Blog, Chirosecure Live Event January 27, 2021

How To Get Your Referral Sources to RUN AFTER YOU – Mark Studin

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.

Hi, I’m Dr. Mark Studin, And welcome to how to get your referral sources to run after you today. First, I’d like to thank CHiroSecure for sponsoring this program. Um, I have had a gosh, a decades, plural long relationship with them, and for reasons I can’t get into in this presentation, I would just like to tell you, they are my exclusive referral source for malpractice, uh, because they offer a lot more than most everyone else has for different topics. But right now let’s get into today’s program and go through our PowerPoint presentation with you. So today’s program is about how to get your referral sources torn after you. I’m going to be introducing myself, uh, throughout the program. A little bit more, many of you, some of you know me, some of you don’t, I’ve been in the game for 40 years. Um, I teach in three chiropractic colleges and two medical schools at various levels.

Um, I consult doctors. Uh, I get published, I research, um, and I had multiple multiple practices, uh, throughout the years. So it was high volume. I saw 650 visits a week. I morphed to multi-discipline. I got out of that. I had a single office practice that a whole bunch of different things, and now I’m really focused on consulting, but today what we’re going to focus on is to understand that the future starts today, the future. And you have to understand for 20, 21 and beyond, you have to watch out for those get rich, quick programs, folks. They don’t work. They don’t work at all. Colossus is the get rich quick program with Velez decade. It will not, even though it’s important and it’s real will not get you what you want political favors with carriers growing up in chiropractic. Um, I was president of my state organization, the other organization.

We have multiple organizations. If you were, um, uh, in, uh, the executive board, you got on the panel from a carrier. That’s how it started, uh, political favors in hospitals. You know, someone who’s in the ER, a CEO, those days are over. You want to market lawyers, associations, it doesn’t work. Research articles, advertising, breakfast, lunches, and dinners, wanting a dynam theaters, newsletters. It’s all get rich quick programs because once you get involved in those programs, you’re going to become a one and done. You actually will. You actually will get referrals. But the problem is is that, um, they’re going to see you. They’re going to look at you. They’re going to understand you. So, and then they’re going to see what’s going on and they’re not going to want to work with you again. You need a business plan centered on your clinical excellence. Your clinical excellence will drive your success.

It’s really that simple. And it’s all about infrastructure and documentation. Even working with Cairo secure, it all matters. It all fits in to what we’re doing. Now, let’s get the next screen up. So my vision is to change the world through chiropractic. That’s my vision. Okay? I wanna change the world through chiropractic and we can do that. And we could do it responsibly. I started as a family practitioner and I loved it. My soul, lots of kids, but I was so enthralled with trauma care. It was so much fun. It was so different. I really was getting bored, just doing family care and trauma care. There’s no end to what you can do and it’s critical. But if you could get your volume to increase, I don’t care what your philosophy is. It doesn’t matter. Okay? Philosophy is the study of truth. It doesn’t mean anything.

I’m the only one who knows the best chiropractic technique in the world. The best chiropractic technique is the one that works best for you. It’s really simple. I’m the only one that knows what chiropractic really is. It’s what your state board allows you to practice. That’s what chiropractic is in your state. So, you know, we could talk about all these different things, but we want to change the world. And you’ve got, you can only do that. If you’re getting patients into your office. Now I can tell you in the last eight years, we’ve been instrumental in getting 1.3 million referrals, additional new patients at the chiropractic offices. We already have the answers, and it’s very, very possible to do that. Your practice goals are easy to attain. Now, how do I learn all this stuff? And my, my, the doctors that I work with and consult for, and this is not an advertisement for that.

Usually average between 15 and 25 new P new cases a month, mostly personal injury. Why personal injury simply because it pays more. If I’m going to treat a patient, I’d rather, if I’m in California, get $210 a visit than $65 a visit. If I’m in Illinois, I’d rather get $380 a visit than 65 for casual managed care. If I’m in Michigan, I’m going to get another $300 rather than, um, uh, $65. I’m in New Jersey, again, $105 rather than $60 for managed care. It’s just an economic issue. But how do I learn this stuff? It’s easy. I learn it by looking at trends. I’m one of the only people in the country who sees all 50 States at once. I’ve lectured to over a quarter of a million attorneys in 36 States. I consult chiropractors in 49 States. I speak to carrier defense lawyers multiple times a week.

I work with insurance companies on a regular basis. I lecture to them and I’m one of these crazy people who reads, publish federal lawsuits. So I know what state farm, Allstate, Geico, blue cross blue shield, all of them are looking for. And right now we’re actually teaching our doctors what they need to do to get paid in 2000 thousand and 22. I already know what the answers are. You’ve got to understand that the trends, but you also have to COVID is a big issue now as well. And you also have to understand during COVID, it’s a whole different strategy. So what the goal is is you need to expand your referral base, not just lawyers, if you want personal injury, but hospitals, urgent cares, primary care medical providers and medical surgeons, medical specialists. You need to open and expand your platform for referral sources, where you become the first referral option for all of them.

And that is called primary spine care. Primary spine care means you are the first referral option. Again, not just lawyers, if you want to do BI, but medical primaries, medical specialists, urgent cares and emergency rooms, and is exceeding X achieving our expectations of how many new cases our doctors are getting, because you could be hold onto your philosophy all day long. If your practice has contracting, then what good is it? I don’t care what you do when you get your patients in your office. As long as you adjust them, I don’t care what you do. Educate them, adjust them, work with them, understand them, but be credentialed also in the genre of care or the specialty that you’re choosing. But if you want to get into a hospital or an urgent care, a lawyers, or you’ve got to be the first to get in, because if you’re not the first to get in, you’re in trouble.

First matters. People don’t say, I want an RC. I want a Pepsi that say, I want a Coke. And then everything else is after that, you want a copy machine. You don’t say you want a Toshiba or a Konica. You say you want a Xerox. Xerox is a brand because first matters. Because when you get into that emergency room or urgent care, the center first matters. But yeah, Sam, the chance of being a one and done, if you are not properly set up with an infant structure, you need to break that glass ceiling to become a primary spine care provider. You need to break that glass ceiling to get into that emergency room. It’s actually the emergency department. You need to, you get into the urgent care center. You need to be working with those lawyers and medical doctors because remember MD primary care sees 95% of the population.

We at most see 7%. I want to tap into their 95%. And it always comes down to one thing, case management. They don’t care what you do when you’re in your office. If you start talking technique, that’s the kiss of death. That’s the kiss of death. You send someone to a surgeon. Does the surgeon say to you, I use a double Trendelenburg triple Lindy upside down, inside, out knife system. No, they say we’re going to evaluate the patient. We’re going to diagnose them. And if surgery is indicated, we feel we can help them. We’re going to do it. That’s cool case management. We need to talk in terms of case management. And that’s one of the things that’s least understood. Now, what? I don’t have time for us to show you or show you some videos that I’ve got for some doctors. And if you send me an email or a text, me your email address, which is on my last slide, I’ll send this to you.

But Aaron Smith was in practice. Eight years went to an orthopedic surgeon’s office, Cedar park, Texas. Uh, the surgeon gave him five minutes to kiss his ring. He walked out, uh, by the way, the surgeon gave him five minutes, honestly, to kiss his ring. The surgeon wanted his referrals. He ended up talking about slice thicknesses of MRI. The entire time he gave him 45 minutes, the surgeon said to him, Dr. Smith, I love chiropractic. I just hate chiropractors. They’re stupid. You’re the first smart one I’ve met because you had to manage the case. You understand he got 150 referrals from the ortho that year. He saw three surgeons within a month, two ortho surgeons and a neurosurgeon, 150, 150 to 50. Those are his numbers, referrals that one year, eight years in practice, we go to Dave packer in, uh, Chesapeake, Virginia. Dave went through the program, he got to train.

He did everything. He needed to the Chesapeake Bay, Virginia hospital system. He’s now on their board. He just called me this morning and said, they’re bringing him through their emergency room. He’s going to be their exclusive refer. Once you learn how to manage it, you have the credentials behind you. It can’t be the old Cairo one step two step. It can’t be that, you know, 5% and profess to know 100%. So here’s three questions. I asked doctors, what’s the difference between a herniated bolt, protruded and extra to deaths. What are the slice thicknesses that the MRI competent takes of your patient in the cervical spine? And how do you manage a patient with the Searings in the lower lumbar spine? I broach those questions to over 10,000 chiropractors across the country. Not one. Got it right. These guys do. And that’s the result. Everybody I wanted.

I got it. I wanted it. I got it. I wanted, I got it right from Ariana. Grande’s the question is, are you going to take it? You want to know why you fail because it’s, you can’t be doing the same thing over and over. It’s not about getting better and adjusting. It’s not about having a better mouse trap. It’s not better having the get rich quick program that the research article, the they’re all get rich quick programs. It’s about your clinical excellence and learning how to manage the case. You’ve got to learn how to manage. So it starts with having compliant and complete documentation. And by the way, Kyra secure loves that because that protects you from being sued. You have to rule out anatomical spine pain, fracture, tumor infection, and you have to look for a mechanical issues, biomechanical issues, and then you have to make it demonstrably with visual verification.

You need to consider a whole spine model versus reading biggest. The pain usually does not come from that individual segment. It’s usually centrally generated from the brand from a disparate area. You have to know what an adjustment does. You have to know what a path on neuro biomechanical lesion is. Let me give you another word for patho, neuro biomechanical, leisure for table subluxation. There are synonymous. You have to understand that. And I’m actually going to have a whole, one of our webinars in the future is going to be just on that. I’m going to teach you exactly what it is because it’s all evidence-based, it’s all in the literature. You have to dispel nonspecific back pain. You have to get rid of that dogma, but you have to be able to demonstrably show it. And the manage your cases, treat triage and collaborate. When indicated those are the trends in primary spike here.

And here’s the key. Here’s the key and the roadmap to get there. First, you need to build an admissible infrastructure that has complete documentation. That’s compliant. You got to do that. Then you need to have, and not just documentation, but it’s everything about how you triage your patients about how you document, how you communicate to them, what your office looks like. I mean, there’s a myriad of things. You need a complete infrastructure, then documentation. You’ve got to be compliant. I do a compliance review with the doctors. Then you need credentials without credentials. You’re nothing. They have to be formal. Then you create relationships with your five sources, lawyers, the primaries MD specialists, urgent cares and emergency rooms. And you start building relationships, but it’s usually lawyers and some MD, primaries or surgeons. Then you get your referrals and you become the solution. For the case.

After enough cases, you’re going to become the solution to their practice. And the lawyers are going to send you plaintiff IMS. My coined about a decade ago, just like an Ima from the insurance company. And Laura can send them to you or a medical doctor will now have peer relations with you. Okay? It’s really easy. Then you’re going to teach those lawyers and medical doctors. Then you get exclusive referrals. Then you become an advocate for it. They become your advocate for inclusion. They’re going to bring you in to all the places you want to go. Once you go through this roadmap from beginning to end, of course, there’s a lot more to it. I’m giving you a very brief overview, but you’ve got to have documents. You’ve got to have documents that work well. It could either be easy or hard. They could get you a lot of money or nothing.

It can help you sleep well at night or have sleepless nights. It can have you have lawyers call you Dale and you’re no lawyers, or you can keep repaying. And if you don’t do it properly by answering to a Rico claim and that’s out there, you need to be an expert with peers versus a technician. You’re not a PT. You need to D you need to have, that are type that are done well, need to understand. You need to have ENMs evaluation and management evils and reevals narratives. I am all these things and you could also outsource these things. There are things you need not to do. Now, listen, I’m just so whizzing through this, going through some of these things, but you don’t want to win a fight with a carrier. You just don’t want to have. So this is improper documentation results. And when you’re an improper, that these are the things they look for.

Predetermined treatment plans, non-legal defensible fees. X-rays taken at the hospital and retaken, same treatment, every visit. And I can read through all of these things. These are the things you need to focus on and learn. And if you shoot me an email, preferably not a text. If you shoot me an email and it’s Dr. Moore, Dr., it’s on the last page. I will send you this sheet. I’ll send you this whole program at presentation, but these are the things you need to undertake. Stand. Now your business model is upside down and it really is. It’s really upside down because what you all are doing is you’re reaching. I want a tool. We want a research article. I want a course. I want to this. I want to, that you can have the best tools in the world, but unless you have a book blueprint, you’re not going to build anything.

You need a user manual. You need to learn how to do that. That’s what I do. That’s what we do in the Academy of chiropractic a little bit of a plug. That’s what we do in our consulting side to teach you exactly what you need and the way I learn, how to do that. Here’s how you, you have to have a strategy to stay ahead of the competition. It’s very simple. I taught every single day. Here’s my call. Log on very slow day, I take about a hundred to 110 calls on a busy day, about 200 calls. I speak to neurosurgeons everyday neuroradiologist 50 to 100 DCS, daily trial lawyers, insurance, company, lawyers, digital experts. And I read case law in my free time. That’s how we stay ahead of the competition. You need someone to stay ahead of that for you. And you need tools and tools are credentials.

And by the way, um, another thing from Bob Connie in New Jersey, I’d like to send you his audio and what his credentials and what his tools has done to his practice. It’s been credible, but here’s what your offer should look like. Your tools. They should be in the form of diplomas all over your wall. This is verification to showing what you’ve attained and what you’ve learned. And you’ve made it powerful for your patients because they need it. They have the confidence to understand, Hey, when I started, I took all my pictures off my walls. I put this stuff up. I got so many referrals from this because patients will tell their other friends, doctor, student is so he’s so credentialed. He’s got so many diplomas. And then all of a sudden, you know, it, it started to click that. I’m not the average that in fact, um, I’m keeping you ready.

My competition irrelevant. These are the types of things you’re going to need to learn. When you look at this and you’re working with, and by the way, it’s one MRI course in 25 hours, which is co credentialed, which I’ll talk about in a minute through not only Cleveland university, but the state university of New York at Buffalo school of medicine. You’re going to look at this and it sounds a little foreign right now. It’s not that hard. And you’re going to be able to age date that this is our herniation. This is our herniation, that it is pre, um, that it is superimposed on a previous arthritic degeneration in the spinal cord. It’s starting to degenerate, that’s myeloma Malaysia. And the cord is compressed. When you say that to a surgeon, it’s going to there. You know what they’re going to say to you. You were only a chiropractor.

Where were you trained? So that’s what tools come in. And the toolbox is simple. There are things you’re going to need such as we have qualification programs, okay? Trauma qualified, which I feel is the new minimum, which is 11 courses in 125 hours or MRI qualified, a primary spike here, ENM expert, witness, hospital, qualified. You know what? You got a qualification once. It never leaves you, you become an ax murderer. You go to jail, you know what they call you doctor. And I mean that sincerely you’re always doctor, you never lose the credential. But when you’re dealing with lawyers, they’re going to do something called Quadir U V O I R D I R E Y. Beer is, is an expert hearing to see if you’re qualified to testify on the subject matter then. And if you’re not, if you can’t be wandered, they can’t.

Um, if you can’t pass a wide view, your hearing lawyer can’t use you. And they’re going to know that going in. They’re going to understand just by looking at your credentials. Now, here’s the tell if a lawyer is taking you seriously, do they ask you for your CV? If they ask you for your CV, they’re taking you seriously. If they don’t, they’re, you’re using you like a glorified PT for continuity of care, that’s it. They need somebody’s CV to really bring this to where they want it to go. They need somebody curriculum vitae, and it’s not going to be yours. And often they’re going to take your patient and outsource them to one of their orthos neuro neurosurgeons. Now, what they don’t understand is they’re doing just what the carriers want them to do, because since they outsource them to ortho neuro neurosurgeons, their settlement values are going down.

If they stayed with you, their settlement values could go up a whole different conversation. As long as you’re credentialed and follow the game plan. When you’re dealing with medical specialists, the first thing they’ll say to you, when you talk about MRI, like Aaron did down in Cedar park, Texas, where Dave Packard did in Virginia or bark Cod in New Jersey. You’ll sit with the surgeon and they’ll go. You’re only chiropractic. Where were you trained? See these courses. They are credentialed through the state university of New York at Buffalo Jacobs, school of medicine and biomedical sciences. These courses, these credentials are recognized through Cleveland university, Kansas city chiropractic and health sciences. These are formal. It’s formal stuff, folks. So unless you have the credentials behind you, but you’re going to end up becoming a one and done lawyers. Can’t use you. And you’re not going to have the knowledge base behind you.

And the medical specialists won’t want to work with you. Neither will the primaries. And then when you get to court, unless you could be volunteered. And again, the lawyers are going to judge you. They judge you by their end game. They don’t judge you by your paperwork as much as they judge you by your CV, as crazy as it sounds, because lawyers judge you by their end game. Can they take you to court? Even they know that you’re hardly ever going to get there. And when you have these credentials, by the way, what we do is we have a whole page that goes on a website it’s Academy, We, we we’ve got tens of thousands of lawyers going onto these sites and looking at our doctor’s credentials. If you trauma qualified, you click and it comes up. If your, um, evaluation and management qualified, any one of these things, it comes up. And then when you have qualified, all this goes below your name. It’s just it. You become qualified, but your credential is not the act. I’ve got a whole bunch of extra letters after my name means nothing. See this, this is what’s powerful. And what’s on your CV is powerful so far.

What I want to share with you

Goal. And I’m going to leave the last slide up, but I’m going to chat for a few minutes. I went a little bit quick and I did that on purpose

At the end. What I want to share with you is your goal

Is to make your competition irrelevant. That’s your goal. And in order to make your competition irrelevant, you must, you must, you must be different than your competition. My CV is lengthy. Um, Don Kappa ferry down in, um, uh, Atlanta, Georgia. His CV is 65 pages, long Johnson in New Jersey. It’s a 32 pages long Rob Rattray in garden Grove, California, his, his, his, his long as long as well. And, um, so, uh, um, Alan, if you could just put up my, that last slide once more, I just want to keep them my cell phone number and the email address up there. Folks write this down because I put out a lot of information. There are some videos, some audios, some sheets. If you want them to email me, um, uh, call them, call my cell phone. I don’t care. That’s my cell phone. I always answer it.

It’s my pleasure to chat with you. Uh, and you can take this off whenever you’re ready. I’ll just give it about 30 more seconds. Okay? So you’ve got to make your competition irrelevant. It’s just simple. You’ve got to get the lawyer to actually understand that you are the solution to their problem. Listen, I grew my practice by standing in fields and health fairs with spines, standing in walls, doing spinal screenings, having the, the subluxation station, all those things. And that’s wonderful, but you know what? I like shopping wholesale. I want to go to the medical primary who sees hundreds and hundreds of patients a week. And his eighth, most significant diagnosis is mechanical spine pain. What they call non-specific spine pain. And by the way, nonspecific pain is real. Let me take a minute because I’ve got six minutes left and explain to you how this works, how, how an adjustment works, how a subluxation or Papo neuro biomechanical lesion is real.

The, there is bone on nerve. The bone on nerve is not a bone sitting on a nerve root. It’s not like that. You’ve got two fuss sets lining up with each other. And inside that the sets, there are no sector’s nerves. And around the Fossette, there is ligaments, which has mechanical receptors, appropriate receptors in those ligaments are golgi, tendon organs, golgi, ligament. Oregon’s I’m sorry. Pacinian corpuscles, which are your stretch core muscles. And you were fitting core muscles, which are your crim core puzzles. When the bone in between the bone, there is a little, plica a little disc. That’s a spacer. When you have either repetitive micro macro trauma, the bone separate that space or dislodges. Now the bone approximates, there’s your bone on nerve as the nociceptor and the Fossette. Now what occurs is also the ligament around that starts to move admirably. It’s firing into lateral, Loren up and through the, uh, periaqueductal area, um, into the spinal fluid.

We tracks up to the Falmouth ping pongs around the singular, the anterior cortex, the prefrontal cortex, motor cortex, sensory cortex hypothalamus back down effectively down the thalamus to disparate areas, because if the bones are now misaligned, even a degree or two degrees now what’s going to happen is if that’s in your lower spine, your upper spine is going to have to have muscle spasticity to pull it in the opposite direction. So your body’s going to start making curves. So what we do with the chiropractic adjust and over time, there’s pressure on that foam through the PA’s or electric effect, which you all know under Wolff’s law, which Julius Wolff coined in 1890 bone with pressure will remodel. If you could get that patient prior to the bone remodeling, and the bone starts to remodel. According to [inaudible] out of China in 2002, bone starts remodel. It’s six months.

That’s the first evidence of arthritic degeneration on a bone at six months. So what we know is is that if you adjust that patient, you separate the Fossette. Now that plica or disk reseeds itself, it keeps the bones back in the right position and allows it to fire appropriately. The problem is the muscles have been conditioned all around. So now the body has to let it go. And then it’s going to pull it back on itself. It’s a loop. And over time with repetitive care, you will balance that if you get the patient prior to the bone remodeling, you can correct the patient. If the bone is already remodeled, you can’t fix that. The best you can hope for is to manage that case, just like a diabetic or high blood pressure, patient medical doctors, aren’t fixing it, they’re managing it. We do the same thing. We manage the case, and that’s exactly what we’re going to do. We’re either going to offer corrective care case management. Those are your two choices, and there are tools to help you see these things that make it the mantra, which is for a different, uh, subject in different time. So the issue is, is that

You have to understand that

In order to make your, and by the way, this and trauma qualified, we cover what I just said in spinal trauma, pathology and connective tissue pathology. This whole course is behind this. Now this whole course is behind everything we talked about. You’re going to be the real deal. You’re going to understand how to manage these cases. It’s going to be no more guesswork. You’re going to know exactly what’s wrong with your case management. We’re going to make you a primary spine care provider in your community. That’s my goal. And it works, but you have to be careful. There are other primary spine care programs and also a lot physical therapists in their program, which should never be allowed. PTs cannot diagnose. They don’t how to interpret images. They don’t know how to differentially diagnose. That’s not what they do. They’re great, but that’s not what they do.

So we need to make your competition irrelevant. I said that a bunch of times through making you the primary spine care provider, which is the case manager, and that only comes through clinical excellence from my perspective. And if you go to the Academy of, we’ll actually go to a teach chiros, T a C H C H I R O of teach You’ll learn a lot more about this. Um, in my last few seconds, I also want to tell you to make sure you join us next week, Sam Collins is going to be with us. So Sam is the head of H J Ross. Sam’s a second generation chiropractor. I’ve lectured and taught extensively with Sam. He is the real deal. He’s my go-to guy. He’s incredible. And there were new ENM changes that were mandated January 1st. You have to understand that.

So from my doctors, though, it takes about three months to build an infrastructure, to learn how to do this, which will carry you for the balance of your career. If you do it a 30 a day, my costs for doing this as $199 a month, there’s no length of stay in our agreement. If I’m full of crap, you could fire me. Um, and, and I look forward to working with you folks, listen, um, I hope to be back a whole bunch of times on a whole bunch of different topics. We’re going to try to keep them a little bit more narrow, but for now, I’d like to thank you so much. Look for Sam next week. Have a great day.

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