Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 1078
Infrastructure 236 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. -Mark Studin 2006

"How do I double my volume and work towards retirement in 10 years"


Dr. Studin: So, what's going on? Talk to me. Are on the trauma team now?

Guest Doctor: Yes.

Dr. Studin: Looks like you did six classes, right? How many years you in practice? 20 and something years?

Guest Doctor: Correct.

Dr. Studin: Does that means you're old? The good news is, is I'm older, the bad news is, is bad news for me is I'm older, suck for me. Okay. So, how many patients a week on average are you seeing right now?

Guest Doctor: 16 to 17.

Dr. Studin: And what percentage is personal injury?

Guest Doctor: 50%, 40 to 50.

Dr. Studin: Okay. So, in your state you're collecting about 250 a visit. That's the collectible in your state. What we need to do, the percentage of personal injury is not bad. Okay. It's actually very good. How old are you? Cause that matters to this conversation.

Guest Doctor: 61.

Dr. Studin: Thank you. Okay, got it. You’ve really got another 8 to 10 years of fight left in you. You know, at the most, and I don't say that you're going to retire. All right. You're going to want to do things like come to New York and go see the Yankees and you know, go to Paris and go to the Louvre and you know, travel and be with family and you know, you're not going to want to be in your office, schlepping bones until you die. And that's important. So, we've got to get you within the next three or four years to increase your volume by about 50% with the same percentage of personal injury cases. So if we could bring in another 40 visits a week, 40 times 250, if we could bring in another 40 visits a week that a personal injury in your state, that's an additional $520,000 collected. Assuming right now you're paying all your bills, in four years, you put $2 million more into the bank and that would really serve you well towards your semi-retirement because you're never going to want to retire because you love what you do. So, what we have to do is we have to go, how do we get where you are right now at about 60 70 visits a week to about a 100 to 110 visits a week. Now, um, what's your PVA?

Guest Doctor: 15-20

Dr. Studin: okay, here in leisure, this is 90% of your problem, okay? You have a pain practice between 10 and 35 is the pain practice between 35 and 60 is reconstructed, reconstruction. Everything over 60 is as wellness. You're, and not only you have a pain practice, you as a failing pain practice cause you're on the way low end, but that pain PVA. So, if you have three or four really tough weeks where there's no new patients, your volumes going to drop to the floor, you're going to struggle paying your bills. So, we've got to get your PVA up because really all you're doing is barely getting people out of pain. So here's question number one. Um, now you are of Hispanic descendants and the majority of your patients are Hispanic or mixed?

Guest Doctor: I would say 90% are Hispanic.

Dr. Studin: Okay. And that's good. Um, so, that's going to segue me into a whole another conversation, but let's handle this first. Do you do a written report of findings and show a video to your patients up front?

Guest Doctor: No.

Dr. Studin: Okay. So here is, here's the crux of your problem. Your patients are coming in and watching TV. You know, they're already, you know, condition, you know, plop, plop, Fizz, fizz. Oh, what a relief it is. They think in vision by television. They want relief, relief, relief, relief, and your practice, all they want is relief. And they are gone, all they want is relief. And they're gone. And your statistics bear that out. So, you have to teach them. And here's what I tell every one of my patients "until your pain is gone, I can't fix anything". And what do you mean fix? Now you have to educate them and you need a third party to educate them. So, I want you to go to the website to section four. Um, it's office systems and getting paid. The first three consultations are how to do a report of findings and let's explain concisely, including scripting, how to do it.

In addition to that, audio and video section, there is a report of findings, me actually doing one, and you can listen to it over and over and over and listen to it about 500 times. I strongly suggest you contact backtalk systems. And they were at our symposium. I know you were there. They were at our symposium in New York, and you're going to get from them their report, booklets in writing. There are videos and listen and I got no skin in this game. I don't make a penny from them, but they are the best in the industry so far. So, you're going to communicate with them and you're going to get your, you need your tools because you are only going to do 10 to 15% of the education, your staff, your documents, and the video's going to do 90% of the education.

You just walk in and go, here's where your problems are. Remember we said the video, you have three choices of care, pain relief, be constructive or wellness, but you get to choose where you are. But unless we reconstruct your spine, your spine is going to degenerate, okay? We call it a subluxation degeneration. but it's really cold Wolff's law. It's been known since the mid 1800’s that if this ab or and pressure on the bone of your spine is going to degenerate. So we need to stop that. Okay? And in the beginning, you're going to be here on a daily basis or for three times a week we're going to reevaluate you. I can't fix anything until the pain goes away. It can't. Why? Because the muscles are holding it tight. We read how to reconstruct, just like a football player, when it goes down, it takes 12 to 18 months to reconstruct or orthodontists with kids and braces. It takes years.

Now, thankfully yours it’s not going to take years, but It'll take a couple of months, but I can't fix it until the pain goes away. But if you stop just when the pain goes away, you're going to go back to your life. You going to do great, but you're going to bend down, you're going to twist, you know when you least expect it and it's going to happen not long after you stopped care. You're going to be on the floor like a rubber band. You pull, you pull, you let go and snaps. You're going to pay for the prey to the pain you're in when you start it. So, it's important three times a week. You imagine putting braces on or and taking them off, you know, two weeks out of the month or you break your leg and you only leave a cast on one day out of six, it's never going to get better.

So, we have to get you here on a regular basis. Now, the key is Jamie with you is sometimes the old adage, you can't teach old dogs’ new tricks. You're 61 years old. You have to make a conscious effort to change how you are doing things and how you communicate because what you're doing is working for 15 PVA and that's not good. If you just took this step and did it properly, you've probably go with a 25 to 30 PVA. Imagine that your practice would almost double without getting one additional new patient is easy. It's just easy, but you've got to invest in the report or finding tools. They're not expensive. There's, by the way, there's no reason you didn't finish the trauma team. You've had plenty of time, so get off your ass and get that done. Okay? It's just you four more courses to go and the last four easy in their shorts and get that stuff, but you need a report of findings. I mean, that's not even a question. You've got to own that. You've got to own it and it'll take you for six weeks to really get it down.

So that's stage one.

Dr. Studin: You ready for me to go to the next stage or do you have a question?

Guest Doctor: No.

Dr. Studin: Okay. Stage two. You're Hispanic. Are you Colombian?

Guest Doctor: Yes.

Dr. Studin: Okay. I remember, God, I can't believe it, I was in my, I'm 63. I  when I was 61 everything. Okay. Oh my God. I could really get into what was good at 61, which is not so good at 63, but we'll save that for one way or a load together. Now, um, the other piece of the puzzle is you're Hispanic and you speak Spanish. You know, the majority of practice are Spanish. Are you a member of the Hispanic American club?

Guest Doctor: No.

Dr. Studin: you're not a member. Okay. So, you need to listen. It's really easy. Um, I'm Jewish. So, I joined the UJA, the United Jewish appeal. Okay. You know, which is great. Um, my friend and because I'm with my own and people are more likely to work with their own. One of my best friends in the whole world is a neurologist. He's Asian, he’s is brilliant and actually he's just great. So Robert as I call him, because I can't call him xxxxx, which is easy to call him Robert. Um, I said to him, you know, when I consulted for them, I want you to join the Haitian Americans, physician's organization. And he did and he became the president of it. He gets the majority of his come from that organization, from other Haitians, physicians who refer to him because people like to go to their own.

Especially you, you're Colombian. Maybe there's a Colombian American, you know, society. And the reason being is, listen, you know, you know, and I know, you know, Hispanic, does it mean that Puerto Ricans, Guatemalans, you know, uh, Portuguese, they're all different dialects and people love to go to their own. You know, it's just a very strong suggestion. You need to really get involved in the organizations that promote your culture. And those are the people that will be more likely to go to you. When I tell people, you know, it's if you're African American, go to the African American organization, you know, or join a church, you know there's an African American church in my community, you know, go join that because people might, one last example, my daughter is an attorney. She goes to young woman's professional organization, I guess it's all young woman who are professionals.

She gets tons of referrals from there. So, it's very, very, very important. And people say, why can't I break into non-Hispanic? You know, but, you know, the people who I consult with, It says, well, you're really promoting me to segregate my practice. I said, no, I'm not. I'm promoting you to get the easiest referrals you possibly can. It's not about integration at this point in time. It's just go for the easiest referrals. It's the easiest way to build your practice quickly. And then after that, do anything you want go anywhere you want to go, but you're only seeing 60 to patient, 60, 70 patients a week if you through people and, and the different organizations. If you could pick up easy without working hard because getting referrals is work. Okay. It's knowing that when anyone says it's work, um, if you could pick up an extra four or five new patients from these different organizations who are more apt to go to you because you're part of their culture and you double your PVA, you're done.

You're done. You're 61 years old, you're frigging old. You don't have to learn. You don't have to learn how to adjust the hot low back anymore or acute torticollis like a kid out of school is going to stress over that. You're going not going to have to worry about, you know, creating treatment plans and those things. I mean, you know how to do that in your sleep, that's easy stuff for you. You don't have to worry if someone's coming in. They are going to have a stroke and they going to not, is there a high blood pressure that I might have to refer it? You know those things in your sleep. That's the easy part. So, you just have to make a couple of little, you've got to finish and get on the trauma team, non-negotiable.

And you've got to do that quickly. You already bought the courses; they're just sitting in your computer. Just do it. Just get it done. Cause that's just procrastination. Then you're going to go and read, um, office systems and getting paid. So that's section four. Numbers one, two and three. Um, and you're going to learn how to do the report of findings during the call backtalk systems and you can get rob Jackson, he's a Chiro one on or other phone and get what you need to order. You can go online and look up their stuff and you're going to join. Uh, if you can find in the Colombian American organization or a, if there's a physician's organization, something like that. You know, both, you'll get referrals from the public and from, um, you know, and from other doctors. And, and I think from there it's easy for you. I'm done. 

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