Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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What to do When Today Sucks
Have you ever had one of those days when nothing went the way it should have? The patient with migraines got worse instead of better from a treatment similar to one you've effectively used on him before.
News in Brief
Support of F4CP Continues With Latest Donations; Walter Reed Honors Dr. William Morgan; Recognizing 40 Years of Public-Health Activism; Allstate Decision Reversed.
Aetna Updates 97140 Policy
In a development the Association of New Jersey Chiropractors is calling "a resounding victory for chiropractors nationwide," Aetna Insurance Company has updated its national reimbursement policy regarding 97140 (manual therapy), reaching an agreement two years after the association filed a declaratory judgment suit in federal court against the insurer.
Healing the Core: AWB Nepal Earthquake Relief Project
With almost 9,000 people killed during the earthquakes in April and May, another 23,000 suffering injuries, hundreds of thousands left homeless when entire villages collapsed, and many sacred sites destroyed, no one in this country of approximately 28 million has been left untouched by the disaster.
It's Time to Wake Up
It is time for this profession to wake up and tell someone about the healing benefits of acupuncture. This is the time for Asian Medicine. Its popularity, growth and unusual acceptance is nothing short of amazing.
Relationship Marketing: A Modern Approach
Remember when you used to get real letters in the mail? Not the automated type, but the real deal, hand written with a personal message just because someone was thinking about you? You know what I'm talking about.
Preaching to the Choir: How to Extend Our Reach Beyond the CAM Community
Professional conferences offer unique opportunities to network, be exposed to cutting-edge innovators, share your interests and work, and be inspired.
A War You Can Help Patients Win
The average American consumes approximately 60 percent of calories from sugar, flour and refined oils. A donut is a good example of a so-called "food" that represents these calorie sources.
Treat Every Patient as an Athlete
Frontal-plane movement pattern dysfunction can set the stage for musculoskeletal injury. Frontal-plane stabilization is essential during the normal activities of daily living: think single-leg stance and gait cycle.
Fish Oil: A Key Component to Positive Clinical Outcomes
Patients seem to be presenting with more complex problems, and many are responding to care more slowly or have completely unexpected results. Why?
ICD-10 Is Not Scary (and Not About Billing)
In my 13 years of consulting with doctors on billing and coding matters, ICD-10 has aroused the biggest combination of misguided fear and ignorance I can remember.
Teaching Qi Gong to Children
Many of us have come to embrace Qi Gong or Tai Chi practice as a regular part of our lives. Qi Gong has been a stabilizing factor in my life for the last twenty years.
Exercise Recommendations for Healthy Aging
Aging is inevitable, but how you age is not. Common physical signs of aging include decreased muscle mass, decreased muscular power, increased body fat, and decreased aerobic (lung) capacity.
Making Public Health a Chiropractic Priority
As highlighted in this edition's News in Brief, Rand Baird, DC, MPH, FICA, FICC, editor and occasional author of our long-running column, "Chiropractic in the American Public Health Association", was recognized by the organization recently for 40 years of membership.
Online Marketing Basics: Website Creation
The various online marketing options make it a challenge, especially when all you want to do is help your patients feel better. With such a broad topic, I'm going to share some basics you should know about website creation.
Learning the Transformative Language of the Channel System: The Sinew Channels
The Chinese medical classics describe the energetic terrain of the body in much detail. The acupuncture channel systems, as presented in the Ling Shu illustrate the various expressions our qi energy can take.
An Unexpected Superfood: All About Eggs
About 40 years ago, excessive dietary cholesterol was labeled a public health concern. Specifically, it was thought that there was a causal link between consumption of cholesterol-laden foods and increased risk of heart disease.
Integrative Sports Medicine
One of the most rewarding and challenging clinical scenarios is the treatment of athletes.
Data: The New Frontier in Health Care
Your practice is empowered with the data you need to improve patient health, run a more efficient (read: profitable) practice, get paid in timely fashion and help show the efficacy of chiropractic on the national stage in the midst of sweeping changes in health care!
Lower-Extremity Overuse Injuries: Primer on Causes and Corrections
From ankle sprains to stress fractures, shin splints to plantar fasciitis, the research is clear: These common overuse injuries of the lower extremities – among dozens of others – may be related to abnormal foot function in your patients.
Healing Trauma: Cultivating Resilience and Presence Through Mindfulness, Part 1
All humans, by the very nature of being human, will experience moments of trauma and suffering. What, then, makes the difference in how the individual who experiences trauma, suffering, and spiritual loss reacts to such experiences?
Technology Meets Practice: Chiropractic Every Day
About a year ago, I had an interesting conversation with a DC who made house calls. When I asked why, she was quick to explain she learns much more about her patients when she sees them at home than she could ever observe in the office.
Treating LBP in Golfers: Beyond Basic Assessment
The drive to master the most efficient swing demands a tremendous amount from the lower back. Maintaining stability in a flexed posture, supporting torso rotation and repetitively supporting the golf swing all put the lower back in a vulnerable position.
The Ethics of Herbal Prescribing
While teaching ethics classes, I often encounter licensed acupuncturists who are surprised that our use of herbs and supplements has a specific section in the material. It is often an aspect within ethics that clinicians don't think of in practice.
Acupuncture Treatment of Trauma in the Canine
From 1972 until 1976, John Ottaviano and I were treating dogs at five different veterinary clinics in the Los Angeles county area. Usually, we were at a clinic for seven to eight hours.
Patient Retention Techniques
When talking about techniques to grow your business, we tend to focus on the "large" aspect of the patient base, that is, on strategies to attract new patients. However, it is important to remember that "loyal" is equally, if not more, important.
July, 2012, Vol. 12, Issue 07
Five Ways To Create a Winning Relationship With Chiropractors
By Debbie Roberts, LMT
There I was, fresh out of massage school, working alongside chiropractors and physical therapists as the only LMT in a professional medical office. I remember working my tail off for $9.50 an hour in those early years. But I didn't mind the long hours and low pay at all because I was so happy to be doing the rehabilitation work I loved.
I've always enjoyed working side by side with chiropractors. Over the years, I've worked with nearly a dozen different chiropractors, each with their own specialty and their own way of treating the body. And with each one, I gained experience, knowledge and a lot of respect for the profession. This relationship with chiropractors has given me a valuable resource for information and referrals. In fact, one of the reasons I'm able to enjoy such a successful practice today is because of developing and maintaining these relationships.
Now, 14 years later, I still have a deep respect for the relationship between chiropractic and massage therapy. So, why is this relationship so historically contentious? I got a glimpse of the real issues when I had the honor of speaking at the Florida Chiropractic Association National Conference. With my background in a chiropractor's office, I'm always curious about what soft tissue modalities chiropractors are recommending. And I always like to ask their views about working with massage therapists. Not surprisingly, the results were a mixed bag. About 50% of the chiropractors I spoke with believe so strongly that bone manipulation is the answer that they dismiss massage therapy as a form of treatment altogether.
This isn't something massage therapists should take personally. In most cases, the chiropractor in question simply attended a school where soft-tissue work was not part of the protocol. The good news is, this is more of an old-school approach that is rapidly changing. The other 50% of chiropractors believe in the benefits of blending these two modalities to improve client outcomes. Yet even among these, there was a palpable hesitation around working with massage therapists, and an outright pessimism around hiring therapists to work in-house.
Unfortunately, when there is a divide between our two modalities, everyone suffers. Clients aren't getting the best outcomes, chiropractors aren't getting much needed support, and massage therapists aren't getting enough clients. So, here are the top five reasons chiropractors don't hire massage therapists and the simple strategies you can use to build a successful professional relationship with a chiropractor.
Although a chiropractor may believe in the benefits of massage therapy in theory, they've seen mixed client outcomes working with therapists. The solution is to hone your skills as a therapist. There are a lot of modalities out there. If you want to work with chiropractors, be sure to pick the ones that match this field most closely. Choose grounded anatomy courses first before more Eastern types of therapies. Many therapists believe that learning just one more modality or technique will give them an edge. This often comes at the expense of true mastery in any area. Here's a tip: Chiropractors aren't looking for the therapists with the most tools in their toolkit. They're looking for the therapists who know how to use the tools they have masterfully. And don't forget your anatomy!
Far too many chiropractors I spoke with felt therapists sometimes undermined their treatment plans. Here's what one chiropractor shared with me, "I hired a massage therapist because I knew patients would benefit from having soft tissue manipulation, but once I gave the referral, the patients stopped coming for chiropractic treatment. I found out that the therapist was even seeing patients in her home." When I asked the doctor if he would consider having another massage therapist in his office, he just shook his head, "Why should I hire another therapist, it doesn't benefit our office in the least." The solution is to show professional courtesy. When you go into an arrangement with a complimentary colleague, show that colleague the professional courtesy and respect they deserve. Honor not only the letter but the spirit of the agreement you've entered into and work as a unit for the benefit of your shared patient.
As massage therapists, we don't like things to feel too "clinical." We like for people to be relaxed and at ease. We love soft lights, beautiful aromas and enchanting melodies. But if you are brought in to work in a professional medical office, you've got to act the part. Here's what one chiropractor had to say about her recent experience with a massage therapist, "My husband and I were just getting our office started and thought it might be a good idea to have a massage therapist join us. We gave her a room and a very small rent, and she turned the room into a dark lit room with candles and incense. She came in poorly dressed and then one by one talked our clients out of chiropractic. We believe in soft tissue work, but the therapists really seem like they are on another planet. I mean once we gave her a place to work the relationship immediately changed. It was like we were the enemy."
The solution is to dress and behave like a valued part of their professional team. In the medical community that means being well dressed and well groomed. Don't transform your treatment room into a dungeon or burn incense that could bother other patients. Don't come in smelling like cigarette smoke. If you have tattoos, keep them covered. And don't ever undermine the physician that gives you the job or referral. Renting within an established space is like living under Mom and Dad's roof; you've got to respect their boundaries.
Without advanced degrees to our credit, it's sometimes hard for massage therapists to gain acknowledgement and respect from chiropractors and other members of the medical community. But that doesn't mean we can't play an important role in treating patients. The solution is to establish mutually beneficial relationships by letting everyone do what they do best. Chiropractors have the ability to run tests and determine a diagnosis for the patient. This diagnosis informs the treatment plan and allows therapists to achieve even better results for our clients because we know more about their condition.
This is a win-win-win. You get a new patient, the patient gets better and the doctor has a valuable therapeutic resource to offer his or her patients. The more the chiropractor trusts you and sees the results in the work you're doing, the more work he or she will gladly send your way.
I've had countless conversations with massage therapists complaining that chiropractors don't pay well enough. Many feel that the percentage is too low. Some even told me they thought chiropractors were making too much money off of their labor. We all deserve to be treated and paid fairly. And as a talented massage therapist, you should absolutely negotiate a fair agreement that you can feel good about. But there is one issue that massage therapists who feel that they're not being treated fairly often overlook or underestimate. And that is overhead. As a spa owner myself, I can tell you firsthand that this is something I always underestimated when I worked for others. But between rent, lights, laundry, insurance, taxes, marketing and the occasional "unexpected" expense, overhead can easily eat up to 90% of your profits. (No kidding!)
The solution is to negotiate a fair agreement for yourself and never complain or speak negatively about your compensation, especially in front of clients. If you feel that the agreement you have now isn't fair, ask to speak to the chiropractor about it. Set up a meeting to review your compensation. But keep the money talk confidential. Too much chatter about money, and too much complaining in general, will get you fired, let go or downsized. So don't do it.
Here's the bottom line: There's no doubt that when massage therapists and chiropractors work together everyone benefits. Use these tips to help you create mutually beneficial relationships based on professionalism, loyalty and trust. The results will be well worth it!
Click here for more information about Debbie Roberts, LMT.
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