Dear Colleagues and Friends, I am often asked " How can increase my practice 
volume?". Over the next year I will gradually discuss the " 21 Success Principles of 
Practice". Today I would like to discuss Principle # 5, Always give a written Report of 
Findings. It is critical that your patients have something in their hand to argue with Aunt 
Fanny. There will be people in their family or at work that are well versed in medicine, 
that will tell your patient they are crazy to go to a Quackapractor, even though they 
know zero about chiropractic. 

We schedule one Group Report each day. We block out adjustments for one hour from 
10-11:00 am on MW F and 6-7:00 pm on T-Th. We teach all the report patients 
together what a subluxation is and how to read their X-rays.We also discuss the 
difference between long term and short term care. We tell them we want them to learn 
enough to make a decision on what kind or care they want and to let us 
know on there next visit. At that time we will discuss with all the different financial 
plans and they can take up to 7 days to decide if they want to stay. This takes about 15 
minutes. Then we put them in one of two private rooms where the patient can view their 
x-rays. We give them a 3 minute head start, then we come in and verify what they found 
wrong. 98% of them will show you where they have lost cervical and lumbar curves. 
They will also show where they have disc degeneration and crooked spines.We then tell 
them we want them to experience what an adjustment feels like and to see it is not 
time consuming.We then show them their written ROF which includes digital pictures 
of there X-rays and we encourage them to show their x-ray pictures to all their family, 
friends, and coworkers.The new patient can refer in immediate family and we will pay 
for their exam, xrays, and report as long as it is scheduled within 7 days. This takes 
about another 4 minutes. Then one of the staff shows the patient how to set up for an 
adjustment in our open adjustment room, while the doctor goes to the other room and 
discusses x-rays with another patient. 

After the second viewing of x-rays the doctor then starts adjusting one report patient 
between each viewing. The doctor then hands the report patient a laminated business 
card with a small copy of their x-ray picture on the back and explains they should keep 
this in their wallet for out of town emergencies. He reminds them that on the next visit 
we will confirm whether they want long or short term care, we will also discuss time, 
money, and appointments, with 7 days to make their final decision. Also, they let the 
staff know the names of who will be checking within 7 days, so we can pay for their 
initial 2 visits.        

As you can expect, our familiy referrals are very high. Our family referrals went up 
about 300% two years ago when we included pictures of their xrays.   Any major office 
supply can show you how to use a digital camera, which are getting cheaper all the time. 
If you are interested in seeing how we do our 3 day ROF the Society of Chiropractic 
Masters sales a video\audio set for $95.00 to help pay for our $12,000 a year hotel 
budget. This video has saved many a chiropractic career and is guaranteed to 
be worth ten times its value or your money back. Just email me if you are interested.                        
Continue to let your innate shine through.     
LLL, Dr. Rick Wren    (Founder of Society of Chiropractic Masters)
reach Dr. Wren at: wren@texoma.net