Q:

Dear Dr. M

I just finished reading your article PI article in Chiropractic Products.  I have been 
practicing for over eight years and have had a very busy PI practice.  Over the past two 
years I have noticed a significant decrease in my attorney referrals.  Just today a colleague 
of mine mentioned that an attorney friend of ours said that my SOAP notes and reports 
were terrible.  I was floored.  Does your PI Workbook cover this and what would you do

A:

Thanks for your e-mail .. I wish I had some sage advice for you but I'll give it my best 
shot. First .. realize that an attorney like a doctor needs new clients/patients and finds some 
manner to market themselves .. including meeting new people and creating new alliances. 
Therefore .. local attorneys are no exception. They need to expand their playing field .. as 
do you .. and meeting new doctors for their referrals is nothing new. If they are critical of 
you just remember the source .. possibly second or third hand reporting distorts the 
message. In other words .. possibly the attorney was not so harsh in describing your notes 
and reports. But .. we should always improve.

Before I forget .. Dr. Pete Fernandez has a three weekend seminar dedicated to the PI 
practice. The seminars are in Atlanta and the next one is in August. I recommend you 
contact them for dates and fees as it is jam packed with programs and speakers. They also 
have a bookstore and many of the speaking doctors have books that may be purchased. 
You can reach them at 1-800-882-4476. As far as my book .. I have a section on the 
narrative report but the book is an overview of the mechanics of a PI practice and attracting 
attorneys to your office. All my books are marketing directed. They are $25 so it is 
affordable and a worthy investment. You can order it online via my webpage: 
www.chirosmart.net

Okay ..  as far as what you can do. I would begin a public relations campaign. Begin to 
gather the addresses and numbers of local attorneys doing PI work (this is all outlined in 
my PI book). Create some simple but factual newsletters .. just one page both sides. 
Gather the information via the internet by searching under "whiplash .. soft tissue injuries 
.. low impact injuries" You will find many hits. Copy and paste these articles and edit 
material for your newsletters .. don't forget to provide references. Once you have three or 
more .. which will also feature you .. your office and your services for the PI patient .. 
begin sending them twice per month with follow up phone calls to see if the attorney 
received them. If you wish to be creative .. you can also provide workshops on Soft Tissue 
Injuries to the mailing list (as well as e-mail and fax list so gather this data as well) 
attorneys or their paralegals that usually make the referrals to doctors ..this is featured in 
my PI Workbook. The purpose of this is to simply begin an exposure program for you to a 
specific group of people. Targeting other professions takes the same effort. 

If you were sent many patients from one attorney that seems to have found other sources to 
send his client to .. remember that business is business and they also need to expand. If 
you sense that they feel your narrative is insufficient be bold and call the attorney. Just 
come out and say that you haven't received a client of theirs for awhile and if he/she has 
any concerns that you should be aware of .. such as fees .. treatment or reports. Boldness 
can work in your favor. But .. if you want to be a little less overt .. call and ask if they 
would welcome a PI newsletter from you and if it would be best via the mail .. fax or e-
mail. Before he/she has time to answer .. let them know that it will contain pertinent 
information from the internet and other sources. It will also strengthen your reports and 
patient management. The let them speak. Before hanging up .. ask if they have found 
source material that would be useful to use in the newsletters or material used by other 
doctors in their reports that they have found useful. In other words .. if you wish to attempt 
this approach .. go about asking him why he/she has not sent you clients and why he/she 
dislikes your report. Worse scenario .. he/she will probably not send you anymore folks .. 
so go for it and just ask what's up!

I hope this helps. If you have a narrative or report handy that you can send to me I will 
review it and see if I can dig up some material for you to add. As far as programs for 
SOAP notes I have no idea. There are some programs that are advertised in our journals 
and if you go to my webpage and look under weblinks there may be some listed there. I 
would not change too much because of one attorney .. improvement is necessary but panic 
and paranoia is not. This may be one isolated care. I didn't find you e-mail address within 
my address book so I am adding it and my next e-mail to you will be titled: Welcome 
Aboard to get you started with my weekly e-mails

By the way .. if you find value with my weekly e-mails and know of other DC's with an e-
mail address .. please have them contact me about my weekly e-mails or send me your 
chiropractic e-mail address list and I'll get these folks on board. This is how my list grows

While I have your attention .. a mild commercial for my books. Many DC¼s receiving my 
e-mails ask how I can send a newsletter week after week and maintain a resourceful 
webpage for free. Well .. if you wish to contribute to my efforts .. buy one of my books .. 
it'll be a win-win.

If you wish to purchase my Smart Start Book ($60) or my PI Workbook ($25) or 
Workshop Workbook ($25) or the PR and Marketing Book ($25) .. you can do it on-line at 
my website: www.chirosmart.net/shop .. or call my office at 770-491-3639 and order it 
directly.

Also .. whether you are or are not using nutrition in your office .. you may wish to explore 
Seasilver. It is very easy to promote and very healthy for everyone as it is a whole food. 
Sold properly in the office it will keep your inventory budget down. If interested call them 
at: 1-800-299-8256 or check their webpage at: www.seasilver.com. Ask for marketing 
department for details on profitability and their nutritionist with specific questions .. they 
are very helpful. I can personally attest to the benefits and my patients keep purchasing it 
from me with varied positive results. If you purchase anything from them .. I would 
appreciate your mentioning my name: Dr. Joel E. Margolies .. 770-491-3639. 

Have a Great Day

Dr. M
http://www.chirosmart.net