This article is Part 2 of a 2 Part Series. Article one appeared in the March Issue of The Chiropractic Assistant which may be found online at: http://urlm.in/rmby I have lectured to chiropractic audiences for almost 30 years now and have seen many changes in that time. However, the most frequent topics that chiropractors talk about haven't changed at all. Obviously, we all want better clinical results and more referrals. In that regard, we often overlook our most valuable source for increased referrals, namely our staff. Your staff is one of the most cost-effective ways of achieving increased referrals, but it is commonly overlooked in many offices. I am not just referring to new patients, but also educating your patients about services the patient may not be aware that you offer. Patients are usually more relaxed while waiting for the doctor than in the presence of the doctor. Often their entire demeanor changes when they leave the waiting room and enter the treatment room. Patients often give the receptionist or assistant information pertinent to their conditions, or one of a friend or family member that they do not give the doctor. Such casual conversations that occur in the waiting room can be a considerable source of either new patients or increased service to existing patients. In my own practice, I remember a woman asking if I could squeeze her husband into an already busy schedule because, while in the waiting room, she found out that I had successfully treated many troubling cases of chronic, recurring heartburn and indigestion. It seems they had just had lunch and he was waiting in the car experiencing another episode while waiting for his medication to relieve his symptoms. I have always had a "special exam" available for such situations. Quite frequently, patients would learn from my staff that help was available for them, a family member, or an acquaintance, and would ask, "Could the doctor just take a quick look to see if he could help?" We never turned those opportunities down regardless of how busy we were at the time. Today I refer to the procedure as our Chiropractic Stress Evaluation. This short exam is used to schedule a more comprehensive exam to be conducted at a special time in a special room with a special assistant to record the findings. The evaluation only took two minutes and it always resulted from the recommendation of a staff member. They loved being part of a successful team. It is surprising how many times a patient discusses important healthcare concerns with your staff. The assistant should be able to discuss a patient's problems and be reassuring about office procedures, examinations, and interviews with the doctor. The Chiropractic Stress Evaluation Stress is not a meaningless general term used frequently to excuse inappropriate behavior. Stress encing. Any structural or visceral dysfunction and/or any emotional upset can trigger this response. Don't think of only acute stressful situations, though. Any chronic structural, visceral, or emotional problem places the body constantly in a stress mode. When under stress, each cell, tissue, organ, and i organ system requires more nutrition, in particular glucose, to produce the energy required to meet the demands being placed on it. The so-called "fright, j flight or fight response" is well documented, but it | is not well known that the body only evokes it when it does not have an adequate supply of glucose and stored glycogen to meet the emergency. When that happens, the body switches to converting fat for en-' ergy production and saves its glucose for the brain. Office staff can educate the patient about the effects of stress All patients want to improve their health, get value for their money spent, and feel better. All patients are aware that better nutrition is needed in our society and most believe that they need better nutrition themselves. Few patients, however, know how to achieve a better nutritional plan. That is why they need you. Who better to guide them to a better lifestyle? Should they get their information from a nutritional supplement store or from you, the expert? Office sfaff can schedule Chiropractic Stress Evaluations For example, patients in your clinic may not know that the following symptoms indicate that enzyme supplementation is necessary: Stiff, sore joints Constipation Headache Diarrhea Heartburn Irritability Indigestion Restlessness Gas pain and bloating Insomnia Your staff can easily be trained to schedule these short examinations, as well as scheduling follow-up visits and instructing the patient on how to follow a six-week program. All of this can be accomplished without new equipment and increased overhead. Dr. Howard Loomis has an extensive background in enzymes and enzyme supplements. He is the founder and president of Enzyme Formulations®, Inc. His knowledge of physiology, biochemistry, and enzymology has made him a sought-after speaker and a prolific writer. Dr. Loomis published EX/AMES: The Key to Health in 1999. Contact info: 6421 Enterprise Lane, Madison, WI53719, aistomerservicedloomisinslilule.com
