Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 1119
Lawyers and Medical 73 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. -Mark Studin 2006

"Lawyers is coming to my office, what do I do?"


Dr. Studin: So, what's going on down there?

Guest Dr: Well, I've got a lawyer coming to look at the office today. I've never worked with them. I just want to know from their perspective what are they looking at.

Dr. Studin: Okay. Like every lawyer, they are looking to get your referrals and make no bones about it. It's a new person. You don't have a relationship with him. How did you get him to come into your office? What did you do?

Guest Dr: I met him at a TCA event and they said that they're going around to you and all the offices and he said, I'm coming by today.

Dr. Studin: Okay, so he was in a chiropractic association event. Well, why would a lawyer be at a Chiropractic Association event? Because just like you go to a bar association, that's a fertile ground for referrals, right? So he's scoping, he's not scoping you out. He doesn't really give a crap about what you've got going on. He wants your referrals just plain and simple, and the more doctors he could get into to create that relationship, it's a brilliant move by the way, it's beyond brilliant. Ans I applaud him, but what you need to do is you need, do you know the video magic language with credentials. the second we hang up, go watch it again. Just like you're meeting someone for the first time. Um, and please, I'm begging you, do not talk about your technique, about your treatment. Talk about how you manage cases. Okay. Right when he gets there. I would, um, here's what I used to do. Okay. When I entertained in my office, you know, if you have company coming that's important. You put out your best China, you go, you get special food.

You know, you're not going to serve on paper plates and you know, a McDonald's or a burger king, you know, and yellow rappers, you're not going to do that. You're going to go out and you can prepare food. You know, your wife is going to put the dishes out and you really want to entertain. Well, what I did was, is I went out and I bought a silver tray, you know, like yet, you know, you see all the like in mansion silver trays and silver pouring things and all that crap. So what I did was, is I went out and bought silver service. I bought a coffee pot, um, uh, creamer, sugar thing, uh, silver spoons and this silver tray. And then I bought really good China service for 4 just two cups of coffee cups for four. And that's it. And when the lawyer showed up, and I entertain a lot of lawyers because they brought their staffs to my office and I educated them.

When they sat down in my office, there was a, a carafe of coffee waiting for them, regular end decaf with sugar and milk and cream. Um, you know, and we sat and you know, remember you only get one shot at a first impression, you're in a suit or scrubs. That was your only two choices. Oh, formal or informal. Okay. So, and you're feeding into what they perceive they should say. Then when they came in, I sit down with them, I bring them directly to my office and I'd sit down with them and I say, listen, you know, we do things a little bit differently here. Um, you know, I'm trauma qualified through the state, University of New York at Buffalo School of medicine and you know and go through the magic language with them. Um, and then when you're done with that, you say, well, do you have any questions?

Would you like to see some sample reports, or would you like, you know, a very quick tour of the facility? when you go and you can just, when you're in each room, this is treatment room. This is a treatment room. This is the modality room. This is our x-ray room really quick, cause they don't really give a crap. Okay. Yep. The other thing is make sure it's clean. When I say clean, what does these bottles was? We cleaned windows. I don't want a scrap of paper on the floor. I don't want a loose hair and a headrest paper. I don't want limp. They're clean. No dog ears. Magazines. I hope you have your diplomas all over the wall. Make sure they're all lines up like soldiers and there's no fingerprints on them. You know, you know there's a fresh roll of toilet paper and like when you go into the fancy hotels, they fold it into her a little point, you know, do little things like that matter.

Okay. If you have potpourri in your bathrooms so it smells great, put it in there. If you don't go to the supermarket and they make those glade plug, you know that, that smell nice all throughout the office. All those little things matter. Okay. Alright, so and then and you're the star, you see all of those things won't severely add to his experience. All those things will prevent him, prevent your physical plant from distracting from or subtracting from the cause experience. You understand what I mean?

Guest Dr: Yup.

Dr. Studin: Okay. And then start to shine, you know, um, have a copy of your CV. If you have a good, nice binder, go by when you don't have time. Print your CV in good quality paper. You leave with your CV. Okay. On your computer, have up your preferred list listing on the U S Chiropractic directory, your CV on their own show where you can find them.Go to the U S Chiropractic directory. Do you have, do you have any of the books? Did you buy any of the books?

Guest Dr: Yup. I have all of them.

Dr. Studin: Good. Give him one or two and then sides courtesy of your name, address, and phone number it. You understand he's going to get a full experience that he's not going anywhere based on your excellence. But I just gave for a little silly meeting. There's a tremendous amount of preparation. It's showtime. Okay. 

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