One Hack to Generate $100k+ with Open Enrollment

The One Open Enrollment Hack That Can Generate $100K+ The biggest open enrollment campaigns aren't driven by a clever email or a complicated ad strategy.

They're driven by knowing exactly who needs a personal follow-up, who has already been contacted, and who still needs another touch.

In this episode, Jeremy breaks down the CRM system behind successful open enrollment campaigns and shows how to organize hundreds of current patients, past patients, and leads into simple outreach lists your team can actually work.

Episode Topics Why a CRM is the most important tool for open enrollment The difference between a CRM and your clinic's EMR The four groups every clinic should personally contact How to organize contacts using tags, properties, and views The three-touch follow-up system for open enrollment How automation can build your outreach lists for you Your CRM Should Answer One Question Your EMR is built for scheduling, billing, and documentation.

Your CRM has a different job:

Who do I need to reach out to today?

That's especially important during open enrollment because Jeremy says the majority of open enrollment revenue comes from personal conversations, texts, and phone calls rather than mass emails.

If you're managing those conversations from memory, scrolling through your phone, or relying on "I think we reached out to everyone," your most important sales activity has no real system behind it.

The Four Open Enrollment Lists Jeremy recommends organizing your outreach around four primary groups.

Package ending: Current patients with three or fewer sessions remaining who are likely to need continued care. Past patients: People who completed their previous package but didn't continue into another plan of care or continuity option. Trailing 12-month leads: People who previously inquired about the clinic but never became patients, especially leads generated during the summer. Warm leads: People actively engaging with the open enrollment campaign, such as clicking an email or interacting with campaign content. Each group should have its own tag or property and its own CRM view so your team can immediately see who needs attention.

Assign Every Contact to the Right Person Personal outreach works because it's personal.

A past patient who spent weeks working with one of your PTs should hear from that PT whenever possible, not receive a generic message from "the clinic."