Date: Sat, 4 Jan 1997 19:52:48 -0500
Subject: Re: The MD - DC Tango
From: DCDOC@aol.com


In a message dated 97-01-04 12:40:04 EST, you write:

<< Any ideas?
  >>

Write to the Mds of your patients stating your findings and treatment etc.
When you refer to one ask to speak to him about the patient then suggest
lunch sometime. Pick a neuro you would want to work with a lot and refer a
lot to him and get together with him. He will usually be happy to go to lunch
with you.
Make friends with them  you dont have to teach them everything about
chiropractic.
If you get pts better the MDs are happy. Go golfing with them. Never be
pushy.

R. Rogovin, DC
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Date: Tue, 7 Jan 1997 09:38:54 -0500
Subject: Re: The MD - DC Tango
From: Backfixer@aol.com

In a message dated 97-01-04 12:49:50 EST, you write:

<< 
 If you call their office, the receptionist screens you out. If you write,
 no response (and the letter said I was looking for docotrs to refer
 patients with organic conditions to, didn't ask for referrals from them). If
 you make follow-up calls to the letter, screened out again. I can't afford
 a country club membership.
  >>
I have developed these types of relationships.  They do not come easy.  I
started four years ago.  I first asked my patients who they went to and then
called the doctors office up to ask for just a few minutes with the doctor to
introduce myself.  When I met them, I gave them a folder with some
information about my off.ce, a sample report that would be faxed to them
within days of the referral and they get my MD newsletter( every other month)
with research articles that I hand pick.  I also give them a referral pad
(similar to PT or radiology group formats - they are familiar with this)

It has lately become easier due to managed care.  With their first referral
to my office(managed care offers unsolicited referrals), I will fax a report
to them and follow with a phone call asking for a few minutes with them just
to introduce myself and thank them for their referral of (patient name).  

There are no home runs but after they have referred you a few and are
comfortable with you, more referrals come and chances are, other
chiropractors have not met with him and you are the only in network
chiropractor from the list he knows so you will get the referral.  It also
helps if you present a list of the plans you participate with.

Backfixer@aol.com
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