resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Business Lesson #1: Adapt or Else
My wife and I recently enjoyed an excellent meal at a restaurant recommended by some friends. We often have concerns about restaurant recommendations, as many have been disappointing.
NCCAOM Launches New Membership Organization
The National Certification Commission for Acupuncture and Oriental Medicine (NCCAOM) recently launched a new national membership organization, the NCCAOM Academy of Diplomates.
Roots in the Community, Branches Far Beyond
The Jung Tao School of Classical Chinese Medicine (JTS) was founded in 1998 by Sean Christian Marshall in Sugar Grove, North Carolina, a small community near Boone in the state's westernmost mountains.
Constructing Our Reality: The Primary Channels and Perception, Part 1
My favorite topic of discussion within Chinese medicine is the acupuncture channel systems. First of all, each of us have them. They are part of our bodies; not something external to us. To learn about the acupuncture channels is to learn about ourselves.
The Art of Listening
One of the most important clinical concepts for me was voiced by the legendary physician William Osler. "Listen to your patient, he/she is telling you the diagnosis." After treating literally thousands of patients, it can become almost second nature to quickly discover clues which reveal the underlying diagnosis.
Asking Patients the Right Questions
When was the last time you asked a patient a question? Maybe 30 seconds ago? But, are you asking the right questions to elicit valuable and useful information? As a healthcare provider, you've likely spent hundreds of hours learning to ask the right questions to gather critical health information from your patients.
How to Find and Fix TL Nerve Impingements
The thoracolumbar junction (TLJ) and the peripheral sensory nerves that exit from it are frequent, important and rarely recognized sources of lower back, pelvic and hip pain. Let's outline a clear exam protocol for diagnosing the problem.
Musculoskeletal Disorders Take Center Stage
Looking for the latest on the musculoskeletal pain epidemic and the increasing premium placed on preventive strategies including chiropractic? Check out The Impact of Musculoskeletal Disorders on Americans – Opportunities for Action.
Vitamin D Fails to Help Knee OA? The Proper Perspective
The March 8, 2016 issue of JAMA includes a study about vitamin D supplementation for osteoarthritis of the knee. This is a really weird study.
Essentials of Assessment: The Squat
The squat is a simple, fast and functional tool to evaluate patient symmetry and function. As simple and easy as it is to implement, it can yield considerable amounts of valuable, clinically relevant information.
An Interview with Amanda Shayle
JW: Can you share with us some of your history and how you became an acupuncturist? What did you do prior to becoming an acupuncturist? Where did you go to school?
The Value of Melatonin in Breast Cancer Prevention and Adjunctive Treatment
Although melatonin (MLT) is best known for its sleep-aid properties and as a natural remedy to prevent jet lag, extensive experimental studies suggest it possesses anticancer activity through several biological mechanisms.
News in Brief
A Moment of Silence for Dr. Stephen Press; New ACA President Elected; F4CP Offers New MemBership Benefit.
The IME System: A Current Public Health Risk and Solutions That Are Working
I strongly believe in the independent medical examination (IME) system. There are far too many doctors in every profession who are not following E&M protocols and never claim MMI (maximum medical improvement) has occurred for their patients, which has caused financial stress for many private and public carriers.
The Power of Eccentric Exercise: Hamstring Injury Prevention and Rehab
For almost 20 years, I've worked with professional athletes who make a living by running really fast. It goes without saying that hamstring injury (HSI) prevention and rehabilitation is a big part of what they expect from a sports chiropractor.
Energy: For Life and For Death
Energy is a deep topic in Traditional Chinese Medicine. Qi is understood to underlie all of existence, animated or not, and the qi of the living is studied with special attention.
Building Relationships and Referral Networks with Allopathic Practitioners
Dr. Doug, an orthopedist of 20 years, had heard stories from patients who tried acupuncture. While he was able to address many of their complaints effectively, some appeared to gain additional benefit when their care included TCM.
Recording and Appropriate Billing of Timed Physical Medicine Services
There is a common misunderstanding about timed therapy services and although you do have some knowledge of timed service documentation, based on your comment on the 8-minute rule, your understanding is correct, but incomplete.
Transparency is Key at ASA First Annual Meeting
On March 4th and 5th the American Society of Acupuncturists (ASA) held a successful first annual meeting in Albuquerque, New Mexico.
The Rest of the Patient Story
I've written previously about allowing a patient to tell you their story – about taking the time to listen and engage all the aspects of their case history, the injury in question, and the related issues.
Health and Wellness Partnership
Yo San University of Traditional Chinese Medicine and The Wellness Center at the LAC + USC Historic General Hospital recently joined forces to extend care to the residents of Boyle Heights area of Los Angeles.
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.