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Update from the International AIDS Conference
The 21st International AIDS Conference in Durban, South Africa, brought together more than 15,000 of the world's leading scientists, activists, funders, policy makers, and consumers from 153 countries.
Going Beyond Just Feeling Good
We all know that most patients come to us for some pain complaint: neck pain, back pain, sciatica, carpal tunnel, etc. We also all know that acupuncture is a great first-line care for these issues, as well as supporting overall health and wellness.
Six Things Every DC Should Know About the Zika Virus
The Zika outbreak continues to spread across the continental United States and U.S. territories. We offer this brief overview on this important public health problem for the practicing doctor of chiropractic.
Getting Paid by Medicare Is Getting a Major Adjustment
The 2015 Medicare Access and CHIP Reauthorization Act (MACRA) was signed into law to implement a new approach to clinician payments and replace the Sustainable Growth Rate formula.
Using the Lens of Chinese Medicine
One of the most common medications I see in clinical practice on a daily basis is fluoxetine or Prozac. Consequently, I hear many complaints concerning the side effects of this medication and am frequently asked by patients to help manage these side effects with acupuncture and Chinese medicine.
Treatment Success at the Won Institute
According to the World Health Organization's 2003 report titled, "Acupuncture: Review and Analysis of Controlled Clinical Trials," acupuncture has been shown to improve many physical, emotional, and mental conditions.
Treating Peripheral Neuropathy: Multi-Faceted Approach Including Laser Therapy
Peripheral neuropathy affects at least 20 million people in the United States1 and nearly 60 percent of all people with diabetes suffer from diabetic neuropathy. Many suffer from the disorder without ever identifying the cause.
U.S. Olympians Have a DC in Their Corner
It's probably old news to you that doctors of chiropractic play an increasingly prominent role in treating athletes, from youth sports participants to weekend warriors, to elite / professional competitors.
ITB Syndrome: Treat the Tensor Fascia Latae
Iliotibial band syndrome is usually the result of repetitive knee flexion, such as in runners or cyclists. Pain may be experienced in the knee and/or the hip. The patient may express a sense of the hip dislocating, popping or snapping.
Decoding the Mystery of Medical Insurance Acceptance
In the constantly evolving profession of acupuncture, one of the least understood areas is medical insurance acceptance. The profession is filled with controversy surrounding this topic: Is it ethical?
Upgrade to "Parker 2.0" in Las Vegas
Continuing your education and refining your practice: two key elements of a successful chiropractic career. Parker Seminars promises both as it celebrates its 65th anniversary in Las Vegas next February, according to Parker University President, Dr. William Morgan, and seminar consultant Dr. Mark Sanna.
Pediatric Asthma: A Case Study
I have had very good success with pediatric asthma, combining acupuncture with Chinese herbal products. Treatment is given over four to eight months, twice monthly, with herbal formulas rotated every month.
Power to the Patient
Against a backdrop of splintered political parties, polarizations within nations, civil unrest, and distrust of established government (such as the growing anti-Washington, D.C. sentiment) comes the not-so-surprising finding that health care authorities and practitioners (with perhaps the exception of insurers) are turning over more and more powers to the individual patient.
First Annual ICD-10 Updates Take Effect
Yes, there was an update to ICD-10 codes on Oct. 1. It was a regular update to the diagnosis coding system and will take place every Oct. 1, just as it did when the ICD-9 system was in place.
Natural Cancer Prevention: Pomegranate for the Prostate
In recent years, the ingestion of pure pomegranate juice (8 ounces per day) has been shown in clinical studies with human subjects to slow, and to some degree, reverse, the progression of prostate cancer – the second leading cause of cancer death in North American men.
National Board Apologizes for Testing Issues
The National Board of Chiropractic Examiners (NBCE) has issued a formal apology following a series of computer-based testing malfunctions that impacted two separate examinations (March and June 2016) and caused "widespread confusion and frustration" to the nearly 1,500 examinees taking the tests.
Workers' Back Pain: Causes, Costs & Solution
You will want to share two important papers published in the past several months. Why? When read separately, each provides valuable information relevant to your patients, community and practice; together, they tell a compelling story.
Dysautonomia: The Medical Condition You May Already Be Treating
TCM practitioners have spent thousands of years healing patients without knowing or needing the names of their diseases as defined by allopathic medicine. We have syndrome names that are both poetic and efficient.
Four Ways to Attract Patients
Acupuncturist A has been in practice for six years and has struggled since day one. She spends as much time and money on marketing as she can, but since her practice is slow, her budget isn't that big.
Integrative Cancer Care: Chiropractic for Chemotherapy-Induced Hiccups
Hiccups (singultus) are a frequent occurrence during cancer treatment. The cause of the hiccups may be the chemotherapy drug itself, such as Cisplatin; or the prophylactic use of corticosteroids such as Decadron, which is used to prevent nausea and/or vomiting.
May, 2013, Vol. 13, Issue 05
The ABC's of Meeting with Physicians
By David Kent, LMT, NCTMB
Have you decided it is time to market your practice to physicians? It is inspiring to know that many physicians see fifteen or more patients a day and some practices have two or more doctors on staff.Depending on the doctor's specialty, a high percentage of their patient's pain could benefit from your treatments. Just one physician referring new patients on a regular basis will quickly build your practice. So, how will you meet the doctors in your area? What sets your practice apart from the competition? How will you explain the type of patients the doctors should consider referring to you?
Since 1992 I have been meeting with physicians and asking for patient referrals. This article is the first of a three part series with insights that will help you avoid stress, save time, energy and money while marketing to physicians. Learn how to prepare and schedule the meeting, focus on the meeting and the use of educational tools and provide tips for future follow-up.
Attaining and sustaining a successful practice requires you have systems in place to efficiently market and handle the increased business as you grow. The saying, "you never have a second chance to make a good first impression," is important to keep in mind when marketing to physicians. From the beginning, I have modeled the successful techniques of other professionals, like pharmaceutical and medical equipment representatives, because they have proven methods for scheduling and "closing the deal" during those meetings.
Each of these groups shares common similarities in their approach that you can emulate. For example, they dress in business attire, utilize visual aids to educate the doctor and clinical staff and they answer questions clearly, precisely and with confidence. Leave support materials and samples. Handout business cards with your name, phone, e-mail address and website. Don't forget to schedule a follow-up meeting.
Take a little time to do research online, in phone books, directories, and local news publications. List the doctor's name, location, specialty, etc. Print out photos of the doctor and staff to review before entering their office.
You will collect the most accurate data going into the field by performing the research yourself. Frequently, clinics relocate, doctors retire and other practices add new doctors, physician assistants and nurse practitioners to handle demand. The only way to locate all the doctors in your community is to hit the streets, look, listen and learn.
"If you fail to plan, you are planning to fail." So, what are your specific goals and the steps necessary to achieve them? By what date will you: have compiled a list of doctors? Determined what you are wearing, bringing and saying? Go out and start making cold calls?
One of the best ways to build a solid foundation that leads to a long-term relationship is by taking the time and energy to make in-person cold calls. Most people dislike or, more accurately, are afraid of making in-person cold calls. Some even feel the process is undignified. Think of the in-person cold calling process as a learning adventure. You get to see new places and meet interesting people while marketing your practice. The bottom line is your odds of scheduling a meeting increases significantly when you walk through the door and stand face-to-face with the person that schedules the doctor. The goal is to meet the person who controls access to the doctor.
Smile while approaching the reception window, introduce yourself and tell them why you are there. For example: "Hello, I'm David with Kent Health Systems, whom must I speak with today to schedule a one minute meeting with the doctor to introduce myself, let them know of my services and answer any questions?"
Remember you are making a cold call and need to be flexible. Depending on the situation you will be: scheduled for a pre-screening meeting with the office manager or head nurse, told to leave your card and materials, scheduled for a future appointment with the doctor or told to have a seat and the doctor will see you in a few minutes.
The doctor and clinical staff will often ask the following: where are you located; what type of patients do you accept; does Medicare and insurance cover your services; how much does a treatment cost; what is done during a treatment; how often does a patient need to be treated; Where did you train and how long have you been practicing; and how do we refer patients?
The next article in this series will focus on the details of the meeting. In the meantime, do the research, compile your list, set your goals and get ready for growth.
Click here for more information about David Kent, LMT, NCTMB.
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