Empowering Women in Chiropractic – Epigenetics, Chiropractic and the Future of Precision Health

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.

Hi everyone. I’m Dr. Melissa here with you today at the impact factor show. This has been fun today. You know, technology is one of the things we’re going to talk about today. It’s one of our greatest leavers to be able to truly scale and grow our reach and our impact, but it can also create curveballs like it did today and getting this show out. So we had to improvise right now, I’m with you on my phone. However, the great thing is, is I’m dedicated to still bringing you wonderful content. All right. So let’s kind of jump in today. Um, you know, I feel there’s some very important conversations that, um, that need to be brought to the forefront right now, especially in our profession. One of the things that’s so beautiful about chiropractic, you know, is of course we are profession founded on principle, natural health from above, down and inside out.

I can remember being in school many years ago. I won’t say how long ago. And at that time there was this huge debate between if you were straight or you were mixer, and there was really this division line and it meant something to just be straight hands only. And while I absolutely love our foundational principles, understanding that we are a profession that uses our hands, we are B, we are able to truly come in and connect with another human being, to assess what is happening in their body to be able to detect and correct where there’s interference, right, where there’s interference with that life force is of course, what we know as subluxation and this idea of removing the interference and allowing that life force that innate intelligence to kind of do what it does. Well, of course that’s what we were based on, but we are now living in a really interesting modern world.

Are we not? And so I’m going to invite you today. I have no idea if you went to school in a time, or maybe this is still part of your reality, if there’s a conversation around straight or mixers, but today I want to invite you into the fact that we all, whether we like it or not have to be mixers by the very fact of using technology like this, we’re coming into a time where things are rapidly changing and the future is faster than you think. I have been fortunate enough for really the past almost decade to be, um, kind of an early adopter into the field of epigenetics and then into precision health and medicine, and really looking at genetics as the human blueprint and understanding epigenetics to me really is an extension of chiropractic because it’s the science and the understanding of how right, our outer world and our, our interactions within it, isn’t forming our very genetic codes.

So I like to think of it as the communication highway between the outer world and the inner world in each and every moment, the body is always on the lookout to determine, is it safe to go out there and thrive? Or is it not? And of course, based on the external conditions, well, that’s laying down information. It’s laying down, literally marks methylation marks that are placed and given to the next generation. Now these are not genetic mutations. They’re literally like marks and pencil to say, Hey, this is what’s happening on this day in time. Now, why am I telling you this? Because, because of my ability to be in this environment of precision health, through epigenetics, I want to pose a couple of things. First and foremost, epigenetics understands that outer world is informing inner world. Well, that’s exactly what above, down and inside out understands there’s information coming from the outside in that’s impacting and affecting our ability to express our innate potential.

And so I pose that chiropractors are perfectly positioned to truly be the leaders in this conversation around epigenetics and moving into more of a precision based model when it comes to health and human thriving. And because the future is faster than we think because of modern technology, because of things like unexpected pandemics, we are now seeing an influx and a rapid uptick in of course tele-health. But what I want to share with you today is not just telehealth and being able to have a way to communicate with clients and patients through our phones and through zoom and computer screens, but something even more exciting is happening, which can impact us as providers. And I want to let you know about this. So right now we are really less than 18 to 24 months away from new technologies being leveraged and utilized in health verticals that will forever change how healthcare is being delivered.

One such methodology is virtual reality, virtual reality, and augmented reality are two tools that are coming in. They are readily, they’re already being used in some therapeutic settings, but they’re getting ready to come in and be deployed if you will, at a global scale, um, beginning in as little as 18 to 24 months. And it’s going to be something that is really can be something I’m telling you, not for us to be, but to understand that technology is coming in and it’s going to be used and can be leveraged for us as providers as a tool. If we understand it, if we can become early adopters, if we can really realize that, yes, we are rooted in ancient principles and teachings for natural health and healing, and yet the world is advancing more and more every day through technology. So how do we, instead of being at odds with it back to the mixers in the streets, how do we find common ground and how do we actually begin to think as early adopters?

How do we, you know, I look, and I can tell you, I believe that chiropractors and the field of chiropractic was really quite a visionary approach while yes, it’s all about innate natural healing. What we as providers have in today’s modern healthcare landscape is an advantage to what most doctors of other degrees have. And what I mean is this, because I’ve worked with every type of provider over the last decade, plus in the integrative health and wellness space, I have a whole network of incredible friends that are MDs and dos and NDS, and, and of course, DCS and NPS and NAS. I mean, there’s all the degrees, right? All the people out there. But if, if, if a provider has come from a traditional allopathic teaching background, they don’t quite understand in the healing, right? It wasn’t part of their vernacular. It wasn’t part of the philosophy of what they were taught.

Um, it was more input output. And so if there’s a symptom, then there’s a pill, right? If you have this, you’re going to give this and, and modern science has had to, or, uh, rather, um, allopathic care has to kind of be that way yet the truth in when I say chiropractors were visionaries, what we have always understood, even if, well, over a hundred years ago, the diagnostics weren’t there to validate it. There was a knowing that wait, it’s more than just one input equals one output. This system is dynamic is complex. And so now where we’re at, I’m going to keep kind of stay with me. I’m weaving these elements together. And I’m going to give you some thoughts to consider about how you can really look at your own opportunities as a doctor of chiropractic, to really leverage technology, to continue to be a trailblazer, to continue to go out and really be the leader, not only in your local community, but on a larger level, if you choose.

And so now here’s a few things you already knew that system was complex. Most allopathic, clinicians and physicians don’t really understand that it’s not until they go out into practice and they do one input equals one output and they recognize, well, the pills aren’t actually correcting the ills. And so then they have to give more pills and more pills. And of course there is no lasting solution, right? And so it’s when they go far enough down that path, or they become disillusioned that they kind of pull back and say, well, wait, what’s really going on here. And I will tell you, and of course you probably know this more and more clinicians of all backgrounds and types are understanding that this human system is complex and dynamic. And there is more than just a single, even a single adjustment doesn’t allow for all of the inputs that single adjustment does remove interference, but where did the interference come from?

Where is it present in their daily lives, in their environment? And what is the full impact, the full impact that, that subluxation and many of us have people that come back again and again and again. So there’s chronicity. Why are there chronic subluxations? Why is there chronicity of who’s showing up in our practice? And this is again, the science of epigenetics is the fact that we are complex bioinformatic organisms, that a single input does not create a single output. And this is actually good. This is actually good because you’re going to be able to leverage this in a way that can take you into the virtual space. It can allow you to use tools like AR and VR. It can allow you to create more of a precision model within your current practice. So stay with me. I’m going to continue to thread this needle for you.

And as we’re going, I don’t know if I can see questions, but if you guys have them, I’d love for you to drop anything in the chat. Um, you know, if there’s something specific you want to know about, then I would love, love, love to be able to have some kind of dialogue with you. If I’m not able to answer it here alive right now, of course I will absolutely come back and communicate. Um, because I’m all about wanting to make sure that you, my fellow peers have this information and these resources. So let’s go back to kind of where we’re at. Um, so obviously more over the past year, right? Tele-health has really increased and people are not coming in as frequently. People are still coming into our practices, but people are now understanding, well, wait, is the, is there something else? Is there another way?

And so, um, when we realize that what major companies are doing right now is putting literally billions of dollars into leveraging technology so that healthcare can become instead of a one size fits most into precision. So let’s keep going down. This lane of what’s coming with the future is faster than you think I’m going to connect it back to the epigenetics, and I’m going to connect it back to your office. So with the understanding that our genetic code, the fact that we can now order a 23andme test kit, and we can get back information on our very genetic blueprint, our blueprint is potential. It’s not our destiny, just because you have the code doesn’t mean the code expresses what informs the code or the signals from the outer world, all these myriad of inputs, not a single input, but all these inputs, right from the air, we’re breathing, the foods, we’re eating the relationships.

We’re in the bed. We sleep in the products we put on our skin, the quality of our air outside, the how much sunlight exposure we get on and on and on and on the list goes every millisecond there’s inputs coming into our system, that’s informing our genetic potential. Now this is where it gets super interesting. So in the field of advanced science and futures faster than you think what’s happening right now is that, um, you may or may not know, but there are things like gene editing and gene therapy, we’re literally research dollars are going into looking at genetic mutations, being able to take out part of that code to completely eradicate like sickle cell is one of the very promising, um, genetic diseases that within really the next five to 10 years, we’re going to be at a time where gene editing is going to be very normal.

And we’re going to, it’s going to be part of, kind of a clinical solution depending on how children are born into the world. So we’re going to have things like CRISPR at our fingertips to be able to look at working with that genetic code. We have nanotechnology that’s coming in that literally. I mean, it really is. It’s, it’s so fascinating. The things that are coming, um, but nanotechnology are, is going to be able to go in. So right now we have wearable technology, things that we wear on the outside of our body. Maybe you use them, maybe you don’t more than 526 million people use wearable devices, wearable devices, to have a better understanding about what’s happening in their system. And what I personally love about wearable technology is it’s an interface between the outer world and the inner world. So think about how many people have zero awareness, right?

Or minimal awareness between their head and their body. Like they’re in denial that they’re stressed, they’re in denial. That there’s anything wrong, right? Like they’re in denial that they are exhausted that they’re behind, they’re beating their body up and wearing it down, which we know as doctors and clinicians, that if they keep wearing their bodies down, if they don’t take the time to rest and reset, right. Healing cannot. So they come to you saying, Hey, I heard give me an adjustment and fix me. And they expect you to do it in one or two or three visits, but they’re not willing to take ownership over their own health. You are not the person that’s supposed to fix them. They have to become empowered and engaged and an advocate to their own health, which is what wearable technology is now able to do and facilitate because their brain, they may be in denial to themselves.

But the moment they look down at their wearable tech and they see their HRV stress score. And they’re like, Holy crap. I didn’t think I was stressed, but I’m really stressed. They see their oxygen saturation, they see their body battery and they cannot deny the fact that they’re not recovering, that they’re not getting deep sleep, right? They’re not getting these essential ingredients that are important to you as their doctor to be able to leverage and educate on so that they can do more than take two steps forward. And three steps back. You are not here to just be a symptom manager, right? As a doctor, you are a teacher. You’re an educator. You’re a guide on this process, not just a healing because we’ve been living in a world of surviving and just getting by of symptom management. And most of the dollars when we look at the pie of healthcare, the majority of the dollars are spent on the 20% of the population that has sickness and disease.

The 80% that does not yet in sickness and disease that is saying, Hey, what’s out there for me. There’s, there’s very little right now. That’s actively out there for them because all the dollars are spent on sickness and disease. But guess what? There’s a larger piece of the pie that doesn’t want to become sick. They don’t want to become disease. And they’re also not buying into the story of maintenance and prevention prevent. I don’t want it like who wants to think about preventing a heart attack? I’d much rather go out and be unstoppable. I’d much rather go out and be vital and vibrant. I want to be optimized. I want to be at my peak. So the narrative and the story that we have been sharing for so long as clinicians, it’s not resonating anymore. So there’s a big mismatch and this 80% that doesn’t want to get sick and disease, there’s really no path for them.

I want you to think about that. What could that mean for you? What could that mean for you to really go into precision health and optimization? Instead of look sick, people are still going to come in. You still get to work your magic on people that are, are in a state of dysfunction. Because if we now come back again, stay with me, I’m going to weave all of this together and put it in a nice, pretty bow before we wrap up here in 10 minutes. And so now all of a sudden, right, like what I wanted you to know is we have this wearable technology that people are using, but it’s going to go even deeper than that. The nanotechnology is going to be able to come into the system and read the system real time where we are heading is precision. The way that AR and VR is going to be utilized is in, in pairing with the moment there’s the genetic blueprint and they understand the potential and they understand, Oh, you have a propensity to have insulin dysregulation.

Let’s just go with that. This is a really, this is a really normal one. And then of course the foods that we’re eating, the stressors that we’re putting ourselves under are fueling that blueprint of potential. That’s already innately there, but it’s like we put gas on the fire every day. And it’s more than just the food. That’s another talk for another time. But what happens is now like with the AR the augmented reality, if you’ve ever watched, um, a Marvel superhero movie, if you know who Tony stark is, Tony stark had the glasses, right. And inside of the iron man suit, there was those feedback that the feed out, um, what am I trying the readout, right? Like Jarvis is talking to him and you can see all the little things. Well, that’s what augmented reality is. We’re going to be able to have these glasses that we’re able to project and see things within current reality and add to it.

And so now you go into a restaurant and it understands your genetic potential. And it’s also now reading your, your HRV, your stress levels. It’s, it’s, um, getting feedback time on your pulse and your heart rate. And it’s seen that you’re in a stressed situation and you’re wanting to go for the ice cream and chips, or, you know, a hamburger and French fries and what the AR is going to have the capability to do is to remove those items from the menu so that you actually only see the items that are most optimal for your system at that time and gang, no, I’m not sitting here telling you science fiction. I’m telling you what is in development. I know this because I’m in partnership with a large company out of Europe, that they are the forerunners in the health and wellness and lifestyle space with AR and VR.

I’ve, I’ve seen the plans. I know the, the billions of dollars that are flooded into this company. And this is just one of many, just one of many. And they’re in the field dedicated to thriving health verticals, entertainment, sports education. Um, and so now we’re coming into a time, again, the big point I’m wanting you to know, is it lots of money is being spent on technology for precision medicine, but you can already begin to get precise in your practice today. And if we really get honest with ourselves as providers, and now we think through the lens of I’m a chiropractor, I assess for interference to the system. I’m looking for these subluxations, where’s the interference. So now let’s go back to epigenetics is the communication pathway between the outer world and the inner world. What to the, to the degree that the quality. Now, we’re going to think about the quality of information.

The quality of the inputs coming into the system are in direct correlation to the expression of the system. Okay. The expression of the cells of our biochemistry, of our nervous system, of our parasympathetic parasympathetics of our, of our neuro-transmitters of our hormones. It’s all in communication. And yes, we work with the spine that pathway between brain and body. Yet, if you stop for a moment and say, great, here’s a subluxation here’s interference. I’m going to go in and precisely remove it. But then they go back to their environment, filled with all of these inputs that are going to come back in and continue to accumulate. And what is the quality of those signals? Meaning how is their daily life informing their very expression of sickness and disease of balance and homeostasis of health, of thriving, flourishing. There’s a scale from unbalanced all the way to enhanced.

And oftentimes we’re only toggling on the one side, just trying to get them out of unbalanced, out of symptomatic. I’m just back to homeostasis. But what few of us have realized, we’ve talked about the wellness continuum and maintenance, but guess what? There’s so much more than just getting to homeostasis and balance our systems embedded in our very genetic code is literally the code of life that is designed to evolve. And evolution is more than just homeostasis. And why I’m telling you this is, remember that 80%. Who’s not sick and diseased yet. Okay. They want to, they want to be super human. They want to be optimized. They want to perform at their peak. They want to be ageless. They want to live to one 50 and beyond. There’s a lot of people out there I’m in the longevity space. Like, and I’ll tell you the biggest group of biohackers, like our 30 somethings are all about saying, I want to get to one 50.

They’re not focused on it. They don’t want the story of, I want to be identified with the disease and be broken, and I need to be fixed. They’re saying, I want to be unstoppable. I want to be amazing. I want to be limitless. I want to be optimized in every way. So is there an opportunity for you and your practice to begin thinking about how can you create a story, a narrative, a deliverable that you can deliver with and through technology that people don’t have to just come into the practice. They can come into the practice, but then they can have an experience. I call it the visit beyond the visit. What touch points can you begin to think about now creating what types of content and programs that can support what you’re doing in your practice, but they speak to what happens when somebody leaves your practice.

They speak to all of these epigenetic leavers that are found in their daily lifestyle. That’s what I want you to consider and think about now, a lot of the work I do. So yes, I have a large brand in the longevity and optimization space. I do work with people’s very genetic blueprints. I get very precise and I design incredible optimization programs for them. And a lot of what I do is online. I also leverage technology. I do a lot with neurofeedback biofeedback. I do a ton with helping to optimize that parasympathetic sympathetic response, really still working through the central nervous system, right? The autonomic nervous system. And of course, chiropractic adjustments are amazing for that. But what do we do when they leave? How are you supporting your people to continue to harmonize them, optimize that vagal tone, that parasympathetic response, the more we can get them in parasympathetic and sympathetic, great, the greater, their healing, the greater their opportunity to get to homeostasis the faster you get somebody to homeostasis.

Then the fun really begins. Then you get to move into this optimization lane. So today I’m inviting you to obviously consider, okay, what is coming and, you know, are there ways that I can start looking at technology, thinking about how technology is going to continue to inform my practice and the people I care for? Are there things that I can do now that can create an even more efficient and effective experience for my current patients and clients? And is there a way that I can also have some freedom I can scale? I don’t have to just be one-on-one and my success and failure depends on how many people come through my door. Is there a way that I can start to scale my expertise into the digital space? So beyond my front facing programs and work that I do with all my longevity programs, I do mentor and work with our fellow peers, right?

Just like you, really purpose driven, mission minded, health, preneurs, that understand, I don’t want to be left behind. I want to really be able to understand what is coming and how to stay ahead of it. Remember getting well over a hundred years ago, look, BJ D D they were visionaries. They were trailblazers. They saw something that nobody else saw and they jumped in and they went out and they started to talk about it and to be about it. And they built an entire profession. We are the storytellers. The question is, what story are you going to keep telling? Is it one of limitations, sickness and disease, or are you going to get curious about the technology that is here and coming and how rapidly it is coming and how it’s no longer about let’s find the root cause what we are here? Because look, AI is going to out diagnose any of us in every field of medicine and wellness.

So it’s no longer just our beautiful brains that people are going to come to us for really what people are going to continue to need more than ever is how they retain their humanity in the face of technology. How do we leverage and harness technology to enhance thriving and flourishing? How do we continue to evolve forward into greater States of health and wellbeing? It’s all here and it’s available to each and every one of us. And I just really want to encourage you guys like understand you are leaders in the story that you get to tell can be uplifting and empowering and inspiring. And it doesn’t have to be about you’re broke. You’ve got to come to me to fix you. You’re not here to fix anybody because nobody’s broken. The system is intelligent by design. And your job as it’s always been is to identify the interference, not just in the spinal cord.

Okay. Where is that interference? And this is the epigenetics coming from the outer world that is accumulating and informing the inner world. And then the byproduct. Right? Of course, there are times that there are subluxations from physical trauma, trauma aside, acute impact aside. What’s happening with these chronic visits to your office. It’s all what happens when they leave. And I’m going to tell you, there is no fad diet. That’s a one size fits all. There’s no cure, all supplement that what drives the system. It’s so primal. It is, there is a code of life in our DNA. And it’s very simple mechanisms from out here that inform our expression of thriving in here. And the faster you learn about this and understand how you can share this, the greater side-out leader, you will continue to be that’s who you are, keep doing what you’re doing.

I’d love to be able to share with you any of my resources. If you want to know about more mentorship programs or resources, by all means, you can visit me over at docmelissa.com. That’s primarily my front facing site for my clients, but that’s going to be the best way. I’ve got a ton of resources over there. docmelissa.com. It’s super easy for my clinical programs and the stuff I’ve been doing with my fellow health preneurs like you for years is over at practiceimpactmasters.com. Either way you can find me in both places. I hope this conversation today has been insightful, inspiring, intriguing, and uplifting. And now it’s your turn to really go out there and get curious, understand that you are here to be that true

Early adopter, that trailblazer at leading the way so that you can continue to make a lasting impact in your community, your clients, and all the lives that you serve so that you can go out and have both a business and life you love.

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Empowering Women in Chiropractic – Imagine Never Having To Worry About Another New Patient – Janice Hughes

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors. 

Hello and welcome to deduct to today’s show growth without risk. And it’s brought to you by ChiroSecure, who I really appreciate the opportunity to connect with and work with for, for years now, Dr. Hoffman and his entire team. My name is Dr. Janice Hughes, and I’m really excited to have a conversation today based on something that I’ve really been watching in a lot of Facebook groups. Um, I recognize teaching and going to some of the chiropractic colleges, it’s sort of a distinction about whether you have a practice or whether you’re building a healthcare business. And I want to lead today with the question about, could you imagine never actually having to out our numbers, you know, how do we attract clients? How do we get enough of the right kind of training? Likewise, we go into practice, we go into building a business. And what starts to happen is, you know, we’re constantly having to think about that next new client, or where do these new clients come from?

Well, let’s face it. A lot of times we’ve been thinking in terms of we have to go out there, you know, and meet and connect and, and, you know, with groups or organizations, you know, and for years within the health care professions, there’s been people talking about turning around and, you know, going into, you know, again, screenings and marketing. And what starts to happen is obviously the way the world has changed. And we don’t have that. But now before you know, it, we’re still constantly thinking about where the next new client’s coming from. So I think it’s a bit of an affliction that we go through in this healthcare space. Now you notice the medical teams don’t tend to have to think about that because that’s almost like it’s just been a constant expectation that we all go for these regular checkups or for dentists.

Well, I know that we can’t discuss today how we change the whole perception of chiropractic. But what I’d love to talk about is how do you begin to build your healthcare business without the stress constantly of new patient or new client acquisition? So what I want to talk about is three different steps. I think the first really critical step let’s call it. Step one is how do you build systems for attraction and promotion? Whether we like it or not a lot of, especially as we get started, or any of you that want to keep the pipeline of new clients going, we tend to know that a lot of it is based on us, our, our ability to connect with people, um, the, the connections that we do or don’t have. And I like to call that kind of the attraction. You know, sometimes we have to recognize that we have to build systems to continue to attract.

We also have to build systems of promotion. So in the current world, we all instantly then think about Facebook ads and funnels. So they are absolutely critically important. They’re a powerful tool, but not at the expense of also you doing other things like who in your community are key centers of influence, that it’s important for you to speak with, connect, with, talk with, you know, within your own patient base. Many of you actually already have a few of those patients that send you a lot of clients. Like if you look over the years, they’ve been really high referrals. So how do you maximize that? Even more maximize a couple of companies that like literally become those centers of influence for you. I know a couple of people within their communities that, you know, they end up working with people from orange theory as an example, great company, um, in many areas, it’s a thriving business, even through the craziness that we’ve come through in 2020, and now in early 20, 21.

Well, if you know those people and already work with them, how could you leverage that? That’s the question you begin to ask yourself when you want to, you know, think about these centers of influence. How do you leverage it more? And I know we realize that you can’t now go to an orange theory or their managers and say, look at me, just send me patients, but what can you offer them? Um, how do you help them? And so a lot in this step, one, building these systems for attraction and promotion, how do you leverage things that you’re already doing that are working well, that more importantly, how do you leverage and build some systems to attract and promote the practice? Now don’t just think it’s, if you’re extroverted or if you’re a more outgoing personality that you do, those things, there’s ways to leverage being an introvert or more internal driven practitioner.

So I just want you to recognize this is a whole topic onto itself. This step one of systems for attraction and promotion, then step two is how do you build stronger care plans or what I call case management. This is how you plug the leaky bucket, because what happens after years of coaching, thousands of practitioners, chiropractors, natural paths, acupuncturists. What I recognize is that I could have these great promotion or I can teach people how to attract and have people come in. But often the leaky bucket is that you’ve got as many or more people going out of the system. Now, I don’t mean that we can stronghold them and say, you have to stay here, or you have to stay beyond acute care, but you can build systems by understanding that there’s a big difference between acute care versus reconstructive care versus what I call wellness or, you know, health prevention care.

And all too often, we really get the, okay, take them out of acute. And then the word is we put them on maintenance. Well, again, what does that mean? You know, so maintenance to me, or really, if you ask anybody in the public is well, it’s maintaining the things the way that they are well, is that necessarily so great? You know, so what you want to think more about is, is enhancement, you know, health enhancement, you know, improving their health and wellbeing. And a lot more people are even interested in that now, based on the fact that they don’t want the illness, that’s been the big focus through the crazy pandemics. But what I want you to understand is you have to build a case plan. You have to build systems around case management. You can’t just go, Oh, I think this is what we’ll do.

Or a lot of times, if you give this great report of findings, you find or think that those people are the ones that follow through or take longer, you know, care plans. And that’s not necessarily always the truth. You know? So you notice that sometimes the less you say, all of a sudden, some people end up staying or being part of your practice for longer or referring more. Sometimes it’s almost like we need to get ourselves out of the way, but a lot of practitioners that build great case management turn around and you get to take a little bit of the personality out of it. That’s how you train other docs. That’s how you train other associate doctors. Or if you have a multidisciplinary style of practice, that’s the way that often, you know, again, you have the same patient now, not just partaking of your services, but more of the entire clinic services.

So one way that you start to know, if you have really good systems is take a look at the last 15 or 20 new clients say from the beginning of the year or later in last year and pull those cases. And where are you losing people? I call this your dropped visit analysis, where do you in your care plan, loose people? So what I want you to understand is that this takes time, a lot of leadership to realize that often our language is where we’re losing people. So if you set up a care plan and you say, well, it’s going to take a typical case like yours is going to take this many visits, whether you say six to 10 and how I know that that’s still settled a lot in our profession is because really statistically, we know that the average is that a new client often stays with a chiropractor for seven visits.

That’s really shocking because there’s a lot of you that have these great, well, you know, managed care plans. So imagine some people are just a couple of visits and they’re already losing people to get that low of an average. But what I, I want you to start to think in terms of, even if you say 12 to 24 visits, or if you’re a practitioner that says a typical case like yours is going to take anywhere from two to four dozen visits, remember that people always hear that lowest common denominator. So what they’re hearing is that low end number, if you say six to 12, they’re hearing six. So you need to be able to come up with a plan that talks about your phases of care or how you’re going to help them move through varying stages of their care, because then you can still say, well, then here’s where we begin.

And then we do a great re-examine re-evaluation after that. So what I want you to think about this again, is an entire topic onto its own. Like how do you put together these great care plans? And I’d love to in another upcoming session, say, even interview somebody, I know several doctors that do really strong care plans and case management planning, all based on good clinical feedback and, and scans and technology and, and ways of reviewing where people are progressing, but for yourself, figure out where you’re at by doing your dropped visit analysis. And sometimes that’s a little shocking, because if you’ve said you typically plan out two or three dozen visits, but your drop visit analysis is showing that you’re on average, losing people at visit 12. The reason that I liked this number is it now tells you where you need to increase your education.

You don’t wait until you’re losing people. So if you re-examine somebody at 10 visits, and then you’re not going to re-examine them again till 25 visits, but you’re losing them around visit 12 or 13. It’s important that you’re building more strength and more knowledge into what you’re sharing on that 10th visit re-exams. So I’m not going to say there’s a magic number. I want you to find your number and then how build and enhance your case management. So step one was systems for traction and promotion. Step two is stronger case management. So you’re not having a leaky bucket and just losing people. It doesn’t mean everybody stays beyond acute care that it means you have to have that plan and vision. Step three is how do you build in referral generation referral, generating conversations, referral generating approaches, and how do you build that consistently? And I apologize.

I know some of you are coming in and out. I’m getting a couple text messages about that. And my apologies, welcome to technology. Welcome to my dog in the background. Welcome to sun coming in and on the screen. So I thank you all for putting up with some of the technical pieces today, but let’s talk about this step three. So referral generating conversations, it doesn’t always have to be like more extroverted and saying, send me your family. But when someone is telling you that they’re getting really great progress, that’s the ideal time to acknowledge that and say, fantastic. Who else do you know that would benefit from these health and wellness changes? You could, even, if you really specialize in headaches, you could turn around and say, you know, who else do you know that has headaches? You know, so that you could ensure that you’re getting really good.

You know, I’m going to say almost an acknowledgement of the fact that I, I work with lots of people. I work with others, just like you. You can also say things like part of my mission is to change the health and wellbeing of my community. So not only working with you, but I would love to work with others. You know, you can ask about company their company and do they have, you know, programs for health. And like I said, you know, enhancement, not necessarily neatness or wellness, but health enhancement strategies, how could you have a conversation? You know, how could you bring that to their company? So the idea that part of my mission is to change the health and wellbeing of my entire community can be very powerful. So what I want you to see is today, we haven’t broken down every one of these categories and said, okay, here’s the five steps in each one, but I’ve tried to give you some ideas and tips and tools to turn around and start to think about your health care business.

How could we turn around and ensure that you, your practice and your business can run with, or without you, that’s really powerful because what starts to happen is we have these concerns, where are the new patients coming for from, you know, what’s next? How do I grow? You know, often many of you are still the key employee in the business, you know, without you adjusting, there aren’t any billings. We need to start to begin to think about our practice as a healthcare business. So some of that is the mental shift to this business approach and strategy. Then from there, thinking, in terms of worry, isn’t a strategy from my perspective, you know, how, instead of worrying about new patients or the attraction or the billings, or can I hit my goals? How about putting some systems in place? So we’ve talked about some steps today, for example, to not be worrying about new clients, you know, so step one was putting in systems for regular attraction and promotion.

Are you doing some regular PR so that you have the opportunity to be, have your face in front of people, ads in front of people, things out there in the community. Are you yourself working on knowing the fact that a lot of you you’re the key employee? So how can you have consistent energy and educate consistently? So building those kinds of systems for attraction, step two was really strong case management. How do you build out great care plans for every one of your patients? Not that everyone is always going to accept it, but you need to be able to envision it. So if you want a PDA of 30, or if you want a typical PBA of 40 and you have a PVA of 12, then you need to say, I need to build some systems. And then the last step, step three was regular referral generating conversations, very authentically.

You know, just knowing that that is your role as the key chiropractor as the lead chiropractor, sometimes as the only chiropractor it’s, how am I constantly asking for referrals? You know, if somebody says to you, I really need to get my husband in here. Could you turn around and say, how can I help you with that? Do you think it would benefit if you brought him in, on one of your visits, do you think it would benefit if I have a phone call with them? You know, so a lot is are you just really staying attention and paying attention to those kinds of referral opportunities? So I want to take this opportunity to just have realize, like I said, worrying is not a strategy, take a little bit of time and even think about those three steps I’ve talked about and build and put some systems in so that you can have consistency of new clients and new client attraction. Again, I’d really love to say thank you to ChiroSecure for sponsoring these kinds of conversations. And also let you know that next week’s host of Growth Without Risk is Mike Miscoe. So definitely tune in for that. So thank you and have a wonderful day

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Empowering Women in Chiropractic – Managing Moro Across all Ages & Stages – Monika Buerger

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.

Hello, happy Thursday. This is the third Thursday of January. Welcome to the amazing ChiroSecure, uh, platform. Big use of ChiroSecure again for giving us this opportunity to bring you, um, the Look to the Children’s show. So under house, Dr. Monika Buerger, hopefully you’re all doing fantastic. This, um, great, uh, third Thursday of January, 2121. So today I want to hang out a little bit. I’m getting a lot of questions and emails and blasts on social media and et cetera about what can we do for our little fiddle farts that are so stressed out these days. We are, um, we are in a time where not only the kiddos are stressed out with the adults are stressed out. So today I want to talk about how some things that we might see manifesting in our patient population group. And one of those is primitive reflexes.

So we throw this term around a lot, but one thing to keep in mind is this isn’t just for our little ones. This is really across all ages and all stages. And what I mean is, um, we’re going to see this happening in our adult population as well. And why is that so important? Why do you want to talk about that with on a peat based to show because our kiddos are going to feed off of their parents and the adults they’re around. So we have, um, adult stress ramped up anxiety, um, this unsettling, um, future that we’re trying to look at. So the kiddos are going to pick up on that and that’s especially true with during the prenatal period. So those pregnant mom was out there right now that are high stress. The, the, the, the, uh, the child will actually inherit mom’s stress patterns, mom’s stress resolve moms, um, the way she’s going to respond to her environmental stressors.

So I wanted to pick Moro reflex for, uh, this topic. Uh, the Moro I say is kind of the, uh, head honcho of the reflexes or the head honcho of actually of the sensory motor systems. And what I mean by this are primitive reflexes. Each primitive reflex kind of represents the maturation has part to do with the maturation, um, of our sensory motor systems and how we respond to sensory different sensory cues, sensory feelings, and the Morrow really represents maturation of all of our sensory systems. So the, the ability to respond in a good neuro, uh, integrity to all of our sensory environment, vestibular visual, tactile auditory, that moral reflex kind of runs the roost. So it’s a big kahuna. So when we’re in times of stress, when our resiliency goes down, those primitive reflexes can emerge. So a person, a child, a, the Mar reflects in particular integrates it should no longer be active.

So to speak after the age of about four months. However, if our overall, um, neuro adapted to their ability to handle stress is compromised because of infectious of traumas, whatever those re those reflexes, even if they were integrated, can reemerge. And this can be true with our adult population as well. It’s particularly true after, um, concussion, head trauma, et cetera. So, first lesson first take home. Pearl is we can use this information to assess all of our patients across all pages. And especially if you’re working a family practice paradigm, because if mom or dad are ramped up and stressed out, those kiddos are going to follow, um, and all stages of neural integrity. And what I mean by that is I’m going to show you different ways to assess the Moro reflex. Many of you are, um, first on the trust fall way, but I’m going to show you a couple of different ways, and I’m going to talk about different ways to integrate it depending on a person’s neuro functional capacity.

So let’s dive in and let’s have some fun. All right. So again, the more we flex sometimes has been in the past is referred to as the startle reflex, some will, um, there’s, there’s some controversy on that, um, on using it as the, the term, the startle reflex, it is a, it, the precursor to the Mar reflex, um, is called a fear paralysis reflex, and that develops in utero, and it should be integrated in uterus. We shouldn’t be born with it, but those two kind of go tandem together. And we work with them in the same manner, but again, the more reflects should disappear or integrate it at about four months of age. Um, if you see a little fiddle fart that six, eight, nine months a year old at a still very, um, start very easy, one telltale sign is when you try to go lay them down, they might be asleep and calm in the arms, but you’d go to lay them down.

And that head drops a little bit and they, they wake up and they start all, and then they’re inconsolable after that, they won’t go back to sleep. Um, they’re crying. They’re very much, um, dysregulated and disturbed. Okay. So that’s a telltale sign that that’s, that moral may be still too active. Um, if retained, this is very important. The moral tends to drive us in a more sympathetic dominant state, all the primitive reflex as well, right? Because they’re going to drive us back to that. The brainstem, that primitive part of the brain, these are brainstem reflexes. They don’t have cognitive control. It’s a reflux that makes me want to always break out into that song by the clash we flex. I won’t sing on this. So those would be that know me like the dummy in person I like to sing, but it doesn’t work out well, usually.

So anyway, um, so we, we shift, but the Morrow in particular leaves us in this fight or flight pattern. The Morrow is known as the first breath of life in the child. It’s responsible for that first breath of life in the child. When they’re born. I have seen clinically that, um, those little ones that are born, particularly with the cord around their neck or that, um, needed resuscitation afterward, or need oxygen or anything like that, having to deal with breathing that that Morrow tends to linger longer and tends to be more active throughout life. So just keep that in mind, if you’re looking at a history, um, areas that we want to look at from a spinal standpoint is looking at, um, uh, up regulate the parasympathetic nervous system. Since it will lead us into the sympathetic fight or flight shift, um, the respiratory diaphragm working the diaphragm, the rib cage can be huge because little, any individual that has this actively retained a Mar reflex might be breath holding a lot.

Um, they might not be expanding their red page. Um, well, and so we get some, uh, lack of oxygen, good oxygen flow concerns. This, um, also is very much tied with adrenal activity. When the adrenals tank out our immune system can be compromised. Um, we see things like allergies, eczema, asthma, um, and poor immune integrity associated with an active Mar reflex. So keep that in mind. Um, this can also really drive us into that limit, what I call limbic lock and load mode, and, uh, being held hostage by our amygdala, our fearmonger. So we can see anxieties and depressions and so forth associated with this constant Moro reflex, um, and very much, um, high, uh, muscle spasms, muscle spasticity, um, especially at the posterior muscles, the extensor muscles can be hypertonic and stress all the time, the posterior calf muscles. So these individuals, you might have them doing stretching routines as stretching routines, and you’re like, why can’t I get these muscles to relax?

They’re constantly stuck in that cortisol state because that morals fired up too much. So, um, Moro things like Annette, being able to unfold to not focus at one thing at a time, kind of that squirrel mode, okay. Poor impulse control, poor emotional maturity, um, easily distracted and that the poor impulse control and emotional maturity that comes because that prefrontal cortex is usually flipped off when we’re stuck in with these primitive reflexes. Um, so we’re stuck in that primitive part of our brain. So our executive functioning skills are not as great, um, aggressive, hypersensitive, anxious, startles, easy, a big one is having trouble paying visual attention to the center. They tend to pay attention to the periphery there everything’s distractive. So if we take this into the context of trying to sit and study or listen to in class, or as an adult, listen in a large lecture hall, we might be deferring our visual attention to the periphery all the time.

And, and so again, that squirrel attention. So we’re missing a lot of that information coming in. Um, they might crave sugar or caffeine, those stimulants to keep their adrenals driving because they’re, you know, burning out so much with their adrenals, um, things that, um, poor balance and coordination stamina we’ve talked, you know, brief some of this here already, um, blood sugar levels, blood sugar levels could be a big one because they’re constantly that sympathetic dominant shift. And, um, the adrenals are dysregulated, so they can, big times a blood sugar drops are between 10 30 and 1130 in the morning and three and four in the afternoon. So essentially after breakfast and lunch. So watch these individuals again, not just your kiddos, but your adults as well. Do we need to help supplement them with more blood sugar stabilizing snacks? Okay. Um, good proteins, good fats, et cetera.

They may be hypersensitive to light touch, sound, smell, or our sensory system, um, very troubled with adaptability. They want to make sure that they know what’s coming. They want to be the predictable situ in predictable situations. So, because they want to, they don’t change it. Routines is not a great thing because they want to know what’s going to feel like in the situation that they’re going to be presented in. So if they’re familiar, they know they’re going to be walking into their classroom and what that feels like, what it smells like, how loud it is and everything. But we switched that up and them and say open today, you’re going to go to Mrs. Jones class. Instead, they might come become unhinged because they’re always on guard and they don’t know what they’re going to feel like in Mrs. Jones is class. What’s going to fill out like to their brain.

Okay. Um, they can have trouble with hyperactive activity and fatigue. Um, because again, they’re being so drained. Tell me time is going to be a big, big milestone that we need. We need to look at with, um, helping to foster integration of the moral reflex tummy time. And then at about three months of age or so when they roll onto their side and they kind of kind of come together to midline, moral reflex is a core, it’s a core base centering reflex. Um, those of you that if you work on any energy or shock residents, a lot at solar Alexis area. Okay. So let’s go into some ways that we can evaluate the integrity of the Mar reflex. So let’s remember, I always say when I’m teaching, the more a reflex mimics an infantile response, that’s the it, the more active it is in that individual.

So in the, in the infant, we know that, um, they are going to inhale and everything extends. And then the exhale, like a, like a sigh of relief, the exhale, and come in into a flex position. So the Mo when you’re doing these testing patterns is T evaluations. You look for how much do they mimic that infant towel reflux? Okay. So it’s a good idea to get your hands on some little fiddle, farts, some newborns, and test that Mar reflex, you’re holding them. And basically you can drop them and you should see that inhale and then exhale. And they settle and come to come to inflection. The Murray flex was, has, um, been much associate with the vestibular system because of that change. It had movement. However, they’ve done some studies where they, um, basic what has basically shown that it’s very much associated with vestibular and proprioception, especially of the upper cervical spine.

Okay. So it’s an extension based stimulation that we’re looking for, that if it’s still active, we’re going to talk. We’re going to look at a few different ways to, uh, to look at this. One of them is actually in a supine position. You might not get these little fiddle farts that are, um, that have such an active Morrow to want to do the trust, fall maneuver, where they’re standing with feet together. I think I put a little video in here or a picture of that. Um, but that while they’re standing be preferably feet together, good posture. Cause we want to load up the system, especially at proprioception arms would be flexed elbow, slightly up the side, their head extended, and you ask them to fall back and you look, if they can, they do it with ease, do they hesitate? Um, do they, do they do this?

And then come back in. So the more amendments that mimics that infantile response, the more active it is in that individual that you’re evaluate. But I want you also to look at things like, do they flush? Do they have a sympathetic response? Do they get red? Do they get sweaty? Sometimes what I’ll do? Let’s say I’m doing the trust fall on a eight or 10 year old or an adult. Um, just make sure you can. You’re strong enough to match their body size. If you’re going to do the trust fall one. Okay. You can handle them if they, that dead weight comes back at you. Um, but my little fiddle parts I might say did that. And they, I see no action of their arms, no reaction. They just fall straight back. Okay. I will touch their PA. I’ll say, let me feel your hands. I want to feel that, are they breaking out into a sweat? Am I, am I picking up any sympathetic response? And I’ll also ask them, did that, um, how did that make you feel? Did that give you butterflies in your belly?

And some of them say, no, that was fun. Some might say you little, you know, and I’ll say little butterflies, medium, or a lotta meaning. Did that feel? Give them a feeling of being anxious. Okay. So you want to dig a little bit, um, you want to look for the overt signs, but you also want to did, like, is it maybe hanging out a little bit? Another thing you can do is you can walk into a room and you can either come from behind. If, if you feel it’s appropriate, if you know this person or, you know, they’re old enough, you think they can handle it, et cetera. And you can see if you can start a limb boot, um, or you can see, um, when you, some people say is, um, when you run up to somebody and meet them face to face, and if they’re equally to embrace you or they’re like freaking out, okay.

So those are some, some other subtle signs you might look for that is this moral hanging out a little bit, the older person or adult you might ask, how do you do somebody scares you? Or if you are, um, walking in front of the cards and we slammed slams or horn, do you like startle? And it’s hard for you to settle afterwards when Morrow integrates, it’s taken over by what this, what we call the stress reflex, where if I’m sitting here at a cafe, having a nice glass of wine with somebody in relaxing and conversing, and all of a sudden, I hear a loud crash behind me. I should appropriately take a breath in my shoulders. Go up. I turn, I look, I’m available, able to evaluate that I am safe. I’m okay. And I can come back and I can pretty quickly relax and calm down again with the adult, with the oldest child, do they startled?

And they have a hard time coming down and, and, um, self-regulating afterward. So those are some other things we want to look at if looking for an active Mark. So another way to test, we can do that the trust fall, but you can also have the person, the little fiddle part’s supine have, you know, a rolled up. You’re going to see on here, the rule that pillow under her shoulders. So you want the head about four or five inches off the table or the floor, depending where you’re at, put your hands underneath them. Their arms should be out to the side elbow, slightly bent with palms down legs extended and be fairly relaxed. And what you tell them is first of all, do it with the eyes open. Um, when I, as soon as I dropped your head, as soon as I let your head fall, I want you to cross your arms across your chest. First of all, make sure they can do this. Make sure they can, they know, understand the directions and they know how to do this. They can use both arms in a coordinated fashion

To do this. So

You simply hold their head. And at a given point, just drop it down and you see how fast they can react. Do they initially splay out like tomorrow and then come to midline appropriately? Do they hold their breath? Do they grimace? Do they flush? Are they sweaty? How active does that? Their motor pad, their response mimic an active model reflux. So this is another way we can do it. And then there’s also what we call the duck and pigeon walk. So what I’ll do is if I am not sure, or I see a very slight then thinking that’s kind of the slight active model, but I’m not sure I’ll put them in a duck and pigeon walk. And oftentimes you’ll pick it up here. And what that is is you have them stand. You have their elbows bent at a 90, 90 degree. As you see here, her thumbs are pointing inward and then her feet are pointing


And you have them walk about 10 feet forward and 10 feet back up several times. And you see if they can keep that posture. The thing you’ll know is that they’re there, their thumbs or hands want to come out of that position. And, um, and then the pigeon walk, his feet are turned in toe to toe and thumbs are turned out and can again, can they keep that posture as they walk forward and backward? And so this sometimes will bring out that, um, that moral, that you’re not sure if it’s linear in there or not. So I do this on my older kiddos and my adults, if I’m not seeing, if I’m, if I do the trust fall, um, and or the supine, and nothing’s really sh I’m not sure. I’ll see if I can bring it out this way. So those are three ways we can evaluate the moral along with the things that we talked about, of, of, uh, history, questions, and presentation that might be indicating, um, an active Morrow.

And then look again at your history. Are they complaining of anxiety? Are they complaining of inattention, um, sleep issues, blood sugar dysregulation, look at those as well. So tie those into the picture. So how are some ways? So this is a pretty, um, standard exercise to help integrate Morrow. But again, we want to bring this across all ages and all stages. Not everybody can do this, right? So I’m going to hold your breath. Don’t hold your breath because it’s part of Morrow. Um, I’m going to show you some ways we can modify things to help those, those individuals, depending on their age and their functional integrity, how we can modify this. So I have this little one in, in a chair. You can do this either supine, or you can do it in a chair depending on their capability. And we, I call this the Venus fly trap.

It’s like that plant, right? That you drop something into and it eats it up. So I call it the Venus fly trap. I think some people call it the star flower. Okay. So you’re gonna see it called different things, but this little one’s in a chair everything’s extended. Okay. Palms facing outward. And then the first thing is they cross one leg. They cross the same arm on that side, and then they roll up. Now what I tell, because you also want that head to come into flexing and what their whole body to come in into flection. Okay. So what I tell them, as I tell them, um, cause you want the pump when they’re doing this, you want the Palm space in their face. So I tell them that pretend your hands are like butterflies. And that they’re always facing the butterflies are, are, are facing you.

Okay? And they’re flying right here because I want those palms open. And as a side note, sometimes you’ll see individuals that have an active, retained Morrow. They they’re fisted they’re there. They don’t relax their fists open. So palms open facing you. All right. Um, and then as they they’re going to cross and they’re going to roll and they’re going to kind of take the butterfly wing to their nose and then the unroll uncross. Okay. Um, and the reason I liked that I like having their eyes on their hands as well, because you’re now you’re getting some hand eye coordination built into this. Um, so it’s, it’s kind of killing multiple birds with multiple stones. So you have them do one side first and then unroll and uncross. And then the other side crosses over and they roll up. Now again, I start them out with these basic movements because that’s all they may be able to do.

And then I can add breathing with it. So as they extend the inhale as a flex, the exhale, and it’s great to do like a five count breath with that. So as a extend five count, inhale as a flex five-pack five count by point. Exhale. Okay. How many do you do on each side? It depends on the, on the person. Do they cook out? Do they get kooky brain after three? You don’t want to push the goat. So to speak on these because you don’t want to drive them into a sympathetic state where they don’t like doing these, especially with their kiddos, their excuse will be, Oh, this is dumb. This is stupid. This is too easy. When actually it’s really hard on our brain. So, um, you might be able to get three on each side for the first week and then they can do five and then they can do 10. You need to step them up as tolerable. Okay. Because who wants to feel cookie? Now I want to show you over. This will play okay. On the child that can’t do this. How can we start laying the foundation to help them do this?

Can you do this? Maybe your right leg comes over to your left. Okay. And then do you remember your right hand? CO’s over on top, but your left. Okay. And can you roll up into a ball or you can do a roll, everything up and the head comes up too. There we go. Awesome. Okay. Unroll and unfold unfold. And now the left side comes on. Talk. Is it like paper? Kind of, can you put the website on the top? The left hand on top. Okay. Remember it’s like, butterflies are looking at you. It’s like your hands are butterflies because you want always the palms to be facing the face. Okay. Okay. So that gives you just again, how do we modify these things? Right? How do we make it applicable? The other thing I call it’s called clamps again, Morrow is a centering. It’s a core reflex.

So I use, um, hold on. If you’re out there. Okay. I’m going to show you actually with little babies to how to do this. Okay. We’re going to modify it for the little, little, little, little ones. Okay. But clams are, um, I use either, you’re going to see two different versions here. You’re going to see me using a deflated plated physio ball. And you’re going to see me using a beanbag chair B back because we want to mimic, we want to get an action that they can carry out that gets them into that center. All right. So this is kind of fun. The boys, especially like it. Um, so I’m going to show you. Okay. Ready, buddy. Okay. Everything comes up and squeezes it. Here we go.

Beautiful. Beautiful. Ready to go again? I think I have it ready. Okay. So you want their arms and their legs to kind of come up, see how the end phases here has legs. There’s those bits spread apart. You want them that kind of squeezing that whole, the upper and lower extremities. And then you’ll see this guy. Awesome job three, because especially this, the second one that I showed you, that little guy would, can not figure out right. Left more reflex. It’s going to be, uh, uh, uh, right left body, right. Left brain, upper lower body, upper lower brain brainstem to frontal lobe. Okay. So they can’t figure a lot of this. These kids can’t figure this stuff out, so we’re helping them and we’re playing a game at the same time and they love it. Um, so how do we modify this with the baby? Okay.

Okay. So with the infant, with a positive Mara, we can do the same type of things that we did with the older child. We’ll just modify it. So we saw that video clip where we had the little toddler and we had mom had him sitting in at her lap and we put the ball and we call it the clam. So what we can do with the little ones is get the small step in and we’ll okay. We have our quality

And we just use that boom. And we just modify ends up squeeze. Okay. And then maybe get her attention and then, and roll up and squeeze. Okay. So we’ll do that three to five times, and then we can do a model

Venus flytrap as well, where just like you saw in the video with the older child where we’ll just

Do the, um, maneuvers for them

And then roll them up and roll and I’m cross. And you can have the parents do at home again, three to five times on each side with the little ones it’s really easy to do for just one person, because they are so small, so modifications depending on functional capacity, age and size. So there’s some tips for the Morrow, with the iPad.

Jeez, gotta love that hair in that video. Hi, wild hair day there. Um, now what I want to say is, um, you saw me do the clams with that older child. The other way I’ve had them like, like a three-year-old where I’ve had them, where sit in mom’s lap and they’re facing out. And we just use a big step down, a big Teddy bear when they’re step animals or a big physio ball or whatever. Okay. And you just kinda put it into their core. And mom, um, mom would help them maybe squeeze with the arms and dad or me depending where they’re at would help him curl up with their legs. So they’re the comfort of mom’s lap. The object is coming out to their core and they help them squeeze. And what I found, especially with my autistic kiddos is they end up really liking this.

And sometimes they’ll end up dragging that step down and what’s mom or dad, or the physio ball. And, and they want this done because with some of them, it’s very calming actually. Um, I’ll give you one more thing. The other thing you can do with the older individual is you can have them in this position. So again, they, the unused arm is out the side, Palm up, you have the arm and the leg at a 90 90 position. You want them in a 90, 90 position. And you’re simply again, in, in the picture here on the left, I’m pushing into their core and they need to resist me. You’re not using more than 20, 25% of your body strength. Okay? You don’t want them overpowering you. And a lot of the kiddos will try to overpower you because it’s harder for them to do more of an isometric push.

So you’re pushing, you’re, you’re re having them resist as you’re pushing in. And then on the other picture, you see I’m Abby, I’m pushing out a wave from their core, and they’re supposed to try to maintain that position. So not easy to do. Um, and so what I do is I’ve done some cheat sheets for y’all. I, what they like to do is like this little dude, how he likes to rest his he’s resting his hand on his head. They like to cheat. Okay. When we’re in the sympathetic dominant shift, it really shuts up our prefrontal cortex and motor control and motor strength is off. So I I’ve used these little plates where they have to try to entice them to keep that position. I’ll show you this real quick. Right.

Keep that one bent. So we bounce a little bit like this there and bounce that place. Okay. That goes, this goes

Up. Okay. Bounce that plate. Okay. Right. Push in. Where do you push outward? So don’t let those plates drop. Oh, you’ve got to keep up. Awesome. Okay. So that gives the older kiddo a challenge. I’ve also used slink from, for the little kids slink from toy story. It was a perfect stuffed animal to, to rest on their leg. And then I said, don’t let slink flaw fall. Okay. So these are just ways again, to have some fun modify things, to get where you want to get with the little kiddos. And so again, you start with the easy stages and work your way up to harder, do harder maneuvers. So I think we had a pretty good fun time for you enjoyed this. Um, please reach out to me if you have any questions, this is going to be a big one right now because people are in, um, again, second a spider flight mode.

And, um, we want to help to be able to, uh, pull out all the red stops in addition to adjusting them, getting lifestyle management, diet regulation, blood sugar regulation. Um, look at that more reflects in a little bit can go a long way. So again, thank you again, ChiroSecure. You’ve been amazing for the chiropractic profession. Um, what would we do without you? Thank you for letting me share this information and be sure to check in on the first Tuesday in February with the amazing Erik Kowalke and his amazing information. And I’ll be back the third Thursday of February until then keep changing lives, keep changing the future.

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Empowering Women in Chiropractic – Playing the Compliant Discounting Game

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.

As we jump into those slides together, uh, we’re going to be able to see what we’re going to be working on. It’s your vet from games, university. So glad to see you. And as I stated, we’re going to be playing around with the complaint discounting game today. Sometimes it’s a little bit difficult to know exactly what you’re going to do, and we’re going to get started with those slides so that we can get moving quickly. As you know, I try to keep it power packed and moving fast as we go. So as we start the slides now, uh, we’re going to be able to move along and get those things underway. Are you ready? Welcome to 2021. So today, while we’re talking, we’re going to discover how we can do legal discounting options. So many times here at KMC university is I’m bringing in clients who are coaching my own clients or just doing consultations.

Overall. We noticed a lot of issues in the way that people are discounting, even with some of their compliant coupon offers that they think they have, just because someone told you to do it and they’re getting by with it down the street doesn’t necessarily make it okay. We always need to verify those things, make sure that they dot all the I’s cross all the T’s as far as any federal regulations, any type of other things may be going. So always want to make sure we have that in place. We’re going to also recognize where you may have some inconsistencies in your patient fee schedules learn how to properly implement some hardship agreements in your office and men. It may be appropriate to use something more like a professional courtesy policy. So again, these are the things that we’ll be covering today. Um, as we move into the rest of our slides and I do walk them, you, I do appreciate Carver secure giving me these opportunities to speak to you and coming to you again from KMC university.

So as we talk about this one person said, very famous person said, your fee is your fee is your fee. And you know, with real estate it’s location, location, location, but when it comes to having compliant fee systems in your office, it is your fee is your fee is your fee. And we want to always make sure that we’re abiding by those rules dotting our I’s again, crossing those T’s just so we can be compliant rest at night. Don’t worry about the fee police to come get you and say, Oh, that’s wrong. And we’ll figure out who some of those players may be. And then we need to figure out where are the discounts coming from? So we’ll have some that are imposed that are like some of our regulated contracted. And then we may have some of those that are a little bit more elective in nature.

And we’ll talk about those. So we’ll get a clear understanding about that as we go along today. So as we continue to move forward, I’ve kind of wanted to start with some of the dangers and pitfalls that you could fall into. If your fees are not compliant in your clinic. So oftentimes we’ll see inducement violations. We’re not necessarily doing it to induce some may be, but we’re not necessarily doing some of our practices to induce, but it’s what necessarily our intention was. It’s what the perception is by those governing entities. Many times, anytime we have an issue in our fees or any other area with our billing, it’s no balls into the next area of false claims act. Nobody can afford these things. Number one, you don’t want to have recoupments number two, you don’t want to have any issues with, um, what you’re going to be noticing.

Um, when you’re sending over to a pair and they’re saying that’s inappropriate, or we’re going to find out somebody else who’s playing some really dirty tricks lately. Um, as we go along and then the anti-kickback violations, we need to make sure these are not being identified with our office. And we’re going to learn how to safeguard that as we go along. So Medicare vocabulary goes inducement and remuneration. So when we’re talking about that inducement, that’s influencing someone to come in and, uh, maybe giving away something for free. That’s, uh, maybe higher than the value that’s allowed or we’re giving away discounts through our waiving of copays deductibles and things like that. You may not give any item or service away that exceeds $15 or $75 aggregate, um, to a Medicare patient. This really falls over into federally funded patients. And what happens is when it falls over here, generally, you’re finding a lot of the payers piggybacking on this and saying, Hey, you know, we can’t do this for, uh, for our patients either, or our patients.

You need to have fraud, waste and abuse in place because you’re dealing with us. Everybody’s moving to this model. But right now we know that there are penalties imposed from federal entities when we do inducements and the remunerations waiving copays and things like that. So it’s in the regulation. We have the, the patient solicitation, anti inducement provisions. You can see it here on the screen, someone who’s offering or transferring to a Medicare and Medicaid beneficiary, any remuneration that the person knows should or would likely influence their decision to come in. This is applicable to Medicare and Medicaid. We know that VA, uh, moves over into that and we have some other programs and you’re talking about the affordable care act. And some of those things, you gotta be very, very careful. And why said you can’t afford it? Look at the bottom sentence. It says up to a $10,000 penalty for each wrong for act.

Oh, all right, well, let’s get it stopped. Now. We can’t afford to be over here in playing in the non-compliant game. You know, where it’s like playing Stratego, we’re playing chess. We got to move our pieces just right. We can still get to the other side and win what we want to win, but we avoid being captured and avoid the bomb when you’re playing Stratego. And we just want to make sure that we’re matching the right places together. And we’re still moving towards our goal of being profitable, getting our patients in the door and not scaring them off. So as we go ahead and move to our next slide, we’re going to talk about again a little bit more about that remuneration. We’re going to waive your copay. I had a local dentist, um, asked me several years ago when I was working in the local clinic.

He said, what my office thought we’ll do is we’ll have a doctor or even our staff members get treated. We’ll submit it to their insurance, just to help them meet the deductible. And I’m asking you to do that for me. I know you do a write off for doctors and, but I want you to submit it because I know you’re going to write it off. And, um, I want that way. It’ll help me meet my deductible. It’s not going to hurt you guys. I’ll still pay the bill. Uh, he did not like my fight back. I said, I can’t do that. I can not waive your deductible or copay. I don’t have any financial, uh, hardship in place or anything saying that this is okay for you. And he got a little Tifft. He said, I do it at my office. I can’t help what you do at your office.

We can see it’s usually way well laid out, especially in our federal programs, but we can also find it in our commercial programs. So always be sure that you’re just, again, dotting I’s and crossing T’s that we’re playing our chess pieces or our Stratego pieces. Right? And we’re being a little bit more intuitive where those bombs may be laying there waiting to capture us. So we’ve got to be so careful. We had a poor guy, all the one chiropractic. He was in Iowa. And this is out. We’re not, this is not something we’re displaying of one of our clients. This was something published. You can go find it on the department of justice website. Yourself probably could do it through the Google search of any type of search engine would bring this up. But while he was doing, he’s like, Oh, my poor Medicare patients.

They can’t afford a STEM. I hear this all the time. I’m not joking. I am not kidding you one bit. I hear it constantly. Well, they can’t afford it. Medicare doesn’t cover it anyways. Why does it matter? All I have to do is pull this up on the screen and say, this is why it matters. They feel, even though your intent was to help them out, they feel your intent was to influence them to come to your office because maybe Dr. So-and-so down the street is an offering that, but you’re sitting here going, yeah, Yvette, the doctor so-and-so down the street is offering that. I’ve never talked to them. I don’t know what’s going on there. And we can’t help if they’re doing it wrong, it doesn’t make their wrong BR right. So we’ve always got to be careful, but this poor guy in his innocence and just trying to be nice, ended up with the $79,919, uh, payback that he had to do.

And you can see there after the highlighting, it hit the anti-kickback statute. And the false claims act happened between. And look at that span of time, they looked at, they looked at a long span of time. You can pull it up and read a little bit more. But, uh, the thing is, is that you’ve just got to be so careful. And as you know, the old saying goes, don’t let your good be evil spoken of always make sure that if you’re going to do good, you can do the good or you find the legal way to do the good. And we’ll talk about that. So the biggest thing that this member rev represents is that we want to avoid dual fee schedules altogether. This is not something that you want to have in your clinic. And I’m going to just kind of hit the nail on the head here in a minute.

When I tell you why a with somebody you’re not expecting it to be somebody playing tricks, I told you earlier, they’re playing these crazy tricks on everybody, but we want to figure out what is the dual fee schedule, because it can misrepresent charges to a carrier. I had the pleasure to do an onsite back in October, we talked about it a couple of times, since I was here, they were just having the patients pay $55 here. I’ll take your credit card right here, $55. And they were billing the insurance company 150 I’m like, how did you know that was their co-insurance their copay? Oh, well, we just do it. Uh, we’re out of network. I just sat back. And I said, well, that will stop. It has to stop. Now we have to clean this up. And, uh, needless to say, they’re probably one of the top producers with one of the medical discount plans.

I’m going to talk about here in a little bit, because we got that straightened out for them. Again, false claim act violations. And then it may very well violate your provider agreements. Think about it. You know, we’ve got blue cross patient Lang here and blue cross representative behind him, PI patient here, PI representative behind them, cash, patient, ear cash, patient behind them. Everybody has the same thing. Everybody goes to the front desk together. You will bill your insurance. Two 50 we’ll bill you two 50 and that’ll just be 50 today. Same service don’t work it. And very well may violate your provider agreements, but keep watching here. It is the PAI complex. I cannot stress with you how much this is happening. We had one of our members call him the other day. What do we do? Oh Lord, what do we do? Well, we’re like, well, first may we do a consultation with you to see if we can get this worked out together, figure out what you did, figure out what needs to be cleaned up and what we need to stop.

And we looked at it and what had happened is they had Geico, give them a call and say, I don’t have insurance. I was just calling to figure out if you have a cash break for your patients. Oh yes. If you don’t have insurance, your visit will only be blocked. Next check. That’s what they send. And guess what? They reported them. They reported them for having a fee schedule that they were giving to cash patients that they weren’t giving to them. There was no legal reason. So everybody starts with the same fee. There was no justifiable legal reason on that next line for a deduction that said they should get something. There was nothing regulating it, nothing contracting it. They were just giving it because that’s the way they do their cash patients. Well, state, farm, and Geico doesn’t understand why that doesn’t pass along.

So we ended up having some pretty major issues. There got to clean it up, got to write some policy. Luckily we were able to work on it a little bit creatively with them. Uh, obviously some reeducation of the staff up front at the front desk and how they’ll answer the phone needs to take place. But overall, their feast systems need space systems needed to become compliant. So we talked a little bit about those impose discounts, the ones you can’t do anything about. You signed the dotted line, you get the dog and pony show that comes along with it. So those are the regulated, which is more like your Medicare, your worker’s comp, some personal injury, no fall and Medicaid. Can’t do anything about it. It is what it is now. Your workers’ comp and personal injury. Mainly your personal injury can differ from state to state.

Sometimes you can expect your full, uh, reimbursement of whatever your charge is. Other times you’re going to be part of some type of regulated or some type of contracted because you’ve got a silent PPO or maybe they’re pigging backing on some other type of pair. Then we have those contracted discounts, which are, I signed the dotted line because I want to be a provider with blue cross. I signed the dotted line because I want to be a provider with Aetna. This payer, that payer, these are those you can avoid. These are the conundrums you can get into, especially when you have those per diem payers that say I’ll pay you $65 a visit, no matter what you do. We have people all the time trying to circumvent that we’re like, Hmm, go back first, read your EOB. Did it tell you it can go to patient responsibility.

Now, go back and read your contract. Look at your medical review policies. Make sure that you know, what you’re doing is appropriate. This is why you can’t take your fees lightly in your clinic. They have to be every I dotted and every T crossed in order to be compliant and be most profitable. I think when you’re looking at impose discounts, one of the most profitable things you can do for your office is one take the services that you do and find out does that payer exclude them. Aetna has a very long list of CMT services. They consider experimental and investigational. Are you on that list? Does it even make sense to go in is everything you do on that list of experimental and investigational that’s one step. The next is if they won’t give you your fee schedule or a fee schedule prior to enrolling with them, ask a peer down the street, Hey, what does it look like for the fee schedule for this insurance company?

Know what it costs for you to be profitable in your clinic, and then gauge if you can go in before you sign the dotted line. Because remember once we signed the dotted line, we are now either regulated, contracted with an imposed discount. Can’t do anything about it. So you get out and with Medicare, we know you can’t get out how to give that commercial one more time. So that relationship with the payer and network, it really starts here. The doctor joins the payer, the patient pays the premium. They have an insurance card, you have this type of agreement. Everything comes back to the central hub of that payer and that network telling you what you can charge. That relationship is between the provider in the patient. But again, a lot of times we’re relying upon that and that requires the enrollment of the doctor and, and the enrollment of the patient into that plan.

So again, this is going to be part of your imposed, contracted, regulated, uh, type of discounting. That’ll go on. So we’ll skip over to the next part, which everybody’s probably wondering why are you taking so stinking long to get to this part about it? I need to know how I can do discounts. You told me what I can avoid. Now tell me what I can do, because now that you scare me to death, I need a way to deal with these patients that are cash, or maybe don’t have a great insurance plan. Maybe don’t want to use their insurance plan. Maybe have limited benefits. So let’s go there together. There really are. There really is one fee in your office that is if your spinal CMT for a nine, eight, nine, four, one is 55, then it’s 55. Then it’s 55 and it’s 55 next payer.

It’s 55. Everybody starts at the same level. Now the next line down. Why? Why is it not 55? Tell me why it’s not well, because it’s regulated. Okay, great. Well, because it’s contracted great. Well, because they’re a cash, they’re a cash patient. Okay. Can we talk about that cash patient for a moment? How large is that discount with discount by half, sometimes 75% wrong answer. We’ve got to make sure that’s within spec. Although the federal government has some rules that we believe are five to 15% on a time of service discount. Do you know that your state or your payers may have something to say, but again, we’ve got the actual fee next line down. Why shouldn’t they pay that fee? And we’ve always got to make sure we have checked with every entity that we’re doing that appropriately. So again, the discounts go imposed an elective.

We’re on the elective side. Now these are the ones that are at your discretion that you decide to implement in your clinic. As we move down, we’ll go the other direction. We can see that those are elective fees could be your five to 15% time of service savings, financial hardship, professional courtesy, or maybe your discount, medical plan participation, something like Cairo health USA to where they are set up in most States, I believe the only state is Washington, where they’re not in where you can offer your patients a compliant discount, go to bed at night and know you did it right? Setting up your own fees in your office. So even though it may fall in kind of that contract land, it’s your fees that you picked. We already know insurance. Isn’t going to pay you your full fee. You’re not going to chase your tail with this cash patient.

Why not give them a little bit of a discount? Uh, so they don’t have to pay you 565. Maybe they pay you 200. Plus the joining fee to Cairo health, which covers them and all their dependents for an entire year. It’s crazy. It’s like Costco or Sam’s, but these are the elective discounts that you can do, but you have to do them right again, dot the I’s and cross the T’s. So again, actual fees, discounted fees, or where are we going to focus our attention? And here are four possible fee structures that will help you pass the muster. When it comes to doing this compliantly one charge your actual fee. My fee is my fee is my fee. And if you’re cash, that’s my fee. That’s my fee. Absolutely. You charge it to the insurance company. They come back and say, write it off. You write it off.

Everybody going out the door gets charged the same. That is super compliant, no issues. Everybody pays your actual fee. You’re not discounting. You could charge a reasonable time of service of five to 15% for your federally funded patients. Always make sure to see if your state has a more strict role. Whichever is most strict rule, real rule and be the one that you’ll have to implement for your office. But when you find the state may be more lenient that may apply towards those outside those federal programs. So charge a reasonable time of service discount. Five, 15%. For me personally, I would not want to think about this as federal. You get 15, this is you. You get there. I would pull out my hair. I would either do five to 15 based on my bookkeeping savings and or do something like Kira health. Make it simple.

Don’t complicate it for your patients. We’re already in uncertain times with money and they don’t want somebody feeling like they’re jacking around with their money. They want to know this is what it is or this is what it is. You can pay our full fee. You can join this discount medical plan, and this is what your fee will be. Which one would you like? Let them make the choice, give them a choice. You could use a network-based legally discounted fee of choice ups, Kira health. And then you have those legal options with the hardship indigents policies for those patients who qualify. And I did say qualified. So these are the ones we’ll look at Cairo health, a little bit hardship, professional, and then billing for family members. I’m not going to cover a slide specifically on billing for family members. I just want to cover it verbally with you today.

Please know that with Medicare and many payers, they restrict you from billing, your immediate family members, and they do give you a list of what that is defined as they saved your mother, your father, brother, sister. And they go on. It’s a list probably if you’re looking at the page about that long, that tells you who you should not be billing to the payer. A lot of times we find family that I’m kind of tempted to help exhaust a deductible for their family members, or I’ll just send it in. I need a little extra cash family’s demanding to pay. Please look at these rules, please make sure you’re dotting your I’s and crossing your T’s. So the compliant time of service discount, it is based on viable bookkeeping savings. Pick one of them. What does it truly look at your overhead? What does it truly saving you to not have to send the claim, chase the claim, get authorization for the claim.

Go back and get authorization again, to see them for five more visits, chase your tail, wait, uh, appeal. Do all that. Send a statement. What are you really saving? Are you saving 5% great? Are you saving 15% great. Write a policy. There’s your time of service discount? It’s often, um, found that a lot of people are using something that’s not within those guardrails. And it’s unreasonable when we get up into 50% or, Oh, I just have a flat rate for cash patients. Can I ask you what you’re billing the insurance? Well, typically about $180. Okay. What is your flat rate for your cash patients? Oh, it’s 50. They just come in whenever. And the other one I hear that makes me want to scream is, Oh, well when they’re with their insurance, we just always use the nine, eight, nine four one. And when they’re cash, we just use the nine, eight, nine, four.

Oh, I’m like, Oh Lord, you can’t play with your codes. You can’t play with your fees to make it fit what you need. So you gotta find what you need and get it to fit what you have to have. So understanding again, that when we’re using these time of service discounts, there are guard rails, and they really should be because it’s a time of service be paid in full at the time of service, maybe lingering just a day or two after, but it’s got to have some parameters on it, not loosened it. So that relationship, when we talked about Cairo, health USA kind of works like this. I love them. By the way. Uh, before I came to KMC university, I said there were a couple of things I wouldn’t live without and practice. And that was Tusa Cairo health and KMC because they helped me to get to, you know, to the knowledge I have today.

They a part of how I got here. And when I joined Caro health, what I could do was now legally offered discounts. So at the office I served last, we were a specialty clinic. Uh, I know a lot of you say, Hey, all of us are specialty clinics and we truly are, but we did something that no one in a very large geographical region did here. We have pizza. People travel in from thousands of miles away. We have people that traveled in from States. We had about a five state surrounding area that came to this practice. And, uh, so we needed to make sure that we had some way to compliantly offer them a discount. So we looked at Kira health USA, and here’s in that specialty niche. Our typical first visit was $565. It’s just what it was. We knew when we bill blue cross and blue shield for those services, that would qualify that generally we could get back somewhere around three 70 when we build Aetna and we’re coming down closer on two 25 and we’re like, number one, we’re not chasing it.

We’re not having to get authorization. Um, that’s we want to just count more than 15%. What can we do? We went with Cairo health and how it ended up being that $565 visit came down to $200. All the patients had to pay that day was $249. They’d paid 49 to Cairo health. They paid 200 to us and they didn’t pay five 65. And they kept getting all the discounts that we made available through Cairo health. From that point forward through the rest of that year. So doctor joins, he sets his own fees of what he wants it to be. You can do discounting for multiple family members. You can set it up that, Hey, I want to cap these visits here. Or, Oh, I want them just to be this percentage off, or I want this service to be that don’t include that in my cap.

As you see, I’m telling you all kinds of things you can do. You can’t do that with Medicare. You can’t do it that with a payer where you can order it and have it your way. But with Kaiser health, in many ways, you can have it your way compliantly and your patient has an option. If they don’t want to pay 55 and they want to pay 35, then they join Cairo health. If they say no, then they really said, I’ll pay 55, no problem cash check or credit card, but the patient joins. And again, they, and all their dependents are covered. This relationship is about between that doctor and the patient. And we have compliant discounting. I cannot tell you and stress to you enough. This is a huge Savile. When you’re looking at discounting in your practice, the other one may be that professional courtesy.

Did you know that you actually need a policy when you are treating your staff members for free? Please don’t play that game. If I’m going to help them meet their deductible, please don’t do it please. You can’t waive the deductible. Their insurance is banking on you to collect that this is part of the plan they chose. But if you’re going to treat them in your immediate family members for free habit in your professional courtesy, um, what about others in the community? Maybe it’s all the first responders. Maybe it’s ministers. Maybe it’s all other doctors define that, put it into policy. But for the love of the Lord, don’t be like what that doctor asked me to do. He didn’t get me to budge, which was no. We offer this service for free. I cannot charge your insurance for something we offer for free to you, nor will I help you meet your deductible.

The only way I could have done this was told him you are going to forgo our professional courtesy. And when that bill comes in and it tells us what your deductible is, we will have to assess that charge to you. So keep in mind, this is one legal way. You just gotta make sure you’re dotting your I’s and crossing your T’s and no isn’t for all your friends. And the quick way, we’ll just do a bunch of professional courtesy. No, they’re still dotting of I’s and crossing of T’s that need to take place. What about hardship first visit, take their word. I can’t afford it. Okay. Well, we offer hardship for people who can’t afford service, and we kind of can get by with taking their word the first time, but not after that, we actually have to verify don’t just take the word and my office.

I had one way you could qualify if you were on government assistance and you could show me proof of government assistance and I checked it on a consistent basis, then I would qualify you. I did not think about some of these other things to implement. Ours was just pretty short and sweet. We had Cairo health and we knew we could fix most problems and we have payment plans. So we knew we could fix most financial considerations for patients, but that was one consideration. And when I did it, it’s like, you can come for $25 a visit. If you’re having an exam, it’s another 25. If you’re having x-rays that’s another 25. So the most they ever paid was 75, but that’s the way my hardship was set up, but I couldn’t just offer it because they said they did, especially if they’re coming in with their Prada shoes and their Gucci purse or their nails are always done.

I’m not disqualifying those people. I’m not saying they’re in a financial hardship, but I’m saying we have to use a systems of measure to verify this. Or then this is not having an I dotted and T crossed. We do know that those federal poverty guidelines are about to come out. They’re just right out of. They’re always a little slow for some reason, but once they come out, we’ll be able to see what those federal poverty guidelines are and what percentage that particular patient falls under. You have the ability to set that up down. You can see this as one of our forms, by the way, that’s in the library. If you’re a library member, you can find this in the office management section one, and that’s going to be in less than three. And you’ll be able to go in there and tweak. You can see any of that great out areas, something they can do, but you can set what your fees will be.

Put your exclusions in there and make sure that you’re able to just do this appropriately, going by those guidelines. Again, a little bit of leeway with you on what you want to set up. There’s any questions on this? This is a bigger topic than what I’m able to cover here. Definitely let us know. And just a little bit of role playing. So let’s say you treat Medicare part a and part B patients. So are you enrolled? No, we already talked about it many sessions ago. We can’t see the Medicare part B patient. If you are, you’ve got to charge the appropriate fee for the excluded services. Even if they’re a, QMB a duly eligible, you still on the excluded services have to, you’ve got to bill on behalf of them. Your collections will be based on their co-pay, their co-insurance deductible, figuring all that out.

There’s one of your regulated then what about the part C if you’re not enrolled, we fill, these are cash patients to your office. You can see down at the bottom that we have cash paying patient, not insured. We have actual fee, um, or that discount medical plan. They get a super bill. Make sure if you’re giving a super bill and you’re doing discounts that there’s a line item that shows what that discount is. Don’t send that patient out the door with, Oh, it was a hundred dollars and you only charged them 50 because they’re going to get paid to come in your office. If their insurance, as an allowable higher than your 50, they will actually make money coming to you. So it needs to have everything listed there that shows that actual financial transaction that you have. What if you’re not enrolled with the insurance plan, then you have that cash play game that you can do again.

But over here on the other side, you’re going to be abiding by those contracts, looking for deductibles, obeying those rules of medically necessary and active maintenance and all that type of stuff. But you’ve got to bill, according to them, you sign the line. You’re there. You can see a little bit with the non par and the par there at the bottom. What about worker’s comp? Well, with some worker’s comp, you have to be enrolled in order to treat them. So please make sure there’s a lot of rules in my state alone that you got to jump through hoops. If you weren’t the first person who saw that patient a little bit of here that you can look at, but if you’re one option with PI patients, if you feel like you’re always getting stung by it, make them cash patients. When they get paid in their settlement, have the lawyer incorporate what they already paid to you.

That’s probably one of the most simple ways to get rid of the problem of lingering bills. So this is what it looks like when you’re done setting up your fees. We’ve got the doctor’s actual fees up here. Next rainbow down is our contract and fees are regulated fees in our hardship fees. And when it all starts coming together, we can see that Cairo health USA, that legal way to do a discount gets the fall in the green it’s right there. It’s part of our contract. And we got to pick what it looked like. Imagine that it wasn’t $9 for a therapy, unless you want $9 for a therapy. I have seen reimbursements be that low or say, Oh no, that’s bundled. Oh no, we don’t pay for that. On the same day, Kyra health USA is a great work around, especially with, for high deductible patients.

You can see that you’ve start piling in those other things with Cairo health, you’ll have those cap fees or your discount and name it. What you want it to be, make it that way. It includes everything. Oh, no includes everything. But this, this is you. It’s an elective discount. You get a set, a lot of it up. Then you’ve got some of the other things that come down in there where you’ve got this hybrid of Medicare and Cairo health. What the same service cannot have medic cannot have Cairo health, but we know Medicare only covers spinal CMT. So there’s a bunch more, we could apply that to. So it makes a very beautiful product for those patients. And then down at the bottom, we have our hardship fee schedule. This makes it all look beautiful. One pretty rainbow everything’s in there. Everything’s compliant. Nothing’s out here on the perimeter.

That’s kind of not okay. We fit all of our discounts nicely into this beautiful rainbow to where we can rest at night and be compliant. So you’re free to choose, but you’re not a free free from the consequences of your choice. So be careful when you’re doing fee changes in your office, making sure that you’re doing it by dotting I’s and crossing T’s. If you’re a member, if by chance you didn’t have this in your, a member, we do free schedule a fee schedule consultations, either help you, uh, get Kira health USA put in place at which we will. We’ll take you all the way up to it. Almost being implemented, just what they have to do at the very end, or if you’re not interested in that we still do. If you’re a member, that’s something we did. So it’s free for you as a member.

Um, the very next thing I want to show you are hot topics. And then we got to go hot topics. One, one that ABM form had to be implemented. Look at the bottom of your form. If you’re an Anon version, six 2023, starting January 1st. If you’ve got more questions about what you do about the one signed in December or November, you’re glad to give us a call. But as far as the new ones being signed, ABM must be implemented. When you’re looking at box D your mandatory is spinal CMT only don’t have anything else on it. And know when to issue it, big issues going on misconceptions, going on in this industry regarding how to use an ABN appropriately. And it can get you in big trouble because when they pull your records, they pull the ABNs in M coding went into effect. January 1st one code is gone for the new patient.

Do you know which one it is? You should never be using the nine nine two one one. That’s an established patient, but there’s one of them went away. The change in the coding methodology, how you’ll get to it is all lining up over on the medical decision-making. And although the AMA and all those rules have come out and said, Hey, history and exam, you can do it. If it’s warranted for us as a profession, it is warranted because that’s how we establish the medical necessity. Everything is built off the history and the exam next down Medicare fee schedule update. We had a big 10% drop this year. It was a huge disappointment and the middle of COVID and everything’s shutting down practices. It shocked everyone. However, we saw about as quickly as those one up on the website, they got pulled back down because the COVID relief came a bias about sort of bipartisan act that removed the full 10% gave us back 3.7, 5%.

The reduction is still sitting at six two five. And I’m just telling you if you want to be a part of the solution and not have to sit back and accept the problem, contact your state representatives. Remember it’s time to verify benefits again. And if you don’t remember why I go back and listen to a couple of my sessions a little bit ago, one more thing. If you are a KMC university member, please keep in mind. You’re going to be seeing a lot of stuff coming from us. Go in this spring, don’t put your head in the sand or not look at an email cause there’s a new website launch. You’re going to go to the, our website. You’re going to, uh, what happened, make sure you’re paying attention. And if you have any questions with what we’ve discussed today, feel free to give us a call. Uh, we’re always here to help. We’ll be more than happy. That’s (855) 832-6562 or info@kmcuniversity.com next week. Make sure you’re here because Janice Hughes will be presenting again. It seems like she follows me up a lot, but I think that’s really great. And I’ve watched these people and they’re wonderful if you miss these, just let us know we’re here for you. Good to see you. Thank you for spending some time with me again today. Bye-bye

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Empowering Women in Chiropractic – Don’t Get Left Behind – F4CP

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.

Thank you for joining us for today’s presentation. Don’t get left behind the secrets to staying ahead in your practice. I’m Dr. Sherry McAllister, the president of the Foundation for Chiropractic Progress. Today, we’re going to walk you through how to utilize some of the foundations materials and our marketing design, which is going to help you grow your practice. Even amid a pandemic. First and foremost, I want to thank our sponsors. Before we get started today, our corporate sponsors make a huge difference. It is because of their generous support that the foundation is able to create and distribute awareness campaign materials across the nation. This makes a huge difference for all of us, because the more we share across the nation, the more awareness our consumers are going to have about chiropractic and all of the benefits that come with it. Now, 2020 campaign shift, what we’re focusing on is optimizing health.

Now let’s dive in. We all know 2020 has been a pivoting year for all of us. We never expected a global pandemic to strike, but here we are today and we have to learn to adapt and thrive. During these circumstances, the foundation expected 2020 to be the year that our Olympic commercial aired. Instead, we found ourselves shifting our focus to a brand new campaign geared toward optimizing your health. Today, I’m going to walk you through some of our new materials, as well as what the benefits of membership with the foundation for chiropractic progress is, listen, I’ve never momentum in my entire 25 years of being in chiropractic and it’s happening now with the foundation. And that is because we’re all coming together to use marketing materials and the marketing materials we’re seeing, coming up on the screen, our new papers as we look to continue to optimize health during our campaign and throughout the pandemic, we have recently launched these two new white papers.

Why is chiropractic sat out by millions of Americans? It’s a paper that focuses on the chiropractic adjustment and what it is, and it’s bad if it’s, we’ve actually never had a paper that focuses on what we do every single day. I know it’s presses you. It surprised me. So let’s use this paper, let’s get it out as far and as wide as we can, because this is going to make a difference because patients actually need to know what it is and why we think it’s important. Speaking of important, we also put together this complete, your health includes mind, body, and spirit for white paper. And we want you to also focus on the stresses and the managements of sleep and nutrition. You’ll see these infographics, you see them on the screen right now, one of the favorite resources. In fact, some of the reasons why our gold members come to us is they can customize these infographics for their practice, what they want to communicate to their community on the benefits of chiropractic.

You’ll see a variety of topics in the enhance your health campaign from sleeping better to working out, to home and posture. In fact, I just had a chiropractor yesterday, reach out and thank us for the tips for ergonomic lifestyles, for many of their patients, because many of us are working from home chiropractors. You are the blessing in their life. You’re there to support them in every InVenture that they take on, whether it’s a new workout or a new environment working from home. So we want you to be able to utilize these infographics and make them work well. Now, the next one is posters. And the part about posters is you can make these available to your patients in your newsletters. There’s nothing wrong with sending out zoom meetings and getting people in your community, excited about what you do and including one of these posters, I cannot wait till 2021 happens.

And you’re seeing in that second infographic Erica Dean Witter, which is a fabulous representation of the chiropractic profession. Not only is she a chiropractor, she came to chiropractic from an injury. And from that injury, she became a chiropractor. Who’s now treating Olympic hopefuls. So it’s very exciting to see, and I want to make sure that these posters get as far and wide as you can make them. The next one you’ll see as Clinton Romesh. Um, he is a, uh, an outstanding example of a medal of honor recipient, and he is an advocate for chiropractic. So next month he is a veteran. And I would ask that you share that poster either on your website or any of your social media cover pages, um, outstanding way to promote the chiropractic profession and also to give, thanks to those that have served our country. Well, coming up is brochures and flyers.

Why are these important? Well, we have an abundance of brochures and flyers on our website, and you can access them by going into our media center. But one of the reasons why brochures and flyers are helpful because you never know where they’re going to end up. In fact, one of the brochures was made for hospital, ER doctors. And that’s why I think it’s important for us to really relate to where our material is going. There is no greater time than now to reach out virtually to anybody in your community, whether it’s a healthcare provider, a patient or a association, Toastmasters might want a speaker that talks about enhancing your health and that’s you and boy, do we have opportunities for you to be successful because we know that your hands are on patients and for us to really be successful, we need to get this information out in a variety of different ways.

The next one is tip sheets. I love tip sheets because they’re short and they’re precise. And patients indulge in them. If you can’t read something in 30 seconds or less attention spans can be lost and pending the generation gap that we have from our older patients, 50 plus to our younger patients, tend to 16, that timeframe, which we lose their attention is smaller and smaller as they get younger and younger. So listen, a tip sheet is a valuable way to get people starting to think about it. Now here’s the one that I was talking about working from home series, specifically, designed to help our doctors guide their patients through how to newly work from home in a safe, ergonomic way. And we know there’s pets and there’s little, little people running around. We need to start to recognize that stress is just part of a daily routine for us.

And there is no new normal right now. It just is. And we’re working through it together. Smile through it, laugh. The foundation has you. We know that this is a important time to be able to get our messaging out and help our audiences. And speaking of helping our audiences, now that advertisements are coming out. And if you haven’t seen it yet, you’re going to see as seen in prevention magazine on this slide are two ads. One on the left is a full colored ad. I’m so excited to let you know it actually is running now and prevention magazine. So don’t be afraid to pick up one. If you’re at the grocery store, grab a prevention magazine, flip through, you’re going to see our full page prevention ad. And now on the other side of the screen, you’re also going to see an ad that you can print and post in your practice, either in your reception area.

If you like, maybe you run it in a note, a local news outlet. You can share this digitally on social media or anywhere you feel fit. Second to being able to engage our audience is optimizing your health. The 32nd video. Now I’d love to share it with you here, but I’m going to keep you in suspense. If you go to our Facebook page, you will actually be able to share this, optimize your health 32nd video. It talks about doctor of, and it tells everybody about what a doctor of chiropractic is. No drugs, a doctor for energy and passion. Think about what this messaging is going to mean to those that are suffering. We want them to be aware of what we do and how we do it. So if you go onto our YouTube channel or a Facebook site, or you just want to come into your, your membership page, you’ll be able to download this 15 or 32nd version.

When we did it on Google in two weeks, we got over 50,000 views and we haven’t even reached out to you to get it out to our audience. So please be aware it’s out there. And it’s an important aspect to making sure patients are aware of what we do. Chiropractic adjustments. That is a big key. A few months back, the foundation issued a public statement in support of the findings of a randomized controlled trial. It was published in the journal of American medical association, the study effect of spinal manipulation and mobilization therapies in young adults with mild to moderate chronic low back pain. And what it concluded was when performed by a doctor of osteopathy or a physical therapist, neither spinal manipulation or spinal mobilization appeared to be effective for mild to moderate chronic low back pain. This is an important finding, stay with me because I’m going to tell you that this is what helps consumers understand the difference between spinal manipulative therapy provided by a doctor of chiropractic performed with other healthcare providers.

It’s not as effective. So this is a wonderful study actually, to showcase that we as chiropractors have fantastic results taken in conjunction with the previous study, we can demonstrate that spinal manipulation is more effective when we start to point down and drive into what the patients are experiencing with a chiropractic adjustment. Now here’s the reality. Don’t become almost dally. Now this next slide is talking to you about the recently released governor’s report that does not mention chiropractic in its full capacity. You want to read this because it’s, it’s getting out to the public and the governors are reading it. And it says, we know that 94% of spinal manipulation is performed in the U S by chiropractors when spinal manipulative therapy is mentioned chiropractic, and the chiropractic adjustment should go hand in hand. The material the foundation is creating is designed to educate the public and general awareness of what we need to disseminate this material in your local communities and grassroots efforts.

It’s imperative that we don’t get labeled as a modality. We’re a profession of experts that really care about the health and wellness of our patients. And that’s one of the key pieces to being a very well versed chiropractor right now. And knowing that we need to promote this and being left behind is why this topic is so very important. Now are your marketing dollars working for you? That is the question. Are your marketing dollars working well for your chiropractic practice? When you enroll as a member of the foundation, listen, we grant you access to the already designed marketing materials that have been designed to implement by your staff. So you can focus on treating patients. The best one is the gold level. This is where you get to customize what we produce and showcase it in any way you desire. And that’s a key. What are some of the ways you might desire to be a gold member?

Let’s take a look national, find a doctor listening. When the Olympic commercial runs next year, you do not want to get left behind. What do I mean? Well, 214 million people are going to see our Olympic commercial. Our 32nd commercial is going to run five times and it’s going to showcase, find a doctor if you’re looking for a chiropractor and that’s you. And that’s in our listing. Now on top of that, you’ve got 14 million people that see our listings in web MD, vitals.com and American Academy of spinal physicians, critical aspect to be part of our national listing. Why is it so critical? Listen to me, Epic moment happened in September during our drug free pain management awareness month, we had over 10,000 hits to our find a doctor listing that is historic for the foundation. And it means that you and the foundation are making a winning combination.

We can’t do it without you United. We stand the parted or diverse or trying to conquer. Um, others is where we’re going to fall. So we are one profession that stands for enabling the health and wellness across the nation, web MDs and vitals.com. As I said, 14 to 15 million views are being seen and that they can come right to our specific listing. Next one, Monday marketing memo. Each week, the foundation sends its members out our Monday marketing memo. In this weeks, it’ll show your weekly emails. You have access to fun, little sound soundbites that will walk you through different action steps that you can take each week to market. Your practice can not get any simpler. You have a lot going on many patients to see, and you want to be able to implement a marketing roadmap. That simple, well studied. Everything we use at the foundation is well researched and efficacious.

Cause we’ve got 16 colleges in 37 state associations working with us. So please use that. The next one is the marketing roadmap. Week by week, helping you decide, have I conquered all of my social media platforms because some of your patients may be on LinkedIn. In fact, a lot of nurses, nurse practitioners, medical doctors are on LinkedIn. Did you post a LinkedIn article? And if you don’t have time to write an article four Oh one from the foundation, but we want to make sure you’re hitting all aspects because there’s no one way to market in today’s society. It’s all over the map. And that’s why we have a roadmap on our next part. I want to thank you. I want to thank you that you come every month to join the foundation on ChiroSecure’s, Facebook live, you are making a difference. You are a passionate envisioned chiropractor. That’s changing the future of health and together we make a difference. And I want to thank you for being with us every step of the way United we stand and together as a profession, we will change the healthcare of millions of Americans. Thanks for joining me on today’s Facebook live, please. Don’t miss me next month and come back next Tuesday for the next episode of ChhiroSecure’s, Facebook live.

Please subscribe to our YouTube Channel (https://www.youtube.com/c/Chirosecure) Follow us on Instagram (https://www.instagram.com/chirosecure/), LinkedIn (https://www.linkedin.com/in/chiropracticmalpracticeins/) Periscope (https://www.pscp.tv/ChiroSecure). Twitter (https://twitter.com/ChiroSecure) If you have any questions about today’s show or want to know why ChiroSecure is still the fastest growing malpractice carrier for over 27 years, then call us at (866) 802-4476. or find out just how much you can save with ChiroSecure by visiting: https://www.chirosecure.com/quick-quotes/malpractice-quick-quote/.