From: Dr. Margolies

Once again, I appreciate the great acceptance of these e-mails. I was recently focused in the 
American Chiropractor and the Chiropractic Assistant magazines, as well as a few state 
association newsletters. As I write this, I¼ve yet to read the articles, my copy hasn¼t arrived 
yet, but I understand copies of one or more of my e-mails were published .. but more 
important others have signed on to receive these timely reports as well as saying Hi. 
Naturally some messages will make sense while others will be tough to read through .. 
that¼s life .. but overall I feel many find it useful from responses I receive from DC¼s 
within the field .. and we¼re sharing our great chiropractic profession with more purpose. I 
hate „junk mail .. in cyberspace it¼s called „SPAM,¾ so I hope you feel these e-mails are 
useful. If you ever wish to be deleted just let me know and you¼ll be instant cyberdust!!!!  
So, please continue to tell others. 

As you may know .. I moved from my rental location for the past 19 years to a renovated 
and larger „I own this one¾ free standing building .. just a mile from where we were.  
Important was to keep the same phone number .. be within the same marketing farm (5-10 
miles from my office), and limit the complications for my patients to come and refer. We 
moved smoothly .. large adjusting tables were difficult to get from one bldg. to the other .. 
but preserving of my own back .. I hired younger ones and supervised only. Prior to 
moving we began a campaign of letting our patient¼s know where we¼d be .. had a simple 
map .. provided letters to them and to those that haven¼t been in for awhile. 


We also mailed a very special letter, as was sent in the previous e-mail, to special patient¼s 
and other typical letters attempting to recapture some of the drop outs and those we¼d wish 
to reactivate. Communications is vital.

It¼s also vitally important that you continue your patient data base. Every new patient 
should be in a log .. if you own a computer they should be logged in .. these databases 
should be updated on a regular basis. Printing out this list and placing symbols (with either 
comments or notes called buttons for the CA to „push¾ when calling these people) will help 
your CA make the proper recall or reactivation providing your office an active program 
keeping those patient¼s that have not been awhile a chance to get back in the „program.¾ We 
take our care lightly sometimes .. but you must remember the concerns people have for 
their wellness and preservation. We all have fears and concerns .. it¼s our job to tap into 
these concerns .. ethically .. by telling our story and allowing them .. via knowledge .. to 
make the proper decision and determine if the value outweighs the costs and time necessary 
to get well. This is the essence of practice management. 

Time and time again, I drill into my students that their chiropractic hands are a given (after 
years of clinic and study) ... they should know their technic and have their act together 
concerning the adjustment. But to help the patient .. they must remain a patient (whatever 
their schedule is .. that¼s your judgment call) and by being a patient .. either active  .. 
supportive   .. maintenance .. they will continue management of their neurological 
component of life¼s „wear and tear.¾ Being apolitical with these e-mails .. the message is 
simply to tell the story .. if you feel a component for their management is therapy .. one 
type or other .. nutrition .. exercise .. massage .. or sharing  them with the medics .. is 
minute when compared with our primary product .. do what you feel your education and 
experience dictates you do .. it¼s your essence they come for .. your knowledge .. your 
belief .. but most important it¼s your ADJUSTMENT! They can receive everything else 
elsewhere  (MD .. DO .. PT) .. but as a Chiropractor .. don¼t forget chiropractic. 

So with all this .. we must make a point .. to create and maintain our mission .. to reach 
more people and feel obligated to keep those that pass our office threshold within them . 
The greatest threat to ourselves and others is a weak management team where patients come 
and go and never reach the potential they sought when they first consulted you. Maybe it¼s 
your staff .. they are a reflection of you .. Maybe it¼s managed care and insurance 
restrictions .. this is a reflection of what you feel you¼re worth .. Maybe it¼s the office 
karma or some cosmic reason .. this also is a reflection of your weakness and fears .. Stop 
This! .. look for simplicity .. look at your hands .. this is what they have come for .. use 
your mind and tap into your knowledge and give of yourself with the time you have and all 
else will follow. Make it complicated and it will be.


We must touch the lives of those that wish to dance with us .. we must reach deep within 
ourselves and determine where to tighten our weak ship. If you must go to seminars to get 
the drive that is driven down month to month .. go. If you must listen to tapes and read 
volumes of books to be inspired and be „on fire.¾ get åem and keep it up. But our service .. 
our product .. must be available. If we lose patients .. they lose. Practice management is 
much more than an insurance form, a financial discussion, a report of findings, a 
consultation, or an adjustment .. it¼s all of it .. learn it and use it well .. it¼ll treat you right. 

Dr. M