$420,000 in Q4 elective revenue — how a 3-derm specialty practice turned deductible-met patients into procedures
Summit had $420K of identifiable elective opportunity sitting in deductible-met patients with previously-discussed-but-deferred procedures. The practice's existing system surfaced none of it. Retention IQ parsed claim history to identify deductible-met patients, cross-referenced consult notes for deferred procedures, and ran a personalized Q4 'before December 31' campaign. Q4 elective revenue lifted 38%.
"We had 412 patients sitting on deductible-met windows with procedures they wanted to do. Our portal was sending them generic check-up reminders. The new sequence sounds like Sarah and references the actual procedure they talked about. Patients are grateful for the heads-up."— Representative dermatology practice manager · illustrative quote
The most expensive missed conversation in specialty medical is the deductible-met patient with a deferred procedure.
A $5,000 cosmetic procedure costs the patient $400 out-of-pocket if their deductible is met. $3,500 if it isn't. Summit's front desk had no systematic way to identify which patients were in the favorable window — and their EHR-integrated patient portal blast had a 1.2% conversion rate. Hundreds of patients who'd talked to a derm about scar revision, mole removal, or laser in February-March walked through Q4 paying full out-of-pocket pricing for unrelated visits, never reminded about the procedure they'd deferred.
Claim history + consult-note cross-reference + voice-trained 'before year-end' framing.
Athenahealth claim history + consult-note export uploaded. Per-patient deductible status (met/unmet/$N remaining) calculated from claim returns.
Cross-reference: 412 patients identified with deductible met AND a previously-discussed-but-deferred procedure in consult notes from past 24 months.
Voice Training extracted patient coordinator Sarah's tone. Drafts generated per patient with specific procedure + specific deductible math.
Three-tier sequence: 60-days-out → 30-days-out → final-week. Each touch references the specific procedure discussed, specific dollar amounts at deductible met vs not, and Sarah's voice.
Real-time deductible status refresh: claim returns update each patient's status weekly so messaging stays accurate.
What actually happened.
How other service businesses run the same playbook.
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Converted 'treat' clients into monthly regulars — $34,000 recovered in the first quarter.
See what numbers like these would look like for your practice.
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