Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 280

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.

"Lawyers Do Not Want to Hear What I Have to Say...What Do I Do?"

A huge recurring issue that keeps coming back to me is one where you meet with the lawyer and he/she simply does not want to hear you or believe what you are telling him/her or he/she has his/her own reality and he/she thinks nothing you do will work. 

Here are common roadblock comments from lawyers:
Insurance companies do not care about your reports:
1. They only want an impairment rating
2. They only want to fill the data into Colossus and nothing else matters
3. They only want a medical specialist
4. Chiropractors are not significant 
5. They only look at the test results
6. They do not accept your credentials
Am I getting close? First, if this was easy, everyone would be successful at it and very few are. It is your job to EDUCATE them about your credentials and make it easy for them to access them (US Chiropractic Directory). EDUCATE them about your narrative and how to use it. EDUCATE them about the functional losses in "real-life" terms. EDUCATE them about the injuries of their clients through the bimonthly fliers and research. EDUCATE them about the "bogus" IMEs and peer review reports. EDUCATE them about how to ask the right questions of opposing experts in trial. EDUCATE them about the findings of their other clients. Almost every doctor who has done so has changed the perspective of the lawyers they have met with in a large way.
It reminds me of the story:
A young couple is sitting in a movie theatre and a degenerate is sitting right in front of them moaning...The young girl tells her date to please ask the man to stop moaning and he does so, but the man keeps mumbling and grumbling, so the young man again asks again more firmly. The degenerate, upon the most urgent request, just keeps mumbling and grumbling, so the young couple reports him to the theater manager. The manager asks him to stop moaning and the degenerate just keeps mumbling and grumbling, so the police are called.
Upon entering the theater, the policeman stops the movie, turns on the lights and confronts the degenerate and says, "Sir...Where are you from?" Upon which the degenerate replies, "From the balcony."
This is called a paradigm shift, where you entirely change the perception of what you believe to be true, based upon a set of facts. In our story, the "mumbling and grumbling" man was a degenerate until you were told the whole set of facts at which point in time you now want to run to this poor man's rescue and help him because he, unfortunately, fell out of the balcony and is a victim. 
When you meet with lawyers, they will have a preconceived notion of who and what you are, no different than the degenerate, and it is your job to paint the entire story so they know how to use you based upon your clinical excellence and admissibility paradigm.  That will only be accomplished through documentation and EDUCATION. It works if you are the real deal and educate! Follow the program and create the paradigm shift in the lawyers and they WILL want to work with you.

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