Quickie Consult 1204
Lawyers and Medical 90 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

"How do I supercharge my meetings with lawyers"

 Dr Studin: What was your question?

Guest Dr: I have a couple of meetings with lawyers, one is somebody I'm familiar with is actually a friend, he's attended the seminar. One is a new fellow that I have not met yet and I just want to know where you think I should start.

Dr Studin: Let's do the one who was, who's fresh off the bat and really has no relationship to who you are. Go to the website, go to the audio video library. And I think it's number 36 in his magic language with credentials because you're a trauma team doctor, you've got credentials. So I want you to listen to that about 50 times until you could repeat it in your sleep Exactly what I'm saying. So this way you don't have to reinvent the wheel. It's just easy cause I already figured it out. And it's going to really talk about all the things that you do and make sure you bring your CV and a sample report that's laminated cause he doesn't get to keep it. He can bring a copy of either the low speed book of the evidence based book, show him a chapter or two, but he doesn't get a copy of it until you sit down and educate them cause it gets too expensive to give those things away like candy. Now for the lawyer who you have a relationship who is educated in the seminars, you could say, listen, I know it's getting tougher out there and the carriers are getting a lot more stringent in what they say and do. I want you to understand as much as you can about the Colossus algorithm, but let's talk a little bit about the asymptomatic herniated discs, you're in New Jersey, which is the bellweather state and that's really right now being run up the flag pole and around the nation. It's going to be that way, depending upon what state you're in, it'll ping pong, it'll hit New York next, then Texas, and then it will disseminate. But you've really got to be well-read on the asymptomatic herniated disc argument. So what you have to do is you have to understand it and then really spend a little bit of time on that. But your goal for the lawyer who you have a relationship with is to get them to invite you into their office on a monthly basis to educate them and their staff. Your goal is not to get a referral. You have to get on the inside and until you're on the inside, you're on the outside. You've got to get them to want you, once you bring a copy of the book and tell them, just highlight three chapters. Here's what we started your office. We start with asymptomatic herniated discs, age speeding, we look at low speed accidents, all those things and that's what we need to train. Not just you, but your staff, because you have to understand that all state stay from Geico, they are at a very high level training their staff on how to screw you. The claims are just as the defense lawyers that will being educated. So that's where you need to be with them so they understand what they need to do. What else?

Guest Dr: Well basically, just sort of the icebreaker, the conversation breaker, I know they're struggling, but a lot of times their whole story is we'll just make sure we have a herniated disc and get him to pain management and get him here and get him there. And I'll have a case, and that we don't do that unless the patient needs it.

Dr Studin: and what you also say, you're like everyone else, herniated disc surgeon and then I'm good to go. But most cases aren't like that, but there's more money if you know how to do a properly in the non-hernia disks where the ligaments are torn and you can prove it, Not a little more, a lot more. But you're doing exactly what the carriers want you to do. You're throwing those cases out because whether the discs are herniated, I mean, well the discs are not herniated according to state forms, former supervisor, there's a $60,000 top number case reserve. And the way you diagnosed that is with x-ray digitizing this is so big that MJSA 40/60 Christy when he was governor that best dishonest the legislation to take away the diagnostic entity that gives you that diagnosis would confuse you that the case was there. And guess what? I just do that as a matter of business. I have the technology, and you get that stuff, and that's the stuff we bring to the table that you're leaving on the table for your $3,000 herniated disc.

"Get paid with a right for settlement information"

 Dr Studin: What was your question?

Guest Dr: I have a couple of meetings with lawyers, one is somebody I'm familiar with is actually a friend, he's attended the seminar. One is a new fellow that I have not met yet and I just want to know where you think I should start.

Dr Studin: Let's do the one who was, who's fresh off the bat and really has no relationship to who you are. Go to the website, go to the audio video library. And I think it's number 36 in his magic language with credentials because you're a trauma team doctor, you've got credentials. So I want you to listen to that about 50 times until you could repeat it in your sleep Exactly what I'm saying. So this way you don't have to reinvent the wheel. It's just easy cause I already figured it out. And it's going to really talk about all the things that you do and make sure you bring your CV and a sample report that's laminated cause he doesn't get to keep it. He can bring a copy of either the low speed book of the evidence based book, show him a chapter or two, but he doesn't get a copy of it until you sit down and educate them cause it gets too expensive to give those things away like candy. Now for the lawyer who you have a relationship who is educated in the seminars, you could say, listen, I know it's getting tougher out there and the carriers are getting a lot more stringent in what they say and do. I want you to understand as much as you can about the Colossus algorithm, but let's talk a little bit about the asymptomatic herniated discs, you're in New Jersey, which is the bellweather state and that's really right now being run up the flag pole and around the nation. It's going to be that way, depending upon what state you're in, it'll ping pong, it'll hit New York next, then Texas, and then it will disseminate. But you've really got to be well-read on the asymptomatic herniated disc argument. So what you have to do is you have to understand it and then really spend a little bit of time on that. But your goal for the lawyer who you have a relationship with is to get them to invite you into their office on a monthly basis to educate them and their staff. Your goal is not to get a referral. You have to get on the inside and until you're on the inside, you're on the outside. You've got to get them to want you, once you bring a copy of the book and tell them, just highlight three chapters. Here's what we started your office. We start with asymptomatic herniated discs, age speeding, we look at low speed accidents, all those things and that's what we need to train. Not just you, but your staff, because you have to understand that all state stay from Geico, they are at a very high level training their staff on how to screw you. The claims are just as the defense lawyers that will being educated. So that's where you need to be with them so they understand what they need to do. What else?

Guest Dr: Well basically, just sort of the icebreaker, the conversation breaker, I know they're struggling, but a lot of times their whole story is we'll just make sure we have a herniated disc and get him to pain management and get him here and get him there. And I'll have a case, and that we don't do that unless the patient needs it.

Dr Studin: and what you also say, you're like everyone else, herniated disc surgeon and then I'm good to go. But most cases aren't like that, but there's more money if you know how to do a properly in the non-hernia disks where the ligaments are torn and you can prove it, Not a little more, a lot more. But you're doing exactly what the carriers want you to do. You're throwing those cases out because whether the discs are herniated, I mean, well the discs are not herniated according to state forms, former supervisor, there's a $60,000 top number case reserve. And the way you diagnosed that is with x-ray digitizing this is so big that MJSA 40/60 Christy when he was governor that best dishonest the legislation to take away the diagnostic entity that gives you that diagnosis would confuse you that the case was there. And guess what? I just do that as a matter of business. I have the technology, and you get that stuff, and that's the stuff we bring to the table that you're leaving on the table for your $3,000 herniated disc.

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