Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 314

From the Desk of Dr. Mark Studin
Academy of Chiropractic
Preamble: Many of the issues I bring to you are very small, yet each issue is just that, an issue. If you take care of the small issues, then you will be able to build and more importantly, focus on the bigger issues...a larger practice and more family time.

"Get MDs to Be Part of Your Team: What to Say in the Meeting"

This has been handled in one of the previous consultations, but it is a topic worth repeating and articulating a little differently. The process is rather simple: You have referrals, they are going to make money from you and they had best respect who you are and what you do or you will stop making them money. It really comes down to that. 
 
Your commodity in health care is referrals. You can't give anything that has any value other than your referrals based upon the clinical necessity of your patient. You also have to understand the person you are referring to has a malpractice premium that ranges from $40,000 to $350,000 yearly, plus the rest of their overhead. The MDs are getting squeezed as hard as the DCs, except they have a larger overhead. They need you.  Therefore, when you want to create YOUR team of medical specialists, simply call the office and say, "This is Dr. [XXX]. I have a significant amount of patients to refer to Dr. [YYY] and need to sit with him/her for few minutes so we can get to know each other. I am willing to come over, he/she can come here or we can meet for a cup of coffee, but it needs to be soon as I have patients to refer."
 
At the meeting, simply tell the doctor that your practice focuses on trauma cases and you have a continual need for his/her specialty and will be referring patients. Inform them that your expectation is that over time (not initially), you will see some referrals coming back from him/her. Not 1 for 1, but every now and then a referral back to you as a show of mutual respect. Also, inform him/her that if he/she takes your patient and refers him/her to a physical therapist or any other treating doctor without making you a part of the decision, short of an emergency situation, he/she will never see another one of your patients...EVER!
 
Remember, you are in control as you are doing the referring. The one that controls the referrals controls the game...You are GIVING THEM MONEY through your referrals...They want what you have to offer!!!

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