New patient referrals to our clients: 775,785 Referrals as of 09/24/2018

 

 #1 Program and Office Infrastructure
CONVERSATIONS WITH THE MD –
#1 Do not HIDE Behind the Fax Machine
Yesterday was an interesting day in the office. I was on the phone throughout the day with primary care doctors of patients that were being actively treated and had significant findings. These were not prior relationships, but ones that I started since beginning the MD Relationship Program. Here is the “general” conversation when I called the office. If the doctor is not available, always ask for the mid-level. Note: You don’t say “mid-level,” you say, “Does Dr. _____ have a PA or nurse practitioner that he/she works with?” Depending on your area, you may be talking with mid-levels more than physicians; it doesn’t matter...

Me: Good morning, this is Dr. Owens. I am calling regarding Mary Smith, a patient of Dr. ______'s. There are some significant findings that I need to discuss with Dr. ______.
Office Manager: Oh, hang on one second. Can I get your name again, doctor?
Me: Dr. Owens. I am Mary’s chiropractor. (This is important. You did not use chiropractor to start, but you are now including it.)
MD: Dr. ______speaking.
Me: Good morning Dr. ______. This is Bill Owens, Mary Smith’s chiropractor. (You are a peer, so do not use "Dr." when addressing the MD the first few times. Use a formal greeting. You do not want to appear too familiar, but once you have created a relationship, you can drop it. Use good judgment on this; go with your gut.) She has some significant findings in her cervical spine that I am concerned about. She has a central disc herniation and nerve root irritation and is being treated at my office. (Don’t worry about levels or sounding smart. That is what the written communication is for.) Peer reviewed research has shown that these types of problems respond very well to chiropractic care. (SUPER IMPORTANT; promotes that you are reading and using research that is peer reviewed, not from an obscure source.) I am faxing over a report along with the imaging results. I won’t bother you with the day to day information, but will keep you informed of her re-examination and response to care. She mentioned that she has a follow up appointment with you in 3 months. If anything worsens, I am going to get her back to see you before that date. Will that be okay with you? (This is an open ended question that allows them to interact with you. If they want day to day, they will say so. If they want only a final report, they will say so.)
MD: That will be fine. Thank you for calling. (They did say thank you!) I will make sure we note that in her chart.
Remember, this is NOT a conversation. It is a VERBAL REPORT. The MD is as busy as you are and he/she is not interested in talking on the phone. This should take no more than 45 seconds, unless he/she wants to interact with you. Keep it short and move on.

The best time for you to call is when you have patients waiting and you are getting a bit behind. What comes through in your voice is, “I am a busy doctor and in demand.”
The report needs to be sent IMMEDIATELY...The entire interaction loses impact if the report comes too late. Have it loaded in the fax machine and ready to go! Call, talk, hang up, press send.
Any patient with significant disc pathology or imaging findings falls into this consultation. Go through your active patient files. Make sure that you have the PCP's name and phone number. Make it a goal to talk to 2-3 offices per treatment day.
Script without notations:
Me: Good morning, this is Dr. Owens. I am calling regarding Mary Smith, a patient of Dr. ______'s. There are some significant findings that I need to discuss with Dr. ______.
Office Manager: Oh, hang on one second. Can I get your name again Dr?
Me: Dr. Owens. I am Mary’s chiropractor.
MD: Dr. ______ speaking.
Me: Good morning Dr. ______. This is Bill Owens, Mary Smith’s chiropractor. She has some significant findings in her cervical spine that I am concerned about. She has a central disc herniation and nerve root irritation and is being treated at my office. Peer reviewed research has shown that these types of problems respond very well to chiropractic care. I am faxing over a report along with the imaging results. I won’t bother you with the day to day information, but will keep you informed of her re-examination and response to care. She mentioned that she has a follow up appointment with you in 3 months. If anything worsens, I am going to get her back to see you before that date. Will that be okay with you?
MD: That will be fine. Thank you for calling. I will make sure we note that in her chart.

COPYRIGHT – MD RELATIONSHIP PROGRAM - 2009-2016
This information is for the MD Relationship Program members ONLY. It is not to be shared, e-mailed, copied or mailed to any other party without express written permission from the MD Relationship Program. The information contained below is governed by US copyright law and intellectual property rights and privileges. If you are receiving this information and are not part of the MD Relationship Program, you are receiving this in an unlawful manner and may be subject to legal ramifications.

You have no rights to post comments

PLEASE TAKE NOTICE: © Copyright CMCS Management, Inc - Dr. Mark Studin 2015 - This information is intended for educational purposes only. Any review, retransmission, dissemination or other use of, or taking of any action in reliance upon is prohibited.