resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Collaboration for a Cause
The Patient Protection and Affordable Care Act strongly encourages the formation of multidisciplinary practitioner teams called Patient Centered Medical Homes (PCMHs) and Accountable Care Organizations (ACOs).
Monoculture of the Mind: Part II
Cases are built within boundaries. Such bounds may be a program, event, activity or individuals. In this instance, a medical case has boundaries that include clinical interactions that are comprised of history, signs, symptoms, diagnoses, treatment plans and treatments.
Epigenetics: The Western Science Supporting Essence
Since the days of Darwin, western medicine has touted that our genes were set in stone, that our genetics were our destiny. We were told that the diseases that ran in our family were likely coming to us as well.
Why DCs Need to Understand the Principles of "Inclusive Design"
In the past few columns, I've written about the negative effects of prolonged sitting at work. I've attempted to make the point that prolonged sitting (or prolonged standing) takes a toll on workers. Now let's discuss a related issue: the concept of "inclusive design."
Green Tea Catechins Lower PSA, Other Biomarkers in Men With Localized Prostate Cancer
A 2006 study (Cancer Research) was the first human investigation to show that green tea catechins (GTC) are highly effective in reversing premalignant prostate lesions (high-grade prostate intra-epithelial neoplasia), an established precursor to prostate cancer.
Successful Strategies in Integrating Acupuncture and Shiatsu in a Hospital Oncology Program
Colleagues from the Network of Researchers in Public Health in CAM recently published an article of interest to our Traditional Asian Medicine community.
Get That Shoulder to Move: Restoring Internal Rotation
How many times have you mobilized, performed ART, Graston, FAKTR and PIR, and stripped a patient's posterior capsule, yet on re-exam, discovered it was still blocked?
Resilience is the New Longevity
Sometimes we must enter a room through one door and not another, even though they both lead into the same space. I am talking now of the recent cachet with the concept of "resilience" regarding health, chronic pain and longevity.
What is a Discipline in Medicine?
In my now prolonged dialogue with physicians, one question emerges with enough regularity to deserve mention and naming: what is a discipline?
Are You Guilty of Paternalism in Your Approach to Patient Care?
Einstein is purported to have said, "When a man sits with a pretty girl for an hour, it seems like a minute. But let him sit on a hot stove for a minute and it's longer than any hour. That's relativity." In some way, everything is relative to one's point of view.
The Healing Properties of Light: An Interview With Researcher Anna Cocliovo
This interview is with Anna Cocliovo, a light researcher and Acupuncturist in Arizona. During my own research in light, I came across the article she published for the American Journal of Acupuncture and sought her out as a result.
Creating Child-Friendly Clinics with ABT
The Zurich Dojo was scattered with toy ducks, dolls, trains, exercise balls and teddy bears during my recent pediatric workshop.
News in Brief
Hamm Elected New President of the ACA; WFC / ACC 2014 Education Conference: Call for Papers; F4CP Recognizes Standard Process as $1 Million Supporter; Texas Chiro. College Begins Search for New President; League of Chiropractic Women Hosts Women's Success Summit.
AAAOM – Making Promises They Can't Keep
When the AAAOM first formed in 2007, their mission was clear: to support the profession through education, resources and legislative advocacy. The first years of the organization were filled with promise and hope.
One and Done: Keeping Patients From Vanishing After Just One Appointment
What happened to my 3:30 p.m. ROF? They may have rescheduled, but there are two common answers no one wants to hear: 1) "She called to cancel. I tried to get her to reschedule, but she refused." 2) "She no-showed.
Stress in the Modern Age: Impact on Homeostasis and What You Can Do (Part 1)
In 1926, Hans Selye first used the word stress in a biological context, referring to the nonspecific response of the body to any demand placed upon it.
Flexion-Intolerant Lower Back Pain (Pt. 3): Mobilization & Soft-Tissue Treatment
What is the biggest challenge to the chiropractor in treating discogenic pain? You have to completely reframe the purpose of your manipulation. It is rarely about unlocking a stuck segment at the disc involvement level; it is not about putting a joint back in alignment.
Steven Rosenblatt: Birthing A Cross-Cultural Acupuncture Profession
The existence of a cross-cultural acupuncture profession in the United States, one that is legalized, licensed, supported by formalized, academic training and inclusive of non-Asian practitioners, is an important part of the medical landscape in this country and is responsible for improving the lives of hundreds of thousands of Americans.
Chiropractic Prevents ADHD? Research Shows...
Now that I have your attention, let me tell you what the latest study actually states. As you may have noticed, research over the past few years has begun to reveal that acetaminophen (the primary ingredient in Tylenol) is not as safe as once thought.
AAAOM – The Beginning of the End (Part II)
In 2012, the AAAOM board members met in Chicago for their annual meeting. The goal was to come to a consensus on a long list of issues the AAAOM needed to work on including a functional board and budget.
Risk Factors for Heel Problems
Heel pain and gait disability are common occurrences in adults, often the result of thinning heel pads and a lifetime of exposure to heel-strike shock. One condition experienced by many people is plantar fasciitis.
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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