Academy of Chiropractic Personal Injury & Primary Spine Care Program
Quickie Consult 215
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.
“Delaware Lawyers Say, 'We Can Talk to You?'”
Last week, I spoke in Delaware to a group of "very astute" lawyers who sat through the 2 hour and 45 minute presentation absorbing all of the information as lawyers do nationwide. This group was extremely respectful and more professional than most. In fact, in the beginning of the presentation, there was less interaction than usual. I always sit and chat with lawyers before and after the presentation as that is where I learn the most. What I learned after the presentation was something that I should have seen a very long time ago.
Upon leaving, one of the lawyers, while getting his continuing education certificate, shared with me that he was "thrilled" that the host doctor was willing to sit with him and help him understand his cases. He went on to explain that doctors, as a rule, are never willing to sit with lawyers unless they get paid for their time. He was "shocked" that such a well-credentialed doctor was willing to spend time with him without a large retainer.
That well-credentialed doctor was the host chiropractor who shared with me that this particular lawyer not only never referred to him, but wouldn't give him the time of day and now he wants to sit and meet with him and chat about his cases. This 1 minute interaction created a paradigm shift between the DC and the lawyer instantaneously; they both realized that there is a symbiotic relationship and the perfect partnership. It's one of the rules of success that says, "What you want, wants you."
Your goal is to get the credentials and then get the lawyers to know that you are willing to spend time with them for no money (except coffee and donuts or scones or cheese danish or all of the above...you get the drift)! The way to get the lawyers to realize that is through ensuring they have your CV, they have your listing on the US Chiropractic Directory so they can find you, check your ever-changing and growing credentials and have a place to refer and see you regularly.
Seeing you regularly is in a constant e-mail blast about the new educational flyers, e-mails with your updated CV e-location with a link to the US Chiropractic Directory, sponsoring meetings at the local bar association, individual meetings with lawyers, reaching out to the lawyers of your patients, doing a lawyers breakfast meeting or having a lawyers seminar with me lecturing for you. There are lots of ways to create the relationship and they all take the following:
2. Preferred listing on the US Chiropractic Directory
3. Admissible narrative
4. Admissible and complete history and physical
5. A plan to be seen...regularly
6. Persistence and patience
Lawyers not only want what you have, they want you as long as you are the "real deal."
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