Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 218

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.

“Reputation...Yours Will Determine Your Referrals”

A few weeks ago and in conjunction with the New Jersey Mastermind Meeting, I spoke to the lawyer who graciously allowed us to use his space and presented to our group. His message was very clear, if we become known as the experts and we hit the "easy button" for them, they will refer to us. It is that simple.
I had a conversation with Dr. Mel Gabriel in Connecticut this week, a 33 year practitioner who shared with me that his practice has grown 26% over the last few months and he spent time analyzing why that included speaking to the lawyers.His conclusion, as many other successful doctors have concluded, are manyfold. First, he has taken the coursework and is the "real deal" clinically. Secondly, his paperwork is admissible. Third, he is diligent in communicating educational material to the lawyers, staying in their collective faces. Lastly, he is very "user friendly." What is user friendly? 
1. Medical records are sent without having to be requested. At the 6 week interval, send a complete package, understanding the overwhelming preference is a face-to-face meeting.
2. Narratives are sent in a timely fashion.
3. There is no fee for the narrative for a referring lawyer.
4. There is a nominal fee for testifying; charges range from $400-$500 per hour with a minimum of 2 hours to $1500 for the entire day. 
Successful doctors have also created the relationships where the lawyers know that if cases don't prevail, doctors will be flexible in their fees. As I have written before, who will get wealthy from testifying fees? Very few to none of us. We derive our income from care of our patients and the referral is paramount. Therefore, if the lawyer is concerned that at the end of the day there could be a very big bill he/she is responsible for, then he/she could consider avoiding you. That is a place you do not want to find yourself in. I know that I have given many of you advice on higher bills; I no longer recommend that. Be user friendly. The best way to do that is to ensure that your business policyies are well known in advance.
As a consultant, I cannot tell you how to conduct your business and you have to ensure that your state laws allow you to function in any scenario that you choose. As there are 50 different sets of rules, I cannot give a 1-size fits all rule, only the framework of the concept. The more user friendly you are, the more clinical knowledge you have, the more admissible your work, and the more flexible you are with your fees, the more referrals you will get. It's that easy...Hit the "EASY BUTTON."

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