Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 32

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.

"This Program Works...Do You?"

A year ago, I received 2 phone calls, 2 hours apart, that left my head shaking. Both calls were from doctors who were no more than 20 miles apart and both were in the Lawyers PI Program. Doctor A had been a member for 3 months and Doctor B for 6 months. 


Doctor B called and made it a point to tell me that the Lawyers PI Program “sucked.” I was full of crap and he wanted to let me know that personally. He then went on to tell me that he wasted his time and money and I had no clue about what I was doing. He went on for a few more minutes, for which time I politely listened because I always look for constructive criticism, as I certainly can give it and, therefore, I better be able to take it! “Oh,” he said just before he hung up the phone. “I quit and you better not bill me anymore.” I think there was more. However, I blocked that out, as from what I can recollect, there was a reference to my mother and distant ancestors. You get the picture.


I have been doing the consulting game long enough to not take criticism personally and to look for how to make what I do better. If I am going to succeed at what I do, just like for you to succeed at what you do, we both have to be the “best of the best” at what we do.


While pondering that phone call, my phone rang again, no more than 2 hours later. Doctor A called to tell me that he wanted to thank me, as this is the best program he had ever done in his career. He went on to tell me the actions he had taken in the past 3 months. He spent 3 days reading and re-reading all of the consults and putting the plan into action. He got his narrative perfect, added the credentials from the PI Bootcamp to his CV, along with the knowledge he gained and called every lawyer he knew. He simultaneously had his CA call every lawyer he didn’t know, but wanted to. The results were 36 invitations to lawyers’ offices to educate them.


Doctor A went on to tell me he had a standing invitation monthly to go back and visit those lawyers to educate them and their staff. His practice boomed without ever asking for a referral. I do want to tell you that Doctor A had been calling me almost daily for those 3 months. Although the story continues, this note is about you.


You have the same opportunity as Doctor A…Are you taking advantage of it? I just received a call from a doctor in New Jersey, who after some time in the program, called me and said, “This stuff really works. It happened just like you said.” The lawyers in his community now look at him as the expert and are reaching out to him…without ever asking for the referral.


Take the steps and follow the program…It works for everyone and it will work for you, too. Remember, advertising and marketing to lawyers for PI patients does not work. You have to be admissible and the “best-of-the-best” at what you do as a spine specialist. Doctors who have taken that step now understand through results, both with their patients and referrals.


My expectation is that I will hear from you to help you get rolling. I look forward to it. If you call and I don’t answer, do not leave a voice mail…Send me an e-mail. I do not get to my voice mails quickly, but I read my e-mails whether in the office or at a remote site, every hour.

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