Mike: Hi, everybody. I'm Mike Perusich and Dave Kats with Kats Consultants. Dave, I thought we'd talk about proxy consultations a little bit today. I think that's something that's near and dear to both of us.
Dave: Absolutely. I'm excited. I was sitting one day in my office and said, "There's going to be a way to get patients to send me other patients." I couldn't think of the way. I walked into the treatment room and there was a lady named Darlene there. I said, "How are you doing?" She said, "I'm doing pretty good today. I probably should've stayed home and sent my son in." I said, "Why is that?" She said, "He has headaches." I thought here's a time to do what we later called a proxy consultation or even a proxy case history. They're still saying, "Yes, you should do that someday."
I sat down on the pelvic bench that I have in the room. She was on high low sitting down. I did a case history on her son through here. I did it by proxy. At the end, I said these three things,...
Mike: Hi everybody. I'm Mike Perusich and Patrick Hammond with Kats Consultants. Patrick, I think something we ought to talk about today is this idea of preemptive communication. Telling patients things before they think of it or before they act on it. I do that a lot and I know you do it and most experienced doctors do it. It is very important because if you feel a patient might have a disc issue. I think that's a perfect example, say, "Hey, we're going to do some treatments here, if things don't come around the way we feel they should, we may be talking about referring you out for an MRI." You are being ahead of the game but also you're assisting that patient to take the next step that's necessary.
Patrick: That's absolutely right. Referrals to other doctors. Having a good referral network and being able to confidently refer patients out, because sometimes what happens is, if you don't mention a referral possibility and a patient's not getting their pain for example under...
Join the Weekly Video Tip emailed out every Monday.