Chiro 3327 Dr. Joel E. Margolies Cpt. 3: Examinations: (pg. 50) Second Visit Looking for Nerve Interference .... Stress on the Nervous System ... The Subluxation Correlate Patient¼s Nervous System to their Problem Relate to What ... How ..... Why ... their problem(s) hasn¼t improved on its own? Stress: Emotional ..... Chemical ..... Physical ..... Neurological (Chronic) Stress To The Nervous System Effects Function -- Dis-Ease Challenge to Their Belief System Types of Exams: General ...... Medicare ..... Injury ....... Complimentary ....... Screening ....... Pediatric They should know you know ... Part of the Solution ..... Correction is in order Place Strong Value to the Adjustment (Sacred and Conservative at First) X-rays: (pg. 52) Position yourself in authority .... Who is X-rayed? .... Exceptions ... Risk Management Report of Findings: (pg. 53) Tell the Chiropractic Story .... Tell the Truth ... Cause and Effect ... Brain-Body (pg. 56) Ä Shift From Pain --Effect -- To Subluxations -- Cause -- Correction Ä Shift their attention towards correction -- Subluxations -- We Own IT! Ä Relief Care is the Medical Model Ä Give them a few days prior to a schedule and a commitment .... Let them know why Referrals: Plant the seeds now .. who sent them? ..... Shadow Patients .... Testimonials .... They equate what brought them in as Chiropractic ... Expand New Patients are the Life blood of an Office Professional Alliances: Create Your Farm Log .... Determine areas to call .... Follow up scripts Best Leads: Patients .. where do they work? (wait for positive response to care!) Ä Prepare packets ..... Follow through in 3-4 days ...... set up morning meetings Ä Meetings: Be Prepared with knowledge ..... stick to what you know ÄÝ Goal: Workshops throughout the year .... booked months in advance Ä Workshops: No hard sell .. create mailing lists .. offer (exam) Menu (pg. 63) Health Care Provider Alliances: (pg. 65) Ä Non confrontational ..... Don¼t tread on their Turf .... We don¼t duplicate their service Ä Letters on Introduction ... patient¼s..... phone book ..... insurance book Ä Referral Network: Conservative physicians ... Podiatrists ... GP¼s .... OB/Gyn Health Food Store .... Psychologists .... Gymnastic Centers .... Ä Health Spas: Create an alliance (pg.70) Meet .... Evaluate .... Non-Binding Attorney Alliance: (pg 72) Ä Create Attorney Log .... Who does PI ... Paralegals .... Send letter Lunch Ä Bring Narrative .. Notes ... Impairment Rating ... Question Attorney