Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 33 L

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.

"What Lawyers WANT and Now Understand They NEED: Circa September, 2012"

I lectured 2 nights ago to a great group of lawyers and solicited feedback to ensure that our new recommendations were the correct pathway towards success in the medical-legal marketplace. What's nice about this group is that this is the 3rd or 4th time many of the SAME lawyers have attended my presentation and feel comfortable enough with me to be BRTUALLY honest. That always garners the most accurate feedback where the necessity for being socially correct is off the table. As a result, the quality of the responses were far better than I anticipated based upon the immediate feedback from the audience both during and after the 3 hour presentation.

 

The core of our program, the educational binders, CVs and narratives are now considered almost pro forma and enough to get the relationships started. Basically, they will open the doors and are what lets lawyers know that they CAN work with us. However, in order to take those relationships to the next level and become the "go to" providers for everything spine, we need to continually "up our game." Here is some of the feedback and action steps that are necessary, from the lawyers' perspectives, to increase those relationships:

 

1.  Testifying: Consultation #263 or in the new section under "Testifying," Consultation #6, is HUGE...Read it over and over again until you have memorized every word. Eyeballs literally "lit up like lasers" when we discussed our policy on testifying and our fees.

 

2. MRI credentials from both a chiropractic licensure board AND a medical school. The lawyers stated that MRI credentials are critical in the success or failure of a case (and a relationship), but specifically, the "interpretation of bulges and herniation" as discussed in the MRI #2 course, is now what makes it easier for them to win their cases. They want those credentials.

 

3. Biomechanical Engineering: I discussed in the presentation that the doctors in the room were all going to be credentialed in biomechanical engineering and that the course would be available to them shortly. One doctor in the room said to me, "The second the presentation was over, a lawyer came up to me and said I have 2 cases right now to refer. Tell me when you get that credential for the referral as that is one of my biggest needs."

 

In my experience in the court room, that has been the single most sought after credential from me as an expert. We are a few short months away from offering the course.

 

These 3 items are what the contemporary lawyers WANT once you have the requisite basics so they CAN work with you. It is always critical for you to have the basics and as I am booked for lectures to the legal profession for the next 6 months, I will continue to probe, ask and listen to what is needed by the medical-legal profession based upon the pressures the lawyers get in the courtroom. As a result, I will make changes, add courses and continue to learn in order to stay current with the needs of the courts nationwide. That is the only avenue towards continued and sustained success. As always, our job is to hit the "easy button" and become the "go to" providers for everything spine in the medical-legal community.

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