Are you an expert in medical billing? Then it’s time to share your knowledge in return for referrals and clients.

Consider a topic that everyone needs information. The new ICD-10 codes have more information than an encyclopedia.

Send 100 postcards to local health care providers offering a FREE one-hour seminar on the codes. Make it around 5:30 p.m. when many are leaving work so they can stop by on the way home. Make sure there’s refreshments because people are hungry and will stay longer if you feed them. Figure a 6-10 people will come.

Essentially talk for 20 minutes and use the rest of the time for questions. Rehearse your talk beforehand so it seems effortless.

Now here’s the key — hand out your business card and marketing information to everyone. You may not get a client today, but the phone will ring one day because of this.

Physicians Practice.com delivers a good argument over whether to outsource billing. It’s a good exercise for talking with health care providers because they have the same questions. Let’s go down them.

It’s a complex business better left to experts. We’re not denying that. Every business has specialized accountants. That’s medical billers here. You have to keep up with changing CPT codes and multiple payment schedules. This requires constant attention, not a receptionist who handles billing when the phone isn’t ringing. The key here is experts generate more money than non-skilled billers.

Medical billers are motivated by money. That’s right, many outsourced billers are paid by a percentage, not an hourly rate or salary where it doesn’t really matter how much money comes in as far as their paycheck in concerned. But, the more the doctor makes, the more the biller makes. Now who seems more beneficial to the health care provider?

Physicians Practice.com tried to argue a downside of outsourcing is “It’s not free.” Oh, brilliant insight. Is there any business that’s free? Well, let’s counter-argue this point by saying it’s a strict percentage system based on money generated. Billers tend to generate more so the doctor is better off overall. And, the doctor is not paying 401K or health care that often raises overall compensation by 20 percent. Health care providers are far better off outsourcing their needs even if they’re paying for it. Sheesh, what a weak argument against billing.

OK, those are good talking points. Now go tell some prospective clients.

Read this blog enough and you’ll know we hate the winter despite living in a moderate climate. Can’t imagine living somewhere that snow is on the ground for three straight months.

But unless you living in the Deep South or Southwest, January makes you shiver with every paper you deliver (’60s reference from Miss American Pie). You want to get out, have some fun.

Two words — trade shows. You’d be amazed how many trade shows are in January-February. It must be the indoor alternative to partying. They figure you can’t go outside and have fun so wander through booths of businesses. Yippee.

But, we’re being snarky. Here’s what we do. Take your business card and pick a trade show where you can network. You don’t need to buy a booth. Just go through the vendors, say hello and give out your card. You may find business or at least increase your networking.

The great thing about fall is every weekend is a craft fair, apple festival, church bazaar — you name it.

So what does that have to do with medical billing? Networking.

Networking isn’t just for trade shows and industry gatherings. You never know where your next referral comes from. That means always pressing the flesh and handing out business cards. It doesn’t matter if it’s at a craft fair. That someone may know someone who works for a doctor that is thinking of changing billers.

Sound like a long shot? Not really. I once gained a client who was referred to me by my brother’s ex-wife that I hadn’t spoken to in maybe 10 years. And yet, she remembered me.

That’s how it works. So go have some fun on the weekends, but remember your weekday business. We’re not just talking strangers, but old friends, too. It takes someone seven times to remember your business so it bears repeating.

You see local TV reporter interviewing someone and think, “Where’d they come up with this guy?” Chances are they promoted themselves as an expert.

You are an expert in medical coding, which has become a hot topic with Obama advancing electronic medical records. Everybody wants to talk about. More importantly, they want to know where it will take the industry.

Hit the local lecture circuit. Talk to community groups big and small, medical and average people. Talk about the plusses and minuses of the industry going digital.

Soon, you’ll be known as the person to talk to about it. And, that will lead to business.

After all, who doesn’t want to use “The Expert?”

I have a friend who passes out 1,000 business cards every month. I thought it was impossible. Most people don’t meet 1,000 different human being each month to do it, but my buddy survives on referral business. Rather, he thrives on it.

Some people are naturals are networking, others are wall flowers. The problem for the latter is they don’t feel comfortable working a crowd, saying hello to strangers. The rest of you know how to do this, but here’s some advice to those who are network-challenged.

First, people really don’t bite. Well, not that often. Chances are they’re just as glad someone says hello to them as you are.

Make yourself a goal of attending at least one function each week. It could be the local chamber of commerce, a PTA meeting, a tweetup. Give yourself one hour to meet and greet, often around happy hour.

In direct marketing, you’re attending some meeting of medical professionals. They’re your target audience so it helps cut to the chase. But, don’t make that your only target. Go see the Masons, Daughters of the American Revolution, Elks or Red Hat Society. Chances are someone knows someone who could use your services. Happens all the time. Real Six Degrees of Kevin Bacon stuff.

Be pleasant and not too obvious — as in blowing people off the moment you realize their not a potential client. At worst, you might make a new friend.

Also, keep a handful of business cards in your pocket so easily grab one. Bring a lot. Give me two — one for them to keep and another to give someone when referring them to you. Seriously, two is not one too many.