve talked about so far is usually the retail side of our business. The business to business side or the business side of the business is companies by law. you have 50 or more employees must provide healthcare to your employees or a healthcare option. The employees don’t have to take it, but you’ve got to provide them with something. I see healthcare since most Americans, two thirds of Americans get their health insurance from their employer.

The big play here is to get those employers to build plans on a DPC chassis. And that’s what we’re doing. So we’re building our own self-funded plans. And when an employer elects to have us run their plan. So these are plans by doctors for patients, right? These are not insurance companies making the decisions. Remember, told to flip this. These are physician powered plans or provider power plans. If it’s an MP where you.

the physician or provider can send an order for an MRI or send an order for a Zimbabwe or send an order for whatever you got to do to take care of your patient. And nobody’s going to say no to you because you are part of the plan and the plan will pay for it. That’s the level of care that we’re trying to bring back into medicine. And that’s how we go national. And we would like to be the largest self-funded plan offering in

Steven Schwartz (23:54)
And your plan is to continue only with mobile units or do you plan on having brick and mortars in some of the more populated areas?

Michael Kieffer (24:03)
We’re absolutely open-minded to brick and mortar. We did mobile because that was the convenience factor. What I tell people is when we have a brick and mortar, there will still be floaters who will go do house calls. It’s going to be a hybrid where you get the best of both. You’re either going to be seen in brick and mortar, or you can elect for the RV or for somebody to come to your home. Under no circumstance can we not have the mobile component part. That is who we are. That is our value proposition. So it’ll have to be a hybrid model.

Steven Schwartz (24:32)
And let’s see, we’ve talked about so many interesting things here. How, as a business, have you found the best results in getting new patients to join your membership?

Michael Kieffer (24:48)
Word of mouth has definitely accounted for about 91 % of our business. We do social media marketing campaigns, but I would call them awareness campaigns, not conversion campaigns. We’ve talked about this, Steven, but I’m looking forward to seeing a conversion campaign work. I’m really hoping it exists. But when I think of social channels, it’s really to educate and to get people to know you.

because ultimately this is a relationship that you’re trying to sell. You’re trying to sell yourself as a solution to their healthcare needs. So if you can establish the bond on that relationship through your social channels, that’s fine. But this is not like ordering a pizza or buying a baseball cap. Like, you you can’t just throw up a carousel out on Facebook and think that somebody is going to click to buy and add to cart. I haven’t seen that work. it’s anything you do with your digital footprint must be correlated to

something also real, meaning like an event, something where you can meet somebody in person as well. So we would always choose an in-person event over an online event, but maybe to get them to that in-person event, you’re running an online campaign, just as a funnel. Yeah.

Steven Schwartz (26:01)
I would agree. Right. Have you done before

like a wine and cheese, get to know the doctors, learn about the practice type of event where people literally will come to a location where you have your mobile unit parked and, you know, like I said, wine and cheese and music and education.

Michael Kieffer (26:19)
Yeah.

So, so like low hanging fruit is doing a, a, uh, at your local chamber, you know, so we did, you know, um, a ribbon cutting or anything like that, where you can just showcase yourself. Um, and if you’re, you’re a brick and mortar, still go to your chamber and ask them to do a ribbon cutting. They will usually help you and you can get a lot of publicity of you showing everybody who you are and what you do. Um, but yeah, so the second form of our marketing all are both.

Steven Schwartz (26:43)
Exactly.

Michael Kieffer (26:48)
rigs are fully wrapped. So there are these big blue buses and if you go online and see what they look like. But they’re hard to miss and they scream what we do and just going around and doing our job that’s marketing.

Steven Schwartz (27:01)
Right, I’m sure you have QR codes prominently plastered on the side of them so people can scan the QR and learn about it from their own cell phone. Right, and obviously.

Michael Kieffer (27:11)
Yep. So, you know, a handful of

people will call me like, I saw you guys driving. I’m behind you. What do you guys do? You know, so that comes to

Steven Schwartz (27:19)
Sure. I would also recommend, you’re not already doing it, when people scan the QR code, takes them to a page on the website that establishes a tracking cookie on their device. And so that from then, when they’re on Facebook or Instagram or CNN or Fox News or whatever different popular websites and social media channels, they’ll start to see advertisements promoting your business, what I like to call reminder marketing. The idea, we went there once.

Michael Kieffer (27:47)
You

Steven Schwartz (27:49)
Let’s remind you over and over again that you had some interest at some point and through those ads, encourage them to schedule a meet and greet with your with your practitioners.

Michael Kieffer (27:59)
Love that. Yeah. That’s definitely, you know, redirecting and rebranding for sure. Have you had any success? And I am asking you a question, even with a geo-fencing.

Steven Schwartz (28:04)
Yeah, absolutely.

Geofencing is a great technology. And so often, the people that I talk to are a little bit creeped out about it. They don’t like the idea of drawing a fence around Home Depot to show ads for Lowe’s, to put it in a non-medical environment. You can absolutely do that. The results certainly vary based on the industry and the client and the business.

But when it comes down to it, you want to put ads in front of eyeballs of people who are in your target avatar. We’re looking for people who are, I don’t know, let’s age 30 and above, who live within a 10-mile radius of Boca Raton, for example, or of Lake Eola in Orlando. And with that, you can draw the geofence, show the ads to them on different platforms, and from there,

by having thousands of impressions, sometimes people click. And if they click, then you can do additional ads to them through the retargeting, again, what I call reminder marketing, and offering them something of value in order to get their email address is what we call a lead magnet. So the idea someone is geofenced, they click the ad, they go to your website, they get cookie pixels so that they can be showed those ads.

And then it says something like, download our free report for South Florida families on why Concierge Medicine is simply better for your family’s health and wellbeing. Wow, that sounds like a free report. Click. What do have to do? they just want my first name and my email address. All right. I’m curious enough. Fill it in, submit. And in doing so, they give their permission for your practice to then email them other stuff.

So you have the system, like a high level or some other marketing automation software, sends them the link to download the lead magnet. And then from there, maybe the next day, you send a message, hi, Sally, hi, Bob. Did you get a chance to open the document we sent you yesterday? Did you have any questions? I’m here for you. I’m a real person if you have any questions. And maybe a day or two later, another message gets sent. So you can automate that stuff.

that used to be a human would have to take their time and manually manage that, but instead have the software do it for you. so that’s just literally one flow of how this could work for your practice or for a thousand other concierge practices around our country could all do those same kind of techniques. That’s exciting. Speaking of marketing and whatnot, we’re almost done with our discussion here.

With my business, Concierge Medical Marketing, our marketing arm of our podcast, we help concierge and DPC practices with the digital marketing that they need to help them achieve whatever their next step is. The first program that we offer, we call transition. Let’s say a physician has an existing practice with 3000 patients and they need help transitioning to a DPC or concierge structure. We can help with the marketing to educate and assist

those patients to see the value of a membership with the same doctor that they know, like, and trust. So that’s transition. The second program we offer is growth. Let’s say you have a practice with 20 or 50 patients, something like that. You need 200, 300, 400. We have the methods and techniques, some of which we’ve already talked about here, to grow through digital marketing. And the third is what we call nurture. The idea there is if a practice is full, maybe they even have a waiting list.

You don’t want to ignore those people. You still want to email them and text them and invite them to events, meet the doctor, spend time, ask questions, different things to help people really feel appreciated, that they’re part of something great. And that will, along with the awesome medical care that the provider is providing, will help them feel very good about renewing every year and continuing to make their payments. So that’s all that we offer.

Speaking of some of this lead magnet and whatnot, we do the same thing with our company, Concierge Medical Marketing. I’ve written a book called The Definitive Guide to Winning with Digital Marketing for Concierge Medical Practices. That book is available and free for download from our website. Simply go to conciergemd.marketing and scroll down the page to where there’s a picture of the cover of the book. Fill in your email, hit the save button, and that will send you an email where you can download the book.

Please take it with my compliments. Read it. It’s over 100 pages. Tons of actionable content in there for the do-it-yourselfers. And if you have any questions, how do you do this or do that or make this work, please give me a call. 772-304-2420. It’ll be my pleasure to speak with you one-on-one and help make sense of all that. So enough about that and what we do here. yeah, absolutely. Absolutely.

Michael Kieffer (33:21)
I don’t think I want a copy of that book. You’re to send me one, Steven? Okay. All right.

Steven Schwartz (33:27)
Get it to you and make sure you read it and highlight it and ask me any questions you may have because there’s tons of good stuff in there. Michael, we’re almost done here. Any final thoughts, comments or anything you want to share to people who are listening to this podcast?

Michael Kieffer (33:41)
Sure. If you’re a physician or provider of any kind considering DPC, by all means do it, but do it smartly. You have to keep your startup costs as low as possible. If that means you don’t have a brick and mortar in day one, then you don’t need one. I can tell you just start treating patients, get your name out. Maybe it’s something that you grow into. You want to have a game plan. You need to have some business experience. And if you don’t,

find a partner that does. Because once you step outside traditional medicine of the safety net of these big organizations who just cut you a paycheck and you transition over to entrepreneurship, you are automatically a de facto business person. So make sure that you’re understanding what you’re signing up for. And my pitch is if you want to come work with us, I’m happy to help you with that. And like I said, I’ve given you the range that I’m trying to have my physicians earn. You don’t have any liability if things don’t go right for you, but you have the

all the upside that you can grow your panel base. So if you’re looking to do that and kind of join our team and our mission, I’d to speak with you.

Steven Schwartz (34:44)
Love it. What’s the best way that people can get in touch with you?

Michael Kieffer (34:47)
Best way is email me. Our practice is [email protected]. You can also call or text 561-948-2020. I’m on LinkedIn very often. If you want to chit chat on there, can. Any which way you want to reach out, go ahead.

Steven Schwartz (35:08)
Love it. Michael Kieffer from PrimeCare VIP. Thank you so much for being our guest on the Concierge Medical Marketing Podcast today. I really appreciate you and folks, thanks for tuning in. We’ll see you on our next episode and thanks for following us. Bye everybody.

Michael Kieffer (35:22)
Thanks for having me, Steve.