Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 98 I

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.

"Communication and Success with This Program"

I have been spending time troubleshooting issues with some doctors across the country on why this program isn't working for them. I have spent time with doctors in New York, California, Oregon, Florida, Texas and Georgia. In every instance, I made sure that the doctor had read ALL of the consultations and had taken at least the PI Bootcamp, although most had taken that and the MRI certification course. In 100% of the instances, the conclusion was that the poor results were from the doctors inability to communicate this program accurately and succinctly to the lawyers. I have fixed all but 2 of the doctors and that is because we are in the midst of the corrective phase of getting them "on the road to success."

 

One doctor was simply unable to "think on his feet" in one-on-one conversations because he was not comfortable simply speaking. The solution for this doctor (who is incredibly smart) is to take courses in public speaking. Toastmasters is an organization created to train leaders how to communicate in public http://www.toastmasters.org/   and I urge EVERYONE to consider joining if you are not trained in public speaking. By learning how to become comfortable speaking publicly, the one-on-one meetings become beyond easy. This prevents you from worrying about how you communicate and you are simply able to focus on the subject you need to communicate. Another organization is the Dale Carnegie Institute http://www.dalecarnegie.com/. In college I took every public speaking course available and it has paid huge dividends.

 

Secondly, you need to learn what to communicate. In every conversation I have had with lawyers, including those where I did 3-way conversations with the doctors above who were having problems with the success of this program, understanding the subject matter was at the core of every issue. In each instance, I asked the doctor if they had read all of the bi-monthly fliers. In every instance they said, "Yes." Then I asked them if they had read the research it was based on and they all said, "No!" How do you expect to be an expert if you don't understand the subject matter better than a lay person? The bi-monthly fliers are designed for the lay person.

 

In EVERY circumstance where I am successful in the medical-legal arena, the core of my credibility comes from KNOWING the research and how it pertains to the injured. In addition, I FULLY understand the issues of the courts and the frustrations of the lawyers when working (often futily) to overcome the rhetoric of their adversaries. I become their answer man because I have the resources they need and know them to the point where I can teach them!!! That is where you need to be.

 

As I go around the country and speak to lawyers, they ALL give me their legal challenges and when I share with them the solutions, they all want 3 things; the research, me to testify and to know where they can send their patients to see me. When I explain that they need to see a local doctor, the first thing they ask is if they are trained like me and when my answer is, "YES," then it's GAME OVER!!! The referrals begin and never stop unless the local doctor screws it up!

 

IF that doctor is not prepared or well read...it will never happen. When doctors around the country tell me that lawyers are using them as their "go to" doctors, in every instance, they are supplying the documentation and research on a regular basis to the lawyers. Once you understand...REALLY UNDERSTAND...the research and communicate well, all that is left are the credentials. When that happens, I will SEE YOU AT THE TOP!

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