Patient Media

Connecting the Dots

Foreword by David Chapman Smith
Introduction by Patrick Gentempo, D.C.
Originally published 2005
240 Pages
US $24.95

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New Practice Secrets
Thousands have paid dearly for this information. Know the special handshake? Got the password? No? No problem.

Lab Coats and Latex
So if form follows function, one could make the case that what you wear affects what you do in the office and conversely, what you do should affect what you wear.

What to Do Before Graduation
“Here are some things you could be doing to better prepare yourself for the empty feeling that often shows up 24 hours after you walk across the stage in front of your loved ones to claim your diploma:”

Investing in the Health of Your Practice
“Your most effective, most affordable marketing strategies start here, with the patients who are already in your practice, or those who were.”

The Language of Wellness
“Every discipline has its own language, permitting one familiar with it to describe an entire range of nuances and subtleties.”

Why Patients Don’t Get It
“The symptom-treating model of health care with which many patients enter your practice, was acquired, road-tested and proven many years before they ever limped into your office.”

Not Invented Here
“Since your new health and healing paradigm is “not invented here,” that is, by the patient, the patient’s bias for the status quo kicks in, rejecting your new, functional model of health.”

Getting In After You Get Out
“Word has it that the only way to survive in private practice is to participate in every HMO, PPO, ABC and XYZ out there. This rumor, manufactured by those who see scarcity in abundance, and fear in opportunity, derails many new chiropractors.”

A Symptom of Symptoms
“Rallying against symptoms makes the patient wrong for even consulting your office. Not exactly a recommended rapport-building procedure!”

Why Patients Do What They Do
“Patients do what they do so they can remain congruent with what they believe. In other words, patients do what they do because they believe what they believe.”

What Do You Believe?
“Before you can even hope to influence or even change a patient’s beliefs, you must be clear about your own.”

What is Wellness Care?
“In short, wellness is something that lies beyond merely feeling good.”

Outasight Patients Pay Out of Pocket
“Practice ‘big’ this week. It will feel uncomfortable, even scary, but that’s how you tame fear. You feel the fear and do it anyway.”

Patient Referrals From the Inside Out
“See the referral process from a patient’s point of view and discover new ways to stimulate referrals.”

Your Technique Sucks
“Ironically, some of the most important things to patients in the doctor/patient relationship, have but perfunctory coverage in chiropractic college.”

Evolution or Revolution?
“Rather than accept chiropractic for what it is, all too many chiropractors take a more selective approach.”

A la Carte Chiropractic
“How many chiropractors do you know who would be willing to go to jail to protect chiropractic?”

Fixing Our State Associations
“If state associations are going to be more than relicensure seminar sponsors (hardly a unique position these days) or organizers of phone trees to hound legislators, they must acknowledge something most have been afraid to face.”

Contained. Next Step: Elimination.
“After getting drunk on minimal deductibles and huge office visit fees, most chiropractors adjusted their lifestyles, self-esteems and “head space” to resonate with the apparent validation offered by insurance policies geared to symptom-treating.”

Essential Patient Education Tools and Tips
“Create an information-rich environment that makes chiropractic relevant, meaningful and rewarding.”

“Do You Have Any Questions?”
“If you see yourself as an educator and health coach, and not merely as a spine mechanic, you’ve frequently employed this question in the hope of soliciting feedback on your effectiveness as a communicator.”

The Key to True Wellness
“Efforts to regain or improve our health and to become all we have the potential to be, is pure folly if we overlook the nervous system.”

Chiropractic Bloodletting
“Pounding on backs in an attempt to “reset” each patient’s nervous system, without attending to the real cause of the patient’s subluxations, is not only folly, it’s egotistical.


It’s How Patients Feel, Stupid
“Before you dismiss the notion that chiropractic patients seek care because of how it makes them feel, consider that virtually every other human activity is prompted by how it makes the individual feel.”

What Are You Worth?
“Each pricing strategy has its pros and cons. Yet more revealing, each is almost entirely a reflection of the chiropractor’s self-esteem.”

The Illusion of a Wellness Practice
“If the patient shows up nonsymptomatic, and yet you pretty much adjust the same three subluxations on each visit, then you aren’t delivering wellness care.”

Do You Adjust or Manipulate?
“What’s manipulation? It’s any attempt to circumvent free will through physical, social, financial or emotional pressure. Here are some common examples.”

Life and Death
“The fact is, chiropractic is a major player in the never-ending tension between life and death.”

What Do You Call Your Customers?
“If you want more of these types of patients, develop some type of benefit or special treatment that they can aspire to and ‘show off’ their status.”

The Biggest Lie in Chiropractic
“If patients knew what you knew, they would do what you do.”

Three Ways to Grow a Practice
“If you think getting new patients is the key to growing your practice, simply inspect your trophy case of inactive patient files. Looks like you have a patient-keeping problem, not a patient-getting problem.”

The Super Bowl Spot
“Even if you could get the profession to come together, to pony up the money and agree to the message for those precious 30 seconds, it wouldn’t work.”

AM Radio Health
“How would you describe chocolate to someone who has only ever eaten rice and beans?”

Sick Care or Life Care?
“Chiropractors who want to disengage from being the liaison between the patient and their insurance carrier need to use a more representative language.”

Loving and Caring
“Problems emerge when you blur the distinction between loving the patient and caring for the patient.”

What Should I Do?
“Limiting chiropractic to merely a physical force, devoid of love, attention or intention, is an incomplete assessment of the opportunity you have.”

Breaking the Rules
“The fact is, most patients show up in a health care practitioner’s office because they’ve broken the rules.”

The Embarrassing Subluxation
“Subluxation may have an overly simplistic explanation, but so do the stories, allegories, parables and metaphors in the Bible, Koran, Bhagavad-Gita and Aesop’s Fables.”

It’s Not About You
“What a third party giveth, a third party can taketh away.”

Inspired Teams
"Staff turnover costs you money, but you don't get a bill in the mail. ANd it's not only the emotional pain, but also the loss of momentum as you get a new person up to speed."

First Visit Adjusting
“Many chiropractors adopt office procedures prior to thinking through their implications. One such procedure is adjusting on the first visit.”

Keeping Patient Passion Alive
“Because subsequent visits lack the purpose and focus of the first and second visits, they quickly become routine.”

Out of Bounds
“When you practice, without clear boundaries between your responsibilities and the patient’s responsibilities, you diminish your power and influence.”

10 Most Common Report Mistakes
“Many subsequent patient relationship problems can be traced to what happens (or doesn’t happen) at the report. Here are some of the more common mistakes.”

Tired Out or Turned On?
“At the end of the day, are you wired or tired?”

Does Your Office Advance Your Practice?
“Lacking a clear purpose for practice (beyond merely surviving!) creates an office space that can actually hinder the growth of the practice.”

Do You Trust Patients?
“Even after explaining that all processes take time, do you trust patients to give your version of health care enough time to actually work?”

My 23 Years as a Patient
“While the “big idea” of chiropractic served to “connect the dots” of my own experience and attracted me to learn more about chiropractic, it has been the relationship between doctor and patient that has sustained me.”