What the Back and Neck Injury Market Needs Is Better Doctors

What the Back and Neck Injury Market Needs Is Better Doctors

What the Back and Neck Injury Market Needs Is Better Doctors

What I want to talk about in this article is what the injury market really needs.

It needs better doctors.

And it’s very, obvious that this is true by looking at the statistics in the injury market.

The statistics in the injury market are horrific.

I’ve been in this injury market for a long time, I’ve worked with a lot of different doctors. One of the things that’s so interesting to me, and it’s something that needs to change, is doctors are so proud of …

Like if you take these, for example, in the back and neck injury area, doctors will proudly actually show statistics.

I wrote a video called “Whiplash Statistics Don’t Lie.”

And it’s on Spinal kinetics You Tube channel, and it goes through 41 studies that show the horrific results of anybody that suffers a spinal ligament injury in the fact that they have a significant risk to never, ever get out of the pain that they actually have as a result of these injuries.

I don’t think anybody in the market disagrees with the fact that we need to have doctors who are a lot better at treating patients and getting results.

We don’t need more doctors.

We need smarter doctors.

We need doctors that can get results and we need that to be the primary focus …

The market for 2019 is starting to change and the market for 2020, 2021, 22, and beyond is going to be about results. Not about the money that doctors can make. Any doctor that can get great results in the injury market won’t have a problem earning money.

Money’s not an issue. Anytime that you’re really good at what you do, and in the Smart Injury Doctors Program I say the smart injury doctors are doctors that are striving to be in the top 20 percent of their profession, so they are really good at what they do.

Those doctors do not have a money issue. Those doctors aren’t the ones talking about the money that they make or the money that they can make.

They’re talking about the results that they get.

They’re constantly striving to look for better diagnostic procedures, better patient management procedures, and better treatment procedures that yield better results.

They also can document in a way that allows everybody in the market to have a much easier time, because when you’re in the injury market, you’re in the medical-legal environment where documentation means everything.

But if you look at the statistics today, the National Safety Council says that for every medically attended injury in the Workers’ Comp market today is a 42-thousand-dollar bill to the employer.

So, injury care … all care, for that matter, but injury care which is a huge portion of the health care market, must start to focus on getting better results.

We want doctors to go out of business.

Now, when I say that, the great doctors will never go out of business.

But bad doctors will.

The injury market has allowed bad doctors to survive. Doctors that are just more interested in the patient as a dollar sign instead of the patient as someone that they get great results with.

You can tell those doctors in the market, you can tell those consultants, you can tell those experts, because that’s what they’re talking about. They’re never talking about the results they get with the patient.

They’re talking about:

  • how much they billed
  • how much they made
  • how much their attorney made

But they don’t ever talk about the devastation of the life. When an attorney and a doctor make a huge amount of money in injury care, it’s because the patient didn’t do well under care.

It’s because the results of the patient were not good. Now some of them, in catastrophic injuries, everyone agrees, those are very difficult to deal with. Those are very difficult to deal with. In the back and neck injury market, not so much.

So, there are too many doctors in the market today that are proud of the fact that they make attorneys money.

Well, how do you make attorneys money?

You make attorneys money by not getting good results with the patients. A doctor’s job in the injury market is to diagnose properly what the patient has. Full, accurately, completely, as well as you can.

Treat the condition to a great result in a highly effective and efficient manner, and document in a such a way that everyone has a very easy time understanding exactly what you did.

But results. The future market in the injury market is a results-based market.

It’s a market that’s going to sane out, it’s going to start to call out bad doctors, bad procedures, bad equipment.

And it’s going to start to go after good results. Anything that produces good results today in the injury market will thrive, especially in the new injury market that’s coming.

So, what we need today in the injury market is really simple:

We need great doctors; we need great injury doctors.

SmartInjuryDoctors that can get great results with the patients.

Those are the doctors that have high-purpose practices. Those are the doctors that look forward to getting up every morning and going to practice. I know when I was in private practice, we were very good at patient results.

And I very much so looked forward to getting involved and getting in with the patients. Nothing else mattered.

When I say it didn’t matter, yes, I was running a business, and yes I had to deal with staff and contracts and healthcare contracts and contracts for PPOs and HMOs and Medicare changes, and all the various things that you have to do in a private practice today to thrive and survive.

My point is that I just absolutely love…

The point that got me up in the morning, was working with the patients and getting the great results that changed lives.

Remember, as an injury doctor, when you have an injured person come in, they come in with a family.

Let’s say it’s a mother of four children and married, husband. Right?

Big family.

Well, when you are treating that patient, you’re also treating all the dynamic that goes with that patient. When you improve that, and you know you’re improving that, it’s an amazing practice.

Injury practice is the most purpose-driven practice that you can have. It’s the most beautiful practice that you can have because of the effect that you have on the injured person’s lives. The biggest thing that’s needed in the market today are doctors that are highly effective at getting great injury results in a very cost-efficient, cost-effective, very shortened time manner.

The better we can get at getting great end results, the better the doctors are. And that’s what we call Smart Injury Doctors.

I also just want to remind all doctors in this program today, that a doctor’s job is to reduce patient benefit needs.

Now this gets so confused in the market today, because I know as a person who has trained doctors and trained attorneys for a very long time, one of the worst questions that I would ever be asked by a doctor was:

  • ‘How do I show, or do I make patients’ attorneys’ money?’
  • ‘How do I increase settlements?’

I hated that question, just hated it. Still to this day, I do.

Because good doctors don’t do that.

Good doctors know, just like I knew, when I was in private practice, I knew that when you get great injury results, you are aligned with everyone in the market, which is exactly where you want to be.

You want to be aligned with everyone in the market.

What does the patient want? That’s exactly what the patient wants.

What does the patient’s insurer want? That’s exactly what the patient’s insurer wants, they want great results in a short and cost-effective manner, as short as possible.

What does the patient’s attorney want? They want the same thing. What do the defense attorneys for the insurance industry want? They want the same thing.

So, when you are good at what you do with injury work, you are what everyone in the market needs, and you have a much easier time in private practice.

Injury recovery results. I don’t mean monetary recovery. I mean physical recovery. Injury physical recovery results, and doctors that can get these results fast, efficient, and cost-effective, are the most sought-after doctors in the market.

And doctors, I just wanted to say to those of you in the injury space, that’s what we’re all working towards, that’s what the Smart Injury Doctors program works towards, but I just wanted to do a simple program on that to remind everybody in the market that that’s truly what we’re after.

For more information on Spinal Ligament Injuries please check us out at www.smartinjurydoctor.com or check out our SmartInjuryDoctors® Podcasts on Apple Podcasts, Spotify, Google Play or Stitcher.

For information on spinal ligament testing by board certified medical radiologists go to www.thespinalkinetics.com

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What Is Marketing for Doctors in the Injury Market?

What Is Marketing for Doctors in the Injury Market?

What Is Marketing for Doctors in the Injury Market?

Doctors in the injury market, lawyers in the injury market, specialists in the injury market, all want to market to get more injury patients, and there’s a commonality in the injury market that it’s very difficult to market for injury patients.

I totally disagree with that. First of all, one of the things that we create in the SmartInjuryDoctors® Program, for some the best injury doctors in the country, is the ability for these doctors to get a message out so that patients know that they’re there. I believe that the best doctors in the injury market are those that can get great results. That’s what we want to produce. That’s why we’re producing the SmartInjuryDoctors® Program. Doctors that can take back and neck injuries and get great results. They can get fast, effective, efficient, and very cost-effective results with these patients.

We Have This Idea of Marketing and That Marketing for Injury Patients Is Very Difficult

Well, it’s not difficult if you understand what marketing is. There’s a lot of books written on marketing, there’s a lot of things that could be said about marketing, for this segment I’m going to make it very, very short, and I’m going to define some terms. I’m going to make it easy to understand what marketing is.

Marketing is how you are perceived in your market. A marketing strategy then, is how you go about influencing how you want to be perceived in the market. Most marketing starts with a survey. You survey the public to find out what they want, and then you supply that want. That’s your marketing message, that you can supply what they want, and people will buy. That’s marketing.

Everything You Do Impacts Your Marketing

So, if marketing is how you’re perceived in the market, everything that you do with injury work is marketing. From the time that your front desk takes that first call, you’re marketing. Everybody that handles a patient in your clinic is marketing to a degree because they’re providing a perception. It’s how you and your clinic are being perceived by the injury patient. That’s marketing.

Your documentation is marketing. Your documentation that goes to the insurer is marketing. Good or bad. Your documentation that goes to a lawyer is marketing. Good or bad. So, if everything you do is marketing, you have to decide your marketing strategy and how you want to be perceived?

Before I move onto the next step, let’s just quickly define one other thing, that a lot of doctors don’t understand. That’s what is the difference between marketing and advertising. If marketing is how you want to be perceived in your market. Advertising is what you do to deliver that message to the public so that they know you’re there.

The Difference Between Marketing and Advertising

Advertising can be free or paid. For example, all the social networks are free. However, advertising can also cost you a lot of money. Advertising is taking your message and putting it on communication lines so that people can perceive you, whether it’s newspaper ads, TV commercials, radio commercials, social network posts, videos on YouTube, that’s all advertising. The message that you’re relaying, is your marketing.

On the injury side of things, one of the things you want to market today is fast, effective results. Remember, when you look at marketing, each market has a different need. If you look at patients, what do patients want? Well, they want fast, efficient, and very inexpensive care. That’s what they want, in general, right? So, if I’m marketing, or you’re marketing to injury patients, you want to focus on fast, effective results because that’s what they want.

Marketing to Attorneys

If you’re marketing to attorneys, what do attorneys want? Well, they want excellent documentation. So, one of the ways that you might market to an attorney is by focusing on the fact that we don’t waste your time with poor documentation. Our SmartInjuryDoctors® are the best doctors in the country as far as documentation goes, because they understand the simplicity of what everyone in the market needs, so it becomes very, very easy. If I’m with attorneys, it’s very easy to market and say, “Well, look we don’t waste your time with bad documentation.” And trust me, most documentation in the injury market is pretty bad.

Most of the time in the spinal ligament injury market, ligament injuries aren’t even documented, so the severity of the injury is not documented, and that starts a problem. It causes problems for attorneys, insurers, and adjudicators, it starts a problem all down the line. So, if I’m a SmartInjuryDoctor® who is marketing to an attorney, one of the things that we’re going to say is that we don’t waste your time with bad documentation, like the majority of doctors that you probably work with.

Marketing to Medical Doctors

If I’m marketing to medical doctors, or other providers seeking referrals, I might choose something like: “We don’t submit patients to any form of excessive care. All the care that we give is the care that the patient needs, and no more.” That’s what we provide. We provide only care that’s necessary to get that condition stabilized fast, effectively, and then we release the patient. That’s what I’m going to be talking about if I’m talking to medical doctors.

Three Things You Must Do Well

All I wanted to do in this short post, is just explain, what is marketing? It’s how you are perceived in the market. There are three things that you want to do excessively well in this market:

  1. You want to be able to diagnose the injuries, the extent of those injuries, and you don’t want to miss injuries. If you’re a doctor of chiropractic, I’m going to tell you one of the things that I recommend that the doctors market is that when they’re assessing injuries they communicate to the market that they only use top medical specialists to interpret their imaging, to get an accurate diagnosis.
  2. You want to be exceptionally good at treating those injuries.
  3. You want to be exceptionally good at documenting in such a simple way that everyone in the market knows exactly what’s going on. That reduces problems for the patient. It reduces problems for the patient’s attorney. It reduces problems for the insurer. It reduces problems for everyone in the market.

When you’re providing everyone with what they need in the market, you’re marketing, and that will actually cause you to bring in a lot more injury patients. If you’re the top doctor in your area, you should be seeing as many of the injury patients in your local area as you possibly can, because those patients as we talked about in other additions of this program, are at super high risk for long term residual complaints.

Send Your Market the Right Message

You want to intentionally decide what message you are sending to the public in your area. Once you choose your message, you want to advertise and promote, so that people become very aware that you’re here. Our key thing today about marketing is how you’re perceived. A marketing strategy is deciding how you want the market to perceive you, and understanding your market is important because then you can put forth what the market wants. They will perceive that you have what they want, and that’s the simplicity of marketing. That’s all marketing is.

I hope that clarifies things. Like I said, I want to keep it very, very quick and to the point, on a particular topic. All I wanted to address here was what marketing is, and that it does not have to be difficult for injury patients. It really does not. Our SmartInjuryDoctors® know that, and they know that they have a message that they’re readily putting out., It’s very, very easy to do, and that doctors, is marketing.

For more information on Spinal Ligament Injuries please check us out at www.smartinjurydoctor.com or check out our SmartInjuryDoctors® Podcasts on Apple Podcasts, Spotify, Google Play or Stitcher.

For information on spinal ligament testing by board certified medical radiologists go to www.thespinalkinetics.com

 

Want to learn more about Smartinjurydoctor's Program?

Reach Us

Want to know more? We are happy to receive a message from you.

246 Tierney Drive, Suite 1,
New Richmond, WI 54017

1-800-940-6513, ext 700

contact@smartinjurydoctor.com

Leave A Message

CONTACT US

Smart Injury Doctors
701 Richards Ave
Clearwater Florida 33755

labell@biocyberneticsinc.com
Call Lee Ann at 1-800-940-6513, ext 700

SEARCH THIS SITE

© 2019 Biocybernetics Inc.

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