Q: What is different about your approach?

A: I contend that nearly every individual, in every profession, needs advice, guidance and mentoring or coaching in some way, shape or form.  Even well known “superstars” in sports, entertainment and business utilize coaches and mentors to achieve and sustain unprecedented levels of success. This same philosophy applies to you.  I know that in order for me to advise you, teach you, or motivate you, I must first get to know you as a person.  I must know what it is that drives you, what your interests are, and understand your personal philosophy of chiropractic care and practice.  Most management firms expect you as the client to adopt their philosophy, and to substitute their philosophy for your own.  In my experience, this usually results in failure on many levels, the most critical being the destroying of your self-worth.  I think each doctor must, with my help, progress through a logical self-analysis of his or her practice philosophy, current organization, team (employees) and existing practice, before establishing a course of action to effect change.  The reality is, each doctor must know what it is he or she wants to provide, and why he or she wants to provide it, before he or she can accomplish anything sustainable in practice.

Q: What qualifies you to mentor other doctors?

A: As a second-generation chiropractor with over 20 years of clinical experience, as well as experience in managing single and multiple doctor offices and a multi-disciplinary physical therapy business, there is not much I have not experienced in the practice and business of chiropractic. I lived and breathed practice for well over 20 years experiencing the day in, day out challenges unique to modern chiropractic practice. In addition, I have experience in a variety of areas of business ranging from residential and commercial real estate development, management and investment, to start up businesses outside of chiropractic.  What’s more, as a father of 6, I learned how to balance personal, family and professional demands.  I contend that only a chiropractor with this kind of life and practice experience can mentor another chiropractor.  I am unique in my mentoring role.  No other “practice management consultant” active today has the unique chiropractic, clinical, professional experience, and business background that I possess.  This solid platform provides the foundation for my mentoring practice.

Q: Can you guarantee that I will succeed?

A: This simple answer is, “No.” I have no means to control the multitude of variables that impact you and your practice.  However, I act as a catalyst and will help you identify what you want and how you want to succeed.  Ultimately, only you can define success, and you are the only one responsible for your success. Only you can determine what success means to you.

Many management firms will arbitrarily assign parameters of success, either blatantly or subtly.  For example, a common threshold is “300 visits per week,” another, “Totally Debt Free,” or “Collection over $50K per month.”  In my opinion, what matters most is the patients being served.  In other words, how many patients are provided with exceptional care?  How many patients are willingly referring their family members, friends and colleagues?  Make no mistake, the financial aspects of practice are very important, you must be profitable to stay in business, however, never should this be at the expense of an honest, doctor-patient relationship and developing a sustainable and ethical practice.

Q: Will you teach me how to bill insurance companies?

A: No. I will assist you in developing a financial policy derived from your practice platform.  I will help you to determine how you want to practice, to develop policies, procedures and protocols that are rooted in honest business principles.  I will help you to build a team of professionals that will become extensions of your practice vision.  I will advise you on how best to approach the financial aspects of practice.  For example, if you know you are not a detail-oriented person, and you are not a natural manager, you may be better off choosing to hire a professional billing service than attempting to manage this aspect of your business yourself.  I believe firmly in performing your “best work,” and hiring others to do theirs. You must develop your own unique system of business; one that features your strengths, and never exploits your weaknesses.

Q: There are many “Practice Management” consultants and companies to choose from, why should I consider you?

A: If you are looking for actual one-on-one guidance, in the way you want it, at a pace you are comfortable with, and from someone who will respect you as a person as well as a doctor, you should consider working with me.  I work best with rugged individuals; those who want to learn, grow, and lead rather than adopt someone else’s philosophy, style and personality.  Many doctors tell me that they have grown tired of hype, pretense and borrowing someone else’s definition of success, even subverting their own religious beliefs in favor of “new age” philosophies or religions.  I find this sad and disturbing.

If you want to work at becoming the best doctor you can be, respecting each and every person who would be your patient, I can help you achieve what you seek.  I will never ask you to adopt another religion or belief system.  I won’t even suggest it.

I will never advise you to do anything illegal or unethical, in fact, I will not recommend you do anything that is questionable.  I will motivate you from honest, real-life, time tested experience and contemporary information. I will give you all I know, and work with you to apply it.  You must be willing to work hard, but I will work with you, side-by-side on the practice path you choose to follow.

If you are an individual, a “square peg in a round hole world,” and you want to set your own path and direction rather than follow someone else’s, you should work with someone of like mind. Schedule a time to meet with me (608.489.7542), and then let’s get to work.

Q: How long will I need to work with you as my mentor?

A: The business of chiropractic is constantly changing, yet the fundamentals of business are essentially unchanged in modern history.  As a client progresses from a brand new business owner and practitioner, they grow, learn and develop. The first phase of the mentoring relationship often focuses on fundamentals.  As time advances, the finesse of team development, patient management, and even balancing practice life and personal/family life comes into play.  It is my intention that each client grows over time to need my input less, rather than more.  However, that said, I have mentors that I rely upon regularly for advice, and have for years.   After a time, when I have developed a relationship with a client and a practice, I become an objective and valuable asset to help in whatever capacity I am needed, and therefore, many clients want a life-long relationship.  Each person is different, that is why no one solution fits everyone.  I think chiropractic care is an apt metaphor for my mentoring approach.  “Do you want temporary relief of your problem, or would you like to get to the root of your problem, then maintain the improvement you’ve made?”

Q: Will you help me with patient management?

A: Yes, in a manner of speaking.  The fact is, the client is the treating doctor and, ultimately, the final arbiter of all decisions regarding patient care.  However, in practice, the majority of the time, patient management revolves around managing people; in other words, developing a solid doctor-patient relationship, and establishing trust and rapport followed by consistent and patient focused doctor-patient communication.  If patients will not trust a doctor, the likelihood of the patient remaining in care long enough to reach maximum benefit is slim.  Therefore, close contact between mentor and client, and the sharing of years of patient management results in a higher quality doctor-patient relationship, superior patient care and, ultimately, more success in practice.

Q: What is your relationship with Chiropractic Biophysics (CBP®) ?

A: I met Dr. Don Harrison in 1979 when I was a student.  We have been close friends ever since.  I “grew up” with Gonstead Technique® as my father was a student of Dr. Gonstead’s.  Dr. Harrison introduced me to the concept of physics and biomechanics as applied to the spine, and chiropractic.  Though initially we debated chiropractic theory and practical application, I always respected Dr. Don’s knowledge and passion.

While in clinical practice, I realized that, despite aggressive application of soft tissue manipulation and exercise (combined with Gonstead Technique® adjusting), I was not consistently improving posture or biomechanics in my patients I began to look for other solutions.  Dr. Harrison had, by this time, pioneered CBP®.  I learned all I could from Dr. Harrison, redesigned my practice, and grew the business implementing all the new technology as it was introduced.  I kept pace with each and every phase of the development of CBP® Technique until I retired from clinical practice in 2003. I personally developed policies, procedures and protocols to create efficiency while implementing all the latest equipment, and clinical protocols demanded by CBP® research including in-office exercise, traction and education, and even functional rehabilitation exercise protocols and work conditioning.

I eventually became a CBP® Instructor and taught the basic and advanced electives at Life Chiropractic College-West, and taught the CBP® Level 8 “Practice Tutoring” seminar with Dr. Dwight DeGeorge. I continue to keep pace with all things CBP®.

I have a unique perspective on developing and managing a high quality, patient-centered CBP® practice.  No consultant or management firm has the personal experience and knowledge of CBP® practice that I possess.

I am confident that CBP® is contributing to the future of our profession in a very significant way, and I support CBP® as a Distinguished Fellow of CBP® and as a CBP® Instructor.  I pay CBP® Seminars as a vendor at their seminars. I also donate to CBP Non-Profit, Inc.®.  I maintain solid personal and professional relationships with many well-known and respected CBP® practitioners.

Q: If I have a problem, how will you help me solve it?

A: We will analyze the problem together and, when all the facts are elucidated, arrive at the best solution for each individual problem.  In the process, we will learn how to avoid the particular problem we solved in the future, and establish new parameters, protocols or policies as needed to ensure the problem does not manifest again.  I see my role as mentor to teach you how to manage your own business, not merely give you “marching orders”.

Q: Do you recommend a cash practice model?

A: It is my opinion based upon study of the marketplace, that coverage for chiropractic care is likely to continue to deteriorate.  The fact is if you are a structurally based chiropractor that is rooted in attempting to rebuild your patient’s spine, you will routinely exceed the benefits of virtually every insurance plan.  Therefore, your financial policies and patient dialogue must be geared towards establishing the value of what you do with each patient, and the fair exchange of what you provide for your fee.  People will pay for what they value.  Each doctor must establish the true value of their service address the wants, and the needs of the patient, in order to succeed financially. Ultimately, a practice that is predominantly or all cash is a lower overhead, less stressful practice than one addressing the myriad of issues inherent in a “third party pay” practice model.

Q: With what techniques are you familiar?

A: I have extensive experience with Gonstead technique and Chiropractic BioPhysics® (CBP®).  I also mastered an adjunctive soft tissue technique that I applied throughout my practice years with great effect.  I have a great deal of experience with extremities and managing sports injuries.  I also applied functional training and protocols to support biomechanical and structural change in routine clinical practice.  Therefore, I am most comfortable in assisting doctors who are structure-function based in their chiropractic approach. I am particularly interested in what each individual doctor thinks about his or her technique.  I believe whatever named technique, procedure or protocol each doctor chooses to apply must be scientifically and clinically defendable.

Q: What style of practice do you promote?

A: In my opinion, the only honest way to practice is to consistently put the patient’s needs first.  Therefore, I promote a patient-centered practice, and teach and mentor from this perspective.  I stress that each doctor strive to develop life-long patients, without any gimmicks, year long financial plans, scare tactics, or any emotional exaggeration of the patient’s condition to further financial gain.  I know that developing life-long patients, and providing exceptional service produces a stable, rewarding, and ultimately very profitable business.  I contend that you must first provide what a given patient wants in order to create the opportunity to provide what an individual patient ultimately needs, therefore, honesty and trust is at the root of the practice model I advocate.

Structurally based chiropractors are nearly always managing conditions for patients, rather than actually resolving them.  Therefore, to provide the greatest benefit to patients in need, the practice approach must address the patient’s condition, but also teach the patient how to help themselves, and to clearly define the role of the doctor in the patient’s life.  The greatest benefit to the patient comes from a life-long doctor-patient relationship; to provide ongoing positive physical and intellectual input to allow patients to interact optimally with their environment, and be maximally productive and functional.  This requires mastery of doctor-patient communications, exemplary customer service and an efficient organization.

Q: What is your relationship with Posture Correction Tools, Inc?

A: In 2004 I co-founded PCT, Inc. with the current owner.  I pioneered a number of innovations incorporated into the PCT adjusting table, working very closely with the engineering firm responsible for the execution of the design. I suggested the use of a durable, predictable resistance adjusting platform which became the polyurethane foam pads, drop pieces that actuate in all positions to enhance CBP® Mirror Image Adjusting®, a vertical, “Y axis translating and dropping” pelvic section, hand-cocking sections to facilitate better ergonomics for the adjusting doctor (think push-pull over time), and an electric elevating headpiece to allow for precise adjustability to fit the patient’s abnormal posture.  I suggested the table be light, strong and mobile, and easily moved.  All of these innovations were inspired by my years of practice, performing tens of thousands of adjustments, and by what I learned from my collaboration with Dr. Don and Deed Harrison, and CBP Technique®.  In my practice, I used the electric elevation tables produced by Omni Tables, Inc. However, the PCT X-Pro from Posture Correction Tools, Inc. offers the CBP® practitioner versatility and features uniquely tailored to CBP® adjusting protocol, it is a fine product worth considering.

I exchanged all of my interest in PCT as of September 11th, 2006 in order to focus all my attention on my own consulting business.  Therefore, I have no financial or other interest in Posture Correction Tools, Inc.   I receive no compensation or referral fees from PCT or Omni Tables, Inc.

Q: What can I expect from working with you?

A: You can count on me being honest with you, treating you with respect, and as a human being and fellow colleague.  I will also help you to become a better version of yourself, never abandoning who you are as an individual.

I know the trials and tribulations of practice.  I know how to handle tough cases, and what it feels like to experience rejection from patients.  I understand practice, and what it means to live and practice chiropractic in a hostile environment.  I know also what it means to give more than you receive in practice.

I know what it is to balance practice, family and life.  I did not read it in a self-help book, I don’t have to theorize about it or use someone else’s experiences to teach this; I lived it day in and day out for over 20 years.  I know I can relate to what you are dealing with in your practice and your life.  You can also always know that I will return your calls, your emails, and meet you in person when necessary, to ensure you get what you need from our relationship.  You may rest assured; I will bring all my life experience, practice experience, and business acumen to bear on teaching and mentoring you.

Q: When you were in practice, what was your personal experience with practice management?

A: I was a client of Renaissance International, Singer and Total Practice Management (TPM) during my practice career. I attended Renaissance with my father when I was in high school in 1977, and helped organize and promote “A Champagne Premier of a Chiropractic Film featuring Peter Graves,” a high caliber community event to promote, and publicly elevate chiropractic.  I attended Renaissance again as a practicing doctor in 1984, and successfully implemented the in-office patient education system and patient communication advocated by Renaissance at that time. Through my association with Renaissance, I consulted with Dr. J.J. Chartreuse from Marin, CA, and learned about the importance of cash practice and how to establish and communicate value with patients. I was a client of Singer for one year from 1983-1984.  The Singer system did not fit my practice or personal philosophy. However, I did learn about Hubbard business management and various patient promotional events.

After running a sports injury oriented chiropractic clinic in Los Angeles, CA along with my multi-doctor practice in Pinole, CA, as well as founding SOMA Institute, Inc. Sports Medicine, Industrial Fitness, I decided to refocus my attentions to solo practice and simplifying my busy professional life.  I consulted with TPM and other advisors and mentors to remodel and simplify my chiropractic and other business interests.  I was thoroughly exposed to the “TPM System,” and, along with Dr. Dwight DeGeorge and other clients, contributed a great deal to the evolution of the “TPM system,” as specifically interpreted and applied to CBP® practice, for many years.

I have a unique perspective on TPM/TPMI having been, at various times, a client with TPM, and a coach with Total Practice Management International (TPMI). By far the most valuable thing I learned as a client of TPM, a completely novel concept to me at that time, was reducing my time in the office, and taking more breaks. Because I had a mature, stable practice when I employed TPM that change was feasible, and it made a distinct improvement in time management for me.  I qualified my life “before and after” this change, as it was quite a contrast with my upbringing in the Midwest work ethic, and proved to be more compatible with the demands of a high volume practice schedule.  I interpreted and adapted some of what TPM espoused into my own clinical practice style.  I then developed an intern and preceptor program; a unique team building approach, functional training and rehabilitation program and continued to succeed in practice until my retirement from clinical practice in 2003.

Q: What is the origin of what you teach today?

A: The materials, coaching and teaching that I provide are unique in the chiropractic profession, and are a result of extensive training, experience, and from many different and disparate sources.  My “chiropractic education” started on my father’s knee, and was part of my everyday life while growing up.  I had the advantage of being exposed to, and influenced by, some of the brightest minds and most successful chiropractors in history throughout my childhood and into adulthood.  I learned the fundamentals of patient management as a child, helping my father with acute and emergency cases evenings and weekends.  He taught me radiographic line drawing analysis by the time I was twelve.  I personally practiced, “hands on” for over 20 years. I have attended hundreds of chiropractic and business seminars since 1979.  I became a Certified Chiropractic Sports Physician, completed the Diplomat Program in Chiropractic Orthopedics, (CCSP), was a Certified Disability Evaluator, Qualified Medical Examiner (QME), qualified as an expert witness and Independent Medical Examiner, trained in Manipulation Under Anesthesia, and Certified in Chiropractic Biophysics (CBP®).  I am currently a Distinguished Fellow of CBP®.  All this experience and information influences my body of work; however, original work and direct influences are credited accordingly.

To give credit where it is due, I, and most practice management professionals, including Whitehall Management, TPM/TPMI, and others, must credit Greg Jack of Capacity Management, Inc. as the originator of many of the core principles of practice management in use today. Many of the concepts and principles I studied, adopted, refined, developed, and subsequently incorporated into my own practice, can be traced back to my introduction to original Capacity Management, Inc. ideas.  That said, the filter of my experience has produced time-tested solutions, and what I teach, I own.

Q: Do you think you can help me?

A: If I think I can help you after assessing you, your wants and needs, I will tell you so.  If I do not think my skill set fits your needs, I will tell you that too, I may even recommend someone or another firm that better fits your wants and needs.

Q: Will you work with new doctors just starting out in practice?

A: Yes, when their skill set, assets, attitude and grasp of reality is sound.  Many doctors desirous of opening a practice would do well to complete Establishing Your Practice Program© before embarking on developing their own business.

Q: With what kind of things will you help me?

A: Doctors rely on me for help with the day-to-day challenges practice poses, everything from how to handle a given patient interaction or problem, to branding, marketing and promoting, hiring and training a team, or organizing or re-organizing their businesses.  Some want to know how to balance family, life and practice.  Others want to know how to manage their success.  Having an experienced mentor to share thoughts, dreams, challenges and successes with is a satisfying, and comforting experience that many doctors find incredibly valuable.  If you would enjoy having a teammate, with a vested and objective role in your success, perhaps you and I should dialogue.  Send me an email and we can begin to determine your specific needs and how I may apply what I know to help you achieve what you seek.

If you have a particular question that was not answered to your satisfaction above, feel free to ask me anything you wish, I promise to give you an honest answer.