Lawyers PI Program
 
“Building a PI Practice”

#21

 From the Desk of:

 Mark Studin DC, FASBE (C), DAAPM, DAAMLP


“The Report of Findings and the Paradigm Shift”

Part 3 of 3

Creating the Environment

 

The environment for the report of findings (ROF) is often as important as the ROF itself. The purpose is to get your message across to the patients, yet your goal is for them to understand and be motivated to take action in completing the recommended course of care. As I said in the Part 1 of the ROF series, you need to stimulate as many senses as possible when giving the ROF. This will increase understanding and retention of what you are explaining to your patient, and in the short and long run, the patient will be more compliant with their care. In Part 2 of the series, I gave you a list of tools, or “stuff,” to purchase from Back Talk Systems that is essential for the success of the ROF. You can substitute anything that you might already have, i.e. the ROF video or ROF booklet, as long as it serves the same purpose. I recommend Back Talk’s materials only because I have used them successfully in the past and they are reasonable, cost-wise.

 

When creating the ROF environment, the goal is to create a multi-media, multi-sensory, learning-motivational environment. In accomplishing this goal, you can spend as much, or as little as you choose, but in order to create the optimum environment, you need to use communication and multimedia tools. TV’s, sound systems and lighting technology is relatively inexpensive in today’s marketplace. You need to purchase a surround sound system; they start at $100 in most electronic stores. You also need a flat screen TV, around 32”, which you can find in the $200 range. You need to have a view box that is preferably 4’ X 4’. These are very expensive to buy, but in the beginning, I didn’t have the money. I went to Home Depot and bought a piece of translucent Plexiglas and framed it in the wall with a bank of fluorescent lights behind it, making my own view box. I used double stick tape bought at the supermarket to get the X-Rays to stick for 69 cents. This was accomplished for under $200 and I had a very professional, huge view box that could fit every x-ray I had for the patient. The goal was not to rotate the films. On the wall, there needs to be the autonomic nervous system chart, the spinal nerve chart with the nerves feeding the arms and legs and the subluxation degeneration poster. You need to have a model of the spine and preferably individual bones to better see the misalignments. There should be a coffee table or something similar on which to show the ROF booklet to the patient.

 

When the patient is leaving the office after visit #1, the doctor or the front desk staff should tell the patient, “On your next visit, please bring someone with you. The doctor is going to review your films and your findings with you. It is necessary to bring someone, so after the doctor reviews the findings you have someone to talk it over with, as there is a lot of information.”

 

Prior to visit #2, the doctor marks the x-rays and completes the ROF booklet. Make sure you either highlight or circle the regions involved on the report of findings booklet PRIOR to sitting with the patient.  On visit #2, the patient is escorted into the ROF area and the DVD player is turned on showing the ROF movie in surround sound, as the lights are turned off in the room or area. As the video ends, the doctor enters the room, turns on the lights and turns off the DVD. The doctor then sits down and goes over the ROF booklet. When the doctor gets to the chart of nerves effected, he/she then puts the x-rays on the view box. This is not done before, because the patient will be staring at their films and not paying attention to the DVD. The doctor very simply explains the subluxations and any other pathology and then concludes with the subluxation degeneration chart, showing the patient where they fit into the subluxation degeneration process. The doctor then turns off the view box and completes the ROF booklet, using the spinal model by placing it in the hands of the patient. They must use their tactile senses as well as sight and sound to better understand their problems.

 

At the end, the doctor asks the patient, "Do you want pain care, corrective care or wellness care?" The patient will choose what they feel is best for them and the doctor acknowledges their choice. The doctor also explains the significance of each of the choices. He/she then turns to the other person in the room and asks if they would like to have their spine checked. If the doctor has explained the issues clearly to the patient, the majority will want to have their spine checked and the patient will have done a very good thing for their significant other. Unless the doctor explains to the other person up front that he/she has a charge for the service, that person should not be charged. I never charged for a brief exam from the ROF. The majority will also start care if there is a problem.

 

In the "Audio Consulting" section of the Web site, listen to the REPORT OF FINDINGS. This is the actual suggested language when giving a report of findings. This report of findings rendered me a PVA of 113, with getting 10 new PI cases per month and support a practice of 650 visits per week. therefore it has been tested, tweaked and massaged until I was assured that the message was getting through. Prior to giving the report of findings to a "live" person, I practiced in front of a mirror over and over and over until I had it perfected. It goes back to the 6 P's.

 

There are a few musts for a successful ROF: a third party, the DVD, a booklet to take home, a spine, a view box that holds all of the film and lights and sound. This makes for a very learning-rich environment that will add to the compliance of your patients with your treatment plan and will lead to healthier, happier patients.