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Treating Hip & Groin Pain With Abdominal Release of Upper Lumbar Nerve Impingements
Have you encountered patients with groin and hip pain you can't seem to solve? You know it's not a worn-out hip; you suspect the pain is somehow connected to the spine. But somehow, you just can't help them break through.
A Long-Overdue Win for Oregon Medicaid Patients - and the Implications for Other States
Beginning July 1, 2016, Oregon Medicaid patients with spinal pain (cervical, thoracic, lumbar, pelvic) who are determined to be low risk based on a biopsychosocial assessment tool (STarT Back – Keele University) can receive four chiropractic visits per episode.
Kansas Achieves Licensing Law
Kansas Governor Sam Brownback signed House Bill 2615 into law on Friday, May 13, 2016. HB2615 includes provisions for the licensure of acupuncturists in the state of Kansas.
How to Stay Sane During the Elections: Understanding Through the Lens of Chinese Medicine
In Chinese Medicine philosophy, everything consists of Yin and Yang. The law of polar opposites – one cannot exist without its opposite.
Chronic Pain: Become Part of the Solution
I have lectured to more than 7,000 chiropractic physicians over the past five years regarding the chronic pain and opioid epidemic in this country.
Sit or Stand? Analyzing a Mixed Message
I'm more than a bit confused. At my age, that seems to be a rather common occurrence. However, today more than ever, I'm getting a mixed message.
Adventures with the San Jiao
Those of us who have been in practice for several decades relish the way meridians and points reveal new diagnostic clues and new insights. I love to encourage my students to see this as an adventure that goes way beyond the textbooks.
What You Say Isn't Always What Patients Hear
A few years ago, my aunt Edna (name changed for the purpose of this story) suffered a stroke. After a short hospital stay, she was transferred to a nursing home for rehabilitation. When she arrived at the nursing home, Edna requested a private room.
Introducing the Acupuncture Today Digital Edition
In response to the changing habits of our readers, Acupuncture Today will introduce a digital edition of the publication (in addition to our print edition) beginning with the August 2016 issue.
Believe it or not, an estimated one-third of your patients have eaten some form of fast food within 24 hours of their appointment with you.
An MD Who Understands the Opioid Epidemic
Doctors of chiropractic have an important role to play in ending the opioid epidemic and dealing with chronic pain by conservative means (see our top story in this issue) – but who's to blame for opioid dependence and abuse in the first place?
What's New in Phytonutrition: Mangifera Indica, "The King of Fruits"
One hundred percent pure Indian green mango fruit (mangifera indica), harvested at a special degree of ripeness for efficacy and taste, can now be concentrated as a phytonutrient nutraceutical powder.
Three Tips to Help You Analyze the Acupuncture Case Studies of the NCCAOM Exam
Confirm the answer quickly by the elimination method. Case study:
After two treatments for back pain, a patient presents for a third
session complaining of rapid breathing and wheezing that is made worse
during cold weather.
Multivitamin Supplement May Reduce Breast Cancer Recurrence
There is a great deal of controversy regarding the value of multiple vitamin supplements in cancer prevention.
An Emerging Partnership Model
Maryland University of Integrative Health (MUIH) has educated integrative health and wellness practitioners for the last 40 years, originally as an acupuncture clinic and school. The institution's transformative, relationship-centered programs integrate traditional wisdom with contemporary science
Increasing the Value of Spine Care: CMS Approves New Low Back Pain Registry
The Centers for Medicare and Medicaid Services has approved the Spine IQ Low Back Pain Registry as a qualified clinical data registry for the Physician Quality Reporting System (PQRS) in 2016.
AOM Hospital-Based Practice: A Future Reality?
The natural evolution of health care on the planet is integrative health. We may have some challenges ahead, but based on my research, all indicators are pointing in a positive direction. There seems to be an evolving consciousness among our patient population that is "getting it."
Tai Chi Documentary Premier
First Run Features recently announced the world theatrical premiere of Barry Strugatz's documentary The Professor: Tai Chi's Journey West, which premiered last month at the Laemmle Music Hall in Los Angeles.
Acupuncture's Impact on the World
For several years, I have been hearing about the town of Rothenburg, Germany. It seemed just a dot on a map until I arrived. It is the home of the TCM Kongress which began in 1968. It has been held annually for 47 years and it has only missed one year.
Insuring Quality Control in Herb Importation: An Interview with Wilson Lau
Wilson Lau is the vice president of Nuherbs, a Chinese herb importation company based in San Leandro, California. Before joining Nuherbs, he trained as a lawyer specializing in FDA law.
Beating the Odds: Interview With Para-Powerlifter Adeline Dumapong-Ancheta
Since October 2015, the FICS Foundation, the charitable organization affiliated with the International Federation of Sports Chiropractic (FICS), has been supporting disabled athletes internationally.
Acupuncture Muscle Trigger Point and Oriental Medicine Sports Therapy
It is difficult to ascertain the internal condition of professional basketball player Lebron James during game one of the 2014 NBA finals, in which he developed debilitating muscle cramps that led to his premature removal from the game.
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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