Academy of Chiropractic Personal Injury & Primary Spine Care Program

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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

"I just did my first lawyer seminar and WOW"

 

Dr Studin: I'm on with Dr Josh Bross. Josh had his first lawyer seminar last night down in Columbia, Maryland and how are you feeling this morning?

Guest Dr: I'm very optimistic and positive that this is going to really a kickstart a lot of relationships with different lawyers.

Dr Studin: And last night you told me how to relatively sleepless night and for once for good things. Right?

Guest Dr: That's exactly right. You got it.

Dr Studin: let's talk for a half a moment about not so much what you experienced last night, but the whole process it started how long ago, what you decided to do the seminar?

Guest Dr: I decided to do it probably about eight to nine weeks ago, my practice hasn't that much personal injury, but taking your program, I've learned a ton of stuff. I show way more confident than I used to in dealing with lawyers and everything, personal injury so I decided I really need to get my button gear on and do one of these seminars. So about eight, nine weeks ago I contacted you and you gave me the a list of everything I needed to do and I've just been in full gear trying to get it all done.

Dr Studin: And how many sleepless nights did you have between then and now, True worrying that wouldn't come across well?

Guest Dr: I have sleepless nights mostly from my children waking me up. But during the day it definitely, in my office any break I had, I was definitely on my mind and what's my staff doing to make sure that we're doing everything we could be doing to make businesses as successful as possible. So that definitely has been in my mind the last several weeks.

Dr Studin: the issue is though, is that you've decided to do eight, nine weeks ago? We picked a date. You picked a venue. We had a technology test. There's a lot of moving parts to get this done and it's a little confusing. But now the night of the seminar cups and you had about 75% of the audience who said yes, show up, which is about the usual, and you're in a mid-size location. You're not like in New York city or not in Baltimore or you're in a more suburban area of Maryland, you had about 29 lawyers show up?

Guest Dr: I think I had 30 total show ups.

Dr Studin: 30, which is perfect, so the issue was the seminar went on. What did you think about the program? What did you learn from it?

Guest Dr: because I've studied a lot of your stuff, I've seen a lot of that before and I knew a lot of it. However, a lot of that information, it's always good to hear again. There was some stuff on there I haven't seen before, it's a refresher, it's a confidence booster. I know a lot about and I can explain to lawyers. So overall it was a ton of information which is as you and I talked about a good thing the lawyers want more and so they want to come to me now to get more of the information and to get it explained better.

Dr Studin: But from your perspective, that was kind of the first time you saw it all stitched together, now with the lawyers, when I start out with the attorneys, I tell them, learning from me is like taking a sip of water out of a fire hydrant on full blast And it's done that way by design. But I told them they're going to have to sit with you and work with you and learn from you. And we explained to them and we created that paradigm shift, last night of why they need to bypass or if those neurosurgeons and start with you, Because you are the solution to their practice. Even before the seminar, you had texted me actually that a lawyer said, I'm not going to start referring to you. I didn't know you were here.

Guest Dr: I had at least two if not three lawyers, just introducing myself as they're walking in the room say, where's your office? I said, it's right down the street, so I didn't know you were here. I'll start referring you without even hearing a word. So that was very positive.

Dr Studin: How many people left the seminar early?

Guest Dr: I don't think anybody, I think maybe a couple of people went to the bathroom and I think they came back in, but I don't think anybody left early.

Dr Studin: And those are probably the fastest bathroom breaks probably. Usually nobody leaves, but we have the lawyers fill out a piece of paper, which says, come visit me tomorrow. Most of the lawyers fill that out. Is that correct?

Guest Dr: That's correct.

Dr Studin: Do you have enough time to do what you need to do now?

Guest Dr: I'll have to see, if I don't, I'll have to alter my schedule.

Dr Studin: In one evening You've created a paradigm shift where a minimum of 20 lawyers, remember, there are more than one lawyer per pro office, and I don't know if it's 100% of the audience or 98% of the firms there, why don't you in their office that we're sitting there like immediately to sit with you, to learn from you immediately overnight you're on the mat. So we've created an instant personal injury practice. Now you just have to follow through with what was done. now, the next thing we need to do is pick the next date for the seminar. Because when you start meeting with them, you're going to want to give them the next date. Not only they going to put it on the calendar because they're excited. They're also going to tell their friends. So you're going to almost fill the next dates room almost instantly. And now you have to also start working on getting more sponsors. But I'd also like you to talk to dr hands to coordinate dates with him so that do similar times. You're going to start taking over the entire state and then working with the other doctors up in Baltimore, down in Bethesda other areas really to try to control the entire state. So overall, from my perspective it was wonderful, we have lawyers who know you are their solution and based upon the fact they want you in their office, like immediately it's game over. 

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