Academy of Chiropractic Personal Injury & Primary Spine Care Program
Quickie Consult 1104
Office Systems 99 OS
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
"Lawyer want to control the Med-Pay"
Guest Doctor: There's a delicate balance between what we're learning about building relationships with attorneys and getting their referrals, but also on the uglier side of things we know that attorneys want to control all the money, the Med pay money, the liability claim numbers. They don't like us filing liens and protecting our interests. So as we're building these relationships, how do we word those things to where it's not going turn the attorney off to working with us, but we're not going to bend over and just take it and not protect our interests with these liens and different things we need to do to get paid.
Dr Studin: You particularly are a very special case because you are so highly trained,and you know how to use your training. You're the solution to all the lawyers. So the more you become the solution, the more leverage you have with them. Now, if they don't want you to file a lien, they're setting you up to be screwed. It's worth not having a relationship. I spoke to someone in Texas yesterday, he really don't want to file this lien against this lawyer, this law firm. He typically pays 50% but he's got a high volume. I said, what's your overhead? He said, 60% I said, how much is this particular case you said $6,000.So he doesn't want you to file a lien. It's $6,000 cause it's a case he did already. I said, so you're going to pay $3,600 it's 60% overhead, but he wants to pay you $3000 why don't you just write him a check for $600 right now. We'll call it a day for every case you get. Oh No, no, the more cases I get my costs go down. I said what your profit margin is nothing. So the issue is that you have to tell a lawyer, listen, you don't want me to file a med-pay and this is not all, this is just some maturities and don’t think they are exception of the rule. They're not. Because most lawyers don't really care. They want to control the money because they want to control screwing you don't ever forget that ,and they want to maximize their return,they are basic. You will not take a patient without a lien. That's number one. I'm not saying filed a UCC lien against real property because that really puts you in the first position in front of the attorney and that really screws them. But a basic standard lien of which you send to the attorneys with two valid forms of verification, fax back and a certified green card, but then tell the lawyer, it's my standard business policy for us to follow the Med pay, that's what that pay is there for, and I understand why you want to control the money. I get that, but I've been screwed by almost every lawyer that I've worked with in the past. So if you want to, we want to take this particular case and a few others and take hold of the Med pay, I'm going to trust that at the end of the day you're going to protect my lien and then we'll be able to do a lot of work in the future. And that's just the bottom line. They said, I don't run a PI mill. I'm not your average Chiro. You're going to make more money with me then probably even with the neurosurgeons. I'm going to be able to do everything you need to do, but it's expensive for me to get here and run this type of practice at a high quality. You're going to get high quality documents. You're just going to get everything you need. So lien it's not even a question, that's not even a discussion there's going to be a leak. If you don't want me to do the Med pay and you don't want me to do all these other things, you're going to sign my lien. That's going to be the balance. So this way I can ensure that, I'm going to get paid at the end of the day. Just the bottom line cause I've been screwed and that's how I could balance with what your needs are, what my needs are, and let's see how it works out for the first few cases of how we worked in the future. And that's a balance.
Guest Doctor: I tend to see too that the lawyers are actually a little more understanding of this, but when you start dealing with their paralegals and their staff, they're like Nazis protecting claim numbers and Med pay and they are like asking you why the hell are you filing that day and all that kind of stuff.
Dr Studin: You don't deal with the paralegals because they have their marching orders and there's no flexibility. You tell the paralegal that if you want me to change my business policy, I have to talk to the attorney. Period. Non Negotiable. You don't deal with the underlings, It's owner to owner.