COMMUNITY SCREENINGS General Rules and Observations _ Be Visible and Available ________Show and Tell .. Keep Discussions to a Minimum ____Hook up with a Local Charity .. charge for office evaluation ____Schedule Potential New Patients Within a Week ______________________ Introduce Office and Community Workshops ____________________________Create a Database for Newsletters and E-mails Ä People Will Be Too Busy Or Not Interested To Stop Your booth must be appealing to have them come by Be Available To Introduce Your Program: ___Standing behind a table will not attract them .. Bring Them To You People Involved -- Have A Strong Support Team __ Roving Person: Brings People Over __ Greeter Person: Most Important Role -- Gets People To Stop __ Examiner: time is valuable -- learn Evaluating and CLOSE scripts __ Scheduler: makes appointments .. Focus on NP Follow Through ___Charity donation for in-office evaluations .. people follow money ___Attempt to Discourage Them .. Serious Folks will come What Is This? „We are Evaluating Postural Stress¾ „This is a Stress and Posture Evaluation¾ Create Some Attraction (ENERGY) At Your Station Some Ideas: __ Work with a massage therapist drawing people near while they wait.. $1 __ Work with a local health spa for free memberships and advice __ If there is a local sports event .. have a television hook up __ Local celebrity may be persuaded to attend if charity is available ___Call the PR of sports and media departments .. ask for rookies __ Create Free Media Attention .. flyers .. posters .. radio ___Promote local sport¼s personalitiy with the media .. depends on market ___Link up with location for radio personalities to broadcast from there ___ Notify cable and newspapers about the event .. also afterwards BANNERS OR POSTERS TELL THEM WHAT YOU ARE DOING Work With A Local Charity: __ Contact local charitable institutions for their endorsement letters ______ Have them send a copy or have it faxed to you .. instant credibility ___________ Use these letters when creating a professional alliance _____ Red Cross for Blood Pressure screenings .. helps get in the door __Food Banks, United Way, Children Miracle Wish are good charities __ $10+ to charity to insure the potential patient comes to the office __ If the screening location has a special charity ..use them People Always In A Rush? ä Salvage the Situation Use a round goldfish bowl for a door prize drawing _ Create a survey form with name, address, phone, e-mail address ____ Include specific postural stress conditions for them to check off __ Areas of their interest in newsletter, workshops, evaluations Door Prizes Those in a hurry can complete the survey and place it in the fishbowl to be eligible for a door prize .. alliance with local shops MINIMUM EVALUATION FLOW: Screening Test Routine: Patient is Seated ___ RISK MANAGEMENT: tell what you plan to do .. don¼t hurt them .. avoid discussing medication or tell them not to continue seeing their MD „I see from your survey you have concerns about headaches, neck and lower back pain, is that correct? Well today, we¼re doing just a screening, this is not to take the place of a through examination, but I¼ll still be able to determine if you have stress on the nervous system, and that¼s what we¼re looking for. First, if whatever I or you do hurts, be sure to tell me. Okay? Great.¾ 1: „First, I¼d like to check the range of motion of your neck. Can you place your chin on your chest. Now your head straight back .. right and left. Was there any pain? Comment if there was obvious restriction. Explain that the body is defending itself by „splinting¾ the muscles. 2: „Next, I¼d like to you to extend your arms to the sides.¾ While they are doing this, show them a picture of a posterior view of the spine with the nerves traveling down the arms and the legs. If they have a problem, the time that you are explaining to them will aggravate any nerve root pressure coming from the area .. brachial plexus. „As you can see from this chart, there are nerves that exit the neck and upper back that travel down to the arms. If there is stress to the nervous system, you can develop pain, numbness, tingling and loss of strength down the arms. This may also is be involved in chronic shoulder pain. Do you have any pain down the arms now? 3: „I¼d like you now to raise your arms above your head.¾ Watch the movement. If it is erratic and the patient hesitates, it is indicative of obvious shoulder restriction. Touch their shoulder blades and move their arms up. „Can you see the movement of these muscles when you move your arms up, again if there is pressure on the nerves that travel down the arms, it also affects the muscles that control movement of the shoulder.¾ 4: „Now, we¼ll check the lower back. Again, be sure to tell me if there is any pain. Please bend down and try to touch the floor.¾ If the patient¼s heavy and cannot touch the floor, have them go as far as they can. This conservative method of lumbar range of motion is not objective as in your office, but is less time consuming and less risky than having an elderly or heavy set person stand and touch their toes. Again, if they have a problem they will tell you. „Do you have any lower back discomfort? Again, this evaluation is very limited, but it seems there is pressure in the lower back. Also, you noted in the survey that this has been a problem for awhile, is this correct.¾ Who Do You Evaluate: Ä Evaluate those with interest and are local ___ Concentrate on local residents or employees .. time may be limited ___ Convincing or debating is best left for another time ___ Chiropractic patients should be encouraged to continue care Have Enough Props To Help Explain The Concept ____Seats .. tables .. plastic sheets of nervous system of spine .. banner _ ______Purchase anatomy and nerve chart pads .. show and tell __Bring enough charts to quickly make a visual statement __Create specific wellness and chiropractic handouts .. pamphlets __ Stamp your address and phone number on all handouts __Give away promos .. crooked pens .. magnets .. office cards Where and How to Screen Types of Screenings: Mild .. Moderate .. Deluxe ___Screenings can be simple and easy: Shake a hand .. provide a service .. sign them up ___Screenings can offer a variety of programs in a different settings: Shake a hand .. provide a service .. sign them up ___Screenings can be sophisticated with multiple staff and equipment: Shake a hand .. provide a service .. sign them up Diagnostic Equipment and Gadgets: SAM Unit .. PosturePro .. SEMG Unit .. Bilateral Scales Comparative Muscle Testing .. Postural Analysis .. Computer Body Fat Analysis .. Blood Pressure Checks Where to Screen: Use Charity Contact as Credibilty ___Business Parks .. patient contacts .. leasing companies .. ___Office Atriums .. patient contacts .. speak with managers .. ___Retail outlets .. Sam¼s or Walmart's .. speak with manager ___Supermarkets .. work with charity .. aisle by aisle ___Outdoor Events .. patient contacts .. program chairpersons Drive within your Marketing area .. you¼ll find various venues Four Areas Of Community Demographics RETAIL .. RESIDENTIAL .. CLERICAL .. LABOR Ä Church Bazaars and Fund Raisers Ä Men and Women¼s associations Ä Garden clubs Ä Civic organizations have special events open to the public. Ä Labor organizations and Veteran groups Ä Flea Markets .. if the demographics support this Ä Sports Centers .. Spas and Fitness centers Ä Bowling leagues .. set up a table during league nights Ä Tennis and Soccer Leagues Ä Gymnastic .. Dance .. Karate studios Ä Health Fair With Other Health Professionals First Step .. Getting Invited: The first step .. contact the proper person Ä Who is in charge to make it happen? Ä Leasing agent of an office building Ä Patient who works or socializes there Ä Manager of a Retail Store Ä Program chairperson for an outside event. Paying for a booth? If the area is close to your office, the cost may be minimal compared to the potential new business .. just use proper judgment. Action Steps: Ä Call and/or write a letter to the responsible person (correct spelling) Ä Visit and speak with proper person and set date(s) Ä Show your letter of charitable alliances Ä Have Prepared Menu of Programs .. type of screenings or programs Ä Determine your contact person and how you can work together Ä Logistics and needs .. table .. chairs .. area to screen Ä Determine best advertising approach between