Episode Transcript
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Well, hello everyone and welcome.
Thank you so much for joining us at
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catch up with Kira touch, our
new podcast series where we talk about the
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state of the Chiropractic Profession, best
practices and recommendations to manage and grow your
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practice and share expert advice with a
variety of guests speakers. I am one
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of your hosts, Lawrence peppler.
I'm the client success manager here at Kira
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Touch, where I've been working for
about fourteen years and helping practices to get
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the most out of their practice management
software, and today I just couldn't be
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more excited to talk with Dr Mark
Student about ramping up your practices in this
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post covid climate. Now, for
anybody who has tuned into our webinars or
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town halls, you may be familiar
with Dr Students Work and even his more
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impressive CV. He's the founder of
the Academy of Chiropractic and specializes in Pi
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practices, including how to earn Pi
referrals, proper documentation for Pi cases and
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teaching continuing education on diagnosis, Mras
and other various topics. Dr Mark,
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I know that this introduction barely does
you experience any justice. Let me just
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tell you my most important qualification.
I'm a chiropractor. How easy is that?
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It's just simple. Thank you so
much for inviting me to be here.
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I'm really excited to share a lot
of the information and share what we're
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doing. I think one of the
questions that's on our listeners minds as we
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begin to open back up what are
some things doctors need to do in order
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to clean the confidence of patients while
building the reputations? Well, it's a
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great question and you know, as
we are opening up, and I call
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it opening day, and opening days
come in many states, first we actually
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are holding a Webinar and it's going
to be a twohour Webinar and through Cairo
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touch, people can get that.
But really, opening day and reopening and
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ramping up first it's about gaining confidence. So what you want to do is
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ensure that you create confidence by keeping
social distance thing in your office, by
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ensuring you clean off services, where
a mask. A lot of people aren't
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and the numbers are spiking all around
the country. So we're a mask and
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even if you're not quite sure if
it'll help or not, it really will.
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But more importantly, you don't want
to ostracize fifty percent of the potential
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population who won't come to you because
they're weirded out because you're not. So,
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at the very least, respect everyone's
needs, wants, fears, reality,
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science, whatever you want to call
it. It all needs to be
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respected because we're really not sure and
until it's a hundred percent gone, we
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need to act as if, and
that's important, to gain a reputation as
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a responsible member of society and a
comfortable place patients feel to go to.
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You know, many doctors are still
wearing gloves or, at the very least
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washing hands between patients, not allowing
two chairs to be next to each other,
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a blank seat in the middle,
and some doctors reception areas are their
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cars outside. So everyone chooses something
a little bit different. But we need
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to be responsible. But as far
as reputation building up, and this is
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an open pepperts and open ended question
which I could take six hours, but
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really it starts with compliance, compliance, compliance, compliance, because what you're
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doing with your patients and documenting on
paper is reflected in your reports, which
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eventually primary care providers are going to
see, lawyers are going to see.
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And this is not a Pi question, you know. It's a rookie mistake
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for everyone to think, oh,
I only need pi documentation, it's a
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cash patient. That's a rookie mistake. You have one standard of documentation and
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pep. I'm sure you hear that
all the time. Right, it's not
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a Pi case, I don't need
to do this. Yeah, what?
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What? Which is an error?
You have one standard of documentation. You
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don't pander to a PI lawyer where
a cash patient, you don't. That's
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the shortest way to have a licensure
violation. And you have to be careful
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because the number one patients that report
complaints are cash patients and they don't have
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an insurance company to complaint to,
so they go to your licensure board.
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So you've got to have all your
ducks in a row and truthfully, I've
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worked intensely with Cairo touch to ensure
and over the past year. And by
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the way, they didn't pay me
a penny because I didn't ask for a
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penny because when we first engaged I
said you folks can't afford me, you
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can't and you really can't. But
I wanted a good place for my clients,
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for my doctors that I consult,
to have to go to on an
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emr system. So I spent the
better part of a year with your staff,
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pep, and creating the bullet touch
Pi program which really covers pretty much
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every financial class. But documentation is
where you start, because if you're dealing
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with a cochreating medical doctor or a
lawyer, they're looking at your reports and
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it's building your reputation and you.
You are subject to the neurosurgical standard.
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I don't want you to be neurosurgeons, but if you look at the the
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most respected medical provider in our space, it's the neurosurgeon. You will see
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nice, typewritten reports. You will
see we're view of systems, past history,
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social history. So the bullet touch
PI program in an efficient manner,
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covers that and it covers it well. Now was a perfect no because it's
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still an EMR system, but it's
the best in the industry at the moment
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and it's evolving over time with changes. And we've included our macro set in
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there, which are hundreds of both
compliance and reimbursement macros. And a macro
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is a pretemplated paragraph that myself and
Dr Owens has spent the last five years
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creating. Now we created it because
you know, through through literature, and
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it's wonderful. Now we both,
I teach in three chiropractic colleges and two
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medical schools at various levels, so
we have access to all these search engines
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and pubmed and Ovid. So we've
given you a literature based standard for the
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majority of these things, or at
least an academic standard to ensure compliance and
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then reimbursement. But the way to
start and ramping up is documentation, because
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if your documentation is poor, eventually
it's going to road your reputation and destroy
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a practice. It's just real simple. From there we look at things like
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what are your credentials? How do
you triage cases? You don't want,
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and we don't have time for me
to explain this, but you're not treating
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the case. If you focus on
treatment, your practice is doomed to stagnant.
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You have to manage your cases and
patient management is the key. And,
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by the way, I urge you
to attend Cairo touches. Webinar that,
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that that I'm doing for them.
It's two hours, maybe a little
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bit more than that, but we
delve extensively into case management, where we're
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looking at Mris, we're looking at
connective tissue failure. We're looking at how
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to document things demonstratively to ensure that
it's all there pep. Without going through
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another twenty minutes of explanation, I'm
going to end this one here on our
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podcast and go to your next question. You talked about documentation and we all
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know you're absolutely instrumental and helping us
to create, for our bullet touch program
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the Pi macro set that's specialized for
a personal injury chiropractors needs. Can you
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speak a little bit more about that
set in and what makes it so specialized
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for Pi? Well, what we've
done, frankly, is we've taken the
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basic program and we've ensured that you
could eat that you've got everything that's required
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for every em level to ensure that
the mechanism of injury and accident is you've
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got the appropriate macros in there.
It's really about the macro sense available.
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Is What makes it appropriate for Pi, because we've created macros for things like
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causality, the monster and bodily injury, persistent functional loss, all of the
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things that are required in a medical
legal environment to tell the courts, which
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includes the lawyers, that you've got
a complete report, because if your report
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is deficient, you've got issues,
and that's what the bullet touch. In
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a nutshell, it encompresses our macros, which covers the needs of the courts,
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of the court means the lawyers,
the judges, the jury, and
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encompasses the entire thing, which gives
you that flexibility to complete that document set
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outstanding, outstanding. Well, you
know, get getting kind of back to
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that topic of getting these offices back
up to a hundred percent. What action
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steps can an individual doctor take to
build their practice? And a second part
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to that is, can you give
some examples of action steps that will endure
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throughout their careers and not just be
shortlived? You know, that is one
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of the best questions that I've ever
been asked. You've got to have sustainable
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platforms and over the years I have
become a business strategist and and that's important,
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and I don't really work on the
CHIROPRACTIC space. I work with hospitals,
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I work with hospital to apartments,
I work with academic institutions, I
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work in large industries and when we
create a construct for a business, we
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want to look at that business and
create sustainable platforms. About twelve, thirteen
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years ago one of my family members
had cancer and, you know, is
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typical family. You know, we
were all an emotional crisis and, you
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know, scared. But being a
doctor I am and being as relentless I
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am, I had to find the
right doctor. Now I live in New
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York, so I went from Boston
to Washington. So if you can find
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a doctor between Boston, New York, Philadelphia and Washington and you can't find
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the best of the best, you're
in trouble because the best doctors, and
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I don't mean to be prejudicial or
as a rule, located in these regions
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there were the most concentrated. And
I found a doctor in Columbia Presbyterian Hospital
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in New York City who was and
the departments rated sixth in the nation.
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And this was the right person and
I got the right department, the right
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person. I call it for an
appointment and they said, I'm sorry,
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can't get him for six months.
I said six months, they'll be dead
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six you crazy. So how to
play the game? I had to go.
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Who Do I know? Who Knew
Someone in Columbia? Who Knew someone
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in the department? Who knew someone
in that doctor's office? Who knew someone
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who knew the secret Terry and how
to work my way up the ladder,
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I mean, and it took me
two weeks to work my way up,
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a lot of every single day on
the phone, and I finally got into
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the right person and and thankfully that
person, you know, save my family
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members life and I'm forever appreciative,
and I mean that sincerely. But while
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I was going through that, it
was a five year battle to overcome the
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cancer, I said to myself,
why aren't people running after chiropractors the same
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way I ran after that cancer surgeon? How come? Because that cancer surgeon
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was board certified and then certified to
their subspecialty and they taught in one of
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the most highly regarded teaching institutions and
they were published, I mean they had
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all the right credentials. So we
created the same type of credentialing process in
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our profession. So we created a
trauma qualification which you get co credential through
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Chiropractic academia. Right now it's Cleveland
University, Kansas City and through the State
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University of New York at Buffalo School
of Medicine of Biomedical Sciences. So you're
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getting credential through both chiropractic and medical
academia. We've created a hospital qualification,
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a primary spine care qualification and elect
an evaluation of management qualification, where you
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have formal credentials. And then what
we did was we posted those on different
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sites. So we have at teach, Doctorscom is our academic portal. At
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teach Cairos Hiros is our consulting portal
where all the different qualification requirements are at.
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And then what we did is we
started getting doctors credentials and then the
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next thing I know I get calls. This orthopedic surgeon found me online.
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They so my credentials. I got
a hundred fifty referrals from them last year
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in Virginia. This hospital system,
so my credentials. I'm now on the
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Board of a hospital in Utah.
There are five mountain hospitals and the doctor
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and the valley of those mountains are
yards, saw his credentials and spoke to
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him and now he gets he's the
recipient of all five emergency rooms. I
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mean I could go around the country, up in Buffalo, New York,
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Austin, Texas, Omaha, Nebraska, you know, all over the country
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this is occurring. And then medical
specialists, neurosurgeons, Ortho surgeons, are
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speaking and working with our doctors and
understanding that we're the solution to their problems
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and we're world credential lawyers. It's
just easy. It's just easy because there's
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something good cold call void deer,
which is a credentially an expert, and
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the lawyers know that when they look
at your CV. So if you want
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to know pep, what can be
done in your individual office, get cred
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dential. Now our consulting program and
this is a plug art for me.
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Our Consulting Program teaches you how to
use those credentials and get your referral sources
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to run after you. And you
need tools. One tool is Kiro touch,
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the bullet touch program. Without that
that's ground zero. Then the other
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tool is your coursework and your formal
qualifications. But you start with the consulting
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side, which is the least expensive
art, to learn how to build an
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infrastructure. Here's another business term.
If you want to build a sustainable platform,
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you need a strategic business plan and
that starts with building and admissible infrastructure
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that is sustainable for the balance of
your career. pinks again, Dr Mark,
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for sharing your outstanding perspective on this
topic with us, and thank you
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to our listeners for tuning in to
catch up with Kyra touch again. I'm
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your host, Lawrence Pepler, and
we'll be having a new episode every single
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week on spotify, itunes and Kyra
touchcom. Forward Slash podcast. If you
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ever have any questions, feedback or
requests, please don't hesitate to email us
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at podcast at Kira touchcom. We
would love to hear from you.
