Q:


Dr. M:

Greetings! Although I'm a Parker graduate, I've been using the advice and ideas from your 
website for some time, and find them particularly helpful.  So much so, it's your expertise 
that I'd like to tap into...

I'm an associate working in my own clinic...I see approximately 230 patient visits a week, 
but there is one area I'd like to increase: PI and Worker's Comp.  I practice in Texas, and 
work comp particularly is very good for the most part.  Now, as far as budget goes for 
implementing a program, we're pretty comfortable...The thing is, what I'm looking for is a 
100% implementable program that works...my goal is 15 new work comp/PI patients per 
month (total)....the town I practice in is about 80000, 180000 in the county...I did talk to 
Heather at your office and plan to order the workbooks....what morsels of guidance can 
you offer? My main concern, I suppose, is that I want to do something that every other DC 
isn't doing (e.g. aren't attorney lunches pretty commonplace?) Any input you can offer 
would be greatly appreciated...

Thanks again...


A:

Thanks for the e-mail. My first question is why are you still an associate if you can 
generate an active practice of over 200 patient visits a week? It might be time to go on your 
own. Nonetheless .. a PI/WC practice materializes from various areas. As you mentioned 
attorney lunches is one way to get your name around. You can also set aside a morning 
here and there .. either you or a PR person if you have an active PR program .. and meet a 
number of attorney firms and just touch base with their PI attorneys or the paralegals that 
handle their work. In other words .. in my town .. a number of law firms surround the 
county courthouse. Make a few phone calls and ask if you can schedule a time to meet 
either the PI attorney or their paralegal at a set hour. Do the same for a few more in the 
same area and you possibly can hit a few in a day before lunch. What have you 
accomplished .. a) you showed your aggressiveness to generate new business .. this is 
very important for the attorney that needs an advocate if called upon. b) you provided them 
with not only a card but some material with facts that can assist them and their clients 
concerning what you know about soft tissue injuries .. a copy of a narrative or impairment 
sheet. c) You might hit it off with the attorney and their staff and have them market their 
clients to you from then on. Remember .. there is competition for the PI work. You have to 
stand out amongst the multitude as competent and professional. They¼ll never know you 
are unless you meet them. A phone call is better than a letter .. being there is person is best. 
Also .. they may already have a working relationship with a DC in their area .. but now 
they have a DC that can handle their clients in your area. Be sure to have on any fact sheet 
the surrounding cities where their clients may live or work that is close to you.

Second .. why not set up an attorney and paralegal soft tissue workshop. My PI Workshop 
Workbook has this workshop inside and can be very helpful. If you can breakdown the 
hours as per topic and then contact the State Bar .. you may be eligible to provide their CLE 
.. continuing educational classes. You can start slowly .. have a few attorneys and/or 
paralegals in your office (by the way .. having only paralegals may be even better .. they 
usually see the clients first and are the ones that direct them to the doctors they know). 
Serve finger food and just go over some basic concepts of soft tissue injury and repair and 
the purpose of chiropractic. From small classes word will spread. 

As far as WC .. you must go out and meet the company benefit folks and offer ergonomic 
workshops and get onto their WC panels or be available for their employees. My 
Workshop Workbook has some ideas. 

I hope this is helpful. Please tell others about my weekly e-mail 

Have a Great Day

Dr. M