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Interviews
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Interviews
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Written by TAC Staff
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Thursday, 30 August 2012 02:12 |
G raduated in 1977 from Haifa-University Technion Medical School, Israel. Dr. Grober assumed Post-Graduate studies at Tel-Aviv University and worked for many years as an Orthopedic Surgeon in the Beilinson Campus, Rabin Medical-Center where he specialized in Orthopedic Surgery. In 1999, he invented and registered the patent on Cervico 2000 – a cervical traction unit.
 He became the owner and manager of two orthopedic clinics in Israel specializing in Spine Disorders and Lower Back Pain. Professional memberships include: A member and active participant in the American Back Society, a member of the World Chiropractic Federation and a member of the Israeli Orthopedic Association.
TAC: Tell us more in depth about the services and products you offer chiropractors and how or why you offer them.
AG: Meditrac's unique proprietary treatment concept - "Traction on the Move" was developed by a team of orthopedic surgeons. In effect it transforms conservative traction methods, promoting rapid healing and rehabilitation. It combines the benefits of traction therapy for the cervical or lumbar spine with an innovative physical therapy program during treatment. As a result the patients improve their blood circulation, regain flexibility and experience an improvement in their psychological well-being.
Meditrac's products are used to treat a wide range of spinal disorders including; sciatica, herniated disc, whiplash injury, degenerative changes and spinal stenosis caused by disc herniation.
Meditrac products include the Vertetrac – a lumber ambulatory traction system, Cervico 2000 - an ambulatory traction device for the treatment of acute and chronic neck pain and the Dynamic Brace System (DBS) - a patented system for treating idiopathic juvenile, adolescent and adult scoliosis.
As staying in the forefront of therapy innovation is one of my goals, my medical staff and I are continuously conducting research, to further improve our proprietary traction devices. Currently, we are conducting research on the effectiveness of traction on muscle tension together with Prof. Staderini from the Western Switzerland University of Applied Sciences.
TAC: How do Chiropractic and Orthopedic treatments differ when treating spinal disorders?
AG: Most Orthopedic surgeons are not aware or even ignore the preventive care aspect and are usually very eager and willing to perform an invasive procedure. In most cases they do not adequately clarify the possible outcomes of such a procedure, nor the possible complications. As opposed to Chiropractors, they are less open to alternative methods and less willing to use non-invasive treatment such as traction, manipulation, ice etc.
Personally, a very poor outcome from spinal surgery led me to the conclusion that surgery should always be the last resort for spine problems and should be performed only after other conservative treatments failed.
TAC: Compare between invasive and non-invasive treatments.
AG: I would love to answer the question with the following table:
 TAC: Can you think of one change that a chiropractor can do to significantly impact his/her practice’s growth immediately?
AG: One change for example, is treating more patients without adding extra human resources. This can be done when treating several patients simultaneously with compact and portable traction devices, as opposed to a one-by-one method. Another way to increase their income can be achieved by renting out or selling devices to chronic patients for home use.
TAC: Any final words for our readers?
AG: Make all the efforts you can to put your patients 'back on the track' as quickly as possible without any invasive procedure. Happy patients like to regain their sense of control. Allowing them the freedom of movement even during treatment is key to assuring their satisfaction and happiness.
You can contact Dr. Grober at:
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, Meditrac Ltd. 1-866-732-0170, +972-3-5467828. http://meditrac.co.il
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Interviews
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Written by TAC Staff
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Thursday, 30 August 2012 00:10 |
D r. Patrick Gentempo is the CEO of Action Potential Holdings, Inc. and is arguably one of the best-known figures in the chiropractic profession today. He has acted as cofounder and chief executive of well-known entities within the profession. These include the Chiropractic Leadership Alliance (CLA), Creating Wellness Alliance (CWA), and Chiro Finishing School. CLA has brought critical technology to the profession, namely the Insight Subluxation Station which boasts over 9000 DCs who have bought the product on six continents. In addition, through CLA Dr. Gentempo (with Dr. Christopher Kent) designed the highly lauded boot camp training program, Total Solution. Nearly 7000 chiropractors have participated in the Total Solution program. Another very popular product that Dr. Gentempo co-developed with Dr. Kent is the On Purpose audio subscription service for the chiropractic profession. On Purpose has been producing monthly audio content for chiropractors since 1994 and has thousands of subscribers worldwide.
 Last year in a surprise move, Dr. Gentempo sold all of his interest in CLA and a controlling interest in CWA. When asked why he did this his response was, “I had a growing sense, based on certain trends, that action is needed in a new way on a larger scale. Chiropractic and health care in general are changing rapidly leaving us with both challenges and opportunities that I feel compelled to address. Act 1 in my career was practice, which I loved and I succeeded at that. Act 2 in my career was CLA and its derivative initiatives and the impact of that has been fulfilling and significant. After some soul-searching, I decided it was time for Act 3 and in Act 3 I'm going to deliberately address some important issues in chiropractic and healthcare, not the least of which is chiropractic insurance dependency in the United States.” In an interview with The American Chiropractor Magazine (TAC), Dr. Patrick Gentempo (PG) shares what life will be like after CLA (Chiropractic Leadership Alliance).
TAC: Can you tell our readers about how you view the current political landscape of the profession?
PG: I have significant concerns about the political landscape of our profession. I know this sounds trite, sort of like when someone starts a sentence saying, “in times like these". There are always some sort of challenges, aren't there? However, the challenges we face today are to a large degree qualitatively different than the challenges of the past. An example of this is the prescription drug issue in chiropractic. This is a deeply polarizing issue that addresses the very soul of the profession. I have yet to hear anyone make a moral argument for drugs in chiropractic, i.e. “there are not enough points of distribution for pharmaceuticals in the United States. People need expanded access to drugs and the chiropractic profession needs to fill that void.” I have been deep into this debate and there is no sound moral premise that justifies drugs being incorporated into chiropractic practice. So from there the debate moves toward practical issues. Somehow people think that if chiropractors were to obtain pharmaceutical rights, it would translate into them getting more patients and increasing market share. The fact is it would have the exact opposite effect. Any business expert will tell you that you don't increase market share by professing your sameness. You increase the success of your business by differentiating yourself in the marketplace. The problem here is lack of clarity of purpose, no sense of identity, and the corollary to these: scarcity mentality. I am 100% certain that if chiropractors start prescribing medications the result will be a tragic demise of the profession. Ironically, I am observing that what many of the big, million dollar plus practices have in common are niche natural or ‘drugless’ solutions to particular challenges that chiropractic can measurably support. For example, I cofounded S.H.I.N.E., Special Help Integrating Neurological Experience, with famed psychiatrist and former Harvard Medical School faculty member, Dr. Ned Hallowell. Many consider Dr. Hallowell the number one expert in the world on ADHD. Many of his core premises are shared by traditional chiropractic principles and he knows first-hand that millions of people are seeking a non-drug approach to addressing ADHD. Strategically, this places the chiropractor in a position to provide a very needed in-demand service to people who don’t expect their insurance to pay for it. The profession needs to start ‘getting this’ and understand that being drugless is massive leverage in the marketplace, not a handicap.
Another major political issue is chiropractic education and the CCE. To address this in a meaningful way would require a comprehensive multipart article. But to summarize, the CCE's behaviors and actions, in my opinion, are misguided and destructive to our profession. CCE enjoys a monopolistic stranglehold on chiropractic education which I believe a growing coalition in the field is finding to be intolerable. Anti-CCE sentiment is on the rise and its resultant polarity is palpable. The politics relative to this are pretty complicated and one has to dedicate a significant amount of time to understand the full nature of the CCE issue. I remain hopeful that the field will force positive change in this realm.
On the positive side of things I am observing some growing trends politically and publicly that make me very optimistic. I have been invited to speak to state associations around the US that have unified. Yes, unification is a trend on the state level! The atmosphere has been live and let live. I am in New Jersey and we had 6 different state associations consolidate into one. Michigan, Virginia and other states are also doing this and the results have been very positive. Chiropractors are politically being tolerant of diverse practice orientations, from lifetime wellness care to limited low back pain services. On the public arena, we have seen Dr. Mancini of Parker University on the Dr. Phil Show and The Doctors. Audiences of millions watching one of our best representatives tell them about chiropractic. As well, the Foundation for Chiropractic Progress has been getting us great exposure and celebrity endorsement. I am especially excited about the documentary Medical, Inc. I was interviewed extensively for it as well as many others and there is a real shot that this becomes a film that will be seen by the masses. In summary, as it always is in life and history, we have many challenges and many opportunities. I am a firm believer that we as a profession are poised for some major breakthroughs.
TAC: You mentioned in an October, 2006 interview with The American Chiropractor that your goal for the chiropractic profession is "World Domination of Healthcare in a Chiropractic Model"...is that still your goal?
PG: Ahhh yes. I remember that interview. And yes, this is still my goal. I should probably clarify my terms. When I say “healthcare”, what I mean is “well-care”. I am not talking about chiropractic dominating disease treatment and emergency care. The world is seriously recognizing that medicine is really emergency treatment and disease care. Of course, there's nothing wrong with that. It is a very necessary service to our culture. But it is not healthcare. Hence, leadership in true lifestyle healthcare must emerge and chiropractic should rightly dominate the market space.
TAC: So, you will be continuing on with On Purpose, can you tell our readers in what way you will be growing in that direction?
PG: On Purpose is owned and operated by Dr. Christopher Kent. I do still appear on the program every month and I love it! I have to say that On Purpose is one of the best bargains in the whole profession. For $50 a month, a chiropractor gets a comprehensive review of the new and emerging scientific literature that supports chiropractic. A review of what's going on politically within the profession. Also an interview with a chiropractic thought leader that can’t help but develop and grow your practice. Without exaggerating I would say it would take the average chiropractor at least 100 to 150 hours per month to try to process all this information and boil it down to what's important. With On Purpose, for less than the cost of a single adjustment they get three hours of programming that is very entertaining and brings them all this information. Let me state that I have no financial interest in On Purpose. I'm simply sharing a best practice with my colleagues that would help them.
TAC: Any other new ventures you've been working on?
PG: After I sold CLA I formed a holding company called Action Potential Holdings, Inc. (APH). The purpose of this holding company was to help manage and develop the existing business interests I held when I formed it, incubate and deploy new product and service initiatives into the profession, and invest in ventures that are aligned with our core values. APH has a very ambitious agenda. One of the new businesses we have been working very hard on and are launching this fall is called Free Form ( www.FreeFormchiro.com). The catalyzing statement for Free Form is: End insurance dependency in chiropractic. Period. We are very serious about this. Our guiding premise is that there is no future for chiropractic or individual chiropractors in insurance dependency. I am not saying that chiropractors will take zero insurance. What I am saying is that as a business strategy they need to be what we refer to as non-insurance dependent. We have identified a seven-step process to create non-insurance dependency. My partner in this venture is Dr. Troy Dukowitz and both of us have a lot of experience helping chiropractors transition from insurance dependency to non-insurance dependency. This is a big one. It will change the destiny of this profession. Needless to say, it is a very ambitious project but I have no doubt that we will succeed because the process works. There are other projects that I am working on but I am not ready to talk about them at this point.
TAC: How has Rick Sapio's influence impacted some of the chiropractors you've worked with?
PG: Rick Sapio has been a godsend to this profession. He and I have been meeting in a weekly accountability group for over three years now. He has become an important business mentor to me. As fate would have it, he introduced me to game-changing business principles and I introduced him to chiropractic and health principles. Rick is an extremely successful businessperson. Because chiropractic had such a significant impact on his health and the health of his family, I was able to convince him to partner with me and come into this profession and teach chiropractors the foundational principles of business. One of the greatest weaknesses in this profession is lack of business skills and training. When I say business principles, I am not talking about practice procedures. Your practice procedures, i.e. consultation, report of findings, patient education, are all things that sit on top of the foundation which are your business principles. Rick and I cofounded and launched Chiro Finishing School a little over a year ago and we have already had several hundred chiropractors through the program and the results have way outpaced our expectations. Because the training is online, we were able to offer it to chiropractors throughout the world and I believe at this point we have chiropractors on four continents who are training in the program.
TAC: Is this method of business management something that chiropractors can grasp easily?
PG: For sure. Just like there are foundational principles of health, there are foundational principles of business. Chiropractors already know how to think in a principle-based manner. They just need to be taught these business principles and at that point it's just add water. I have built a couple of multi-million dollar businesses from the ground up and operated them for many years. I felt I had a pretty good grasp on business and understood it. After meeting Rick Sapio, I recognized that I had a lot of blind spots. Nobody ever taught me these types of principles before. It is the opposite of complicated. As a matter fact three of the cardinal values of Chiro Finishing School are: simplicity, probability, and leverage.
TAC: Do you ever see yourself having a leadership role in CLA again?
PG: I still enthusiastically act in the capacity of a consultant for CLA. CLA's new chairman, Dr. David Fletcher, is a very capable man with a solid vision. So I don't see myself having a leadership role in CLA, but I always will love and support it.
TAC: Where will readers be able to catch up with you for the remainder of 2012, and 2013?
PG: I am still traveling the world and presenting on a pretty regular basis. This year I will be at several major venues in the United States and Canada. As well I will be speaking in Europe and Asia. I am doing a series of high impact programs with Dr. Brad Glowaki and you will see me on the main stage at Parker Seminars. I passionately invite your readers to join my mailing list by going to www.ActionPotentialHoldings.com. As well they can ‘like’ my Facebook fan page which is, ‘Align with Dr. Gentempo’. And of course there's always Twitter. I routinely post things and write about topics that I find to be of significance for chiropractors. You won't find me posting about going to the store or Starbucks or something like that. But when there is something important for chiropractors to know, whether it be a new practice strategy that is working or an inspirational quote, you can be sure that I will be sharing it with my audience.
TAC: Any final words for our readers?
PG: Yes. I have done a lot of reflecting about what it takes to create success in chiropractic. One conclusion I have drawn is that chiropractors underestimate what is possible for their practice and their community. The consequence of this is that many chiropractors are underperforming. In the quest to understand the meaning of life as a chiropractor, we must come to face some fundamental facts. These include that a living body is self-healing and self-regulating, that the nervous system is the master system and controller of that body, and that lifestyle stress disturbs the function of the nervous system and the ability for the body to regulate properly. Morally, the proper action available to the chiropractor is to take these facts and, through what could be considered heroic action, bring them to life in a robust way in an effort to heal and lead their community. There is no doubt that the chiropractor holds the ability to change the course of people's lives for the better and in some cases even save people's lives. When one is cognizant of such facts, underperformance is not an option. I hope your readers will reflect upon these thoughts and succeed on the highest possible levels in their practices. Chiropractic is the greatest profession in the world and we should never lose sight of that. Be sure to contact Dr. Patrick Gentempo at Action Potential Holdings, Inc., by e-mail through his Executive Assistant, Lisa Marie Vasquez,
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, 201-345-3370. www.ActionPotentialHoldings.comAlso for more information about the products and services that Dr. Gentempo describes see below a list of companies and contact information for your easy reference. Action Potential Holdings 201-345-3370, email:
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, www.ActionPotentialHoldings.com
Free Form at: www.freeformchiro.com
Chiro Business Finishing School: www.ChiroBusinessFinishingSchool.com, 214-954-0302;
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Chiropractic Leadership Alliance (CLA):
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& Creating Wellness Alliance (CWA):
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, 800-285-2001SHINE for Doctors: www.shinefordoctors.com; Email to:
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800-285-2001, ext. 118 or 973-998-8670, ext. 118 On Purpose Monthly Audio News Program: http://chiroonpurpose.com 800-892-6463, ext. 211,
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Interviews
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Written by Terry Schroeder, D.C.
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Sunday, 22 July 2012 23:32 |
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I n 1900, men's water polo became the first team sport introduced at the modern Olympic Games. The rules of the game were different in Europe, so in the 1904 Olympic Games in St. Louis the Europeans refused to participate. As a result, the USA won the gold, silver and the bronze. Ironically, this is the only gold medal that the US has won in Olympic water polo competition. Historically, the sport has been dominated by the Europeans. Hungary leads all nations with nine Olympic gold medals.
 The USA won bronze medals in the Olympic Games in 1924, 1932 and 1972. The US team was one of the best in the world in the 80s. With Terry Schroeder as the team captain, the USA won silver medals in the 1984 Olympic Games in Los Angeles and the 1988 Olympic Games in Seoul, Korea. In 1991, Schroeder led Team USA to the World Cup title in Barcelona, Spain.
After the 1988 Olympic Games, Team USA spent the next 20 years struggling to get back to the medal podium. In June of 2007, with the team ranked 9th in the world, USA water polo hired Dr. Terry Schroeder to be the head coach.
Schroeder led the Men’s National Team through a resurgence in 2008, garnering silver medals at the FINA World League Super Final and Beijing Olympic Games. The team’s success in Beijing was one of the great stories of the 2008 games.
Dr. Schroeder is considered one of water polo’s all-time standout players. He captained the National Team from 1983-1992 and coached Pepperdine University’s men’s team for 20 years. Under Dr. Schroeder’s leadership, the Pepperdine Waves had a record of 307-195 (.612), attended the NCAA Championships eight times, and claimed the NCAA championship in 1997. Schroeder was inducted into the USA Water Polo Hall of Fame in 1998 and was recently inducted into the International Swimming Hall of Fame.
A graduate of San Marcos High in Santa Barbara, CA, Schroeder earned All-American honors at Pepperdine in 1977, 1978 and 1980. He graduated with honors in 1981 and then completed his doctorate studies at Palmer-West Chiropractic School. Schroeder and his wife Lori (who celebrate 25 years of marriage in 2012) reside in Westlake Village, CA, with their daughters, Leanna and Sheridan.
TAC: How do you see the U.S. Water Polo Team developing this year?
Dr. Schroeder: Since January 2012, we have been training full-time. All the players agreed to stay at home this year and give up their opportunity to play professionally overseas. Each and every player realized the potential benefit of training together full-time for 7 months (January – July). We began the year with a trip to Australia for training and to compete in the Pan Pacific tournament. The training went well and we ended up beating Australia in the finals to win the gold at the tournament. After returning home, we have been training nine times per week.
 We train Monday through Saturday. A typical week looks like this: Monday - 8 am – 9:45 weights/cardio in the gym, 10 – 12 noon swim/legs conditioning in the pool at CLU, 7 – 9:30 pm tactics in the pool at Oaks. Tuesday - 8:30 am to 11:45 am in the pool at CLU for swim/legs/tactics. Wednesday - 8 am - 9:45 weights/cardio in the gym, 10 – 12 noon swim/legs conditioning in the pool at CLU, 7 – 9:30 pm tactics in the pool at Oaks. Thursday - 8:30 am to 11:45 am in the pool at CLU for swim/legs/tactics. Friday - 8 am - 9:45 weights/cardio in the gym, 10 – 12 noon swim/legs conditioning in the pool at CLU, 7 – 9:30 pm tactics in the pool at Oaks. Saturday 9 am - 11:30 am in the pool at Oaks/CLU or Pepperdine. Obviously, this is all the players do right now. They are not working and they are sacrificing a great deal of time with their families to make this dream a reality. Some are living with “host families” in the Conejo Valley and others have rented apartments. We have six married players and three of those have kids. Our team is really a large family. Mixed in with the training has been common training with other teams. We hosted Germany, Italy and Montenegro in March and then recently went to Serbia and Italy for training. Later this month we will host the World League Prelims with Canada and Brazil and then in late May Croatia and Hungary are here for a series of games and training. In June, we will travel to Kazakhstan for the World League Super Finals before we return home for our final preparations. The Olympic Games opening ceremonies is July 27, 2012. The training has been going very well and we are improving every day and becoming a better team.
TAC: Has there been an increase in the use of chiropractors at the Olympic level that you've noticed as a result of some of your past successes?
Dr. Schroeder: I do believe that chiropractors have continued to become more and more popular with Olympic athletes and teams. I would like to say that I had some small part of that increase; however, it is chiropractic itself that deserves all the credit. Athletes are looking for anything to give them an edge and more and more they are realizing that when your body is finely tuned and aligned you have the best chance to perform at your best. Only chiropractic offers the athletes a “hands on” natural approach to maximizing their potential. This is, after all, what the Olympic Games are all about – reaching your human potential, and what better way to do that than with chiropractic!
TAC: Is this specifically only within the U.S. or more with international teams and competitors as well?
Dr. Schroeder: The popularity of chiropractic has grown throughout the world. Through my travels at various international competitions (Pan American Games, World Championships, etc.), I have met chiropractors who are working with many different countries and most all sports. It has been a joy to see this profession receive the attention and credit it deserves.
TAC: Do you feel like a chiropractor without advanced preparation specific to the sports world is at a disadvantage, or not equipped to treat Olympic athletes?
Dr. Schroeder: While it is true that many Olympic athletes are looking for a chiropractor that does some soft tissue work (ART, Graston, etc.) the adjustment is still our most powerful tool. I would certainly recommend to any chiropractor who desires to treat Olympic athletes to develop as many adjunct skills/tools as you can to help your athletes; however, first and foremost become the best adjuster you can be.
TAC: Are there certain training programs that you'd recommend chiropractors pursue to become equipped to treat athletes at this level?
Dr. Schroeder: To become an official chiropractor for the USA Olympic Team one must follow the criteria that is outlined by the USOC medical staff. You must be in practice for at least 5 years, must have experience working with a national team and must go through a two-week program at the Olympic training center. As I said, if your desire is to work with Olympic athletes, I would recommend learning some soft tissue techniques to add to your skills.
Currently, we have a new chiropractic graduate working with our team who came from an athletic training background. Her name is Karen Bloch and she is doing a wonderful job with our team. If you are just going to be working with a specific team then it would also be a good idea to learn as much as you can about that specific sport. You must know how the body is stressed and the potential injuries to look for in each different sport.
TAC: Have you treated any of the athletes that you are currently coaching? Explain please.
Dr. Schroeder: When I started coaching this team in 2007, there were two or three guys that were familiar with and utilized chiropractic care. At this time, I have treated each one of our athletes. Every member of our Olympic water polo team is a regular chiropractic patient. They know the benefits and I am convinced that it is a part of our success. I have also been asked on numerous occasions to treat an athlete from one of the teams that we have been competing against. On our most recent trip to Italy, we were training against a club team called Pro Recco. This team is like a world all-star team.
They have players from Serbia, Croatia, Montenegro, Italy, Hungary and Spain. Two of the very best players in the world, Andrija Prlainovic from Serbia and Thomas Kasas from Hungary, asked me to adjust them. Of course, I did and they too were introduced to the benefits of chiropractic care. One of our players, Merrill Moses, who is considered by many the best goalie in the world, is planning on going to chiropractic school and becoming a chiropractor when he is done playing.
TAC: Thank you and good luck Dr. Schroeder.
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Interviews
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Written by Todd Singleton, D.C.
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Saturday, 02 June 2012 01:06 |
Increase Your Practice by Expanding Your Focus from the 7% to 12% of Your Town Who Seek Chiropractic Care, to the 66% to 86% of Your Town Who Are Seeking This…
 Todd Singleton, D.C., is an author, speaker, consultant and a practicing doctor. He graduated from Los Angeles College of Chiropractic in 1990. For many years he ran the largest MD/DC/PT clinics in the state of Utah, until he switched to an all-cash, nutrition model in 2006. Dr. Singleton has a busy nutrition practice in Salt Lake City, Utah where he specializes in Weight Loss, Neuropathy, Fibromyalgia, Diabetes and other nutritional problems. He also speaks around the country and holds a monthly seminar in his office teaching other chiropractors how to add Weight Loss, Neuropathy and other nutritional programs into their offices. In an interview with The American Chiropractor, Dr. Singleton shares some of the perspective he has gained over the years, working within his own clinic, as well as consulting others on theirs.
TAC: Can you explain why you have set up a practice that doesn’t utilize insurance?
Dr. Singleton: Well, my experience has been that insurance companies don’t always play fair. So after years of dealing with the headaches that come along with an insurance-based practice, I became passionate about practicing without insurance. I decided I wanted to develop my dream cash practice. In order to do that, I knew I’d need to help more people than just the patients who seek chiropractic care. We know that only 7% to 12% of the population utilize chiropractic, and I wanted to attract the rest. My real passion has always been nutrition, but I had never really made great money doing it. It was actually my wife who suggested that I take the things I loved about nutrition and help patients with specific conditions like weight loss.
I spent several years putting together a weight loss system. Once I opened up a weight loss business, I immediately saw people coming in who would have never come to me for chiropractic, but were thrilled to come to me to lose weight. Of course, weight loss is just one of the many nutritional things we as chiropractors can help our patients with. Offering life-changing nutritional programs to help patients with weight loss, neuropathy, fibromyalgia, diabetes and more can transform a practice. This gives the chiropractor the freedom to practice without relying solely on insurance…in fact, you can practice this way without utilizing any insurance. The interesting thing I have found is that once I gain patients’ confidence helping them nutritionally, they are also interested in how I could help other things…like their back pain, neck pain, etc.
TAC: When did you start sharing this with other chiropractors?
Dr. Singleton: I opened up a weight loss practice in 2006. I made terrific profits from the very first month and had overwhelming success with my patients. I knew right off the bat I had to share this discovery. So I did my first weight loss presentation at a Parker Seminar in 2008. I was surprised to see how receptive doctors were to adding additional services to help their patients. Doctors said things like, “My patients have been asking me how to lose weight for years, but I haven’t had anything organized to give them.” That is probably the biggest hurdle to overcome…having a system that works. It seems so easy, right? Just eat less and exercise more. But if it were that easy, we wouldn’t have 66% to 86% of our country that is overweight. Patients need help! They need a system that works. There are many things that need to be addressed in a weight loss program, like finding the cause of their weight gain, what foods should they eat, what supplements should they take, the services we perform to aid in the process, how they can overcome their emotional eating, and the best exercises for them.
Some chiropractors say they are afraid to do anything but adjust, feeling that they’ll lose credibility. All of these things need to be addressed, and if something gets left out, the program probably won’t be effective. The work and effort that would be required for a doctor to set up comprehensive nutritional programs and systems by himself or herself would be very overwhelming and time consuming. That is probably the reason most doctors don’t do it. They think it is too much work. The good news is it isn’t impossible. Chiropractors know how the body works and they can help these patients. Some doctors will do this on their own. But there are a lot of doctors that are looking for a system that is already proven to work. Those are the doctors that come to me for help. I would advise all chiropractors to seriously consider adding weight loss, because 66% to 86% of their current patients want it now.
TAC: What is the common problem you see among chiropractors today?
Dr. Singleton: I’m on the phone daily with chiropractors and there are definitely two camps out there…those who are thriving and those who are really struggling. The good news is that many chiropractors have figured out a way to serve more people, and that has caused their practices to expand. Some chiropractors say they are afraid to do anything but adjust, feeling that they’ll lose credibility. My experience has been that you actually become much more credible as a doctor when you can solve the health problems your patients have in addition to their back or neck pain. In fact, I am making a much bigger impact on my patients’ lives now treating patients nutritionally than I ever did in the past.
TAC: How is a busy chiropractor supposed to add something new into his or her practice?
Dr. Singleton: Some doctors are very intimidated by the work they think they’ll have to do or everything they’ll have to learn or relearn by adding a weight loss program, neuropathy program or some other nutritional program. The ironic part is that they’ve already spent many, many years to become a doctor, and they already know how the body works. Anything new they add will be easy compared to what they’ve already done.
The great thing about the way I practice is that I developed computer programs and procedural systems that allow me to delegate the bulk of things I do to my staff. It’s possible to delegate all of the weight loss. I do stay involved in neuropathy and some tougher nutritional cases. I do know that a lot of doctors who have learned my system have delegated the weight loss portion 100% to their staff. We have reports back from staff members who are bringing in from $40,000 to $90,000 a month doing weight loss for their doctors.
TAC: It doesn’t seem like weight loss and neuropathy would be practiced out of the same office. Why that combination?
Dr. Singleton: Actually, I just wanted to help patients nutritionally. Initially, I just wanted to help people who weren’t healthy, to get healthy. But patients are driven by their conditions or symptoms. So I initially targeted weight loss and that was a slam dunk. Then, we actually started helping so many overweight patients get relief from their neuropathy problems, that it was a natural market to help. The bottom line is, as chiropractors, we know that the body will heal itself given the proper environment. So helping people nutritionally gives you the opportunity to help all types of people…those suffering from obesity, neuropathy, fibromyalgia, diabetes…and the list goes on! Adding nutritional systems into the chiropractic office just expands the people in the community that can be helped.
TAC: Aren’t there already a lot of weight loss programs out there? Why weight loss in a chiropractic office?
Dr. Singleton: I agree that you’ll see a lot of ideas about losing weight out there. The reason for all the weight loss hype is that currently 66% to 86% of the population needs to lose weight. The number increases year after year. It’s a huge problem for the majority of Americans.
The reason for all the weight loss hype is that currently 66% to 86% of the population needs to lose weight. This is a terrific business to be in, so of course, there are others doing this. However, we do weight loss very differently than anyone else does. Nobody is out there doing what we are doing, so that sets us apart. We offer hands-on, effective weight loss services, pure supplementation, eating programs, emotional eating help, and complete patient systems and tools. You see, our main goal is to get people HEALTHY.
You get someone healthy, and they absolutely lose their weight. We aren’t about some quick fix, like a 500 calorie diet, or magic drops that will get the weight off. We are helping people to change their lives, helping them get over problems, get their energy back, and making lifestyle changes so they become healthy, happy and have a new outlook on life. I’ve never felt so fulfilled as a doctor. My patients think I am a genius, yet it’s really just that their bodies are getting healthy and working properly. Quite frankly it’s very basic, but patients just don’t know what to do unless you teach them.
TAC: What advice would you give doctors who want to start doing nutrition out of their office?
Dr. Singleton: I would advise them to go on a nutritional program themselves. They need to find out if something really works. Unfortunately some doctors use products simply because they can make money on a down line. It seems wrong to me that a doctor would be selling something in his or her office that a patient can get from their neighbor who also sells Tupperware and Avon out of their garage. I am very careful to sell only supplements that are pure and available to doctors only. I use one line more than any other because it is made according to Japanese standards.
I am very careful to sell only supplements that are pure and available to doctors only. In the USA, the supplement industry is not regulated. While that is good because it keeps the costs down, the consumer doesn’t really know what they are getting. The difference in Japan is that they don’t allow fillers and things in their supplements that don’t actually benefit the consumer. I would suggest doctors try things out on themselves and their families. If something is good enough to give to your mother, your spouse, your children, your staff, then it’s good enough to give to your patients.
TAC: Can you think of one change that a chiropractor can do to significantly impact his or her practice’s growth immediately?
Dr. Singleton: Absolutely, there is a goldmine in every doctor’s practice! That is, almost all patients have additional conditions chiropractors could and should help them with such as; weight loss, insomnia, depression, fibromyalgia, diabetes, neuropathy, skin problems, low energy…the list goes on and on. There are nutritional systems for all of these things already available for chiropractors so they don’t have to reinvent the wheel. Chiropractors can help all of their patients with so much more than just back and neck pain! Patients want help, they just don’t know where to turn.
Chiropractors can help them, and in turn, they’ll have the practice they’ve always wanted. Like Zig Ziglar said, “You can have everything in life that you want if you just give enough other people what they want.” And one thing is for sure, almost 86% of our country wants to lose weight. If a chiropractor doesn’t offer a healthy weight loss plan, their patients will most likely do an unhealthy plan someplace else. There is no reason to not service these patients, and in fact, I personally think it’s my responsibility as a doctor to provide this healthy and life-changing option.
TAC: Do you have any recommended marketing strategies that chiropractors can do to attract new patients?
Dr. Singleton: Because 66% to 86% of Americans are overweight, I thought weight loss would be ideal to market. And I was right! Every year, the percentage of states where the obesity increases goes up. People get busier and busier, so they eat more food from boxes, bags and cans…and they just don’t get the nutrition their bodies need. Peo ple feel nutritionally starved and eat more and more. The problem affects all age groups…from children all the way to senior citizens. Most of the solutions available don’t work, so while there is other competition, the competition is typically not the answer. The best thing is that patients already trust their doctors.
That means in addition to adjusting the spine we need to be paying attention to what our patients do nutritionally.
So when a doctor starts to offer a nutritionally sound and effective weight loss program, the patients already trust their doctor and they are happy to get the help. Adding weight loss will get old patients reactivated, existing patients buying more and people who aren’t patients yet into the office. In fact, most chiropractors who offer weight loss report that weight loss is one of the best ways they’ve ever discovered to get new chiropractic patients. Again, that’s because for weight loss you’ll attract the masses that haven’t ever been to a chiropractor. Once the chiropractor helps the patient lose weight, the patient will have confidence in them and want to know about the additional chiropractic services they offer. I’ve seen this happen over and over and over again.
TAC: Where do you see the future of chiropractic headed?
Dr. Singleton: I’ve never been more encouraged about chiropractic! As chiropractors our belief system is that the body can heal itself given the proper environment. Our job is to help patients get healthy and stay healthy. That means in addition to adjusting the spine we need to be paying attention to what our patients do nutritionally. Patients are looking to their chiropractors for the help they need. I see this role that we have keeps expanding. It’s an exciting time to be practicing! I don’t ever wake up dreading to go into the clinic to see my patients.
In fact, I’ve never felt as fulfilled in practice as I do now. There is something very rewarding and satisfying that comes from having people tell you all day long what a difference you are making in their lives. The chiropractic profession can do so much to help patients. Our day has come. Patients are turning to us as their primary care providers, and we are making an impact for good on the people across the country. We are making a difference!
TAC: Any final words for our readers?
Dr. Singleton: Yes, if you are in practice and you are not passionate about what you are doing, stop and re-evaluate. There are so many wonderful ways you can help your patients; and in helping them, you will find fulfillment in your work, and you’ll be well compensated for it. Don’t settle for a practice that doesn’t motivate you and your patients. Your patients are looking for direction and advice that will change their lives, and you can give it to them!
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Interviews
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Written by TAC Staff
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Tuesday, 01 May 2012 16:58 |
A ndrew Cheesman, who has been with NAOMI/RF System Lab since 2007, is Sr. VP of Marketing and Sales for North America. Having an extensive background in merchant banking, Cheesman has lived in eight countries and has done business with 52 various countries over the years. Born and raised in the UK – and now residing in Lincoln, NE – you will see him at all major trade shows for chiropractic, including the Parker show in Las Vegas and the FCA show in Orlando. Having had in-depth conservations with over 2,000 chiropractors, Cheesman has some unique perspectives on where the profession is and, perhaps, where it is going.
TAC: What is the most common problem you see among chiropractors today?
Cheesman: The most common problem chiropractors face is perception; I am still not convinced that people really understand what a chiropractor can offer to the average patient. We are so used to instant gratification in the US today - for everything - that the steady, consistent approach that chiropractors take seems like too much work to the average person living in this era. In a world of Twitter, Internet, Email, On Demand T.V. programming, consumers are just so “want it right now” in nature that the message of chiropractic doesn’t reverberate with most people. I am not saying that it shouldn’t, but, regretfully, it just doesn’t.
TAC: What is the biggest problem or challenge you see in the chiropractic profession today?
Cheesman: I really hope that the biggest problems are behind us; the latest report on chiropractic income levels show growth of around 20% per annum. The fact is that we have a population that desperately needs chiropractors. They can offer the average person relief from pain, and an understanding of how their body works and how their lives can be improved. It is a truly astonishing profession with so much to offer. The biggest challenge is to make sure that everyone understands exactly what they can do for you.
The central message of treating the root cause of a problem instead of just treating the symptom, as allopathic medicine tends to focus on, is just right on so many levels. But, as stated earlier, in this day of instant gratification, the message of pre-emptive wellness is hard to sell. That being said, I do believe – even while a DC is operating on long-term health care – it is critical that patients feel better when they walk out the door than the way they felt entering the practice.
I know that is not always possible, but a doctor should always keep in mind that if you want that patient coming back with his $35, or whatever they pay, it is imperative that the patient feels better when they leave. If not, the odds are they won’t be coming back for very long. And if they genuinely feel good when leaving the practice, not only will they return, but they are apt to mention their improved condition to their family and friends.
TAC: Can you think of one change that a chiropractor can do to significantly impact his/her practice’s growth immediately?
Cheesman: There is a great e-book that I just read that talks about the three ways to grow a business: 1.) add new clients, 2.) increase the average value of each visit, and 3.) increase the number of visits. Everyone focuses on new clients and yet they are the most difficult, and most expensive, to attain. The ability of each chiropractor to analyze frequency and revenue is the key to improved bottom lines and customer satisfaction. Yes, you always need new patients to some degree, but keeping the ones you have, and increasing the case fee – by providing more services – has to be part of the picture of success. Also, if you speak to the leading coaches and management groups, they will tell you that a doctor must make protocol decisions based on the well being of the patient, and not on what revenues it brings to the practice. Many docs who “lost their way” fall into the trap of adding products and services based on profit first and benefit to the patient second. This is a way to falling out of “purpose.” I would say that a DC who has his head space in order finds success almost instantly.
TAC: Do you have any recommended marketing strategies that chiropractors can do to attract new patients? And to keep current patients?
Cheesman: I do believe that chiropractors need to understand their own client base better. Focus on finding techniques or technologies that compliment who and where they are. Not all technologies will increase your client base if they don’t apply socioeconomically. Only buy technologies that apply and then focus on referrals. If the growth is inexpensive and organic, you will be more likely to retain the new patient and therefore increase your income.
TAC: Where do you see the future of chiropractic headed?
Cheesman: I see continued growth with the focus on the core values of chiropractic medicine. The economy is improving, more disposable income will be available and now is the time to blow the horn; now is the time to make chiropractic medicine relevant to each and every American.
TAC: Who is Naomi by RF System Lab and why do they matter to DCs?
Cheesman: Naomi by RF System Lab offers chiropractors a diagnostic digital retrofit x-ray system at an affordable cost. We lead the market, not only in quality, but in the fact that we are the only x-ray company in the US that continues to support our doctors at no cost. We offer free lifetime technical support, upgrades to our computer programs (ensuring that each and every doctor continues to benefit from RF’s development programs), and lastly, we offer radiographic assistance in building technique charts, to maximize the doctor's digital experience, again at absolutely no cost to the doctor. The cost of ownership is so important to our clinics, as it enables them to focus their resources on other aspects of the clinic and not be paying for something that they already own.
TAC: What are your goals for the chiropractic profession?
Cheesman: Our goals for the chiropractic profession: allow chiropractors who can benefit from a DXR unit to do so on an affordable level. Realistically, as a company that only succeeds when the profession succeeds, we want to see chiropractors continue to educate the public about the positive benefits of seeing a practitioner regularly. I truly believe that we are very fortunate to be able to go to a trade show like Parker and see the energy, enthusiasm and the commitment to excellence that the profession possesses.
TAC: Any final words for our readers?
Cheesman: We at Naomi are proud to be part of the chiropractic family of medical manufacturers. We believe that we are the chiropractor’s choice for digital x-ray and will continue to strive to get better to maintain our position. Andrew Cheesman is Sr. VP Marketing and Sales for RF System Lab North America, based in Lincoln, Nebraska. Their head office is based in Nagano, Japan. They are now the largest digital retrofit company in the world. You can reach them at 800-905-1554 or visit www.rfamerica.com or email
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