Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 263

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.

"Triaging Your Communication with Lawyers"

I still get calls from doctors who are confused about how to approach getting the lawyers to run after them. The process is much simpler than most are making it. The only way a lawyer will run after you is if he/she knows who you are and what you do.  The following was received yesterday and exemplifies the result of following the protocols detailed in the Lawyers PI Program:

Mr. Lawyer: It is a pleasure working with you guys. Your office handles the cases impeccably and I can sit back knowing the clients will get good medical care and see all the right doctors.
Dr. John Cintineo, New Jersey: Our pleasure...We try to be your EASY button!!
Lawyer: I knew your office and Staples had something in common.

This brief exchange says it all. How did Dr. Cintineo get to this point? The same way so many others do. He created an admissible infrastructure through credentials and paperwork and then reached back into his files and went through my well-chronicled process of re-evaluating and communicating with current patients' lawyers. Following the systems outlined in the consultations overwhelmed the lawyers with understanding the needs of the courts/lawyers and fulfilled those needs while practicing from a posture of clinical excellence. 

This will get the attention of most lawyers, but usually will not immediately create the referral pathway. You then have to follow up monthly with educational materials. If the lawyer will not meet with you either initially or via follow up, use either e-mail or drop by and leave the information monthly until they realize that you are the solution to their needs. Remember the 3 R's: repeat and review with regularity! 

Dr. Cintineo has also chosen to sponsor lawyer lectures and I have been lecturing every 6 months for 4 years. This is commitment to the success process.  Dr. Cintineo's first seminar was attended by approximately 35 lawyers and he had to pay for most of it personally. Now, with his 9th lawyers seminar coming up on December 8, 2011, his personal costs are minimal and the last 7 programs have attracted almost 100 lawyers at each program. He has also doubled the size of his office, his practice and everything else associated with success, including his increased income and decreased stress. 
Along the way, Dr. Cintineo has met with countless lawyers and has made countless individual presentations giving out educational binders, his CV and sample narratives. He has gone to numerous lawyers offices monthly to explain the bi-monthly fliers and has also e-mailed many to those lawyers who will not meet with him. He has covered virtually every base and is why the lawyers continually run after him.

This is an example of following the plan as prescribed and getting it done at the highest level. What I didn't mention is that he has a significant speech impediment,"stuttering," yet he is highly successful in spite of his impediment. The reason, his impediment is not a handicap. The true handicaps are within all of you who HAVEN'T taken the steps that Dr. Cintineo and others have taken to ensure their success at the highest level. The only handicap is what is generated between your ears and what you do...or don't.

Success in personal injury is way too easy to fail at if you follow the rules and either do not procrastinate or do not get stuck in "paralysis by analysis." The winning strategy is, "Shoot the bullet, grab the target, run like hell...and catch the bullet." It beats, "Ready, aim, fire." This way you get a bull's eye every time.

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