resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Building From the Bottom Up
I caught up with my dear friend Honora Wolfe, in her Colorado painting studio where, if she is not praying in Bhutan or doing charitable work in a Nepali free clinic, she spends most of her time now.
Vaccines and Chiropractic: Evidence-Based Medicine or Medical Dogma?
Right or wrong, the chiropractic profession has historically been against vaccinations. However, a growing trend within the profession is seeking to reverse this position.
Immunizations by Colorado DCs: Really?
You probably didn't hear about it, but back on Nov. 21, 2013, the Board of Directors of the Colorado Chiropractic Association (CCA) adopted "immunization authority" for Colorado DCs as its No. 2 legislative goal.
Why You Should Include the Single-Leg Stance Test in Every Patient Assessment
The single-leg stance (SLS) test, also known as the single-limb stance test, unipedal stance test or one-legged stance / balance test, is often used in the geriatric population to assess static postural and balance control.
Curbing Label Overwhelm
For the average consumer, reading a food package can be overwhelming: natural, organic, non-GMO, gluten free, free range ... you get the picture.
Fibromyalgia: Put the Pain in Its Place
While some fibromyalgia patients respond favorably to regular chiropractic care, others experience minimal relief. Unfortunately, many of these patients must rely on pharmacological management to relieve their constant pain.
New Medical Technologies You Need to Know
We're all familiar with how fast computers become obsolete, as well as the rapid pace of development in the field of cell phone technology. The latest smart phones are far more powerful than desktop computers were only a few years ago.
Physical Exam 101: The Hands
I am sure you are familiar with the old adage: "When the only tool in your toolbox is a hammer, everything starts to look like a nail."
Remembering Clarence Gonstead and 50 Years of the Gonstead Clinic
Dr. Clarence Selmer Gonstead (1898-1978) took chiropractic practice from back-alley bone setting to an understandable biomechanical science. His life was dedicated to clinical competency.
Medical Qigong for the Heart: Part III
Part 1 and Part II of this series focused on the physical aspect of the Heart and mental emotional aspects of the Heart respectively. Now, I would like to focus on the spiritual aspect of the Heart.
Peer Points: Always Seeking To Grow
Ellen "Kiki" Geary has spent the last decade honing her craft. As a specialist in integrative holistic care, she went straight from completing her master's degree in acupuncture and chinese herbal medicine from Bastyr University to building a successful and thriving practice in the small community of Anacortes, Washington.
Are You a Bad Chiropractic Patient?
My father was a great DC. In fact, as you might expect, he was the doctor of chiropractic I measured all other doctors against. Sadly, he died at age 61 when I was in my early 30s.
A Guide for Talking to Doctors about Acupuncture and Brain Chemistry
Before I begin any discussion of how to talk about the effects of acupuncture on brain chemistry, nervous and endocrine function, it is essential to understand just what physicians most need help with.
Finders Keepers: The Secret to Relationship-Based Marketing
Becoming a successful practitioner has less to do with what you learned in school, and more to do with your ability to find new patients and keep them!
Coding for the Subluxation: ICD-9 vs. ICD-10
When I attended chiropractic school, I was taught that chiropractors approach health care differently than the traditional medical establishment.
A Chinese Medicine Story: An Interview with Mazin Al-Khafaji
Mazin Al-Khafaji's work has interested me for years. In February 2014, we invited him for the second time to speak at the Southwest Symposium in Austin, Texas.
Knee Pain From the Kinetic Chain
As practitioners of manual medicine, chiropractors often treat patients suffering from knee pain.
A History Worth Telling
The popularity and the use of acupuncture for the treatment of animals in the United States is at its peak.
The Science of Stretching
In 1986, Rob DeCastella set a course record by running the Boston Marathon in 2:07:51, just 39 seconds off the world record.
September, 2013, Vol. 13, Issue 09
The ABC's of Meeting with Physicians, Part 3
By David Kent, LMT, NCTMB
Congratulations, you survived the initial round of physician meetings! Now, you must build upon the momentum you have generated. Let me share with you some strategies to implement after your initial meeting so you can build strong physician referral sources by maintaining contact and providing continual education.
Rarely will a single meeting produce instant and consistent patient referrals. You will need to return and repeat your message frequently. Be sure to ask, "What are the best days and times to revisit?" Immediately following each meeting, take time to debrief. Log the date, time and myofascial pain patterns you reviewed with the physician. Write down the name of each person you encountered, their position and specific notes to help you remember and build rapport with each individual on return visits. Notes often include hairstyle, hobby, children, travel, favorite color or food, birthday, etc. Review your notes before each visit and update them frequently. This process helps you evaluate, adapt and modify your approach to achieve your goals of building referral sources.
Following the initial meeting, send a "Thank You" note and include your business card. Simply acknowledging someone's time can go a very long way. How often do you think doctors get thank you cards from their patients? I have learned from experience that physicians remember patients that send thank you notes. When patients tell me they are feeling better from treatment, I ask them to please send a thank you card to their referring physician. Patients simply write: Dear Doctor, Thank you for referring me to David Kent at Kent Health Systems for therapy. Today, I received my initial treatment and feel much better!
Also, keep your practice in the doctor's mind by sending reports and treatment notes. Remember, a picture is worth a thousand words and visuals help to quickly tell a lot about the patient, so include postural analysis photos, pain scales and trigger point pain patterns. These visuals help your practice stand out from the competition.
During each repeat visit, get in and out quickly. Do not wear perfume or cologne. When in the back office waiting to meet with the doctor, stay out of the way and no wandering eyes trying to read patient charts or other materials on the counters. Just check and restock your prescription pad. Be prepared to show a few common myofascial pain patterns affecting a specific region of the body (head, chest, back, arm, wrist, etc.) with your trigger point chart.
While showing the images, mention the common subjective complaints reported by patients suffering from myofascial trigger point pain referral patterns being shown. For temporal headaches, examples of muscles to show referred pain patterns would include: Trapezius (TrP 1), Sternocleidomastoid (sternal head), sub-occipitals and Temporalis (TrPs 1-4). Pain in the front of the chest and upper extremity of myofascial origin would include images of the pectoralis major, pectoralis minor and scaleni. For lumbar pain, show gluteus medius, psoas and rectus abdominus. For buttock pain, show the quadratus lumborum, gluteus maximus, iliocostalis lumborum and longissimus thoracis. Lower extremity pain may include gluteus minimus, piriformis, quadriceps femoris. The final visual aid to review with the doctor is your prescription pad, showing them where to sign before giving it to patients.
Depending on the doctor's specialty, a high percentage of their patient's pain could be myofascial in origin and benefit from your treatments. You must meet the doctors so they know who you are, the patients you can help and, most importantly, remember to refer those patients for treatment. Just one or two physicians referring patients on a regular basis will quickly build your practice. Every week, you must dedicate some time to marketing your practice. Go into your community, introduce yourself and broadcast your message using visual aids. Like any skill, practice makes perfect. Doctors are aware of myofascial trigger points, receptive to massage therapy and are looking for pain relieving options for their patients.
Click here for more information about David Kent, LMT, NCTMB.
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