The Financial Stability of Family Practice

Chiropractic Family Practice is extremely profitable. Rather than working harder and harder for their money, chasing insurance companies only to be denied payment, losing patients because their insurance doesn’t cover the care anymore, and dealing with the incredibly stressful, high overhead that comes with other types of practices, thousands of chiropractors are becoming the family wellness providers for their communities.

The foundation of family practice that makes it work is scientifically and wellness based. We all know that a healthy spine is necessary for people to be healthy. We’ve all seen the patient with severe spinal deterioration who did not have pain until their body couldn’t handle the pressure anymore.

According to the medical journal Spine, “Nerve root compression can exist without pain.”  E.J. Wall reported in the Journal of Bone and Joint Surgery that stretching a nerve as little as six degrees can decrease the strength of the nerve impulse by as much as 70%.

 

Promote Family Spine Health & Care

Every member of the family should have his/her spine examined during every stage of growth and development, regardless of whether there are symptoms.

Spinal injuries that are left uncorrected can:

· alter spine and nerve development,
· lead to immediate and long term health problems that cause pain, or
· disguise themselves as other types of sicknesses and health problems.

For all these reasons, patients should bring in their family members for chiropractic examination within the first two weeks of beginning care.

Left uncorrected, spinal injuries can alter spine and nerve development and lead to immediate and long term health problems that cause pain, or disguise u themselves as other types of sicknesses and health problems.

For all these reasons, every member of the family should have his/her spine examined during every stage of growth and development, regardless of whether there are symptoms present or not. People should have their spines checked regularly, even after their initial care is complete and all their symptoms are gone. Patients should bring in their family members for chiropractic examination within the first two weeks of beginning care.

The economic impact of this strategy will be both immediate and long term. The immediate impact is that you will double, triple and even quadruple the number of new patients you get every month, because you turn every new patient into a new family. With congruent patient education in place, you will become the family doctor for these families and they will pay you for their immediate care and long-term care.

I have seen chiropractors who are new in practice build a half-million-dollar practice within three years practicing this way from day one. I have also seen practice veterans of ten, twenty and even thirty years, add this wellness base to their current practices, increasing their profit, and taking the stress out of their lives.

Promote Family Spine Health & CareAt the end of next year, rather than wondering where all of your new patients have disappeared to, wouldn’t it be nice to see that you are building your practice with the stability of lifetime chiropractic families. Most chiropractors are sitting on a goldmine and they don’t even know it. It’s time to capitalize and mine the gold by turning every new patient into a chiropractic family for life.

Whether you want a family practice exclusively, or you want to add this solid financial base to your practice, master the economics of family practice and make your practice dreams come true. TAC

Dr. Eric Plasker is the founder and CEO of The Family Practice, where chiropractors are uniting to lead family health care. The Family Practice provides all the tools, resources, practice management and personal coaching necessary to help chiropractors build first-class family practices. He can be reached at 866-532-3327, Ext. 118, or online at www.thefamilypractice.net.

Tips

Q: What effects have the increase in patients seeking alternative healthcare had on the chiropractic profession?

A:  The chiropractic profession is situated at the pinnacle of the Mount Olympus of the multi-billion dollar complementary and alternative medicine (CAM) marketplace.  More and more patients are seeking the trusted advice of their doctor of chiropractic in matters of nutritional supplementation and alternative healthcare.  Chiropractors can capitalize on their knowledge and grow their practices by providing healthcare lectures to community clubs, organizations, and social groups.

There is a tremendous interest in wellness, longevity, anxiety, hormone replacement, and other “alternative” medicine topics.  These topics provide an excellent springboard to deliver the chiropractic message to your community that health comes from within the body.  Once attendees get the “big picture” about chiropractic, they are eager to learn more.  When state law allows, you can increase your effectiveness in converting your audience members into new patients by offering them a complementary examination so that they can personally experience the benefits of chiropractic care.

Q: What have you found to be the most direct competition for DC’s?  What is the best way to compete?

A:  Chiropractors are their own worst competition.  The mindset that there are not enough new patients to go around limits growth and stifles opportunity.  Every man, woman and child on the planet today has a spine and needs a chiropractor.  Eliminating the thought that medical physicians, physical therapists, massage therapists, or other alternative practitioners are your competition is the first step to unlimited new patients.

Chiropractors should seek to become proficient in the techniques of their choice and to deliver the highest quality care possible.  When you are the best, there is no competition!  Focus on polishing your patient communication skills so that you can confidently express your message at every opportunity.  Placing the focus on these two important skills will leave you with little time left to worry about the “competition.” TAC

Dr. Mark Sanna is the CEO of Breakthrough Coaching, LLC, a leading resource for personal coaching to chiropractic and multidisciplinary practices throughout the country.  He can be reached at Breakthrough Coaching, LLC, by calling 1-800-7-ADVICE.

Can a ‘Value-Added’ Strategy Boost Revenue?

The answer is simply yes.  The key is to provide more services, not bill more for the same old services.  The future of our profession is bright.  Technology is adding a new paradigm to the 21st century.  Professional athletes are getting results and honoring chiropractic like never before.  Often, this is done by adding new technologies to your clinic.  How old is Ultrasound, Electric Muscle Stimulation?  Recently, one of my clients and, now, my partner, Dr. Gerald Mattia, was featured in The Orlando Sentinel.  Why?  Because of his treatment of athletes and the technology he has utilized.  The key to getting reimbursed is not “doing the same thing the same way and expecting a different result.”  We must grow and improve our practice with the times.  This is one way to avoid the insurance trap.  I have watched doctors flock to cash practices.  Why?  You need to have a hybrid, an insurance and cash component to your practice.  What this means is simple:  In a time of declining insurance reimbursements, your practice does not have to decline.

One Way to Fight Declining Reimbursement

There are three basic ways your practice can generate more revenue.

1. Deliver more of the same services.
2. Expand to deliver new services.
3. Charge more for the same services.

Granted, charging more is largely a theoretical option in today’s reimbursement environment. But there are different ways to charge more for essentially the same service–without triggering a fraud investigation. Just ask the “manufacturers” of bottled water.

The technique is called “value-added marketing”. Simply put, it capitalizes on consumers’ willingness to pay more for an enhanced level of goods or services. In certain situations, doctors can apply it to their practices.

Going First Class

Many people–especially baby boomers and subsequent generations–love the perception that they’re getting a better product or service than other folks. More importantly, they’re willing to pay more for such enhancements. People stand in line to pay three or four times more for a cup of coffee similar to the one they’d buy at Dunkin’ Donuts. Starbucks absolutely sells top-of-the-line coffee, but the product’s cache allows the company to charge higher prices–and operate with a fatter margin–than a donut chain that’s simply been selling a first-rate cup of Java with its crullers for many years.

You might be able to take advantage of this concept by discovering what your patients want and are willing to pay for. Begin, by looking at your specialty’s core services. Consider what life events bring patients into your practice–and how you can add value to what you already provide.  The world is leaning toward alternative health care. Starbucks brought a better line of coffee; we need to provide the better paradigm of healthcare.

Clinical Standards

Value-added marketing is not about different levels of clinical quality. It’s about added features. The passengers in the first-class cabin pay for added amenities, not added safety. Harvey Mackay, author of How to Swim with the Sharks without Getting Eaten Alive, says, “Provide your customer with everything you promise and then a little more.” All your patients deserve the same quality of care. You must also make certain your commercial insurance contracts don’t prohibit providing extra services by interpreting them as a different level of care. And, of course, Medicare and Medicaid require equal treatment for all patients. If you see many self-pay patients, you have a freer hand to implement a value-added services program with them.

Even if what you do is perfectly legal and in accordance with your contracts, you must consider the perception that you’re offering two levels of care. In a sensitive area like health care, a patient could sue you over that perception. So consider that risk management aspect before proceeding.  Review this with your healthcare consultant or attorney.  Know your state laws; don’t hesitate to contact your state board.

Become a Specialist

Flight attendants draw a curtain between cabins to divert coach passengers’ attention away from what they’re missing. You might accomplish the same by opening a second practice catering to upscale clientele. For example, a Diplomat in orthopedics or acupuncture might develop an “elite athlete” sports medicine practice under a different practice name right next door.

Declining reimbursement has pushed many offices to shorter, limited visits for routine cases. The patient may not even see the physician at each visit. But, by offering an enhanced option like Endermologie for an additional $1500 or more, you can add a new line of treatment to your practice.  Yes, this can be done with massage, rehabilitation, laser treatment, etc. And, if your insurance contracts permit, you might be able to offer longer visits, more access to the doctor and enhanced office visits.

Apply this principle to your own specialty. Figure out how you can provide–or partner with other businesses to provide–services that your typical patient needs or wants. Create an optional program, and charge for it. Learn from other businesses, like the airlines. It costs less than $50 more to fly a passenger first class, but airlines can charge hundreds more for a first-class ticket.

A Huge Opportunity

Surprisingly, Americans spend more out-of-pocket dollars on medical care than Medicare and Medicaid pay combined, according to the Eisenberg study. That amount is growing, from $203 billion in 1995 to approximately $300 billion in 2000. Numerous patients willingly go beyond their health plans, into their own wallets, to get the medical care they want.  Now, add in the world of Anti-Aging, and this number will continue to escalate.  People will pay to feel good, people will pay to look good, people will pay to be healthier and more energetic.  A Wellness office is the office of the future, a one-stop shop for health.  Now is your time.

Given the downward pressure on traditional reimbursement, it makes sense to consider establishing this new revenue stream.  Many of my clients go to the MD/DC approach, however 50% stay just a DC practice.  Now the hot topic is DC/PT, but be careful; the same Stark rules apply.  There is no right way to do the wrong thing.  Don’t cut corners. If you do it, do it right and consult with experts in this arena.  The key is same store growth.  Now is our time. The world is looking for a better model of healthcare.  Chiropractic is not a Philosophy, Art and Science.  Chiropractic is a Science, with an Art and a Philosophy.  The key is chiropractic is a Science, documented by research; we are more than bone movers.  We live in the world of Healthcare, a trillion dollar industry.  Fortunately, our specialty is chiropractic.  We can do a lot under the scope of our license.  Expand your knowledge, work to the extent of your license, follow all state and federal laws, and watch your practice grow. TAC

Dr. Eric S. Kaplan is CEO of Multidisciplinary Business Applications, Inc. (MBA), a comprehensive coaching firm with a successful, documented history of creating profitable multidisciplinary practices nationwide.  For more information, call (561) 626-3004.

Creating a High Quality Image

In today’s society, image is everything.  Public perception of a service or product can actually make or break a business.  Lets face it…chiropractic has had a less than positive public perception for over 100 years.  Do you ever contemplate your image?  What does the public perceive when they are introduced to you and to your practice?  What do they notice and remember about your office?  It goes without saying that everyone has a first impression of an individual or a business.  As a profession, we know that we have a good quality service to offer to the public.  Chiropractors are very highly educated doctors with powerful abilities for healing as well as for promoting wellness and healthy lifestyles.  What can you do as an individual to help change the public awareness of chiropractic?  Now that chiropractic is gaining recognition as a viable alternative to medical care, it is more important than ever to emphasize the high quality of care that our profession provides.  In other words, our profession must pull together and put ourselves out there in the public eye as the high quality health care providers that we are!  Our time has come.

You cannot just be a good chiropractor and automatically have a successful practice….  The public desires a high quality health care provider.  In this age of technology, people have the ability to choose their health care providers and, as a rule, they want the doctors who are the most current and progressive in their approaches to patient care.  People tend to be ruthless in the pursuit of finding “the best” doctors.  How do they find the “best doctors?”  The answer is not just by word of mouth, but also through personal recommendations.  Today, people are doing their own research via the Internet, which means they are using technology to help them to decide which healthcare provider to use.

How exactly does a chiropractor acquire and utilize a quality image both personally and for the practice?  Projecting a high quality image can start with simply evaluating your personal appearance.  It can be as simple as wearing quality clothing that fits well, and making sure your shoes are shined.  Is your “look” as professional as you think it is?  Also, is your staff dressed and groomed professionally?  Are they practicing their smiles on a minute-to-minute basis?  Your staff is an asset to your practice.  Whether they are assisting with patient care or handling the bookkeeping, they are always projecting an image.  Make sure it is the image you desire your patients to perceive.

The next thing to look at is the quality of your office surroundings.  Is your landscaping neat?  Does your front door work properly?  Is the waiting room inviting and clean?  Is your equipment up to date and working properly?  It can be very helpful for the owner of a chiropractic practice to walk through his or her own front door at least weekly, to just have a look at the place through the eyes of a patient.  Each office should have a monthly checklist that is inserted into the office calendar.  An “image audit” may just catch some shortcoming that you or your staff would have otherwise missed.

Are you using up to date printed material?  Are your intake forms poorly reproduced photocopies?  Is your HIPAA notification readable?  Are your brochures current?  The expense of printing and graphic design is not insignificant; however remember, image is everything, and each and everything you give to or say to a patient reflects upon the perception of you as the doctor.  The public wants high quality, colorful, easy to understand information given to them.  How will you effectively deliver this?

One way to deliver the message of chiropractic in a high quality manner is with the new chiropractic magazines, such as Chiropractic Wellness and Fitness Magazine or Pro-Solutions for Healthy Living.  These quality magazines allow your patients to receive a wealth of positive information in a format that will reflect positively upon you and the entire profession.  These magazines are full of colorful photographs and articles that will educate and enlighten the readers, as well as encourage the readers (your patients) to share the information with others (potential new patients.)

The entire profession of chiropractic is currently undergoing a major transformation.  The public perception of chiropractic has never been more positive and, therefore, it is critical that each and every chiropractor does his or her part in order to continue the momentum.  As technological advancements continue, as research continues, as results continue, so does the enhancement of the profession.  As the image of chiropractic improves, so, then, does the number of people who seek our care.  Don’t be a spectator….  JOIN THE GAME! TAC

Dr. Maurice A. Pisciottano, CEO and founder of Pro-Solutions for Chiropractic, is a practicing chiropractor, noted lecturer, author, producer and research and development technologist.  He is well known for his practice management expertise, as well as new patient development programs.  He has devoted the past twelve years to the development of the instrumentation and the computerization of chiropractic treatment and documentation.  Dr. Pisciottano regularly lectures at Palmer College of Chiropractic in Davenport, IA, and at Logan College of Chiropractic in St. Louis, MO.  He can be reached at Pro-Solutions for Chiropractic in Pittsburgh, PA, at 1-877-942-4284.

Practice Management Tips

Q:  What do you predict for the future growth of chiropractic practices?


A:
  Approximately 30% of medical physicians remain in private practice, and the day of the solo chiropractic practice is gone as well.  The chiropractor of the future will be a member of a group practice.  With student debt running at over $100,000, the financial resources required to open a new practice from scratch are beyond the means of most new practitioners.  The trend of the group practice–a senior physician with associate team members–is a win/win for both parties. 

The new practitioner benefits from the confidence, experience, and patient base of the seasoned doctor.  The senior physician benefits from the up-to-date knowledge, energy and enthusiasm of the younger doctor, who is a candidate for future partnership.  In addition, the group practice provides “safety in numbers”.  Overhead costs can be shared, vacation coverage is assured, and often “two heads are better than one” when it comes to strategic planning and decision-making.  The group chiropractic practice is the chiropractic practice of the future, so be sure to choose a consultant who is familiar with how to recruit, train, motivate and compensate your associates.

Q:  What is your opinion of multidisciplinary practices?


A:
  The multidisciplinary practice is on the cutting-edge of the battleground of integrating chiropractic into the mainstream of healthcare.  There is a clear scope of practice between allopathic and chiropractic healthcare, and multidisciplinary practices provide patients with the best of both disciplines.  The most successful multidisciplinary practices maintain a musculoskeletal focus and refer primary care, when needed, outside the practice. 

A true multidisciplinary practice provides patients with a team approach to healthcare.  The chiropractor provides the practice with the delivery of chiropractic care, the medical physician provides upgraded diagnostic capabilities, and the physical therapist provides active care rehabilitation.  It is important to note that the paradigm of multidisciplinary practice is one fraught with many pitfalls, and those physicians who are contemplating it should do so only at the advice of a consultant and legal counsel who are well versed in the model.  There are many laws, regulations, and guidelines that must be adhered to in chiropractic practice, and in multidisciplinary practice these are multiplied many fold. 

Dr. Mark Sanna is the CEO of Breakthrough Coaching, LLC, a leading resource for personal coaching to chiropractic and multidisciplinary practices throughout the country.  He can be reached at Breakthrough Coaching, LLC, by calling 1?800-7-ADVICE. TAC

Important Answers to “Report of Findings” Questions

New patients typically come in to your office with many unanswered questions. They are somewhat apprehensive and are just looking for solutions to their problems.  Most will have a very limited, if any, understanding of chiropractic care.  They have entered a new world and are not quite sure what they will find, but they are open-minded enough to give it a try.

They have walked through your door and now you have the opportunity to educate each one regarding chiropractic care and, specifically, what you have to offer them.  In the course of conducting your Report of Findings, several questions will arise.  How you choose to answer these questions may make the difference between retaining your patient or losing your patient.

1. How long is it going to take?
Before patients even begin to receive treatment, they want to know when they will be finished!  Of course, it is impossible to accurately answer this question prior to conducting an analysis, putting the person on a treatment plan and monitoring their rate of response.

An individual’s rate of response is how quickly they respond to the treatment being administered.  While the rate of response can usually be determined after 3-4 visits, it is specific to the individual and their personal condition.  (Use your past experience to help.)

You need to explain this information so your patient understands what is necessary prior to your giving them an end date for their treatment.  Providing information in this manner lays the foundation on which additional education can be shared.  Your patient should have a relatively accurate prediction from you regarding their case within the first few days.

2. How often do I have to come?
Be honest regarding your expectations of them as a patient.  Consistent treatment is the key to their health and wellness.  If they need an intensive treatment schedule of three times a week, tell them.  Ask them if they are going to be able to commit to such a schedule for the benefit of their health.  Never give ranges such as 2-3 times per week.  If you do this, your patient will only hear the lower number and this will hinder their care plan.

They need to understand what it is going to take for them to reach corrective care through chiropractic.  Now is an ideal time to discuss the difference between relief care and corrective care.  Remember, an educated patient is a compliant patient who will also refer you more patients.
 
3. Does it hurt?
The answer to this question is directly tied to the technique you utilize in your practice.  Your chiropractic philosophy and methods of treating patients need to be explained to your patient.  Clearly define and describe your technique(s) and any physical discomforts that may accompany your treatment.

With the advancement of technology in the chiropractic field, many doctors can easily respond that there is no pain or discomfort with their treatment.  Educate your patient on any computerized instrumentation, testing procedures or rehabilitation equipment that may be a part of their treatment plan. Provide a consistent explanation to all your patients detailing any technology or methodology that you use. 

4. What is it going to cost?
Since you are not sure how long their entire treatment is going to take, you will not know the exact cost of their treatment.  However, you cannot avoid answering this question.  Confusion over finances will prevent continuation of care.  Giving an individual an understanding of the cost will allow you to continue care and further educate your patient.

As a practicing chiropractor, you are in a position to give a range of cost based on other patients with similar conditions and treatment plans.  Explain this to your patient.  Take the time to discuss any insurance issues and clearly define their financial responsibilities for their treatment. 

Answering these four major questions with your patient will lead to a smooth and productive relationship right from the start.  They understand what to expect from you and chiropractic, and know what you expect from them as a patient.  Education and understanding lead to healthy chiropractic patients on maintenance care! TAC

Dr. Maurice A. Pisciottano, CEO and founder of Pro-Solutions for Chiropractic, is a practicing chiropractor, noted lecturer, author, producer and research and development technologist.  He is well known for his practice management expertise, as well as new patient development programs.  He has devoted the past twelve years to the development of the instrumentation and the computerization of chiropractic treatment and documentation.  Dr. Pisciottano regularly lectures at Palmer College of Chiropractic in Davenport, IA, and at Logan College of Chiropractic in St. Louis, MO.  He can be reached at Pro-Solutions for Chiropractic in Pittsburgh, PA, at 1-877-942-4284.

Improve Billing Department Efficiency with Four Management Techniques

To operate your billing department effectively and efficiently, you need to recognize that billing and collections require good management. Following are some techniques that can improve your billing efficiency and help you get paid.

1. Establish expectations with your patients, your payers, and your staff. A common problem practices face is getting patients to pay their bills, deductibles or copays. Although nearly every practice has a financial policy covering when payment is due and how it can be paid, patients often don’t know about it. You have to have a written financial policy that is given to all patients when they register as new patients, stating what you’re going to do about time-of-service payments, how you handle collection later, whether you have any rebilling fees, and anything else you want to establish up front.

Expectations also need to be set for your billing and collections staff. This can be done by adopting policies and procedures regarding how your practice will handle past-due accounts, including addressing questions such as when patients should be called about their past-due accounts and when to send an account to a collection agency. Failing to define follow-up protocols means that work may never be done and renders the financial policy meaningless.

Practices should also strive to set expectations with payers. Just because an insurance company sends you a contract, that doesn’t mean there’s nothing you can do about it, and you have to accept all their terms. Maybe you cannot change the fee schedule, but what you can do, for example, is, if the insurance company has a 45-day timely-filing provision, you can say you want that to be 60 days. Be prompt; develop a system.

Techniques that can improve your billing efficiency and help you get paid.2. Establish accountability among your billing staff. Organize your billing department by payer, because every payer is different, and there are different rules and regulations for each. If you have someone who really understands Medicare, for example, that person should submit the claim, look at the claim reports, review the remittance edits, work the rejections, and do any follow up work.

3. Avoid batching work. Organizing work in batches may delay work and create bottlenecks. People don’t realize how much time they spend organizing the work versus doing it. We gather the charge tickets on a desk or gather referral forms to be typed into the system, but we’re not doing the work.

For example, a practice has some problems with claims with a particular insurance company. Every time the problems occur, they are recorded in a log in the hope that someone will eventually discuss them with the payer. If you focused on the problems, instead of writing in the log, the problems might get addressed. To focus on the problems, the practices need to look at the processes in which they occur and decide how to improve them. Review all the practice’s superbills to make sure diagnoses are linked to the codes and check for coding errors. If there’s a problem, the bill is to be sent back to the physician to make sure the diagnosis is accurate for the visit and treatment rendered.

Try to keep the work moving day by day. For example, everyone knows that you’re working on Monday’s data entry on Friday. And then it’s done and out the door. There may be some stragglers that doctors have to review, but now the work is moving every day instead of sitting. Claims now should take four days from the date of service to get billed. This system can be done in any office. The goal is to process a day’s claims in one day.

4. Acknowledge the billing staff members and make them a part of the practice team. Putting photographs of the billing staff in the reception area can help patients better identify with the people who handle the bills. It can also make the billing department feel as if it is part of the practice, rather than stuck in the “back office.” 

Communication is the key to teamwork. The business office and front-desk staff should meet often so each unit can discuss what it needs from the other to make patient registration and billing easier. The practice’s senior physician should visit the business office often, making a point to acknowledge work well done and, also, routinely write notes to staff members inquiring about the status of claims and problems. We know that nobody can do his or her job without the others. If one person doesn’t do his or her part, it can kink up the whole system. TAC

Dr. Eric S. Kaplan, is CEO of Multidisciplinary Business Applications, Inc. (MBA), a comprehensive coaching firm with a successful, documented history of creating profitable multidisciplinary practices nationwide.  For more information, call (561) 626-3004.

Results Rule in Practice Management

Our patient base is changing for the better!  Accep-tance of alternative medical modalities is a result of a number of positive and negative variables.  First, our culture is dogged with chronic conditions, many of which are given absolutely no hope of resolution through traditional medical treatment, and many have become progressively more discontented with traditional allopathic treatment. 

Additionally, patients are becoming increasingly aware of the importance of the choices they make for their personal wellness and are developing lifestyles more conducive to health maintenance. 

They shy away from more radical or invasive procedures and lean toward those offering safer treatment with less likelihood of risk or side effects.
That’s the good news.

The challenge comes with the competition introduced in this environment.  If we chiropractors don’t aspire to higher levels of service, there are nutritionists, herbalists, naturopaths, acupuncturists, massage therapists, and MD’s ready to step into our role as the premier natural healthcare provider.

The bottom line in attaining the consistent position of primary healthcare provider is found in smart practice management.  Many, if not most, patients come to us with some degree of knowledge about alternative healthcare, expectant of results, cognizant of costs, and shorter on time.  They want safe and effective treatment in less time with the least possible cash outlay.  New, contemporary homeopathic procedures meet each of those requisites.

Homeopathy empowers the chiropractor to take the lead in wellness care while maintaining a high volume, broad scoped practice.  Homeopathy is truly a key element to providing more effective and efficient results.  Additionally, homeopathy’s safety record is unmatched in 200 years of recorded clinical trials:  There are no known drug interactions or side effects with homeopathic formulas. 

Homeopathy and chiropractic work similarly, bringing closure to many of the issues irresolvable by chiropractic alone.  Together, they offer a deeper-acting therapy to better address the roots of disease and address the whole nervous system than chiropractic alone. 

It is important to educate our patients on the distinction between the biochemical and bioenergetic realms of the body.  I have actually told patients that the body is made of chemicals, but those same chemicals can be found in a corpse!  That’s the biochemical realm.  The distinction between a living being and a dead one is the bioenergetic realm.  That’s where homeopathy works.  I further educate patients to understand that when the energetic control systems of the body (like the nervous system) work properly, everything else begins to perform optimally.

Every chemical within our body has a very specific charge to respond to and to do what it is told by the energetic control system.  When the total control systems of our body function properly, everything works better.  Conversely, when the control systems of our body are not working properly, many of our efforts, including adjunct modalities, such as nutrition, cannot achieve their maximized effect.  

Homeopathy, like chiropractic, works at the highest levels in the hierarchy of our health to maintain homeostasis.  The marriage of chiropractic and homeopathy empowers the chiropractor to more successfully work with the whole nervous system to better fulfill the high call of chiropractic.  Without it, chiropractic can never realize its full potential. 

When our effort to manage our practice meets the favor of patients, managed care will not be far behind.  As we are all acutely aware, the dollar efficiency of our practice is an unspoken first consideration when it comes to recommendation from managed care companies.  When we clearly offer more cost-effective, undeniably successful service, we will maintain our well-earned position as Number One Natural Healthcare provider!

 

Because our patients are now better educated, have very busy schedules, and expect instant-everything, here are a few points that can assist you in becoming Provider of Choice:

Education Your Patient.  Education is to chiropractic and homeopathy what location is to real estate.  Provide your patients with education and they will provide you with their confidence.
Use Easy & Cheap Stuff that Works—FIRST!  Simple, easy-to-use protocols create greater compliance and success.  Use conservative methods first and save the expensive, protracted treatments for last.  Homeopathy offers exceptionally fast results at an extremely low cost—as little as 4¢ per dose!
Use Easy & Cheap Stuff that Works—FAST!   Chiropractic and the contemporary application of homeopathy are fast acting, time-efficient protocols; use them as your primary tools to provide the greatest good for the most people.  Use the more highly effective, but labor-intensive, supportive therapies (nutrition, herbs, physical therapy…), when needed, in their most efficacious roles.

 

Frank J. King, Jr., is a nationally recognized researcher, author and lecturer on homeopathy.  In addition, Dr. King is the founder and director of King Bio Pharmaceuticals, a registered homeopathic manufacturing company dedicated to completing chiropractic destiny with the marriage of homeopathy.  Dr. King offers, complimentary to all Doctors of Chiropractic, his turnkey procedural system for the high volume practice called, The Chiropractic Enhancer systemÔ (CES).  It is so easy to use that you can successfully apply homeopathy in your practice using any company’s products in one day. Call King Bio Pharma-ceuticals, Asheville, N.C. 1-800-543-3245 or e-mail: [email protected].

Q&A: Advice from the Experts

Expanding on Dr. Mark Sanna’s regularly featured Practice Management Tips, this issue we’re adding some bonus tips in celebration of our annual Practice Management issue! That’s right; we’ve asked twelve of the biggest names in chiropractic practice management to share some of their most frequently asked questions and their advice and insights for achieving success in practice and in life! Read on to see what the best minds in the business have to say about how to realize the practice of your dreams!

mark_sannaQ: What have you found to be the most successful marketing tool available to chiropractors?

A: Attracting new patients to your practice is, at its essence, a matter of making contacts. The more contacts you make with potential new patients, the greater your opportunities to convert them to patients in your practice. Consider that 53% or 143 million Americans access the Internet, and that 2 million Americans each month access the Internet for the first time. The best investment in new patient marketing technology that a chiropractor can make is to invest the time, energy, and effort in becoming Internet proficient.

The Net’s most powerful application is E-mail, because it offers “frequency for free.” Frequency of contact leads to a sense of community among your existing patients and, ultimately, to the key ingredient in any long-term relationship—trust.

You can encourage your patients to volunteer their attention by keeping in touch with your practice community through a weekly or semi-weekly inspirational, motivational and informational electronic newsletter. The best part about an electronic newsletter is that, with the click of a mouse, your patients pass it on to everyone in their address book. Today, the most successful chiropractors regularly connect with their practice members and community through online technology.

Dr. Mark Sanna is the CEO of Breakthrough Coaching, LLC, a leading resource for personal coaching to chiropractic and multidisciplinary practices throughout the country, and the author of the best-selling book, Breakthrough Thinking. For more information, call 1-800-723-8423 or visit www.mybreakthrough.com.

Q: Should I integrate my clinic into a DC/MD or DC/PT Center?

A: Absolutely. There is no question that the wave of the future I have been predicting for over 16 years as a consultant is definitely here. Our world has evolved into a very fast paced life, and patients are demanding the best healthcare available in one convenient location and at reasonable cost. The DC/MD or DC/PT center offers this alternative. The chiropractor can ethically and profitably set up such a center and give all patients the necessary care they deserve, while keeping chiropractic as the initial first choice of treatment. Of course, all other treatments are also available under the same roof.

daniel-dahanDue to the fact that less than 8% of the population receives chiropractic care, yet more than 93 % of all US residents seek medical care, one can only imagine the great increase in revenue a multidiscipline center can generate. Nonetheless, one must be very careful to insure that the set up is legal and managed appropriately, using protocols as per federal and individual state rules and regulations. The DC/MD/PT center provides a viable solution to the current American healthcare crisis. DC’s are trained healthcare practitioners who are genuinely concerned about rendering 100% unadulterated care to all people of all kinds, using expertise, knowledge, compassion, kindness, teamwork and love.

Patients deserve the best of both worlds. There has never been a better opportunity to service all people for all needs at all times as now. This is your time to make a difference.

Dr. Daniel H. Dahan is the founder and CEO of Practice Perfect, the nation’s largest management and consulting firm for multidisciplinary centers. For more information call 866-67-DAHAN, (866) 673-2426 (Toll Free #), email [email protected] or visit www.dahan.com

Q: Why is the profession becoming so attracted to the Identity-Based model of coaching?

hoffman_markson_permanA: The issue of “identity” is the missing piece in the puzzle of success for doctors of chiropractic. We have discovered that Identity-Based Coaching exceeds traditional Strategy-Based models. The Masters Circle’s unique contribution to the chiropractic profession is the Identity-Based Model, and we believe that “who you are determines how well what you do works” and, therefore, emphasize the unity between identity and strategies. Self-esteem and self-image are the frame work for any successful practice. We have noticed that, when the “successful identity” is coupled with cutting edge, practical and highly effective strategies and procedures, doctors are transformed into confident, congruent, philosophically sound doctors who are creating successful practices that flow with positive energy.

Dr. Bob Hoffman is the President and Chief Operating Officer of one of the nation’s premier chiropractic leadership and consulting program, The Masters Circle. He is a visionary leader and internationally acclaimed speaker who has spread the chiropractic message globally for over 20 years. He has created powerful practice building and educational materials to help chiropractors get better results and build the practices and lifestyles of their dreams. For more information, call 1-800-451-4514 or visit www.themasterscircle.com.

Q: Why is it so important to be On-Purpose?

A: Your “Purpose” is your primary aim; it points you in a direction and keeps you focused on where it is you want to go. Therefore, if your purpose is to “help as many people as possible through chiropractic,” you stay focused on helping people get well and are willing to do whatever it takes to spread the message of chiropractic.

Being on-purpose keeps you excited, happy and motivated to help people understand chiropractic. It enables you to push through the problems of practice so you focus on getting people well. If you’re focused on your patients, you will surely give better care.

david_singerIf you focus on the people who have actually had better lives, happier lives, drug-free lives, or longer lives because you introduced them to chiropractic care, then you will be more willing to communicate your message to others—and, when you do, your enthusiasm and excitement about what you do will spill over and touch the lives of others.

Stay focused, talk about chiropractic, do in-office workshops, hold staff meetings, or whatever else it takes to stay on purpose. Don’t get so caught up in the problems of practice that you forget who you are and why you are here. You are a chiropractor and you have the power to make this world a better place!

Dr. David Singer is the CEO of David Singer Enterprises, a company offering an honest and ethical approach to building a practice through one-on-one consulting programs, products and practice expansion seminars. For more information call 1-800-326-1797 or visit www.davidsingerenterprises.com.

Q: Do I need an MD in my practice to make it successful and how does the Anti-Aging concept enter into the practice of the future?

A: This is a question that I receive many times over by DC’s from around the country. My answer is always the same. It depends on what you are trying to accomplish and the type of practice you are desiring to have. At the present time I counsel doctors beginning their practices to stay with the chiropractic side only and allow themselves to develop some experience as well as a more firm financial foundation before venturing into more complex practice models.

I think the future of our profession is bright and the Anti-Aging and Wellness arena is one that has yet to be tapped. As the DC gains the experience necessary to branch out into other areas he/she needs to ask him/herself the question of whether their practice interest surrounds Wellness care or sickness care.

dallas_humbleI now own and operate an Anti-Aging and Wellness Center with an MD and several RN’s focused on practices such as IV Chelation Therapy, Human Growth Hormone Replacement, Mesotherapy (which is a less invasive alternative to Liposuction), nutritional analysis and much more. As the future unfolds for our profession, I believe you will see more and more Anti-Aging practices around the country delivering the care the public is requesting. For now, it is my advice and those associated with our group that an MD does not make your practice successful. Success comes from within and, with the right management advice and guidance, you can still achieve the practice of your dreams without having an integrated practice.

Dr. Dallas Humble is the President and Founder of Dallas Humble, Inc., a nationwide consulting firm aimed at personal and professional development for the DC. For more information call 1-800-292-1947, email [email protected] or visit www.dallashumble.com.

keith_mauleQ: What one thing could I do to initiate change in my practice and get back on track?

A: It’s time for a Strategic Planning Session. This will restart the practice that has hit a plateau. A Strategic Planning Session is actually a daylong staff meeting. Here’s how they work:

1. Block out a day on your appointment book.

2. Have your strategic planning session outside the office. State parks, hotels and other off-campus areas work well.

3. Meet with each staff member individually before the strategic planning session to get their private input on problems that face the office.

4. About a week ahead of time, distribute the agenda for the meeting.

On the designated day, meet at the office and travel together to the strategic planning session. Dress casually and plan to get organized. Start the session with some social mixers to get everyone involved. Most of the morning is spent identifying problems and deciding on solutions. In the middle of the day, recess, and spend an hour or two just having fun together. That includes anything from sand volleyball to nature walks. In the mid-afternoon, reconvene and focus your discussions on future goals and the direction of the clinic. At the end of the day, the staff goes away refreshed and reunited with a single purpose.

Done too often, the strategic planning session can become mundane; but, if you have a strategic planning session every 8 to 15 months, you’ll be amazed at the cohesiveness and direction it gives the staff. And the ability it has to make your practice come alive once again.

Keith Maule is the CEO of Kats Management where he has been conducting management seminars for chiropractors all over the country 30 weekends a year for more than 15 years. For more information call 1-800-843-9162 x128 or visit: www.katsmanagement.com.

Q: The insurance companies keep reducing my fees and it’s killing me. Should I take on more insurance patients to compensate for the lower earnings, or should I convert to an all cash practice?

A: If your practice is primarily insurance, you are unquestionably a “slave” to those carriers who keep reducing your fees. Getting more of the same patients will only make you more of a slave—with more to do and no more to show for it.

peter_fernandezConverting to the “freedom” of an all cash practice is not the answer either. When you have a large cash practice, you will no longer be a slave to insurance companies; however, you will become a slave to a high volume, low fee, low net profit practice–working way too hard for way too little. You are simply exchanging one type of slavery for another.

So, if a large insurance practice or a large cash practice is not the answer, what is?

Today’s most successful practices provide patients with additional services that they want and will pay for. Consumers spend billions of dollars a year on nutrition and weight loss programs. Who better to provide these than you, a doctor, with your specialized knowledge and experience. Other types of care that are typically not covered by insurances, but wanted by patients, include scoliosis care, postural correction and the treatment of athletic injuries. Learn how to add, market and provide these and other non-insurance reimbursable services, and you’ll again have a practice that will serve your patients well and comfortably provide for you and your family.

Dr. Peter Fernandez has been a practice consultant for the last 23 years and, in this capacity, has consulted with approximately 5,000 DC’s and in the opening of almost 3,000 new practices. For more information, call 800-882-4476; www.DrFernandez.com or E-mail: [email protected]

fabrizio_manciniQ: Why do so many chiropractic patients quit care before they get the results that can change their lives?

A: When patients come into a chiropractic clinic for the first time, they usually have self-limiting, preconceived expectations, mostly because of what they have going on in their lives. That’s why, as a Doctor of Chiropractic, it is so important for “New Patient Procedures” to:

1. Gather information that you are legally responsible for,

2. Show the patient that you understand their problem,

3. Educate the patient about chiropractic wellness care,

4. Demonstrate to the patient that you can help them or find them someone who can, and

5. Lead to a wellness plan that will replace old behavior and limiting thoughts with a plan of action that will allow the patient and their family and friends to evolve.

The Parker Procedures found at Parker Seminars, lead by Dr. Fabrizio Mancini, are the foundation of other practice management procedures and products. The Parker Procedures are a systematic approach to creating patients who stay, pay, get well, refer, maintain and return. For more information, call 1-800-GETMYDC or visit www.parkercc.edu.

Q: I have recently integrated my clinic. Do you have a letter to contact old patients advising them of this?

A: Following is my Patient Recall Letter:

Dear Patient,

Through the years I’ve heard our patients ask over and over again, “Why can’t medical doctors and chiropractors work together?”

Well, finally we’ve done something about it!

eric_kaplanWe are proud to announce the expansion of our practice as the _____________________ , a multi-disciplinary health care clinic. Our office is now a “one stop”, state of the art health care facility where you can go to receive the best of conventional medical care, medication, chiropractic, rehabilitation acupuncture, massage therapy, and a host of other “complimentary” medical approaches. We also offer state of the art diagnostic testing (EKG, electrodiagnostic, etc.)

As you know, we have always been committed to providing the best possible care to our patients. Now, with our new, expanded approach we will be able to provide more comprehensive, cost effective healthcare. We are also members of many insurance plans and accept insurance assignment. And with our expanded facility comes expanded insurance coverage for our patients. Most health plans will now cover our services, which wasn’t always the case in the past.

Our qualified and caring staff is here to answer all your questions at any time. We look forward to reacquainting you with our modern, updated wellness center.

Please feel fee to call in to schedule a free 15-minute mini massage.

Yours in Health,

__________________________

Dr. Eric S. Kaplan, is CEO of Multidisciplinary Business Applications, Inc. (MBA), a comprehensive coaching firm with a successful, documented history of creating profitable multidisciplinary practices nationwide. For more information, all (561) 626-3004.

Q: What do you find is the most effective business strategy for chiropractors to be ultra-successful in today’s market?

A: Adding lifetime family wellness care is the most effective strategy. What do I mean by this? Preach what you practice and build a great business around that model. If everyone participated in chiropractic the way that chiropractors and their families do, practices would be full and more profitable than ever. We see these positive results happening globally for chiropractors who are implementing this model.

eric_plaskerLet’s face it, insurance has dried up. It requires much more overhead to get reimbursed and the stress of the ever changing mystery code game can drive chiropractors and their teams insane. Unfortunately, these challenges cause chiropractors to see their practices diminish and make them question their career choice.

The time to begin maximizing is now. People’s attitudes toward lifetime wellness continue to be on the rise. Suspicion of big business integrity, insurance companies, is also on the rise. Adding the family wellness component to your practice will stabilize your income by creating cash flow and will prove to be a rapid catalyst for growth.

Dr. Eric Plasker is the founder and CEO of The Family Practice, where chiropractors are uniting to lead family health care around a mission of L CFE—Lifetime Care for Everyone.

After building two successful practices in Atlanta, Dr. Plasker created The Family Practice to provide chiropractors with congruent blueprints, coaching, and educational resources necessary to build a lifetime family wellness community within their practices. For more information, call 866-532-3327 (ext. 118), or visit www.thefamilypractice.net.

denis_nikitowQ: What is the secret to building a successful family practice?

A: The key is to reposition your practice from a back pain practice to wellness. There are three essential elements to do this. First, you have to show people the philosophy and principles of chiropractic. When they understand that subluxations are silent, interfere with nerve flow and can affect overall health, they are more apt to have their families checked. Secondly, patients need to see medical research to support the principle of subluxation to give it credibility. We use the “Certainty” research posters and pamphlets. When patients see that subluxations can cause problems like tachycardia, asthma, vision, digestive, kidney, etc., they will be motivated to maintain their spinal alignment. Lastly, use testimonials. Show pre- and post- X-rays and a picture of the patient with their testimonial. This is more personal and believable and will increase certainty and referrals.

Dr. Dennis Nikitow is the founder of The Ultimate Certainty Seminar and Certainty Practice Products. For more information, call 1-800-544-3884, or visit www.certaintypracticeproducts.com.

cj_mertzQ: What can I do to cut down on the number of “missed” appointments by my patients?

A: This week in your practice, retrain the significance of “originally scheduled adjustments” (OSA), with your team. The body loves rhythm, and receiving adjustments is no exception. When you recommend Monday, Wednesday and Friday night at 8:00 PM, that’s different than three times per week. When patients get into a rhythm of same day, same time adjustments, their bodies actually respond better. If you have a practice that has been taken over by missed visits, re-scheduled visits and make-up appointments, it’s because your team has lost value or understanding of original scheduled appointments. Reclaim the power of your recommendation, increase the effectiveness of your adjustments and feel your practice begin to grow again by reinforcing OSA. The goal is never to have a patient drop in two or three times per week; the goal is correction. Vertebral subluxation correction requires a protocol of care, and the body demands rhythm for maximum results. Educate your patients in this way and see missed visits become a thing of the past.

Dr. C.J. Mertz is a 1984 graduate of Palmer-West Chiropractic College and the founder and head coach of the Waiting List Practice chiropractic training organization. In 2003, Dr. Mertz was elected the 17th president of the International Chiropractic Association. An expert in wellness, in his short time in office, he has revolutionized the distribution of the chiropractic message via television infomercials, and as a published author. For more information, call 1-512-327-1895 or visit www.TeamWlP.com.

TAC would like to thank all the twelve doctors for their participation in this feature. TAC

Practice Management Directory

Practice Management

The 2X+1 Chiropractic Mastermind

A mastermind of the world’s wealthiest doctors who have quietly revolutionized their practices using the proprietary 2X+1 system which is the OPPOSITE of what practice management or coaching “gurus” teach.  These docs are now serving on a higher, more profound level, while enjoying record practice growth AND more fun and time off than ever before.  Check out our websites to see if YOU qualify to discover the 2X+1 System. 

For more information, visit www.chiromastermind.com  or www.chirofreedom.com.

Breakthrough Coaching

Breakthrough Coaching is the profession’s premiere practice development system, having coached thousands of chiropractic and multidisciplinary practices.  Founded in 1988, Breakthrough Coaching is recognized for systems that are the most advanced, outcome-oriented in chiropractic today, and respected by a diverse cross-section of modern healthcare providers. 

For more information, call 1-800-7 ADVICE or visit www.mybreakthrough.com.

Certainty Seminars

Learn how to keep in BALANCE with FAMILY, GOD, & LIFE while enjoying a big practice with Dr. Dennis P. Nikitow. 

For more infor-mation call 1-800-544-3884 or visit www.certaintypracticeproducts.com.

Dallas Humble, Inc.

Personal and Professional Development for Chiropractors. 

For more information, call 1-800-282-1947 or visit www.dallashumble.com.

David Singer Enterprises

Our purpose is to help doctors achieve their full potential in practice and in life, as well as to expand the impact of non-drug solutions to health problems and help natural healthcare become the premier healthcare choice in the world. 

For more information, call 1-800-326-1797 or visit www.davidsingerenterprises.com.

Dr. Demartini

Dr. Demartini’s proven principles and simple methods that have helped chiropractors build some of the world’s largest and most profitable practices.

· Market at no cost
· Explode with new patients and enhance patient retention
· Speed up procedures and organize patient flow
· Collect and save more swiftly
· Simplify paperwork
· Motivate staff, maintain order and stay focused

For more information, call 1-888-DEMARTINI or visit www.drdemartini.com.

The Family Practice

Mission: LCfE—Lifetime Care for Everyone

The Family Practice provides chiropractors with all the blueprints, coaching, and educational resources necessary to build a lifetime family wellness community within their practices, and to express their unique, innate potential.  We are committed to every chiropractor being as successful as possible, and to the chiropractic profession leading family wellness in the world.

For more information, call 1-866-242-0571 or visit www.thefamilypractice.net.

Fernandez Consulting

Dr. Peter Fernandez´ seminars, one-on-one consulting, and publications have empowered thousands of DC’s to achieve the practices of their dreams–quickly, profitably and proudly.  Fernandez Consulting is chiropractic´s ultimate success resource for DC’s looking to open a new practice or to build an existing one. 

For more information, call 1-800-882-4476 or visit www.DrFernandez.com.

Integrated Expo

DC/MD/PT. The next INTEGRATED EXPO is May 13-16, 2004, in Chicago.  Extensive topics, detailed information specifically for integrated, holistic care and multidisciplinary practices.  The EXPO provides vital information and will show multiple successful ways to properly establish, develop and efficiently promote your DC/MD/PT centers.  The EXPO is offering another phenomenal opportunity to learn from the nation’s most respected and knowledgeable experts.  This is the ONLY Seminar of its kind in the country.  Space is extremely limited due to popular demand. 

Call 1-800-598-6289 for a free kit or visit www.theintegratedexpo.com for registration information.

Kats Management
 

Kats Management is a full-service consulting company.  We provide a personalized coaching environment, including 5 seminars a year in 8 locations and many one-day seminars.  This means less travel costs for the client.  Our clients range from starting practices to million dollar practices.  On the cutting edge of chiropractic—we keep our clients positioned for the future.  Not only do we provide our clients with the necessary business skills to be successful in health care, we also provide powerful programs such as Living Well for Life—a brand new health and wellness program, PLUS involvement with world class athletes.  We also sponsor of the World’s Greatest Athletes Decathlon Club, featuring top pick for the 2004 Gold medal decathlete, Tom Pappas.

For more information, call 1- 800-843-9162 x128 or visit www.katsmanagement.com.

Karl Parker Seminars

The ongoing legacy of the Parker Family continues with 8 or more seminars a year presented around the US, usually in Las Vegas, Dallas, Chicago and Atlantic City.  The seminars include up to 8 modules of the primary areas of practice success, including practice management, marketing, philosophy, staff training and even license renewal and technical training. 

For more information, call 1-888-4DR-KARL (437-5275) or visit www.karlparkerseminars.com.

King Bio

King Bio™ is an FDA registered, homeopathic manufacturing company founded by a chiropractor for chiropractors, dedicated to completing chiropractic destiny with its marriage to homeopathy.  King Bio’s contemporary approach combines modern application of homeopathy with the safety, effectiveness, and clinical proof of the 200-year-old science.  Its founder and director, Frank J. King Jr., N.D., D.C., is a nationally recognized researcher, author, and lecturer on homeopathy. 

For more information, call 1-800-543-3245 or visit www.kingbiochiro.com.

Lakeside Chiropractic Seminars, Inc.

Lakeside Chiropractic Seminars, Inc., is dedicated to setting a new standard in continuing education for Doctors of Chiropractic.  Lakeside Seminars employs only the top instructors in chiropractic and hosts post-graduate courses in Pediatrics, Nutrition, Neurology, Radiology, Orthopedics, Risk Management, Utilization/Peer review and chiropractic wellness.  Our seminar objectives are directed not only to satisfy license renewal obligations but also to equip the chiropractors of today with the latest knowledge, research and techniques to meet the challenges of tomorrow. 

For more information, call 1-704-892-4966 or visit www.LakesideSeminars.com.

The Masters Circle

The Masters Circle Identity-Based Consulting™ approach was developed to exceed the traditional strategy-based techniques and teach doctors that they need to focus on the fact that “who they are determines how well what they do works”.  Through seminars, teleclasses, private consultations and tutorials, chiropractors are transformed into confident, congruent, philosophically sound, and clinically competent doctors.

For more information call 800-451-4514 or visit www.themasterscircle.com.

Mastery Coaching

Mastery Coaching helps you determine, clarify and reach your personal, business and practice objectives.  We help you be, do and have whatever you want, consciously and by design.  Clear objectives are vital to your success.  The plan to accomplish them must be as unique as you are, if it is to be successful. 

For more information, call 1-760-943-7040 or visit www.masteringchiropractic.com.

MD’s for DC’s

One-on-one consulting and coaching for the multidiscipline practice.  MD´s available in every specialty.  MD owned and operated. 

For more information, call 1-800-916-1462 or visit www.mdsfordcs.com.

The Palmer Institute for Professional Advancement—Practice Management Division

The Practice Management Division of the Institute focuses on creating successful chiropractors!  Our focus is on training students and young practitioners to design and create their practices.  Workshops, seminars, and coaching programs include topics from choosing your location all the way through to opening your doors.  We specialize in marketing, filling your practice with ideal clients, and building dynamic chiropractic office teams. 

For more information, call 1-563-884-5248 or 563-884-5448 or visit www.palmerinstitute.net.

Parker Seminars

Parker Seminars delivers Innovative Business & Marketing Resources, Powerful Motivation, Networking Opportunities and Office Procedures that Work! 

For more information, call 1-888-727-5338 or visit www.ParkerSeminars.com.

PARKERSOURCE

ParkerSource is an affordable practice success membership organization that provides 8 modules of success seminars, consultations, practice solutions from over 50 experts, staff training, annual license renewal, and a wholesale buyers service that can save you far more than the membership fee alone…all with a 110% money back guarantee. 

For more information, call 1-888-437-5275 or visit www.parkersource.net.

SOTO-USA

SOTO-USA teaches you how to deliver state-of-the-art chiropractic and cranial care to adult and pediatric patients alike.  Build a cash practice as you cut marketing costs and watch your referral base grow from patients and other professionals.  Regional technique seminars throughout the year, plus interdisciplinary symposiums aboard an Alaskan cruise and in Las Vegas this year! 

For more information, call 1-336-760 1618 or visit www.soto-usa.org.

Ward Success Systems

We pride ourselves on being the most personalized chiropractic coaching program today.  Dr. Charles Ward has been coaching successful chiropractors for over 25 years.  Our purpose is to assist you in gaining clarity of your vision.  We are committed to empowering chiropractors and their teams so, together, all of our clients may reach the practices of their dreams.  Ward Success Systems is dedicated to helping those we serve create a higher standard for themselves in all areas of their lives. 

For more information, call 1-925-855-1635 or visit www.ultimatechoaching.com.

The Waiting List Practice

By age 28, Dr. C. J  Mertz, Founder and President of The Waiting List Practice had already built his own Waiting List Practice.  Our purpose in chiropractic is to strengthen the field with as many healthy, principled, successful practices as possible.  We accomplish this by developing trusting, lasting relationships with chiropractic teams, and empowering their practices through our signature training methodology. 

For more information call 1-877-832-6957 or visit www.teamwlp.com.

Patient Education

Performance Health Inc./Biofreeze

Great Marketing tool within your office and outside your office.  Customized brochures with the Healthcare Professional’s name and phone number and 2 trial size packets, at no-charge, to hand out at health fairs, seminars and bring in new patients!  Remember, Biofreeze is NOT sold in retail stores! It is only sold through Healthcare Professionals. 

For more information, call 1-800-246-3733  or visit www.biofreeze.com.

ChiroPower, LLC

We supply chiropractors with fully research based, turn-key, staff driven, proven, patient education, referral, and marketing systems.  We believe in a Tell-Don’t-Sell Method of Practice Building. 

For more information, call 1-866-655-8502 or visit www.chiropowerinc.com.

Foot Levelers, Inc.

For over 50 years, Foot Levelers, Inc., has provided educational tools and programs for chiropractors interested in educating and/or communicating with their patients regarding the human kinetic chain, Total Body Support and the concept of Adjust, Support, and Rehabilitate (ASR). 

For more information on these FREE tools, programs and services, call 1-800-553-4860 orvisit: www.footlevelers.com.

Health Visions Patient Education Company

Health Visions has been providing chiropractors with top notch products to help them build their practices since 1996.  The company’s most popular patient education product is the Silent Reception Room Video Series, which consists of 8 titles that play effortlessly and consistently for all patients.  Their newest patient education system is the powerful Inter-Changeable Poster System that consists of 36 poster designs that encourage family care and referrals.  Also included in this new system are custom acrylic frames that make rotating the posters easier than ever. 

For more information, call 1-888-480-1350 or visit www.chiroed.com.

Koren Publications, Inc., and Dr. Tedd Koren’s Patient Newsletter

Koren Publications revolutionized chiropractic education with powerful and convincing, scientifically referenced patient education brochures, booklets and other patient education materials. 

For more information, call 1-800-537-3001 or visit: www.korenpublications.com.

Visual Odyssey

Visual Odyssey offers amazing patient education charts and software which features energy pulses flowing along nerve pathways while organs, muscles and dermatomes flash.  This interactive ROF/Screening/Lecture software now has over 300 comprehensive screens, 249 anatomical correlations, and 229 interactive animations.  Runs automatically, or works by mouse, or touchscreen. 

For more information, call 1-800-541-4449 or visit www.chirocharts.com.