#55 - Medical Collaboration for the Private Practice DC with Dr. Alex Frantzis, Part 1

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Factor spelled FA k t R stands
for Functional and Kinetic Treatment with Rehabilitation.
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Over the past decade, this unique
approach to treating pain and dysfunction has been
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utilized by healthcare providers on six continents, serving as a framework that guides clinical
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decision making and patient visits around the
globe on a daily basis. With this
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podcast, our goal is simple to
bring the best and brightest in clinical education
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to the forefront and empower practitioners with
cutting edge, evidence based content that improves
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patient outcomes and inspires healthcare providers to
continually evolve their approach to treatment. In
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each episode, we will feature a
training or interview with some of the top
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minds and healthcare in a short format
that is easy to digest, with actionable
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information that you can implement into practice
right away. Let's get started. Hi,
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everyone, Welcome to the Factor Podcast. I'm your host, Jessica Riddle.
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If this is your first time tuning
in, welcome and thanks for listening.
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If you're in private practice, as
many of our listeners are, then
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you've probably struggled at one point or
another with self doubt or even been held
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back by limiting beliefs, or maybe
even inseemingly insurmountable obstacles. They keep you
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from clearly defining your big, hairy, scary, audacious vision for your business.
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And when you convince yourself that these
obstacles are indeed insurmountable, it's easy
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to give up on your big vision
to instead focus on the low hanging fruit
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and lower your goal posts a little
bit. I've been there, and I've
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even been talking a lot about this
on LinkedIn lately about how recently I've been
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smacked in the face with a big, hairy, scary vision for factor that
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I now have no choice but to
chase down relentlessly until I make it a
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reality. So at this point you're
probably hasking yourself what any of this has
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to do with medical collaboration. Well, for those of you in the private
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practice space, expanding your opportunities to
collaborate with local medical providers can be a
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great strategy for expanding your practice and
taking your business to the next level,
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creating both a referral source for new
patients and a network of colleagues that you
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can trust to provide your patients the
best care possible, thus expanding your influence
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and the positive impact on your community. And who better to talk about this
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then. Doctor Alex Francis, a
board certified chiropractic orthopedist who owns several integrated
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health centers throughout Northeast Ohio. A
two thousand and eight graduate of Logan University,
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doctor Francis began his first multidisciplinary clinic
soon after graduation, growing to three
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locations and employing a team of providers
including a board certified orthopedic surgeon, general
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practice medical doctor, physicians, assistants, physical therapists, and massage therapists.
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In twenty thirteen, he became staff
privileged with a local hospital in Cleveland and
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has operated an established office in the
hospital since twenty seventeen, working with specialty
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teams such as primary care, general
surgery, vascular surgery, and pedietry.
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Most recently, doctor Francis has expanded
to integrate with an urgent care facility offering
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chiropractic care as part of their model, managing neuromuscular skeletal conditions alongside various other
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healthcare specialists. In today's episode,
we will discuss the medical model and how
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medical referrals work, discuss best practices
in approaching medical providers for opportunities to collaborate
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and co manage cases, and the
importance of addressing mental health care as a
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component of chronic pain and pain management. This two part training will provide you
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actionable steps that you can take to
begin establishing relationships with medical providers in your
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area, along with some guidelines and
best practices for overcoming misconceptions about what you
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really do and establishing yourself as a
trusted provider on your patient's healthcare team.
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Let's cue the intro music and get
started. Thank you very much, Jessica,
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So everybody that's here, thank you
everybody that's watching the recording when this
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comes out, I appreciate you guys
taking the time to give me an hour
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of your time to kind of talk
about my specialty and what I do very
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well. So one of the things
that I'm I'm involved in is I'm a
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DC once a Logan, I'm a
Logan grad So one of the things that
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I've managed practice. I graduated two
thousand and eight. Kind of talked a
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little about my history. I graduate
from Logan two thousand and eight. Since
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that time, I was an associated
original. Initially I moved into private practice
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kind of on my own with my
partner. But since day one, I've
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always been in grated setting. I
start off in my private practice with the
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usual standard massage therapy, physical therapy, all that that kind of blossomed into
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a fully integrated practice with an we
had at any given time, we had
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a pain management specialists in MD.
I've had physicians assistance, I've had orthopedic
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surgeons in my office and built a
model based on that. Moving from that
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in my private practice, I ended
up going into a hospital setting. I
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was asked back in twenty thirteenth initially
to be staff Pological Local Hospital here in
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Cleveland, Ohio, and since that
time, I have expanded beyond private practice.
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I do have three private practices that
I have associates, and I've expanded
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into hospital setting and actually today the
last few months, I've been seeing patients
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in urgent care. I'm actually at
the urgent care today seeing patients. And
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I've been doing this for a couple
of months. So I've always been outside
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since graduating, I've always been in
some kind of integrated setting. I've always
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had a network of medical professionals that
I've worked with. So I really want
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to take some time to kind of
help don this talk with students before so
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students, sure, but even some
of the more seasoned cairos and providers out
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there and how to collaborate in a
medical setting eventually leading to maybe an integrated
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practice private practice. I also run
a group on Facebook about hospital based chiropractic.
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There's some of us out there,
but trying to help build the medical
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community for patient base and understanding how
to work with other providers. So this
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first life my biography. I'm originally
from Toronto, came of bachelor's degree,
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went to Logan. I do ACU
councer certified anyway, and I'm also we
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used to be known as the northpedic
Diplomat but now is known as the International
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Cudory Neuromuscular Medicine. So that's kind
of what my background is like. Jessica
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says, I've been in an integrated
setting since basically day one of private practice.
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I've always had some kind of other
professional either in office or part of
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my network, and then that grew
into the hospital I'm in now, that
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grew into the urgent care where we
have variety of specialties. So hopefully you
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guys can get some information here on
what I've been able to do successfully.
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We're very few of us have failed
or can't figure out how to get our
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foot in the door. So everything
that we're discussing here is stuff I've done
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in private practice at one time or
another. A lot of this stuff is
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early on. What I did in
practice at helped build my network. And
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so the preface I want to say
before we start all this is I understand
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the reservations. I understand some of
us went to different Cairo schools where we
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were taught medical models bad or the
big, big bad MD who's going to
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give drugs, performed surgery necessarily.
This is why we're different. And unfortunately
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we learned in Kiro schools, we
actually never learned how to play nice with
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other providers. So I've spent the
last thirteen fourteen years trying of figuring out
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and I found this system that worked
for me. It's not hard, it
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doesn't have to be hard, but
building that network really benefits you as a
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practitioner. But more importantly, it
benefits your patient base. It benefits your
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every day Miss Smith that comes in
with a little back pain, that needs
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something beyond what we can do,
and it really helps build a network of
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patients that are reliant on you,
that love you that see you for everything,
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but I understand that you have their
best interests at heart. So today's
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presentation is what worked for me and
stuff I've seen has been the easiest with
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my personality. I know there's other
providers that offer advice on how to integrate.
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There is no right answer, it's
right what's right for you and your
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personality. So moving into that,
like I said, there's many different approaches
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to do this. There's no right
there's no right answer, there's no wrong
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answer. But the important thing is
it doesn't have to be hard, it
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doesn't have to be uncomfortable, it
doesn't have to be challenging. And once
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you understand the providers you're working with, once you understand where they're coming from
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and their mentality, this is actually
a very simple procedure. So, like
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I said, many different approaches.
Each one can be effective getting your foot
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in the door. But find what
works for your personality. Find what works
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for you. Could we bring them
lunch, could be just stopping by saying
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hi, and I'll get into a
few stories of what's kind of guided me.
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And it's funny because before this presentation, I actually want of my patients
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here if they were care she's a
primary care MD. I've known for a
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couple of years now. She's seeing
me for a shoulder issue and I asked
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her, I'm like, hey,
I'm doing this webinar today as a medical
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professional, what's the one thing that
you want to see when you're working with
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not just cairos but other providers.
And she mentioned communication. Just talk to
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me I'm sending you a patient,
or communicate with me, let me know
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what's going on. And that's really
what I base a lot of my approach
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to is communication with other providers.
Communicating with their patients is obviously important,
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but communicating with other providers it can
be it. It could seem like a
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daunting pass from but it's really not. We learn a lot about how to
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keep people and get our foot in
the door, but the bigger thing is
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is keeping that referral, the referral
network going and keeping those referrals coming.
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I've heard countless stories from professional from
cairos that refer to a specific provider.
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They're doing great for a couple of
months and then that turns to disappears.
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So another approach is not just getting
a foot in the door and starting the
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referral process, but building it and
building that trust and building that referral network
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to longstanding relationship. We a lot
of us fail. Let that so understanding
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that we want to also not just
worry about getting patients in the door getting
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referrals into our system. We also
want to make sure that we keep that
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and we build that relationship. It's
we had to nurture it. It's like
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it's like planning a garden. You
want to really build that. So the
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headaches a lot of people have is
we have no idea what to do.
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In my slides, I make little
I put little things like funny little comments,
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but realistically, with our profession,
we have such a wide array of
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how we practice. I like to
say, I don't know what the cairo
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down the street is doing, let
alone what an MD is gonna think I'm
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doing, or a nurse practitioner or
whatever the case is. Like, you
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have to learn how to educate,
and unfortunately, there's people have their set
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beliefs. People have they're always a
kyroy's a quack, or he does this,
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or he does that. There are
some hurdles you have to overcome,
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but you also have to understand where
these providers are coming from and what I
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mean by providers, I mean mds, deos, nurse practitioners, PA's,
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pts, dentist, dietary, all
that kind of blending together. And people
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may have the preconceived notions of what
you do. You try to educate,
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You try to teach them what you're
doing, and there's there's different ways of
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doing it. But you really have
to understand where your audience is coming from,
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where these people are coming from,
and these providers are coming from.
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So before you can get into really
building a network and understanding where they're coming
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from, you also have to understand
what you want out of this. You
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know, what kind of network do
you want? Do you want a big
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network or small network? And I'm
a firm believer and unfortunately, having referred
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to work with a lot of different
providers with all of different specialties, you
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have to also understand who you refer
to is also reflection on you as a
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provider. If I'm sending to doctor
Smith and he is a hotshot orthopedic surgeon
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who doesn't spend time with his patients, is kind of arrogant, that does
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reflect on you. You have to
also understand if you're going to build your
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network, you want to make sure
it's providers that are similar to you that
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you can relate to. And again, how big a network wants to be.
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I have a relatively small network,
providers that I've worked with or I
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rely on on a regular basis.
Some people want to do a large network
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that's not necessarily conducive to the way
I practice, and for most cairos it's
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not so in In my network,
I have my set go to I have
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a podiatric surgeon that I work with
that works with me. We're trained in
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feet. I just don't do feet. It's just for personal reasons. I
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just don't do feet. I also
have an northopedic surgeon who does spine and
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extremities. He's kind of my go
to earth of guy. When what I'm
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doing is not working and what he's
doing is not working, we can kind
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of bounce patients back and forth.
I have a family practice. I have
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a couple of pas that I work
with that are fantastic general practice internal med.
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I get at a couple of mds
that work with that are internal med
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that can co manage some stuff with
me. I also have a cardiologist that
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I work with. Cardiologist that I
work with. It's fantastic. He's my
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archive. There's an issue, or
there's a cardiac issue that I'm obviously not
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comfortable dealing with. I have somebody
can work with. That we'll get into
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later and later slides kind of understanding
when to implement different providers and specialties and
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all that. The one thing I
always tell everyone who asked me these questions
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is don't be intimidated. These providers
are no better than you are as a
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cairo getting over that hurdle of the
big bed MD. They're scary, they're
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they're intimidating, they're not. There's
a few arrogant womens out there, but
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for the most part, don't be
afraid of these providers. There's no reason
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to be. I call it inferiority
complex. There's no reason to feel inferior.
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Like I see my physicians. Since
I work with I seem orthopedic surgeon,
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I see the cardiologies that their own
way pools, and having that mindset
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of equality really does make a difference
when you approach these people. Don't be
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afraid. A lot of the fear, though, is based on rejection.
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We get afraid of being rejected or
we get this is a whole as a
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person, we don't want to necessarily
put ourselves out there to be rejected.
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You're gonna get rejected. You're going
to approach providers that don't want to work
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with you. They're gonna have the
preconcy cairos or quacks. I see it
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every day in the hospital, and
I move on. If you don't dwell
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on those who reject you, it's
not worth the time or the effort.
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Concentrate on nurturing relationships with other providers
that are open to what you do.
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If you waste your time on trying
to convince the primary care things sure quack
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that you're not a quack, it's
gonna just destroy you. It's not worth
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the effort. It's not worth it. You work with people who want to
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work with you, are open to
you, and understand that those are the
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people you want to nurture those relationships. Do you want to build those relationships?
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And the people that don't want to
work with you, that don't want
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to, who think whatever they think, it's not worth your time and efforts.
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So you really want to concentrate on
that small network providers that compliment you,
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who reflect well on you, and
you want to do it in a
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very understanding way. You might get
rejected. You might they might tell you
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know your Cairo, I have no
need for you. Like, all right,
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cool, move on to the next
one. There's thousands of metical providers
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out there, and you might get
rejected by some of them. But there
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is those few that will work with
you and will promote you, and will
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work well with you and give your
patients a care that they need that you
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can't give them because outside your scope, it's outside your specialty that you can
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really grow your practice. You can
grow your patient care with a very few
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other providers that you don't need.
So I understand, don't don't dwell on
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the rejection, don't dwell on any
of that. So one of the things
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I tell people is you need to
understand what they're thinking. Okay, so
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you have to understand medical professionals.
They have the same concerns we do.
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They have the same worries as we
do. When you're in private practice.
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My concern and private practice was always
the same as we're going to get my
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patients from Are my patient's going to
like me and follow along treatment plans?
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Am I going to be able to
get them better? And are they going
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to be those kinds of patients that
I can build on. It's not treating
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patients for years upon years, but
patients know if they have if they're low
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back flares up, they know they
can come and see me and they know
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I can get them better. I'm
going to send them on their way,
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but I know I had that revolving
door patient base that are loyal to me,
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that will come back for their aches
and their pains. Mties have the
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same concerns. They worry about their
patients. They worry about understanding, keeping
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their patients coming. They worry about
if I refer a patient to doctor Smith,
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the cardiologist, is that patient going
to come back to me? Or
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is he going to steal that will
steal my patient. That's a concern that
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we have as providers, Like if
I send a primary care, is that
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primary care going to tell them don't
send to the Cairo. He's a voodoo
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doctor. If you're listening to this
podcast and you've yet to attend a Factor
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00:16:22.759 --> 00:16:27.639
Rehab Live course, I have a
special offer just for you. I realize
238
00:16:27.639 --> 00:16:32.399
that sometimes you need to kick the
tires a bit to learn more about a
239
00:16:32.480 --> 00:16:37.519
course, especially one that offers a
certification track before you go all in and
240
00:16:37.639 --> 00:16:42.039
register. So here's a special offer
I think you'll really like. Doctor Riddle,
241
00:16:42.120 --> 00:16:47.320
our director of Education, has put
together a free one hour webinar that
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00:16:47.440 --> 00:16:51.759
provides a foundation for why having a
system in your rehab is so important.
243
00:16:52.519 --> 00:16:56.679
See, a Factor is a system, not a technique, so learning more
244
00:16:56.679 --> 00:17:00.320
about the why, behind the what
and the impact it can have on your
245
00:17:00.360 --> 00:17:04.359
patient care is a crucial first step
in determining if becoming Factor certified is right
246
00:17:04.440 --> 00:17:10.799
for you. And to sweeten the
deal, we're offering Continuing Education credit for
247
00:17:10.920 --> 00:17:17.119
completing this online training absolutely free.
Yes you've heard that correctly. Free CE
248
00:17:17.400 --> 00:17:21.839
credit is available and a number of
US states for chiropractors, as well as
249
00:17:21.880 --> 00:17:26.920
for massage therapists, athletic trainers,
and physical therapists. To learn more and
250
00:17:26.000 --> 00:17:30.680
get your free CE while learning more
about how Factor can impact your patient care,
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00:17:32.240 --> 00:17:36.559
visit the free Factor webinar link in
our show notes. Now back to
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00:17:36.640 --> 00:17:41.920
the show. They have those same
concerns that we do, and private pact
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especially, we all are trying to
do the same thing. We may have
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different approaches what we're doing, but
they have the same concerns. It's funny
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because I did assume call a couple
of months ago, and some of you
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may have seen somebody may not.
With doctor David Purse, he's a general
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surgeon. He's our packs for years
upon years, and he's now a friend
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of mine. We work well together. He used to be the president of
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the hospital on Matt He used to
be president of a Cleveland clinic hospital,
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which is one of the largest healthcare
systems in the country and in the world.
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And doctor person I went on this
webinar. We have this conversation and
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he's a general surgeon and he goes
one of my biggest concern is if I
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see miss Smith for a colonoscopy or
for a GI issue, is she going
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to come back to me later on? In life like that, you would
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think a surgeon who has referrals coming
out, they worry about that one patient
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that they see they build a relationship
with, are they going to come back
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to us? So those concerns go
back and forth across all specialties. When
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you do finally get meeting with these
providers and you start geting your foot in
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the door, you're always gonna get
the same questions. It might be a
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different variety of questions asked differently,
but you always get these same kind of
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questions. One of the questions we
have, one of those hills we have
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to kind of battle, is the
concern of what you're doing is evidence based.
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So we'll get more into evidence based. And I know, looking at
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the chat previously, I know we
have some life people and I know Sherman
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and Logan and National and we all
have different kind of same education, but
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different philosophies. So one thing they
want to know is evidence base. Is
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what you're doing evidence base? Is
there what some efficacy to what you're doing?
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Is there some logic or research to
what you're doing? Is actually evidence
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based? The other the other factor
they really care about communication. And I
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told a story about my primary my
primary provider that I saw today as a
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patient for a shoulder issue. When
I asked a question, what advice would
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you give other practitioners, She's like, the three c's communication, communication,
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communication. If I'm sending you a
patient, don't just send me what results
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of a test. I want you
to call me or send me a letter
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and tell me what's going on.
Like I want to be in the loop.
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I want to know what my patient's
doing. So when I follow up
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with them. I can ask them, hey, how's your low back paint?
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How's you need a shoulder? Communication
is key, and it was before
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talking to her, I thought that's
what all providers do because that's what I
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see, and she goes there's a
lot of newer mds anddos and all that
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stuff that they don't they don't communicate. I want to see communication. I
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want to know what's going on with
my patient. Priory for you a patient,
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I want to know what you're doing, but I want to know what
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I can do to help you and
help facilitate that. And it's wonderful because
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when I see my patients like my
patients and I'm co managing with somebody,
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it's nice to have the MD,
the PA, the nurse practitioner or the
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whoever be like, hey, even
following up with your therapy with doctor frances
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Is, if you even seeing doctor
Francis, like like you told like he
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told you, And they'll be like, well, yeah, maybe sometimes they
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miss a few. They reinforce that, well, you need to follow that
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treatment plan. You need to follow
what he's doing. If you have any
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semblance of getting wanting to get results, you have to follow it. It's
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nice having another healthcare professional backing you
up one of the frustrating things that bother
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me in practice. I tell a
patient we're going to do this many visits
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over this amount of time, and
they disappear and then they bitch they don't
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get better, And having that other
provider behind you sitting there and saying,
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are you following with doctor Francis,
are you following with doctor Samith, are
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you doing a therapy? Are you
doing actually as he did, or whatever
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the case is. It's nice having
that reinforced because it helps with your compliance
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indirectly. And I do the same
with them too. If I'm seen a
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primary patient, so referl from a
primary care doct I'm doing the same thing.
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Hey have you seen doctor Smith?
Have you seen are you following up
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like you should be? Well?
Now you should really get in for your
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diabetes art attention, whatever the case
is. So understand that. And that
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goes into the third point of the
slide, which is co management. Are
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you going to come manage these conditions
with them? And we'll get more into
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that later. So let's talk about
evidence based. So the one precursor to
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this is if I see a safety
pin from any of you providers, please
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just stop. Okay, we're not
that's not evidence based. So we talk
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about evidence based. We're not talking
about technique necessarily. I'm a firm believers.
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I don't care what technique you do. I see. I see value
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in most techniques out there. I'm
not an active ator guy. I'll do
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some diversivators. I call it on
some patients that I can't manually adjust.
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I see value in Godstead even though
I don't do Godstead gonstead MPI I'm logan,
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so logan basic. I see some
value and diversified is kind of my
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stick. And I do a little
airt and some soft tissue and that if
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you exercise. But it's not a
technique thing. Evidence base is not necessarily
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a technique thing. Now that there
are some weird techniques out there that have
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no intrinsic value, but we're not
talking about technique here. We're talking about
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is what you're doing have some kind
of evidence to support it, and it
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doesn't necessarily just have to be like
double blinded studies. But is there some
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advocacy to what you're doing? The
key I tell people and all cairos I've
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ever worked with students providers is a
treatment you're doing appropriate and safe? Okay,
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if you have a hypparticipation with synosis
of they are like, like older
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patient, you shouldn't be cranking on
their neck. You should have some of
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the tools to go there. So
is it what you're doing evident, appropriate
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and safe for that patient? Length
of the treatment? Will you overtreat?
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And that's a huge issue for a
lot of people, a lot of Cairo
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stigma. I hear it in the
urgent care. Oh, you're going to
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see them three times a week for
fifty two weeks. I'm like, no,
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no, no, no no.
I'm a firm believer in trials of
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care and do a trial care see
at works and benefici the patient. Go
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on. If it doesn't benefit the
patient, change something up, get a
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console, figure out what's why it's
not working. My mentality is six state
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visits, I should see some kind
of functional improvement. And that's what these
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providers want to do. They want
to see that you're not going to do
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the same thing over and over again
and not get any improvement. So they
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want to know what you're doing is
reasonable. And my reason is you can
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see a patient twenty five times,
but at regular intervals are you monitoring progress?
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And I'm looking for objective improvement.
And when I deal with other providers
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and they're like, well, you're
a cawer, you're going to see in
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three times a week for fifty two
weeks, my response jokingly is like,
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you know what, I might do
that, but at at regular intervals am
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I going to see improvement? Is
it going to change? Are they functionally
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getting better? And that's what they
want to see? Okay? And no,
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I will not see a patients three
times or fifty two weeks. I'm
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just saying that there is no six
visits eight business. Everybody is different,
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but what you want to see is
there's some kind of objective improvement. Please
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again, no safety pits, Let's
not go there. The one thing I
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do want to mention going back to
the appropriate it's safe, there's also a
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time when your treatment is not going
to be safe for that patient. It's
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not going to be appropriate. You've
got to be able to pick up on
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those flags and be like, well, working with this patient may not appropriate,
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and you should express to the primary
cares that I want these patient visits.
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I want to see these patients.
I want to get these people better.
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But I don't think it's safe for
me to proceed. I think there's
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something else going on that might be
the problem. And if I don't order
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imaging, order the testing, I'll
send it back to the primary to do
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it. So you want to make
sure what you're doing, obviously is appropriate
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and safe for that patient. And
I feel like a lot of Cairo's,
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a lot of our profession kind of
get worried about numbers and maybe dabble in
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areas they shouldn't be dabbling in.
But you want to make sure it's appropriate
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and safe. Communication, Okay,
communication is key. Communication, communication,
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communication, medical writers. What's wonderful
about the medical profession is they already have
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a built in They have this communication
system already ingrained in their psyche from medical
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school, internship, residency of communication. This system is already built into how
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they work, so for you to
take a step into the system is ridiculously
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easy. They understand communicate, so
they have protocols they follow, They have
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certain expectations when they work with providers
about communication. You stepping into this as
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a simple process. Okay, it
could be a letter, could be effects
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could be a phone call, it
could be a text message. If you
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if you have a relationship a lot
with the orthopedic surgeon I'm working with.
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I've been texting him all morning about
patients I've been seeing that I've referred to
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him, He's referred to me,
and we have a hypo compliant text messaging
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and like hey, miss Smith,
or he'll call me like we have that
386
00:25:19.680 --> 00:25:23.000
relationship. Where as soon as he's
done seeing one of my patients or patients
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he's referred to me, he'll give
me a call and be like, hey,
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Alex, this is what I found, this is what's going on.
389
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What do you think? And we'll
go back and forth. So we're always
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communicating. After I see one of
his patients out, at the very least
391
00:25:34.559 --> 00:25:37.519
shoot him off an email or attacks
or a column. By that time,
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I'd be like, hey, I
saw this patient. This is what I'm
393
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thinking. Are you good with it? Do you want me to do something
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else? Are you thinking something else? And we'll try to get on the
395
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same page, kind of direct care
to what we think is appropriate. The
396
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one thing we'll get into is early
on in practice, I had these these
397
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letters that I use. I called
the three letter approach. I know other
398
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people who promote working with medical professionals
wants you to send reefs or send studies
399
00:26:00.559 --> 00:26:04.920
instead. JAMPT published a study and
low back pain, or the American Family
400
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Physicians send them these studies. I'm
gonna tell you right now, nobody in
401
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clinical practice gives a crap about those
studies. They just don't. And I'm
402
00:26:15.160 --> 00:26:17.720
sorry to say that. And I
think it's a wonderful profession to get more
403
00:26:17.759 --> 00:26:19.720
research out there promoting what we do. I'm a huge fan of what the
404
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American Association Family Physicians did years ago. I use that every day. I'm
405
00:26:25.640 --> 00:26:27.480
a huge proponent of it. But
please, for the love of God,
406
00:26:27.559 --> 00:26:33.039
to not send these providers journal articles, because it's going to sit in somebody's
407
00:26:33.119 --> 00:26:34.240
desk until ends up in the trash
and no one's going to read it.
408
00:26:34.640 --> 00:26:40.200
You want it, especially providers in
busy clinical practice. Short and sweet,
409
00:26:40.279 --> 00:26:44.839
Okay, avoid Cairo talk. Don't
start talking about well, definitely, don't
410
00:26:44.839 --> 00:26:48.039
talk about sublixations in terms of our
sublixation because as a completely different meaning in
411
00:26:48.079 --> 00:26:52.119
the medical profession. But avoid Cairo
talk. Avoid what we means lingual between
412
00:26:52.240 --> 00:26:55.880
us. Don't do it. Okay, They're not trained like we are.
413
00:26:55.880 --> 00:27:00.200
They don't understand the language like we
do. Family practice general surgery. They're
414
00:27:00.279 --> 00:27:04.480
not advert they don't know what we're
doing. Okay, so avoid Cairo talk,
415
00:27:04.559 --> 00:27:11.079
avoid profession specific language in these letters, stay away from research. Use
416
00:27:11.160 --> 00:27:15.880
these communications as a very short introduction, a short communication of Hey, this
417
00:27:15.960 --> 00:27:18.200
is what I found, this is
what i'm doing, Thanks for the referral.
418
00:27:18.359 --> 00:27:19.920
Keep it simple, keep it at
under three paragraphs, and I don't
419
00:27:19.920 --> 00:27:23.440
even say keeping a less than that, And my examples are basically one long
420
00:27:23.519 --> 00:27:26.759
paragraph and a quick thanks for the
refral kind of situation. The other thing
421
00:27:26.839 --> 00:27:30.680
I want you to really concentrate on
these communications is a thank them for the
422
00:27:30.720 --> 00:27:34.200
referral, because that shows you're professional, you're courteous, you're respectful, but
423
00:27:34.319 --> 00:27:38.440
also reassure them that you're going to
work with them to get their patient better.
424
00:27:38.599 --> 00:27:41.559
Okay, you're not working against them. You're not taking these patients for
425
00:27:41.680 --> 00:27:45.119
your own. These aren't your patients. You are treating these patients, but
426
00:27:45.240 --> 00:27:48.400
their doctor Smith's patients. So when
you get a referral in, you want
427
00:27:48.440 --> 00:27:51.680
to thank them and you want to
make sure they understand that, yeah,
428
00:27:51.839 --> 00:27:55.279
miss Smiths is going to come still
see you for follow ups and her med
429
00:27:55.359 --> 00:27:56.799
checks and all that stuff. I
still want them to see on a regular
430
00:27:56.839 --> 00:28:00.599
basis. They have appointments with you. I wanted to make those appointments,
431
00:28:00.640 --> 00:28:03.839
okay. And you're going to work
with them to get them better. Okay.
432
00:28:03.920 --> 00:28:06.960
You might do most of the heavy
lifting, but you're still going to
433
00:28:07.039 --> 00:28:11.079
work with them to get them better. Working with them may only be them
434
00:28:11.160 --> 00:28:15.839
seeing the patient and being Okay,
keep seeing doctor X for your treatment because
435
00:28:15.839 --> 00:28:18.359
it's working, but they're still working
with them. And keep it in the
436
00:28:18.480 --> 00:28:23.599
mentality you're co managing. You're not
controlling the narrative. You have a partner
437
00:28:23.640 --> 00:28:27.720
in crime that's going to help you
get that patient better. Okay. In
438
00:28:27.880 --> 00:28:33.440
the letter you want to or your
communication, your findings, what your plan
439
00:28:33.640 --> 00:28:36.079
is for me, It's a trial
of care, six eight visits, and
440
00:28:36.200 --> 00:28:41.759
my expectations are and thank you for
referral and instructions that I want them to
441
00:28:41.799 --> 00:28:44.759
follow up with you. Okay,
So we definitely need that. Nobody wants
442
00:28:44.799 --> 00:28:47.720
to read a book. Keep it
short and sweet, okay, don't use
443
00:28:47.839 --> 00:28:52.640
Cairo talk. Nobody cares. Nobody
cares about sublixation complex. Nobody cares.
444
00:28:53.000 --> 00:28:57.480
What they care about is getting your
patient better and making them look good.
445
00:28:57.839 --> 00:29:00.519
Okay, So understand that. Keep
them in the look what's going on,
446
00:29:02.279 --> 00:29:06.240
and that's really really what they care
about. Okay. So that's the three
447
00:29:06.319 --> 00:29:08.400
letters that I use, and we'll
go into examples of that here in a
448
00:29:08.480 --> 00:29:14.640
second. So the three letter approach, okay, there should be at least
449
00:29:14.680 --> 00:29:17.720
three letters. When you have a
patient referred to you, there should be
450
00:29:17.720 --> 00:29:21.200
at least three letters. Okay,
And we're going to talk about you using
451
00:29:21.240 --> 00:29:23.319
your patient base to refer and then
the three letters also work as well.
452
00:29:23.640 --> 00:29:26.720
So you want an initial introductional letter, Hey, doctor Smith, thanks for
453
00:29:26.759 --> 00:29:30.599
the referral. I saw miss Sally
issues. Great, this is what I
454
00:29:30.680 --> 00:29:33.920
found. This is what I'm going
to do as my trial of care.
455
00:29:33.480 --> 00:29:37.000
I told them to follow up with
you if there's any change as any issues,
456
00:29:37.079 --> 00:29:40.079
or follow up any schedule to care. Simple to the point and easy.
457
00:29:40.279 --> 00:29:42.559
Okay. At some point, please, for the love of God,
458
00:29:42.559 --> 00:29:47.200
you should be doing a revaluation on
your patients something, okay, measuring functional
459
00:29:47.279 --> 00:29:51.519
doing functional outcome assessments, doing an
exam, doing an email somewhere after your
460
00:29:51.599 --> 00:29:55.400
trial of care to monitor functional improvement. That's a perfect opportunity to send another
461
00:29:55.519 --> 00:29:57.839
letter. Hey, doctor Smith,
this is where we're at. These are
462
00:29:57.839 --> 00:30:00.240
the functional improvements I have. This
is what I'm going to do for the
463
00:30:00.319 --> 00:30:03.839
next trial of care. Just want
to keep you in the loop. And
464
00:30:03.920 --> 00:30:07.359
then a release letter. Okay,
the release letter should basically say, hey,
465
00:30:07.559 --> 00:30:11.000
doctor Smith, patient responded great,
We've love some residual issues. This
466
00:30:11.119 --> 00:30:14.640
is what they are. I told
them to follow up with you and they
467
00:30:14.640 --> 00:30:17.200
can come see me if they have
any other issues. I told them follow
468
00:30:17.240 --> 00:30:18.279
up with you regularly to keep you
in the loop. If there's any changes,
469
00:30:18.279 --> 00:30:22.000
they should follow up with you.
And that's it. Okay, this
470
00:30:22.240 --> 00:30:26.119
is simple. This is template letters
that you change names, you change conditions,
471
00:30:26.559 --> 00:30:30.839
You kind of keep in simple.
In general, if the provider has
472
00:30:30.880 --> 00:30:33.880
any questions, they will call you
and they will reach out. The beautiful
473
00:30:33.920 --> 00:30:37.279
part about these letters is now you've
gotten your name in front of these providers
474
00:30:37.400 --> 00:30:41.200
three times for one patient. So
if you get ten patients from this provider
475
00:30:41.440 --> 00:30:45.960
every six months, they are now
seeing your name across their desk at thirty
476
00:30:45.000 --> 00:30:48.839
times. That's what they want to
see. They want communication, and from
477
00:30:48.880 --> 00:30:52.359
a marketing perspective, the more your
name is getting in front of them,
478
00:30:52.839 --> 00:30:56.319
the better off. It's going to
be. Like it's just name recognition that's
479
00:30:56.400 --> 00:31:02.359
really key. So understanding communication.
And the wonderful thing is is that communication
480
00:31:02.480 --> 00:31:04.400
is or ingrained into them. They
want the communication. That's what they're used
481
00:31:04.440 --> 00:31:08.839
to with other specialists. We are
mescal they're a muscular medicine specialist. We
482
00:31:08.960 --> 00:31:12.839
do it wonderfully well. So they
see us as another specialty, which I
483
00:31:12.960 --> 00:31:17.200
take as a compliment. But are
those are the things they want to see,
484
00:31:17.240 --> 00:31:19.119
that's what they're used to. They
don't care if you're a Cairo,
485
00:31:19.480 --> 00:31:22.880
they don't care if you're a cardiologist
orthotic surgeon. But if you communicate with
486
00:31:23.000 --> 00:31:27.759
them, they will flog you with
referrals because they see that's what they're used
487
00:31:27.759 --> 00:31:32.039
to and that's what they want.
Once they see that referral network is there
488
00:31:32.119 --> 00:31:37.319
and you're you're stepping into communication paradigm, they know and they respect. It
489
00:31:37.519 --> 00:31:41.440
makes the process a lot easier.
You're just you're putting your name into an
490
00:31:41.480 --> 00:31:45.680
already well oiled machine and what's ingrained
into them. Okay, So understanding that
491
00:31:45.799 --> 00:31:48.359
approach really makes a big difference.
And like I said, it's a text
492
00:31:48.400 --> 00:31:52.720
message to the email. It's these
letters you're going to see here shortly that
493
00:31:52.640 --> 00:31:56.839
really don't take a lot of time
out of your practice. That really don't
494
00:31:56.880 --> 00:31:59.920
take a lot of time to help
introduce you and get your name in front
495
00:31:59.920 --> 00:32:02.759
the providers. And it's already a
system they're accustomed to. Okay, it's
496
00:32:02.759 --> 00:32:07.039
already a system they were trained on. They went through residency seeing and that's
497
00:32:07.079 --> 00:32:12.000
what they do, and that's a
system that they know. And these letters
498
00:32:12.079 --> 00:32:15.599
work for orthopedic surgeons. There were
cardiologists because even a specialist, this is
499
00:32:15.680 --> 00:32:19.920
what they know. When a cardiologist
sees a patient, they get a referral
500
00:32:19.920 --> 00:32:22.359
from primary care, they see a
patient, they send a communication back saying,
501
00:32:22.400 --> 00:32:27.640
hey, doctor Smith, I saw
your miss Sally for the heart the
502
00:32:27.720 --> 00:32:29.880
aphid that I'm saying, this is
what I'm gonna do for treatment. I'm
503
00:32:29.880 --> 00:32:32.240
going to monitor her, appreciate the
referral. This is already something that they
504
00:32:32.279 --> 00:32:36.839
see every day, that specialists do. There's no reason you can't implement this.
505
00:32:36.960 --> 00:32:39.839
We're not reinventing the wheel. It's
simple communications. It's a text,
506
00:32:39.920 --> 00:32:45.559
it's it's a letter, it's this
is all it is so understanding that really
507
00:32:45.640 --> 00:32:50.480
makes the difference. And it's not
discovering fire here. And this is a
508
00:32:50.559 --> 00:32:53.680
whole new mentality. This is a
system they already have implemented and brained in
509
00:32:53.799 --> 00:32:59.400
them that you're just stepping into and
building off of. So Jessica, if
510
00:32:59.400 --> 00:33:00.839
you don't mind sharing, this is
the letters that we're talking about. So
511
00:33:00.920 --> 00:33:04.920
next three slides, we're going to
make these letters available in the file section.
512
00:33:05.480 --> 00:33:07.000
So this is the first letter.
This is the introduction letter. You
513
00:33:07.039 --> 00:33:10.960
can definitely use these letters for yourself
obviously, or use my name and my
514
00:33:12.119 --> 00:33:15.000
reputation. But these are the letters
I'm talking about. These are the letters
515
00:33:15.039 --> 00:33:16.480
I want to see. It's short
and sweetened to the point. If you
516
00:33:16.519 --> 00:33:22.240
start getting involved in pages upon pages
upon pages of letters, no one's going
517
00:33:22.319 --> 00:33:23.799
to read it. Okay, no
one's going to take the time. If
518
00:33:23.839 --> 00:33:28.960
you send them research, no one's
going to care. So using these letters
519
00:33:29.039 --> 00:33:32.079
and these approaches is something simple.
It's easy. Provider sees it. It's
520
00:33:32.119 --> 00:33:36.359
going to take them fifteen seconds to
read it. They're going to look at
521
00:33:36.400 --> 00:33:37.440
it, read it, and be
done with it. And they're going to
522
00:33:37.519 --> 00:33:40.720
see your name. They're gonna understan
where you're coming from. Don't start talking
523
00:33:40.799 --> 00:33:45.839
about extension, biased and all these
don't just keep example low back being shoulder
524
00:33:45.880 --> 00:33:49.960
pain. This is what I'm thinking. This is my kind of working magnosis
525
00:33:50.240 --> 00:33:52.400
and go from there. These letters
should be pretty standard. You're doing a
526
00:33:52.440 --> 00:33:57.079
trialcare with everybody from the most part. The only thing that should change is
527
00:33:57.079 --> 00:34:00.279
a patient name obviously, and you're
you're treating, and if your approach should
528
00:34:00.319 --> 00:34:04.400
vary a little bit. You don't
have to worry about getting into modalities and
529
00:34:04.519 --> 00:34:08.280
I'm going to do therapeutic. Actually, numerous sculary education rant needling don't worry
530
00:34:08.280 --> 00:34:13.519
about about that too much. They
don't care. They care about the patient's
531
00:34:13.679 --> 00:34:15.679
going to get better, and if
it doesn't get they don't get better.
532
00:34:15.880 --> 00:34:19.559
They want to know there's a plan
B, and there always should be a
533
00:34:19.599 --> 00:34:22.440
plan B. So this is our
first letter. This is an initial letter
534
00:34:22.559 --> 00:34:24.639
to be able to download, to
definitely download it. And then obviously the
535
00:34:24.719 --> 00:34:29.480
reevaluation letters somewhere in the middle of
your treatment plan, or there could be
536
00:34:29.599 --> 00:34:32.599
multiple reevaluation letters too. If you're
doing six block kind of treatment plans,
537
00:34:32.920 --> 00:34:37.239
this is after six visits, you
do another six another after six visits,
538
00:34:37.280 --> 00:34:39.679
and should be at least three letters. But obviously you can kind of use
539
00:34:39.719 --> 00:34:44.280
these as more and this is our
finally, our release letter, and the
540
00:34:44.360 --> 00:34:47.880
release letter. What I'd like to
point out is I also told although they
541
00:34:47.920 --> 00:34:51.079
can be referred back to us and
see us. If there's a flare up,
542
00:34:51.280 --> 00:34:52.679
they can definitely go back to the
primary referring source. Say hey,
543
00:34:52.920 --> 00:34:55.519
go back to your primary, go
back to whatever first. They'll send them
544
00:34:55.519 --> 00:34:59.079
back to you in ninety nine percent
of the time if they go to the
545
00:34:59.119 --> 00:35:01.639
primary first and a good job the
first time I need discommunication, guess what
546
00:35:01.719 --> 00:35:15.480
they're setting right back to you afterwards. That's it for today's episode. Be
547
00:35:15.559 --> 00:35:20.159
sure to tune in to episode fifty
six, where we wrap up part two
548
00:35:20.239 --> 00:35:24.039
of our training and discuss the easiest
way to effectively communicate with medical providers and
549
00:35:24.159 --> 00:35:30.400
the best tools that you can use
to build professional relationships with multiple providers and
550
00:35:30.599 --> 00:35:34.599
specialists in your local area. You
won't want to miss it. Episode fifty
551
00:35:34.639 --> 00:35:37.719
six drops in two weeks. Earlier. In today's episode, I mentioned that
552
00:35:37.800 --> 00:35:43.280
I've recently clarified a big, hairy, scary vision for expanding factor, and
553
00:35:43.559 --> 00:35:47.039
after working with healthcare providers across the
globe for the past decade, I feel
554
00:35:47.039 --> 00:35:51.079
like I have a pretty good pulse
on the biggest needs of our community.
555
00:35:51.679 --> 00:35:54.880
But I never want to make assumptions
and miss the mark. If you were
556
00:35:54.960 --> 00:36:00.480
alive during the era of clear Pepsi
and green catchup. Then you know exactly
557
00:36:00.599 --> 00:36:05.960
how bad things can go when companies
make assumptions and radical changes that are not
558
00:36:06.119 --> 00:36:09.320
exactly what their audience was looking for. So, in the spirit of making
559
00:36:09.360 --> 00:36:13.719
sure we're heading in the right direction, can you do me a quick favor
560
00:36:14.119 --> 00:36:16.440
if you could head to the show
notes and click the link on the Factor
561
00:36:16.559 --> 00:36:22.079
survey. It contains just five simple
questions to help us zero in on exactly
562
00:36:22.159 --> 00:36:24.440
what you need most from our team. It'll take you less than a minute
563
00:36:24.440 --> 00:36:29.239
to complete, and I will be
ever so grateful to have your feedback and
564
00:36:29.360 --> 00:36:34.199
input. And as a thank you
gift, I'll send you a cultivated playlist
565
00:36:34.239 --> 00:36:38.599
of our best Factor podcast episodes that
provide content custom tailored to your submissions.
566
00:36:39.800 --> 00:36:45.639
That's all for today. We'll see
you next time. Hey guys, if
567
00:36:45.639 --> 00:36:49.679
you like what you heard today,
I encourage you to visit our website at
568
00:36:49.760 --> 00:36:58.280
Factor hyphenstore dot com that's spelled fak
tr hyphenstore dot com to find out more
569
00:36:58.320 --> 00:37:00.800
information about all that we have to
offer. We have a variety of online
570
00:37:00.840 --> 00:37:06.519
offerings as well as our hands on
Factor Rehab System course scheduled in cities around
571
00:37:06.519 --> 00:37:09.079
the globe. Be sure to also
check out our event calendar and bookmark any
572
00:37:09.159 --> 00:37:14.119
of these upcoming live webinar dates coming
up in the near future so you can
573
00:37:14.199 --> 00:37:16.320
join us live. And of course, the biggest compliment we can receive is
574
00:37:16.360 --> 00:37:20.360
for you to help us spread the
word to your friends, colleagues, and
575
00:37:20.480 --> 00:37:22.880
classmates. You'll find all the important
links, as well as info about our
576
00:37:22.880 --> 00:37:25.519
sponsors in the show notes, so
be sure to check those out.