Academy of Chiropractic Personal Injury & Primary Spine Care Program
Quickie Consult 21
“The Lawyers PI Program Works Everywhere, but…Not for Everyone”
What a profound statement! However, it is true. I have 2 doctors in Southern California, no more than 20 miles apart, with the same population of lawyers, who utilize the same flyer and in speaking with each, you would think they were on different planets. One doctor says, and I quote, “This program sucks. I haven’t heard from 1 lawyer in 3 months.” The other doctor, says and again I quote, “This is the best program that I have ever been a part of and I feel guilty that I only pay you $199 per month.”
The doctor with no results sits in his office and allows the educational e-mails to do the work for him, and to date, no lawyer has called him. I asked him if he has looked at his new patient log to see if he has had any new personal injury patients from lawyers that he never heard of before. His answer was, “I do not have a new patient log.” Why am I not surprised?!
The doctor who has had great results has followed the program to the letter. After reading all of the consultations twice, he put his educational binders together and with his staff, reached out to numerous lawyers in the area, first starting with the lawyers of his existing patients, as I told him and everyone else. His goal, as we spoke about numerous times over the phone and via e-mail, was not to ask for the referral because that tactic doesn’t work. His goal was to educate the lawyer by using the credential of being part of a “National Medical-Legal Research Program” and then secure the trust of the lawyer by being the “best-of-the-best” as an expert in the personal injury arena.
The results, 36 law firms in 3 weeks invited him into their practices on a monthly basis. That is the goal; not to ask for the referral. Those will come as a matter of natural course. This doctor, in practice all of 8 years, was able to get the lawyers or their staff on the phone, get them to acknowledge that they have seen the educational faxes, let them know that he is responsible for sending them and as a result, the door was opened based upon tangible proof that he is part of an educational program. If you would like the blueprint of what this doctor did…go to the consultations. He just did what it said to do.
I received a call from a lawyer 3 days ago to refer to me a PI case. Remember, I haven’t practiced in over 2 ½ years (I received 13 new PI cases last month). After going through the case with the lawyer and his paralegal, I asked her why they wanted me to see their client and how they gained confidence in me over time. The answer was:
“The information you both gave and taught us about the testing was critical to understand, as I can now include the tests and results in the information packet on the medical results to the carriers and with the bill of particulars for trial, in order to secure a higher settlement or verdict. Prior to you educating both myself and my boss (the lawyer), we used very little of the test results because we didn’t understand them. Even as a paralegal, I write most of the legal paperwork and your information has made the difference in both my job and our practice.
I can now leverage the carrier for a much higher settlement because I now understand what is wrong with my client and know how to verify the injuries because I understand the test results. My boss (lawyer) can also refute the garbage that is told to him by the carriers, as he is well-trained in misinformation.
More importantly, I can also now determine which doctors’ offices get it and which ones do not, so when I see a particular office’s records, I know to automatically send the patient to you. If I don’t, I will lose the case, not because the doctor is a bad doctor, but because the only yardstick I have is their paperwork. It also doesn’t matter to me that you no longer practice. Send my client wherever you choose for their care, it’s the ‘quarterbacking’ of the case and the reports that count to us.
Thank you for empowering us to win!”
The Lawyers PI Program works in every state and in every city in the United States. Follow the blueprint laid out for you in the consultations, communicate with me via phone or e-mail and make sure your paperwork is perfect. All that’s left is educate-educate-educate. You will win by being the “best-of-the-best” through clinical excellence and creating the vehicle for the legal community to know it. That is how to build a huge PI practice for a lifetime.