Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 274

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.

"Double Your Personal Injury Practice"

Let's clarify one simple principle; you cannot grow any one financial class of your practice without growing all parts simultaneously. Example: Mr./Ms. Lawyer refers you Mr. Jones as a client referral to get treated for a car accident. You begin care of the patient following all of the protocols outlined in the consultations and you do a credible job in educating your patient in the "report of findings" and daily through "touch and tell." The easy part is adjusting the patient because chiropractic works so well that most everyone gets well and feels wonderful in spite of any permanencies. Virtually every patient is a huge success which is why we are so blessed to be chiropractors. 
As your patients go through the educational process and start understanding what the cause for their healing and getting well is, human nature will compel them to share this with their friends and family and they will want them to have the same positive experience. The next step, they will refer. Car accidents, possibly, but also every other type of patient in their worlds. This is one of the ways I built a practice of 650 patients per week and sustained it for years. Education, education, education! All that is required from you...educate your patients.
In order for this to work, you simply need to double the people that know you. Most DCs think that in order to double their practices, they need to double the people that they know and get involved in many organizations. This is very good...but if you make sure that more people know you, it becomes a numbers game. The same holds true for lawyers; double those who know you. This is the primary reason for the US Chiropractic Directory, bimonthly educational fliers, educating lawyers and their staffs monthly, reaching out to every lawyer that represents your current patients, and meeting with lawyers upon completions of care and delivering narratives and records. It is the reason to sponsor a lawyers lecture, to get involved in the local bar association and the trial lawyers association. It is the reason to become the resource for medical information for lawyers on cases that aren't yours as the "go to" doctor for information. All of these action steps are reasons for lawyers to get to know you and all of your work.
Doubling your PI practice = doubling you overall practice ONLY...if you do it right and EDUCATE your patients. There are reasons why some have larger practices while others don't. It is my observation that those stuck in the 100-150 patients per week are stuck not because of a lack of new patients, but a lack of repeat visits (low PVA) due to a lack of education. One thing that those 100-150 per week practitioners have in common is that they usually have difficulty paying their bills. EDUCATE!
If you want to go from 100 to 150 or 150 to 200 or 300 to 400, it is very easy. Educate, educate, educate both your current patients and your referral sources. Start with your current patients and never stop!

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