Shared by the Master Circle: amy@themasterscircle.com

Dear Doctor:

Mastery of the report of findings is a major key that can unlock the 
door to a successful practice.  For the patient, it is the moment of 
clarity and the moment of decision, so let's look at an effective ROF. 

My model for the report of findings has three chunks - the Four 
Questions, the Three Phases, and the Commitment.  The Four 
Questions are the essential information every patient needs to know 
to be able to decide favorably on your program of care.  Simply, they 
are: Can you help me?  What's wrong with me?  How long is this 
going to take?  How much is this going to cost?

If you leave any of these questions unanswered the patient cannot 
and will not commit.  So, script and practice sensible, intelligent, 
versatile responses to these questions, because without these 
concerns handled, the patient can't hear the rest of what you're 
saying, no matter how important it is.

The Three Phases is the section where you explain your program of 
care - that in Phase One, you will address any intensive care needs 
and help the person get out of severe trouble as quickly as possible;  
then, in Phase Two, you'll make the best correction possible to the 
underlying cause and stabilize the spine and nerve system in a 
condition of health;  and finally, in Phase Three, you'll establish an 
appropriate schedule of care that meets the person's wellness needs 
and encourages the miraculous healing and quality of life benefits 
chiropractic is famous for.

It should be noted here that if you're going to offer choices on your 
program of care, it makes more sense to draw the line between 
Phase Two and Phase Three, than it does to draw it between Phase 
One and Phase Two - let me explain this.

If your smallest outcome you desire for your patient is to get the 
cause of the problem corrected, then you cannot offer an option of 
relief care only, because most people are trained to want that, and 
not even consider anything beyond it.  So, if you offer an option of 
relief care, and then, if they want to continue, correction and then 
wellness care, most patients will never get that far.  You must get 
them at the start to accept recommendations at least until the 
cause is corrected, and then if they don't opt for wellness care, at 
least you know you made a significant contribution to that person's 
well-being.  And, when they get through Phase Two, there's a great 
chance they'll continue with wellness care. 

There is a final chunk to the ROF, most important but often 
overlooked, and that is the Commitment.  If you do everything well 
but don't ask for a commitment, you won't get as good results as if 
you do everything just okay but get a commitment at the end.  It's 
that important to get the patient to enter into a form of agreement 
with you.  When you've finished your report, look the patient in the 
eye and extend your hand for a shake, and simply ask "Now that I've 
explained everything, can I count on you to follow through on this 
program of care?"  This verbal contract cements the relationship and 
greatly enhances the likelihood of the patient sticking around long 
enough to get full value from your care.

Refine and master your Report Of Findings - it will reward you and 
your patients many times over.

Dennis Perman DC, for The Masters Circle