I see that one extreme end of the spectrum of your Law of Fair Exchange below is the annual care plans. My fiancé and I are newer chiropractors, and we were suggested the annual care plan by our mentor. We do not force it on every new practice member, but do offer it.
I've had some reservation about it, but we've found that a few members wait to choose it until after they start to see result (clearly, our ROF is not where it needs to be yet).
Could you elaborate on why the annual plans are not a fair exchange? Maybe this is at the root of my hesitation.
Hesitating in Calgary,
Dear Hesitating in Calgary,
There is nothing intrinsically wrong with annual care plans. Patients who “get” that chiropractic care can be an adjunct to a healthy life, rather than only a short-term “diet” for pain relief will usually appreciate the savings and convenience of an annual care plan. As such, if I were in practice, I would offer an annual care plan, but patients wouldn’t be eligible for it until 60-90 days out, or if they understood the lifestyle implications because they had been under chiropractic care previously, and they were nonsymptomatic, they could start immediately.
My angst about annual care plans is the heavy-handed “selling” of them in an attempt to get the patient to do the “right” thing—at least in the eyes of an enlightened chiropractor who plans to get adjusted for the rest of his or her life. Since most patients enter a chiropractic practice after a lifetime of symptom treating at the hands of medical doctors, the sales overtures amount to talking about kids and marriage on the first date. Or, patients are seduced by what they see as a lower-cost-per-visit, ignore the fine print and begin care with little or no interest in embracing a chiropractic lifestyle.
And not sure what you mean by “our ROF is not where it needs to be yet.” When you report your findings to the patient and offer them choices for acting on what you’ve found, where does your report need to get? You probably want to be careful about turning your report into a sales session. In fact, mixing your clinical findings with overt or covert attempts at getting the patient to do one thing or another, starts to take on the odor of manipulation.