Report on the Chiropractic Report of Findings
When did the report of findings degenerate into a sales session? Apparently, about the same time that chiropractors were taught to mistrust the judgment of patients.
This was probably about a day or two after the emergence of generous insurance benefits back in the 1970s when patients suddenly became an obstacle to the healthy payments from insurance carriers.
As insurance becomes less and less of a factor, it may be a good time to rethink your patient reports.
Here are a couple of observations and action steps to simplify your report of findings, while simultaneously increasing its impact.
Not to "sell" patients on a course of action that benefits you.
But simply giving a report of your findings and trusting patients to make the choice that is right for them.
Reduce the Amount of Information The chiropractic report of findings I've witnessed during the course of doing countless in office consultations almost always drown the patient in too much information.
Turns out it's rarely what you say, it's your enthusiasm, certainty, hope and emotional subtext that patients find convincing.
The key is to convert data into information.
Sure, report the phases, millimeters, disc height and range of motion in degrees.
But turn these objective measurements into something meaningful.
For example, "You can turn your head to the left 95 degrees, but to the right only 45 degrees.
That must make it difficult to look over your shoulder when you're changing lanes.
" Clarify Your Story There are four "stories" to help patients understand how chiropractic care could fit into their lives.
The Pain Story, which focuses on relieving their most obvious symptoms.
The Bone Story, which is more mechanistic, focusing on posture, curves, degeneration, balance and symmetry.
(Few patients are interested in this one.
) The Nerve Story, which is about the integrity of the nervous system.
And finally, the Lifestyle Story, which is about how chiropractic care links to their golf game, jogging, sleeping or whatever else is important to patients.
Pick two of them, such as the Pain Story and the Nerve Story and make them relevant to patients.
Involve the Patient True, most patients have been trained by their experiences with the medical community to quietly listen to the diagnosis and prognosis and obediently head for the pharmacy.
So, most patients will indulge you as you drone on in front of the X-ray view box.
Try asking more questions.
Have them hold your anatomical model.
Ask them to tell you in their own words what they're hearing.
Do what you can to make your report a dialogue instead of a monologue.
Avoid Patient Education The inclination to "educate" patients at the report of findings is probably how reports morphed into a sales session.
Using your limited franchise in an attempt to get them to shun symptom treating and swear off their allopathic mindset is probably a waste of time.
Your earnest explanations can sound like attempts to overcome sales objections.
Instead, use this opportunity to give your examination findings context and meaning.
Lay out their choices (including getting a second opinion or submitting to surgery) along with the pros and cons of each.
Take on a flat, neutral "I-don't-care-which-choice-you-make-just-let-me-know-what-you-want" attitude.
Then, honor their choice.
Offer Hope Hope is an essential element for healing.
If you're optimistic that chiropractic care can help them, let them know.
Naturally, you'll want to avoid promising a cure or guaranteeing anything.
It might sound like this: "I think you're an excellent candidate for chiropractic care.
We've helped many people with problems such as yours.
" Or, "We've seen many disc cases like yours resolve nicely.
" Or even more simply, "I think you have every reason to be optimistic.
I am.
" Supply Tangible Artifacts Finally, don't send patients home empty handed! These days, even if you insist, you may not get a chance to meet their spouse or partner.
Be sure to equip the patient with the documents, handouts and visual aids they'll need to recreate your explanations with a loved one.
We live in a culture of "packaging.
" If you're going to ask a patient to make a sizable financial commitment to restore their health, you must supply something that can bring tangibility to the services they're buying.
Remember, patients use your report of findings to make sense of their problem and to evaluate the logic of your proposed solution.
It's a defining moment in the relationship.
It's so important you should make an audio recording of your next one.
And then do the hard part: listen to it.
Doing so is certain to prompt some changes that will make it more powerful and compelling.
This was probably about a day or two after the emergence of generous insurance benefits back in the 1970s when patients suddenly became an obstacle to the healthy payments from insurance carriers.
As insurance becomes less and less of a factor, it may be a good time to rethink your patient reports.
Here are a couple of observations and action steps to simplify your report of findings, while simultaneously increasing its impact.
Not to "sell" patients on a course of action that benefits you.
But simply giving a report of your findings and trusting patients to make the choice that is right for them.
Reduce the Amount of Information The chiropractic report of findings I've witnessed during the course of doing countless in office consultations almost always drown the patient in too much information.
Turns out it's rarely what you say, it's your enthusiasm, certainty, hope and emotional subtext that patients find convincing.
The key is to convert data into information.
Sure, report the phases, millimeters, disc height and range of motion in degrees.
But turn these objective measurements into something meaningful.
For example, "You can turn your head to the left 95 degrees, but to the right only 45 degrees.
That must make it difficult to look over your shoulder when you're changing lanes.
" Clarify Your Story There are four "stories" to help patients understand how chiropractic care could fit into their lives.
The Pain Story, which focuses on relieving their most obvious symptoms.
The Bone Story, which is more mechanistic, focusing on posture, curves, degeneration, balance and symmetry.
(Few patients are interested in this one.
) The Nerve Story, which is about the integrity of the nervous system.
And finally, the Lifestyle Story, which is about how chiropractic care links to their golf game, jogging, sleeping or whatever else is important to patients.
Pick two of them, such as the Pain Story and the Nerve Story and make them relevant to patients.
Involve the Patient True, most patients have been trained by their experiences with the medical community to quietly listen to the diagnosis and prognosis and obediently head for the pharmacy.
So, most patients will indulge you as you drone on in front of the X-ray view box.
Try asking more questions.
Have them hold your anatomical model.
Ask them to tell you in their own words what they're hearing.
Do what you can to make your report a dialogue instead of a monologue.
Avoid Patient Education The inclination to "educate" patients at the report of findings is probably how reports morphed into a sales session.
Using your limited franchise in an attempt to get them to shun symptom treating and swear off their allopathic mindset is probably a waste of time.
Your earnest explanations can sound like attempts to overcome sales objections.
Instead, use this opportunity to give your examination findings context and meaning.
Lay out their choices (including getting a second opinion or submitting to surgery) along with the pros and cons of each.
Take on a flat, neutral "I-don't-care-which-choice-you-make-just-let-me-know-what-you-want" attitude.
Then, honor their choice.
Offer Hope Hope is an essential element for healing.
If you're optimistic that chiropractic care can help them, let them know.
Naturally, you'll want to avoid promising a cure or guaranteeing anything.
It might sound like this: "I think you're an excellent candidate for chiropractic care.
We've helped many people with problems such as yours.
" Or, "We've seen many disc cases like yours resolve nicely.
" Or even more simply, "I think you have every reason to be optimistic.
I am.
" Supply Tangible Artifacts Finally, don't send patients home empty handed! These days, even if you insist, you may not get a chance to meet their spouse or partner.
Be sure to equip the patient with the documents, handouts and visual aids they'll need to recreate your explanations with a loved one.
We live in a culture of "packaging.
" If you're going to ask a patient to make a sizable financial commitment to restore their health, you must supply something that can bring tangibility to the services they're buying.
Remember, patients use your report of findings to make sense of their problem and to evaluate the logic of your proposed solution.
It's a defining moment in the relationship.
It's so important you should make an audio recording of your next one.
And then do the hard part: listen to it.
Doing so is certain to prompt some changes that will make it more powerful and compelling.
