Academy of Chiropractic Personal Injury & Primary Spine Care Program
Quickie Consult 153
“This is Working So Well, but I am Trying Hard to Keep Me a Secret”
A Doctor in a midmarket city, population 709,000, writes the following:
Dear Dr. Studin,
I have not emailed in some time. I hope you and your family are well and surviving the weather. I have a few questions:
(1) I am meeting separately with 6 attorneys’ offices with the monthly educational pieces. They love them. I am working on three more as well. It is imperative that each individual office think that they are exclusive with this activity. The more offices I bring on board, the tougher it is getting to keep it a secret with each one.
The Answer: I am very excited that the program is working for you. The truth is, it’s not the program that is the success, it’s you. Many read and many follow the program and, therefore, are successful at it. Many also do not follow the program and do not succeed. I am thrilled you are one of the successes because you deserve to reap the benefits of your efforts and I know the hard work you put in to make this work.
As for the lawyers wanting exclusivity, this is your perception and not theirs. Lawyers work with many doctors and you know it. You work with many lawyers and they know it. The problem comes when you promise referrals to lawyers…Don’t! It’s acceptable to respond, when asked, that you will send a patient who needs a lawyer, but do not offer. Many times, I gave patient cards from 3 different law firms and called all 3 lawyers to tell them I referred a client to them. If the patient didn’t show up, I still got the credit from the lawyer for referring. The truth is, I hadn’t referred a patient to a lawyer for years and it never diminished my relationships with the lawyers because I had what they needed to prevail in their cases. They went elsewhere to leverage other doctors to refer and they kept sending me patients because they wanted to win their cases with a doctor who understood admissibility, clinical excellence and ethics. '
The “secret” stuff is nonsense. Just don’t talk about other offices, as that is bad form, but tell the truth when prompted. You teach many lawyers the “medical-legal” information. That will make you look better, not worse.
( 2 ) I would like to participate in the mastermind next week by computer, but I have no idea how to make that happen. Is it possible? Can one of your staff help me with that?
It won’t happen. We will be recording the session and many others to post online. Right now we are re-designing the whole Lawyers PI Program with new and innovative programs, Web access and ideas. One of the programs will be to make these sessions available as well as others. I hope to have this one available within the next few weeks so everyone can win. It is too complicated at the moment to create a TV broadcast for next week and secure it to only my clients.
(3 ) As time goes on, I feel more and more that I need to arrange a video conference or presentation with the area attorneys and you. Recently, you mentioned that there had been a new development with the necessary technology arrangement. Can you share that with me again and let me know what the costs of putting this on are? What dates do you have available?
The Answer: That is the single best thing you can do for your practice. Right now I am booked through May, 2010 and I can’t give you a date. You need to call me so I can explain the entire process.