Questions That Can Improve Your Bottom Line
Welcome to Legacy Lens — Wealth Clarity for MDs. I’m Andi Aigner, and today we’re exploring a powerful framework from J. Pinto & Associates, Inc., shared with full permission.
This episode is built around one idea:
The questions you ask about your practice determine the results you get.
Just as clinicians refine their diagnostic questions, practice leaders must refine the questions that drive profitability, efficiency, and long term stability.
1. Why Questions Matter
Pinto reframes the classic “20 Questions” game into a strategic tool for medical practices.
The premises are simple:
- Better questions → better decisions
- Better decisions → better systems
- Better systems → better financial outcomes
He offers 16 questions that challenge assumptions, expose inefficiencies, and sharpen strategic focus.
Let’s walk through the highlights.
2. The Strategic Questions That Drive Profitability
1. Do we know what we want to do?
Many practices operate without clear goals. Define your personal and business objectives — then build a plan around them.
2. How cohesive is our team?
Are the owners’ goals translating into daily action? Strong “connective tissue” is essential.
3. Do we understand what’s growing, shrinking, or stagnant?
Financial data must be timely, segmented, and actionable — not just reactive.
4. Are we managing patient volume and surgical mix proactively?
Set performance goals. Compare monthly results. Adjust marketing intentionally.
5. Can we reduce costs without harming care quality?
Example: replacing transport vans with taxis or rideshare services — same service, lower cost.
6. Could cost cutting backfire?
Cutting $50K in marketing might cost you $100K in lost revenue. Be strategic, not shortsighted.
7. Can we improve care quality without hurting profitability?
Patient education materials boost compliance and reduce staff time.
8. Are we optimizing billing and collections?
Problems often start long before the 90 day column. Examine the entire revenue cycle.
9. Are staff hours aligned with pay?
Lax wage policies lead to abuse, morale issues, and legal exposure.
10. Could we have seen more patients today?
Three missed exams a day can cost a solo practice $50,000 annually.
11. If we underperformed today, why?
Small changes — like reminder calls — create meaningful gains.
12. If we performed at capacity, what’s limiting growth?
Consider delegation, technology upgrades, or schedule redesign.
13. Are staff fully utilized?
Idle time is wasted investment. Every role should add value.
14. Are facilities fully utilized?
Empty rooms are expensive. Evening or weekend hours may help.
15. Are we in the right business?
Reevaluate service lines — cataracts vs. LASIK, surgical vs. optical.
16. What’s our exit plan?
Succession planning is essential — especially for larger practices.
3. The Core Insight
Pinto closes with a reminder that should be posted on every practice wall:
Your practice is your most important patient. Asking the right questions improves its prognosis.
These questions aren’t academic — they’re diagnostic. They reveal where your practice is healthy, where it’s vulnerable, and where opportunity is hiding.
4. Final Takeaway
Strong practices aren’t built by accident. They’re built by leaders who:
- Ask better questions
- Challenge assumptions
- Measure what matters
- Act with intention
If these questions sparked ideas for your practice, share this episode with a colleague and subscribe to Legacy Lens.
I’m Andi Aigner, helping healthcare professionals build clarity, confidence, and legacy.
