In part one of this chiropractic assessment I spoke about the "silent dread." This is where chiropractors are selling a product they are not sure they are delivering. And in today’s environment, you won’t last very long if you suffer from the "silent dread." In continuing down that road, I have some questions for you. Do you tell people that you don’t rely on pain to tell them when things are right or wrong? However, when they have pain you see them more often, and when they don’t you see them less often? Do you adjust your own children and advise your patients that they need to bring their children in for care? How many children do you see? The last survey I ran, in the offices that claimed to be subluxation-based, it was about 7% on average. I discovered a huge contradiction in typical chiropractic procedures that debilitates a practice and sucks the potential out of what it could be. Traditional othro/neuro exam procedures do not find or characterize vertebral subluxations. Case in point: how many seven year olds have a positive Kemp’s test? How many eight year olds have a positive Soto-Hall? How many three year olds have a positive straight leg raiser? Orthopedic testing will lead to an orthopedic, pain based practice. It is just common sense. When the tests are positive, the patients stay for care. When they are negative, they leave unless we can convince them in some abstract way that they will continue to benefit from services. And that "convincing" makes us feel like sales people that sell the intangible. It can be done, but not without its negative consequences.
After thinking this through, over 20 years ago I went to the smartest guy I knew, Dr. Christopher Kent, and we went to work on a solution. Dr. Kent had a vast background, including research. He had done some research into the technology of surface electromyography (sEMG). With the advent of microelectronics and computer technology, it seemed that this research may be coming of age as a clinical tool. The problem as I saw it was that chiropractors were selling a product they weren’t sure they were delivering, and patients were purchasing a benefit they weren’t sure they were receiving.
When I first developed the Insight with Dr. Kent, my main focus was its clinical yield for the doctor. However, a side benefit quickly emerged that was revolutionary. It became the most powerful patient education tool ever!
I have seen it estimated that there are more computers on this planet then there are people. We live in a technological society. People expect technology when it comes to their health care. Incorporating technology into patient education and recruitment is no longer an option for chiropractors who wish to thrive in practice. Also, technology such as the Insight has really enhanced what most perceive as a huge challenge; the recruitment of new patients. Imagine that you are out at a public lecture or health screening and you have no technology to demonstrate to the audience how what you have taught them applies. It is all just abstract and you have to "sell" your heart out to convince them to come in. Now instead, imagine that you do a scan of their neural patterns and if they are unbalanced, it is simply a matter of asking them what they would like to do about it. Most people choose wisely. In a recent survey of our Insight clients, it was found that their effectiveness in patient recruitment at screenings after incorporating the Insight went up by over 300%! That’s not subtle and that is the power of technology that is consistent with what you are trying to accomplish as a clinical goal.
High technology assessment tools are powerful in helping to recruit patients into care and keeping them for a lifetime. In the year 2009, it would be a severe error in judgment to attempt the low-tech approach to chiropractic services. Clinical demands and consumer demands make the high-tech path the clear choice. With such tools available, there has never been a better time to practice chiropractic! And now, with the integration of the Insight with the ChiroTouch program, you have a broader foundation of technical ability that can only lead to higher levels of success with less stress!
I wish for you to grow by introducing more people to the benefits of chiropractic care. If you want to find out more about me, or CLA, simply go to www.subluxation.com. Thanks for reading my column. I hope it was stimulating!
Dr. Patrick Gentempo, Jr.is the co-founder and CEO of the Chiropractic Leadership Alliance. He is an internationally renowned lecturer, researcher and chiropractic business consultant.