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October 2005, Vol. 15, Iss. 4
Table of Contents
A Time to Change • CBP® Annual Convention News • CBP® Performs Groundbreaking Car Crash Research • CCE Cited for Accreditation Violation • Dr Colloca Becomes a Reviewer for Spine and the European Spine Journal • ICA's Involvement in Hurricane Relief Efforts • JMPT Publications: Impulse™ Fairs Best Among Chiropractic Adjusting Instruments • Its Paul's Opinion • Letters to the Editor • Life University Opens Its Arms and Hearts to Katrina Victims • Micro-Reports Don't Work • PosturePrint™ Can Determine Axial Rotations • Quackbuster vs. Dr Ted Koren • The Chiropractic Genome • The Start of Something Big • The Unspoken • Updates on Aspertame
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"Micro-Reports Don't Work"
by Dwight DeGeorge, MS, DC
Dr. DeGeorge graduated from Palmer College of Chiropractic in Davenport, Iowa. He has been in for 13 years. He was past president of the Pettibon Biomechanics Club at Palmer College and he has taught spinal biomechanics/biophysics throughout the country for the last nine years. He is responsible for the first research papers ever published in JMPT by Palmer College students. He practices CBP® technique and is CBP® certified instructor. Presently, Dr. DeGeorge is the inventor of the Compression Extension Traction Table as well as the Spine Aligner adjusting table. Three studies have been published (one at SPINE and two at JMPT) from studies done at his office. Dr. DeGeorge has now implemented program to help other doctors gain more from their own practices.
Micro-Reports Don’t Work!” These are the exact words I uttered when I began implementing this style of communication with my patients. I felt awkward, mechanical, fake, impersonal, and down right stupid. I became extremely frustrated. In my brief experience, I determined that micro-reports just did not work. As that thought began to permeate my brain, I came to another realization. There were several, extremely successful doctors using micro-reports. And, their micro-reports made impact, were effective, and were reported fluently, as one would speak in everyday conversation.
In my heart, I felt I was as educated and as knowledgeable as these doctors, yet they were expressing the science, philosophy and art of Chiropractic in a manner that was much superior to my own. The necessary information was relayed in an exciting and informative manner, custom tailored to the specific needs of each of their patients, at that particular moment. Their patients were getting the “bigger picture” and their portrait was painted with healthier, more vibrant patients, increased patient retention, multiple patient referrals, and therefore, resulting in increased revenue. These doctors had mastered a level of communication ultimately leading them to a practice of less stress and financial freedom.
I was determined to be successful also. I also realized that communication was the cornerstone to attaining the practice I had always dreamed of having. I, therefore, did a little soul searching and questioned myself. “What is the difference between those other doctors and me?” I realized my path to success was going to be determined by three different variables.
The first variable was consistency. Being able to focus on communicating with each patient to the best of my ability each and every time and not allowing myself to take for granted the opportunity to educate my patients.
The second variable was experience. Experience was something I needed to borrow in the beginning and slowly replace with my own, as I gathered my own professional experiences. For instance, as a new practitioner, I had never personally caused spinal change, but I have seen many pre- to post-spinal changes using the same protocol and technique I was using. I would use that borrowed experience of someone else’s success in causing spinal change to inform and educate patients in my micro-reports.
The final variable was time. I needed time to allow myself to develop as a practitioner and as a communicator as I constantly strove for improvement. Time was the one variable I could not change, but when used in conjunction with consistency and experience, it would become a powerful instrument in orchestrating a flourishing chiropractic office.
As I applied these three variables within the anatomical and physiological framework of a micro-report, I began to notice something. Patients began to respond to me, and, the response was favorable. Doctor-patient eye-contact was more direct. Patients began asking more intuitive questions, not only about their health, but also about the health of their loved ones. This feedback was vital. It told me something I was beginning to understand myself: I was becoming a successful communicator. Maybe these micro-reports did work?
Shortly, my ability to communicate to my patients via micro-reports, in a competent manner became a more common occurrence. As I began to understand micro-reports at a greater level, I also noticed more of the faults I had in my communication. For some, it can be difficult to objectively view faults with an unbiased eye and not blame the system or any other external factor. But, in order to grow and strengthen in this area, it is a necessity. I needed to acknowledge what I would consider my own personal deficits and then take the necessary steps to change and grow in this area. If I truly wanted a meaningful and financially successful practice, I would have to work extremely hard to improve upon these shortcomings. I then launched a personal campaign toward correcting my faults and improving myself.
Meanwhile, as I focused on my shortcomings, other areas in my communications with patients that I had once considered my strengths, were now suffering too. At this particular juncture in time, I was making great strides forward but I perceived much of my progress as regression. In reflection, this was a normal part of the learning curve and a common occurrence while developing a successful communication arsenal. As I continued to push forward through moments of frustration, I realized my ability to communicate had transformed my clutter of aimless social chatter in the office to clear and precise Chiropractic articulation. I had developed and enhanced a level of confidence. When combined with the power of a great Chiropractic adjustment, this made my ultimate success imminent. I realized Micro-Reports do work.
Micro-reports are a vital component in the recipe for a successful Chiropractic office. If I had given up on micro-reports in the beginning, where would I be today? My guess is that I would likely be confused as to why my retention was poor, and why I never attained the volume of patients I desired. I would be wondering why I was working so hard and not reaping the financial rewards. I would be asking Why? Why? Why? . . . I found that most answers to the “why’s,” were in my ability to effectively communicate and motivate patients. If you are reading this and have not implemented micro-reports or have started micro-reports at one time and then stopped—rethink your decision! Where will you be tomorrow when you implement those three variables — consistency, experience and time? The practice you desire and deserve is yours for the taking. Take advantage of it by Taking The First Step.
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