resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
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.
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.
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.
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.
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.
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.
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.
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.
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.
Pediatric Footwear: Function Over Fashion
As practitioners, it is not uncommon for parents to bring us their children to treat or ask us questions related to the pediatric population. Children's feet tend to be a perplexing region for parents and practitioners alike.
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.
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.
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.
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.
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.
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.
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?
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.
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.
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.
Join the conversation
Comments are encouraged, but you must follow our User Agreementcomments powered by Disqus
Keep it civil and stay on topic. No profanity, vulgar, racist or hateful comments or personal attacks. Anyone who chooses to exercise poor judgement will be blocked. By posting your comment, you agree to allow MPA Media the right to republish your name and comment in additional MPA Media publications without any notification or payment.