Chiropractors are always looking for newer and more innovative ways to expand their practice with explosive growth.  Learn about being a Cancer Killer from a Doctor who has done it.

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Transcript:

Dr. Tabor:     Hello, and welcome everyone to The Cancer Killers webinar. On behalf of Genesis Chiropractic Software, I’m Dr. Tabor Smith. I am here with an amazing individual, amazing author, amazing chiropractor, Dr. Charles Major is changing the lives of hundreds and thousands of individuals right now. He’s helping chiropractors change the lives of people in their community, and he’s sharing his story. He has an amazing story. He’s been through some amazing things. And you know, just like you or me, his biggest test is now his biggest testimonial. I can’t wait for you to hear his story.

Ladies and gentlemen, he is the author of “The Cancer Killers (The Cause is the Cure).” I am so excited to have him here tonight on this webinar. Dr. Majors, thank you for being here with us. Thank you for taking the time out of your busy schedule to be with us here tonight. Really, thank you.

Dr. Majors:     Thank you, and thank you so much for doing webinars like this. And I heard yours a few weeks ago back on screenings, and it was powerful as well.

Dr. Tabor:     Thanks for saying that. I really appreciate it. And I’m going to let you get right into it. I’m going to turn it over to you. I can’t wait to hear your stories straight from you. So, go ahead and take it away.

Dr. Majors:     Well, let me start, some people have heard my story. Some people have read about it. And I want to take you through a little bit of my story and why I not only wrote the book, but now why I’m helping hundreds and hundreds of chiropractors help build their offices as well through this same program I’m doing, The Cancer Killers, what we call the cancer killer makeovers, or seminars, in office, out of office. So I want to take you through it a little bit differently and explaining that as we go through it.

But why I can be on this phone right now and be on this webinar having this conversation with you about cancer, you’ll hear everyone talk about cancer and being able to help people or not help people, and having the answer or not. But until someone has actually went through it and they’ve been there and are back from it, it’s really hard for you to ever listen to them, and I understand that now.

Dr. Tabor:     Right.

Dr. Majors:     But it’s been about three and a half, four years now, but about four years ago, I started having severe, severe migraine headaches to the point where I couldn’t function for almost a day or two, and obviously was getting adjusted at the time. It would temporary and take it away and I never knew what it was for sure. Had the x-rays taken and more x-rays taken, and there was some damage to the spine for all the years on something I’ve done. And then I had been tested positive for Lyme Disease, thought for sure it was the Lyme and had been working on that. It was going away. But it just kept getting worse. Headaches were getting worse. I was then passing out. If I worked out on a Monday, I wouldn’t be able to do anything until about a Thursday. That’s how long it would take me to even recover. I couldn’t stand up or walk around at all.

And then, finally, my Lyme disease test came back, it said it was gone. I cleared it out. About a week later, I still woke up, couldn’t get out of bed, couldn’t move. So finally, I was suggested it’s time to get an MRI, and I was kind of prolonging it like any of us as a chiropractor would want to. I prolonged it and finally went in to get an MRI. Had it about 3:00, 3:30 in the afternoon, and they said they’d get back to me the next day. Got home at around 5, 5:30 that night, and I woke up with my… it was about 6:00 by the time I woke up, 5:30 I woke up. I can’t remember. I just went to sleep, just passed out again. Woke up with my wife on top of me and my oldest son crying at that time, and then I woke up. And you’d just have thought somebody had died in the house. That’s how bad they were crying and freaking out.

And then my wife looked at me and she said . . . I said, “What happened?” She said, “They called.” And I said, “They called already? It’s only been a few hours since I’ve left there.” She said, “They called immediately. You have four tumors in the brain. Two of them on your brain stem, they said, and they don’t even know how you’re still functioning, and they want at Northwestern Hospital immediately with the neurologist.” And they had already set up appointments. They got me in a car and they drove me down to Northwestern. It’s about a 45 minute drive for me to get there. They drove me down to there. I got in there to the neurologist. They literally looked at my MRI at the time and still couldn’t believe I was standing and functioning at all, because of the tumors at the time. And I’ll go through briefly so you guys can kind of see where that is.

This is what a normal MRI has to look like of the brain, and most of us know how to read that. But I’m going to show you what… this was my MRI right here. And you can see the one on the left compared to the one on the right. The one on the right was mine with the red circle on there, and you can see the corpus callosum, you know where the “FV” is and the “CM.” You can see the difference of mine and that one, how it was smashed. The tumors were so big inside of the brain stem, and you can see how thing the spinal cord was. The spinal fluid couldn’t flow down, and that’s why I was getting the headaches. That’s why I couldn’t function. The brain was being affected so much.

And at this point, they looked at it and they didn’t know how I was surviving. And so, they said, “Well,” they said based on my age and based upon how I looked, I guess, and based on everything else, they thought it’s benign, we’ll go in there. It takes about a week of exploratory, surgeries and getting you prepped, and we’ll be doing some brain surgery and pulling it out.

But before that happened, they had to get the fluid out of my brain. So they actually took a drill, literally take a drill, and you can’t have any sedatives or any pain killers. You have to let them know what’s going on. They take a drill and they drill right into the top of your skull. They told my mom, at the time, and my wife, they said, “You need to leave the room. You do not want to see this.” That’s always not as comforting as you’d think. They told them to get out of the room, they don’t want to see this. And they literally proceeded to drill a hole down my top of my skull into my brain to put tubes down into there while I was still awake. And it literally sounded like somebody was drilling through porcelain, the top of your head to put the tube in there. But the pain was so severe anyway, I didn’t care what they did just to get rid of that pain at the time.

So then I went through about, it had been about five more days of misery of testing and things they were doing to me ready for the surgery. The day came. I went in for the surgery. They said it could be around 6 to 8 hours of surgery to remove the tumors. I was in surgery maybe, I’m not sure how long because I was out of it, about four to five hours. The neurosurgeon who was, I guess, ranked number two or number three in the world of neurosurgeons. Went up there, he cut on the first tumor and it started bleeding. He pulled out of there immediately and he knew at that moment that it wasn’t benign. It was all cancer, that he was actually trying to cut on the cancerous tumors in the brain. At that time, it was spreading.

They walked into the room where all my family… the doctor then who co-wrote the book with me and other people were sitting there, and they said that… told them the news. They said, “He may not even wake up by morning. The cancer is spreading throughout the brain. There was swelling all over.” Thank goodness I woke up hours and hours later. I had no idea what was going on. I figured they got the tumors out of there and everything was fine. But you woke up to a room where, again, you thought someone had died. No one would say anything. No one told me anything. It must have took about another day until I figured out and I couldn’t speak, I had a tube that was down my throat. Lost my voice. I had a tube in my stomach. And so, no one would tell me anything.

And then finally, they had to come in and tell me that there was cancer in the brain, worse than that is, it was coming from somewhere else in my body, that that wasn’t the primary location. They spent another day of testing after testing and scanning to find out what organ the cancer metastasized from. They couldn’t find it.

So finally, they did a bone marrow biopsy, and ended up coming in my blood, my bone marrow. My bone marrow had been producing cancer for a long period of time and spread throughout my body and went into my brain and that’s what it was. So it ended up I was diagnosed with it. They walked in the room and they said, “You have an incurable bone marrow cancer. There’s not much we can but chemotherapy, radiation and a bone marrow transplant.”

At that time, I said, “You know what, I know what to do here.” I said, “God needs no help healing, no interference.” If I cut my arm right there, it would heal. I knew my body could heal, something had to interfere with this. And that was me right there, where they brought me out of the hospital within a day. I was in a wheelchair. Could barely walk or move anymore, and I said, “I’m headed out of here,” and we started, at that point, we started figuring out exactly where am I going to go. What’s the plan to get me out of that.” I literally got on a plane. And that was a Thursday. I was leaving the hospital right there. That was a Thursday about noon, I got on an airplane at around 4 or 5:00 to head to Reno, Nevada to begin all the protocols.

Dr. Tabor:     Wow. Man, that is an intense story. I got the goosebumps like two or three times while you were telling me. I mean, that has to be a scary feeling.

Dr. Majors:     Oh, yeah. I mean, you know what, it was but still, and this is why it’s amazing for us is, we have our philosophy. We know that our body and God needs no help healing and no interference, that something had to interfere with my body and create this. The more I knew, the more I got down into… And I remember getting on the Internet immediately and I was just studying. The first time I opened a bone marrow cancer and you open up what was going on, it would just, it would say again, “An incurable devastating death, and it’s going to be a horrible death, and on and on.”

And then I finally just I got off those sites on the internet, and I finally would open up stuff that said, I wanted to know is there one person who survived this? Is there anyone who’s made it? And then I started reading on those people. And right away, the most powerful thing, you just start to get hope. If one person can do it, I can do it. And if no one did it, I’m going to be the first one to do it. I’m going to figure this out. Again, 5, 10 years ago, this wasn’t going on. Something had to cause this.

Dr. Tabor:     Yeah. Well, I’ll you what, man, thank God that you’re such a chiropractic warrior, and that shows me that… what it really tells me is how important it is to have a strong philosophy now, because you don’t know what’s going to hit you. You don’t know what kind of obstacles are going to come at you. And if you don’t have your thinking right, you don’t have your philosophy right, then you could fall victim to all of the scare care out there and all of the things that are coming at you. They’re trying to scare you. They’re trying to break you down. And thank God that you were strong enough and you had that will and the mindset that you’re going to beat this no matter what.

Dr. Majors:     Yeah, because the one thing I’ve always known is to get myself out of any issue, to get myself out of any obstacles, to get myself out of anything, all I have to do is work my way out of it.

Dr. Tabor:     Right.

Dr. Majors:     That all I had to do is whatever is going on, whatever I need to do, I’m going to go at it a hundred times harder than anyone else has ever done it. And I’m going to. There’s not a doubt I’m going to reverse this. And so, and that’s what… you start looking at it, where I was in this state, you mention the word “Cancer” to any of your patients or anybody outside, it’s the scariest word ever. You could tell somebody they have heart disease and they don’t get scared. You could tell somebody else any other diagnosis, and it could be devastating, but nothing is as devastating to anyone but cancer. That’s why, without a doubt, it’s become the biggest workshop, not only for me, but for any of our clients that I’ve ever done, because everyone wants to know how does it not become me, how does it never become me, what can I do to prevent this.

Because people are at that point now where they know cancer now – and I’m going to go back so you guys can see some of the staff, but 41% of men and women born today will be diagnosed with cancer at some time, 41% of people. This number can also be expressed as 1 of every 2 men and women will be diagnosed with cancer during their lifetime. That’s almost 1 out of every 2 people now, cancer is the leading cause of death from disease among US children over one year of age. The number one cause of death in children over one year now is actually cancer, and global cancer cases are expected to rise 75% by 2030.

If you don’t have at least a grasp on what cancer is and how to show people how to prevent it, I’m not teaching anyone how to cure cancer. That’s not what we do here. That’s not our job. That’s not what we do. But we’re going to teach people how to prevent it. We’re going to teach people if they’re in trouble, what are the resources they need to get them to the right places? Right now, the biggest, the biggest marketing programs of anything I’ve ever seen is, because this is where people are at, is in cancer. People are scared to death, and it’s happening everywhere. Everywhere. And so, that’s when you look at the statistics there.

And so, what I want to touch on is a little bit about what I do when I’m doing these makeovers. I want to talk about what we’re doing when we do these talks in office, when we talk out of office, because this is, even out of office, it’s one of the bigger talks that I’ll be asked to do on a regular basis, from companies to churches to organizations, they want to know about cancer. They have lots of their congregation, they have lots of their employees, they want to figure this out as well. And so, for me, I had to know.

And anytime I’m doing a consultation with a patient who has cancer, before anything happens, I need to understand what cancer is, then and only then can you know you have the power over this. That’s the thing. You have to know what it is, because if they don’t what it is, if you ask 100 cancers patients what cancer is, still 99 don’t know what it is. No wonder why it scares you. No wonder why you don’t know. But even chiropractors, they don’t even fully understand. If you understood that it goes back to the philosophy, if you really… and I take you through this, it’s so powerful to understand this. It’ll wake you up to understand what cancer is and isn’t, and then how do we prevent it, or how do we reverse it.

Dr. Tabor:     Right. Dr. Major, are you still there?

Dr. Majors:     Yes. Okay, so now we look at that and we go, “Okay, number one is all health, every bit of health begins in the cell. All our health begins in a cell. Yes, our brain sends messages down the spinal cord to the nerves. I get it. But everything begins at the cellular level. Everything begins there. All we are, we’re made of nearly 75 trillion cells – 75 trillion cells. You create more than 100 billion new cells every day of your life. Every day. And cells are dying, new cells are being replaced. Cells are dying and new cells are being replaced. That is exactly what health is. Health is when our new cells are being replaced. Old cells are dying, new ones are being replaced. Old cells are dying and new ones are being replaced.

Every cell of our body has a cell life in it, right? They all have a cell life. They grow to a certain point, die, and new ones get replaced. Well, all cancer is, is a cell that doesn’t die and it keeps repeating abnormally over and over and over again. And so, according to Harvard Medical, our cells are programmed, genetically programmed, to live 120 years. And that’s powerful. I talk to patients about this and they’re like, “Really, 120 years?” Again, I’m just telling you what Harvard Medical is saying. Genetically, we’re programmed for our cells to grow and die for over 120 years. That correlates with the Bible. That correlates to other things. But again, you look at that and go, cancer is nothing more than cell that doesn’t die. It’s a cell that instead of dying, begins to replicate itself abnormally again. And so, we just have to grasp on to what cancer is.

So apoptosis is cellular death. Every one of our cells has a cellular death to it. It’s supposed to grow and die, and grow and die. And that’s what happens is our cancer just gets itself out of control and doesn’t die. So right there, we know, okay, so if cancer begins at a cellular level, I need to get down to the cellular level to figure this thing out, what’s happening, what’s going on? And so, abnormal cellular growth and diminished immune response are byproducts of poor lifestyle choices. So what happens is that the abnormal cells begin to grow, our immune system is getting weaker, and now our body can’t kill those abnormal cells off.

And that’s what our immune system does. If our immune system is at its top, functioning at 100% and working well, every time that abnormal cell shows up, our brain gets through the nerves into those organs and kills those cells every time they show up. But when our immune system gets weak, when our lifestyle choices are bad, our immune system is down, we’re subluxated all of those things I’m going to touch on in a second, our body can’t now fight off and the cancer begins to spread faster.

And so, the cause of cancer, the cause of every disease, is when our cells become toxic and deficient. And so, yeah, somebody says, “Well, cell subluxation is the cause of all disease. Absolutely, because subluxation is an interference to the body, which builds up what? Which causing us to build up toxins and not release toxins. Subluxation causes deficiencies of nerve impulses. Subluxation causes us to have deficiencies of nutrients back to the cells, on and on. Subluxation is obviously one of the primary causes of this. But all cancer and all diseases, because the body becomes toxic and deficient. Toxic and deficient. And so, that’s what we’re dealing with when we look at this.

And so, this is what the interesting part is. Let’s look at the characteristics of a healthy cell and a cancer cell. So for me, again, I’m thinking, “Okay. So what…” and this is where it becomes powerful, this is where it comes into the chiropractic philosophy right here. And so, a healthy cell, if you look over on the left here, a healthy cell uses oxygen for fuel. Our healthy cells use oxygen, which means it uses respiration. It uses respiration for its fuel. It doesn’t use sugar for its fuel. But a cancer cell uses sugar for fuel. It’s what’s called fermentation. It runs on a different program. It uses sugar for fuel. Remember, a cancer cell has more receptor sites. Every time you look at a cancer cell, it has more receptor sites for sugar. It needs sugar to survive.

It turns off its use of oxygen. It doesn’t need any oxygen. Remember, a lot of you know the study Otto Warburg did years and years ago where in a laboratory he would have a normal cell there, he’d begin to shut the oxygen off to the cell, and that cell, at a certain point, would begin to turn cancerous. So we knew at that moment that the normal cell has to have oxygen to survive. A normal healthy cell lives in a slightly alkaline environment. But a cancer can live in an acidic environment. But it also can live in a highly, highly alkaline environment. This is a tough one for chiropractors because everybody wants to go drink their alkaline waters and they want to do all this alkaline stuff. God didn’t create us to be severely alkaline either. He created us to be in homeostasis, which means we’re a bit more alkaline, not too alkaline and not too acidic.

And so, when we look at those characteristics, just these three characteristics, we go, okay, so there it is right there. So if a cancer cell needs sugar, hates oxygen, lives in acid, all we need to do is make sure I get my body back into the right amount. So we started looking at that. And as I’m teaching patients this, remember that, again, to teach a patient this is powerful. That prevention is worth everything. Remember, chemotherapy or radiation is going to cost them hundreds and hundreds of thousands of dollars, and possibly their life. How much would it be worth to learn the things that we teach? And it’s amazing to watch, when they get to learn this, that it makes sense. And they learn it from the chiropractic philosophy, because I’m going to get into that right now and what this actually means.

And so, cancer doesn’t make you sick, your sickness over time creates your cancer. I’m going to say that again. The cancer itself could never, there’s nothing about a cancer cell that can make you sick. Wow, this is a tough one. And I love when I’m speaking to a cancer patient to explain this, because at first, they get angry with this. Cancer can’t kill you. Nothing in the cancer cell can kill you. It’s the sickness over time that creates the cancer. And so, what that means is that if I just get rid of the cancer, what am I still? I’m still sick. And so, guess what comes back in 96% of the time in most people, the cancer comes back. Why? Because I never fixed what caused the cancer in the first place, which was the body became sick, the body became deficient, the body became toxic. And so, then we build up cancer.

And so, every symptom, and this is where we get into the philosophy that every symptom is the body doing the right thing at the right time. Every symptom, right? So if the room you’re in right now or your car, wherever, if I put you in a room and shut all the doors and locked them all and started a fire, what happens immediately? Immediately, your blood pressure goes up. Immediately, your heart beats faster, right? Immediately, your digestion is off. Immediately, your cortisol levels skyrocket, your immune system gets affected, everything, your digestion and your heartburn. You may get diarrhea. But your body goes into a severe stress fight-or-flight syndrome. It goes into severe stress and you begin to create all of these symptoms.

So if I measured your blood pressure and cholesterol and your immune system, I measure all those things before you got in the room and they were fine. You got into the room and I started the fire, and all those things went up. Is that genetic, or is your body doing the right thing at the right time? Is your body adapting to the stress it’s under? And everyone understands the body’s doing nothing more than adapting to the stress it’s put under. It’s adapting. And cancer is the same exact thing. That when our blood pressure rises, why does our blood pressure rise? Well, why do you think? What do our cells need? Our cells need more oxygen. Our cells need more nutrients. Our blood needs to be flowing.

So if I’m not exercising enough, if I’m not putting the right nutrients into my body, my blood pressure has to raise. It has to move faster to get more oxygen through it. There’s things that have to happen. That’s the body doing the right thing at the right time. I’m not saying to keep it that way. I’m not saying to keep the blood pressure high and cholesterol. I’m not saying to do any of those things. What I’m saying is that we’ve got to figure out why are those things happening. And that same thing happens with cancer. The same thing happens with cancer right there. And so, cancer is nothing more than a symptom. It’s nothing more than a symptom. It’s the symptom of the body being sick and then cancer begins to show up over time. It’s the cancer showing up over time.

And so, for instance, and I explain this with a plant. And I’ll do this in my office a lot. I do this when I do the makeovers, when I do these seminars, I have a plant sitting there. I’ll bring a plant out. And I have a plant in my office and we let it die for about two weeks, don’t get upset about that, we let it die. And I have about half the plant is dying, and then I put it right in the center of the room there and I’m explaining to people, okay, so they walk by and they’re like, “Why is the plant sitting here?” The run right into it. And I looked at them and I say, “Okay, so what do you see?” And they say, “Well, the leaves are brown.” I said, “And so, what’s the first thing you do?” And a lot of you heard this before. But what’s the first thing you would do when you walk by a plant with brown, dying leaves? And they said, “Well, I’d water it first.” Absolutely.

You would ask, “What is this plant missing? Does it have enough water? Does it have enough oxygen? Does it have enough sunlight? Is it toxic?” What’s it missing? You would ask what it’s missing first. If you did nothing but cut off the brown leaves, what’s going to happen? All you’re going to do is get more brown leaves, you haven’t fixed why the brown leaves are showing up, right?

Same thing with the body. So if all of the sudden you’re sick or you have cancer and all I do is cut off the brown leaves, all I do is cut out the cancer, what are you still? You’re still sick. And I asked this question, “If you walk by that plant and you see those brown leaves, is it the brown leaves that are causing the plant to be sick, or is it the plant sick causing the brown leaves? I’ll say that again. Is it the brown leaves that has created the plant to become sick, or is the plant being sick created brown leaves? And they say every time, “No, it’s the brown leaves in there because the plant is sick.” Absolutely.

Why are you diagnosed with cancer? Not because the cancer showed up, it’s because you’re sick and the cancer showed up. If I just cut off the brown leaves, the plant’s still sick. And if I just cut off the cancer, you’re still sick. And somebody says, “Well, I’m not a plant.” Absolutely. You’re more powerful than anything that God ever created in your entire life. We are more powerful. We are more amazing. We have more potential than anything in the world, yet we understand that when it comes to a plant, we don’t understand it with our own body. That’s just an example that I present on a regular basis that people start to understand it, that if I do nothing but treat the symptom, I’m still left with the same body that created it in the first place. That’s the key that we’re teaching is, it’s time to get to the cause of what happened.

So cancer’s nothing more than a survival mechanism. It’s not the problem, it’s actually the solution. This is tough to say to someone that your cancer’s the solution. But it is. It’s a solution because it’s our body’s way of saying something’s wrong. That something’s wrong. It’s the body trying to survive. It’s a healthy response of a body. It’s a good response. I know that sounds weird to say that in one sense, but it is a good response of the body. And let me show you why here in a second, and we’re about to end this part of it, is you look at over here on the left, you can see the healthy cell. You have a healthy, normal cell there with a normal cell life. Then you look over to the right and you have a cancer cell. And then you look at over there, and so all we need to figure out is why would that healthy cell convert over to that cancer cell? Why, what happened? Well, what happens is the environment changes. The environment changes.

And so, let me touch on that for a second. So we look cell on the right what’s called, I don’t like even saying cancer cell, it said adapted cell. It adapts to the environment it lives under. Remember, we look at Bruce Lipton work. We look at genetics and everything. That genetics is nothing more than our environment changing and our body adapting to the environment it’s put under, just like if I put you in the room under stress and started a fire, you’d begin getting high blood pressure, you’d begin getting high cholesterol, you’d begin getting all the issues. Why? Because your body’s adapting to the stress it’s put under.

So if you take a healthy cell and begin to change the environment it has to live in, what does that healthy cell need? It needs oxygen, right? It needs a stress-free environment that a normal cell can’t live as long in a stressful environment. It needs a nerve supply. We know that a healthy, normal cell needs a proper nerve supply to get everything it needs to it. We know that it needs no toxicity, that when toxins get in there it affects it. It needs the nutrients. So we know that a healthy, normal cell has to have the function. But what does this other cell need? And so, now I take it.

So when we know my normal, healthy cell has to have a stress-free environment, but yet I’m stressed every single day. We know that it needs a good nerve supply, but I have subluxation. There’s pressure on my spinal cord nerve, so it’s not getting proper nerve supply. I’m not eating well. I’m not exercising enough and getting oxygen in. I’m going to get toxic. And so, that healthy cell can’t survive. And so, there is what’s called the adaptation processes, survival mechanism, because my healthy cell can’t survive, for an example, without a certain amount of oxygen.

So if I wasn’t exercising enough and getting enough oxygen, if my body wasn’t smart enough to convert my healthy cell to a cancer cell, do you know what would happen? What would happen? The minute I didn’t get enough oxygen, if my body didn’t know how to convert to a cancer cell, I would die quickly, because a normal cell has to have oxygen. But guess what cell can live without oxygen? So if I have a poor lifestyle, if I eat bad, I don’t exercise enough, I have subluxation, I put poor nutrients into my body, guess what cell can survive for 6, 7, 8, 12, maybe 2, 3 years later? Cancer can. That cell can survive, and survive and survive. And then finally, obviously, it’s going to take over a certain area. But it gives me an extra couple years on my life so I can change my life, so I can change my environment, so I can change what I’m doing in my life.

But if my body wasn’t smart enough to convert to a cancer cell, I’d be dead instantly when I didn’t get enough oxygen. I’d be dead instantly when I didn’t get enough nutrients. I’d be dead instantly when I had too much stress. I mean, so it’s like kind of that goosebumps you were talking about earlier, its like this is the chiropractic. This is innately, like our body is so brilliant. It’s so smart. It knows that, “Hey, you’re not going to live this healthy lifestyle. I need to give you some warning signs.” That’s what pain is, that’s what everything is. And then it gives you these warning signs and says, “Okay, I’m giving you some warning signs. The cancer is showing up. Change your lifestyle. Change your environment.”

And then guess what happens? Just like what Otto Warburg did, and go back and study Otto Warburg, in the lab, he would literally take, and this was powerful, remember, I just talked about it, he would take a normal cell, the one on the left, he’d begin to shut down the amount of oxygen into it. It would convert over to this cancer cell. But here’s what most people don’t read or listen to. He would start bringing the oxygen back into this cancer cell, and what do you know? It began converting itself right back into the healthy cell again. He didn’t even have to kill it. And so, for a lot of people and depending on what stage of cancer they’re in, they don’t have to go and kill all their cancer. All they need to do is begin to convert the cancer cell back to the healthy cell. And that’s how powerful it is.

Dr. Tabor:     Wow. Dr. Majors, let me just say on behalf of myself and everybody that’s listening right now, man, you can hear the passion in your voice when you speak. I mean, I know you’re a powerful speaker and you’ve been through this, and just for context for everybody who’s listening here, Dr. Major has told his first half of his story, but Dr. Majors beat one of the most deadliest cancers on the planet and he’s continuing to do that. He lives this. He doesn’t just teach this. He lives this. And I got to hang out with him a little bit, not long ago and talk with him, and this guy walks the walk, when it comes to lifestyle and health now. And his entire story is in his book, “The Cancer Killers (The Cause and the Cure).” In just a second, we’ll show you, how to get that and how to get the presentation to start implementing the Cancer Killer workshop in your office.

I just want to say that for myself and for everybody listening, that when we give this workshop, when we give this presentation, is to tap into this passion that Dr. Majors is speaking with right now. Begin to put ourselves a little bit in Dr. Majors shoes and realize where he is coming from. He knows without a shadow of a doubt that what he says is true because he has lived it and he’s been there. And so I think sometimes, with chiropractors, we lose confidence, we lose faith because even we’re not 100% sure about this philosophy, about what we’re saying or we’re worried about what someone else is thinking. Obviously you can see Dr. Majors isn’t. He’s been there, he’s done this.

Dr. Majors, I just wanted to tell you that, I just truly appreciate this passion that you’re bringing in here on this webinar. This is totally the most intense and true webinar that I’ve been on or ever done.

Dr. Majors:     I appreciate it. Most people think that all I did maybe was got adjusted and changed my diet a little bit. Or I have someone who says to me, the chiropractic philosophy person says, “I can’t believe that you went outside in.” I guess he’d say outside-in, I don’t know, I had weeks to live. Whatever it’s going to take to reverse it. But again, there’s also the point where, and I teach it in the book and we show it when we do these talks, that if somebody is in Stage 3 or Stage 4, depending on what type of cancer it is, sometimes in the Stage 1 or 2 where it’s metastasizing quickly and spreading fast, we have to do more. BJ Palmer talks about it in the Green Books. He says, you can give me somebody with whatever, a 20 centimeter tumor and all I need to do is adjust them. The problem is, it may take me 25 years to get rid of their cancer. This is BJ Palmer saying that. He understood and grasped on to it.

Sometimes, Time, Go back and read the Green Books, it’s called Time, time is of an essence sometimes. So in my case, I went in and I was doing IV vitamin C, IV H2O2 ozone blood cleaning. I was doing a lot of things because at that time, I didn’t have time to just change the environment to change the cancer over to a healthy cell. I literally had to get in there with the immune system stuff as well. And we go through all that and we talk about that as well.

And that’s what we talk about is, you can go to the website www.BeACancerKiller.com, not only to get the book, but also we have the step by step program of how to do these talks in your office, out of your offices. You’ll actually get the PowerPoint that you’re seeing here. You get the full PowerPoint. You get three different talks as well that gets you prepared, not only how to build it in your office, how to get our office ready, how to do these outside of your office. We do it step by step by step. And at that point, its the cost of pretty much just buying extra books. You get the whole entire make over with that as well.

Dr. Tabor:     That is awesome. I encourage everybody, after this webinar, go straight to BeACancerKiller.com. B-E-A-C-A-N-C-E-R-K-I-L-L-E-R.com. BeACancerKiller.com. And get this book and read it. I’ve read it a couple of times. Absolutely amazing and in this book, Dr. Majors leaves nothing out. He posts his entire story, not only the story that he told us today, but step by step what he did, exactly how he did it, where he got it done and then there’s pages and pages of resources to help not only that person who is trying to prevent cancer, which we all should be that person.

But also that person who is trying to fight it right now, and like he said, doesn’t have the time and time is of the essence. So everyone of us has had cancer patients in our office and if you’re a chiropractor, you’re coming from the heart of just caring and love and there’s nothing that you’d rather do than to help that person to win their battle. So, Dr. Majors, do you have anything else to add before I send them off to BeACancerKiller.com?

Dr. Majors:     No, I just want to say, I appreciate everything you’re doing and what I always say is, I went through, I suffered, I went through everything I did so no one else ever has to again.

Dr. Tabor:     Amen to that. Start doing this immediately, implementing the Cancer Killer workshop in your office, go straight, right now, to www.BeACancerKiller.com. Get the book, get boxes of these books. Hand them out to your patients and get the workshop kit. Start doing these workshops. Thank you Dr. Majors for helping us help more people through what you’ve been through, through your courage and your strength, you are literally changing hundreds of thousands of lives and I just want, from the bottom of my heart, thank you, not only for that, thank you for being on this webinar. Thank you for the giving of your time and sharing all this information with us. We really [inaudible 00:38:56].

Dr. Majors:     I appreciate you too.

Dr. Tabor:     Thank you. Thanks everybody for being on the webinar. Again, last time, BeACancerKiller.com and we’ll talk to you guys soon. Thanks. Bye.

Chiropractors are always looking for newer and more innovative ways to expand their practice with explosive growth.  Don’t let insurance companies, audits, or the board take what you’ve worked so hard to create!

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Transcript:

Announcer: Welcome to Practice Growth Strategies. Bringing you tips and strategies from the best in the business. To find exclusive workflow, scheduling documentation, billing, and all of the tools your practice needs in one easy to use platform, visit genesischiropracticsoftware.com. Now here’s your host Dr. Tabor Smith.

Dr. Tabor: Well, hello and welcome, everybody. We are getting started here with a webinar. This webinar is called Helping You Keep What You’ve Built. Learning the secrets of how to keep every penny you’ve earned away from Medicare and insurance audits, while protecting the practice you’ve worked so hard to build. And guys, that says it all right there. That’s exactly why I am so excited to hear what Dr. Davila has to say, because I’m on a lot of webinars and you guys are probably on a lot of webinars. And it’s a great way to learn and to grow your practice.

A lot of times there’s all these sexy titles about how to get new patients and explode your practice. We forget that we’ve got to take care of what we got. And if we’re not doing things the right way, we’re going to get bit. And we’re going to get bit bad. And it can be gone in a heartbeat. And so it doesn’t matter if you’re all cash. It doesn’t matter if you’re all insurance. It doesn’t matter if you’re both. You have to do things right.

And that’s when we have the expert, the absolute head of his field when it comes to compliance, when it comes to procedures in chiropractic, and that’s Dr. Davila. And Dr. Davila is the president and CEO of Custom Chiro Solutions. He’s a Palmer grad. But he defends chiropractors. He works to defend chiropractors against insurance, against the board. And he’s just dedicating his time tonight here to help educate us and to provide huge value to us. So I’m not going to spend a long time introducing him. Dr. Davila, I’m going to go ahead and turn it over to you. But I just want you to know that there’s the sincere thank you for being here and for sharing this information with us.

Dr. Davila: Tabor, thank you. I’m honored. I hope I live up to that intro. I really do. Thanks.

Dr. Tabor: You bet.

Dr. Davila: Yeah. So let’s get into this. I know on the East Coast it’s 8, and if you’re in the Midwest, it’s 7. And we want to get you guys out of here but give you some information. What I wanted to go through today really is just the tone of the information. Tabor, go to next slide. I want everyone to understand exactly what it is that . . .

Dr. Tabor: Sometimes there’s a little delay in the slides.

Dr. Davila: No problem. I want people to understand what it is that where they’re going to get their information from. My information doesn’t come from the fact that I went to a class and got dubbed the knight of compliance, or whatever. The information I’m going to give you really comes from a couple different places. One, it comes from obviously working with clients and getting on calls with nurses and administrators to find out what they’re looking for when it comes to dealing with clients who were obviously having issues. That’s one way I get my information. So that’s recent stuff and we can talk a little bit about that tonight.

In addition, I also consult for chiropractic networks. And in doing so, the information I get from them is them telling me this is what’s wrong with our provider. I would like you to talk to this provider. And that information comes fast and furious. So when it comes down to what the carriers are looking for, and when it comes to profiling a doctor, the information I’m getting is real time information.

In addition, I’m also on faculty. I teach this stuff at Sherman. I’m on faculty with them. I also work with Parker College as far as compliance with them, and managing some of their risks when it comes to what they do in their clinics. So the information also comes from that world also, as far as academia and getting it out to students.

But the key information that I have gained over years was a couple years ago, actually it’s about eight, nine years ago, I was actually on the Medicare board in South Carolina with Palmetto GBA. And it was called the Care Advisor Committee. And back then I happened to have the chance to rewrite policy and then train nurses.

So when working with nurses, and continuing to keep in touch with them over time, I started to find out what carriers are looking for. And once I started to find out what they’re looking for, I was able to do something that’s very, very important. And then while we were getting ready, Tabor was trying to tell me, “You really should look at Mac.”

And then it’s funny because he’s looking at a website. And I’m on a PC, and I’m looking at a website. And there’s something that runs these websites that allows both of us with two different types of machines to be able to see the website. And that’s called Java. And that JavaScript that runs, and you see it running in the bottom of your screen. Really what it is, it’s a translator. So it allows the translation of a website for you to be able to see it. What you’re looking at now is translated onto your computer.

Now, the reason why I say that is because what I’ve been able to do, or dare I say, blessed to have been able to explain to people is really how to translate what carriers are looking for into chiro speak. And if I could do that into chiro speak, the beauty is that the doctors I’m working with are able to understand what carriers are looking for. And in addition, be able to practice the way they want.

So today what we’re going to go through is how are you able to do what you like to do, but still be able to not have to feel like you’re serving two masters? Where you can actually serve the patient but allow the chips to fall where they may. And we’re going to go through some of that information. That way you know how to be able to protect what you’ve built. And especially, if you have a coach and they’re telling you how to build a practice, it’s one thing to go through it and build it, and another thing to go ahead and have someone help you to be able to defend it. It’s two different things.

So Tabor, if you go to the next slide, I want to bring in some of the older doctors that may be out there. When they look at it, they go, “Oh, yeah. I’ve been out in practice for a while,” those types of things. And those doctors who’ve been out in practice a while go, “I remember the days when I sent a claim in and it got paid.” Those days are long gone. In fact, there are days when you send a paper claim in or an electronic claim in and what you get back really isn’t anything more than a letter stating, “We would like more information.”

Now, as we look at that process, what’s really funny is, you can send that letter in and the next time you get anything back from anybody, they finally send you a check. And then they’ll send you another letter, and they want the money back. So the business of insurance has really changed over the last couple years. And if you haven’t been able to catch up to that, that may be a problem. So we want to definitely make sure that we’re able to stay with the ability to continue to build, and continue to go, and take your practice forward.

So Tabor, go to the next slide for me. The key to be able to understand this, and the reason why I say the difference between older doctors versus newer doctors is that it’s really the business of what’s called medical necessity. Now I say medical necessity because as we look at the term medical necessity, the issue really is that the rules have changed over time. And when I say the rules have changed over time, what I mean is not the policy. If you go back and read Medicare policy, it really hasn’t changed very much since 2000. So we’ve been working under the same basic policy for the last 15 years or so. But what has changed is really the way it’s adjudicated. Now here’s a great example.

A couple years ago I was working with Parker and I sent a compliance audit for them. And they had referred someone to me from another college. And they wanted to know what we were doing. And the guy started out the conversation with, “I’ve been looking for rules changes over the last couple of years in Medicare policy and I haven’t seen any.” And my comment back to him was, “Well if you do, let me know because there haven’t been any that I’m aware of.”

He’s like, “Well how come we’re having all these changes in how claims are being judged or adjudicated?” And I said, “Well, it’s not the fact that the policy has changed. It’s they’ve picked out certain words to be able to say this is what we’re going to hang our hat on when we talk to a doctor about what is medically necessary and what isn’t.”

Now, really what we’re talking about here is those sitting in judgment. Really that’s come from a couple different places like administrative law judges and things like that. And that’s really come across, especially when the OIG does reviews, they’ve set up ways in which they’re looking at policies. And there’s a great way to look at it.

If you look at the old way of doing a CERT review, or a comprehensive error rate retesting, Medicare came up with that process. And there was an error rate of like 14 or 15%. And that was only looking at one date of service. Well the OIG, bunch of attorneys and auditors that go around and they go, “Well, let’s see if this is really true.” And they changed the way the audits went. And they looked at a grouping of dates. And when that happened, the error rate changed from 13, 14, 15% and went all the way up to as much as 67% with all the errors added in. So the policies really didn’t change as much as the way they reviewed. So that’s really what we need to talk about is what are we looking at when we talk about reviewing?

So Tabor, if you go to the next slide, it brings up this whole business of compliance. And when I say business of compliance, I mean really, what do we have to do business-wise, because the business part of it is how do we protect ourselves knowing that the government is looking for different ways to be able to keep money, or be able to stop paying doctors. So if you look at some of the initial CERT, not CERT review, but RAC reviews. Those RAC reviews that originally happened in the three year test. And in the three year testing, they corrected something like $1 billion back in three years only in New York, Florida, and California. It’s ridiculous.

When that RAC review, when that initial program went in just as a test program, they didn’t even take it back to Congress. CMS implemented it right away because it was a very, very profitable way for dollars invested to get money back from an audit. So this whole process is becoming very, very profitable back to the government. So we need to be able to know what we’re doing in order to protect what we’re building. And that’s the reason why we’re talking about building what it is. So really, it’s even gotten worse. It’s not just those things.

Tabor, go to the next slide. You’ll see that it’s really about things such as the latest Patient Protection and Affordable Care Act. The government has found that not only are these RAC reviews working, but they’re also putting money into this PPACA Act from 2011, to $295 million in fraud enforcement. Over the next five years its going to be up to 250 million. While the government is contracting with sequestration and everything else, they’re guaranteeing money to put into auditors, which means they’re coming after us.

Now, before you start to say, “Oh, this is such a negative thing.” I don’t want it to be negative. What I want it to be is empowering, because there’s no reason to be afraid of the boogeyman. The boogeyman’s out there and if you don’t know what actually is going on, then you just become scared and you start to down code and it becomes a bigger issue. So I want you to know what’s out there. And I want you to know because what the government is doing, is they’re putting money in the hands of the OIG.

And Tabor, if we go to the next slide, you’ll see what the OIG is. And the OIG really is the Office of Inspector General. And in this new tools for curbing waste and fraud, and if we just hit enter one more time, this testimony, what ended up happening was, the government stated that they were going to change the definition of fraud. You see, they see that fraud costs taxpayers tons, and tons, and tons of money.

But if you look real close, it says “Medicare and Medicaid fraud, waste and abuse.” That’s an important switch because in the past, especially the older doctors who graduated back in the Mercedes ’80s and the ’90s, we were always under the impression that it was fraud, it was basically because the patient didn’t come in and I billed them for visits they didn’t have, or build them for services they didn’t get. Well, that’s not what we’re talking about anymore.

So when we go to the next slide, we start to see that these rules have really, really, really changed. What we’ve found is that they decided to create new tools to prevent and detect fraud, waste, and abuse. Now if you keep reading this, you start to see fraud, waste, and abuse get combined totally into the conversation. So really what’s happened is that they started to treat waste and abuse the same as fraud. Now, it would make sense that waste and fraud would go together. I get that part. But abuse.

Now abuse can be seen in a couple different ways. Abuse can be seen in ways such as, if we look at the next slide, we start to see that it can be ways to protect the integrity of the system. So what I mean by integrity of the system is the dollars. So if we look at it in a way in which we’re trying to extract out abuse from fraud and waste, we really can’t because now the government is saying it’s a dollar thing. It’s a business decision. It’s not, “Should we treat them separately?” What they’re starting to say is, “We’re going to start treating them the same.”

Now the reason why I bring this up is because in the past I worked with a client who had an issue where he was billing AT modifier the entire time he saw the patient in a Medicare patient case. And the attorney general wanted to go ahead and charge the doctor with fraud. And this is one of the beginning cases where they started to test out AT modifier when the patient truly was in wellness care.

The doctor wasn’t aware. He was just trying to get the patient reimbursed. Even though he never took a penny because he was non par, the problem was is that the patient was truly in wellness care. The notes never really changed. And now the attorney general wanted to create a test case where he tried to charge the doctor with fraud, even though it was really abuse. So this whole process has changed over the last couple years. So if we know what the rules are, we can become empowered to be able to change.

Now, Tabor, go to the next slide. What I want people to understand is this, this issue that we’re going through here is something that’s really, really important, because it’s really, really about this next slide. And this is doctors who don’t understand things like, “Well, what am I doing here? What is this whole process?” And it’s all about goals. Now when we say goals, it’s important to understand that if you’re really, really big like this and, Tabor, if you click it one more time. You start to see that over time it takes change.

I had a friend who passed away, he was 41, from a heart attack. And I look like this and I go, “Oh, I’m going to die. I’m next.” Over the course of about two years or so, I was able to shed pretty close to 100 pounds. Now, did it happen overnight? No, it didn’t. And did I realize I needed to lose this the next day? Yes. But the next day, I didn’t lose anything. I was just planning on what to do. It’s the same thing with your office. What I don’t want you to do is I don’t want you to freak out and go, “Well, what am I doing? I’m really, really scared now because I don’t know what to do.” Now I see that we may have lost the PowerPoint.

Dr. Tabor: Oh, really?

Dr. Davila: Yeah. Just looking back at you here. So I’ll just go ahead and talk through the next slide, which is really just a picture of fat John and then two years later a skinny John, or skinnier John. The point being, that the compliance issues you have in your office are there. If you have them, let’s not be afraid to talk about them. Let’s say, “Okay. We have compliance issues.” But what we really need to do is understand that it takes time to fix them. We can’t get rid of them tomorrow.

In fact, if we gave you compliance things that you need to do. Perfect. Give me one more click to the picture. And as we make sure that we have this process in our head that we understand that it’s not going to be tomorrow. It takes time. It takes effort to be able to get it the right way. I work with a couple different practice management companies. And even within that process, it’s taken time to turn a big ship around. So the doctors that we have to deal with, please understand, it takes time.

So this is the perfect slide right here. So what’s the definition? Go back one more for me. The big issue we need to worry about here is what’s the definition? What are they using? How do I know that I need to change what I’m doing? So the definition I want to talk about really is the definition of medical necessity. And when I say that definition, what I want you to think about is have you ever seen it before? Have you ever read it before? Have you actually seen it in writing? Click to the next slide, Tabor.

What I’d laugh about this slide is, the next slide is really, have you ever seen it? And if you did, is it the Easter Bunny? And when I say the Easter Bunny, we always see a rabbit. We’ve never seen a rabbit lay eggs. Okay? So, Tabor, go forward one more slide for me. One more click. And when we see this bunny, it’s the definition of medical necessity. No one’s ever seen it before. So if we click one more time through that, what we’ll see is the definition of medical necessity as it’s written by Medicare. Now the reason why I say this definition is because it’s important to understand that the definition is the way things are going. This is what has changed over time. So the definition is this. The definition is, there you go. You with me now?

Dr. Tabor: Can you see it now?

Dr. Davila: Perfect. But I can see you now.

Dr. Tabor: Okay.

Dr. Davila: Okay. The patient must have a significant health problem in the form of a neuro- musculoskeletal condition necessitating treatment. And the manipulative services provider must have a direct therapeutic relationship to the patient’s condition. Now if we didn’t read the last line, that’s what we always thought it was. The patient has subluxation. We’re good. In fact, even though everyone’s out there now, especially EMR. We’ll talk a little about EMR as we go. Everyone’s talking about, “Oh, yeah. I have great part based notes,” or, “I have really compliant notes.”

Well, understand this. The first two lines here are what everyone’s built their EMR systems on. Now when I say that it’s because there’s really no way to check the last part, which is provide reasonable expectation of recovery or improvement of function. That’s the part that you have to work on.

You see, we always talk about “Well the patient has a chronic condition.” Well, actually it doesn’t really matter if they have a chronic condition or not because the first two lines we understand the patient has a condition. The last one is, provide reasonable expectation of recovery or improvement of function. So it’s not the fact that we’re getting paid to treat subluxations, it’s really we’re only getting paid from a third-party that treats subluxations if it improves the functional loss that’s related to it.

Now I know for a fact that a lot of you don’t really want to talk about pain with patients. And I don’t blame you. There’s no reason to. The reason why I say there’s no reason to is because if the insurance companies and Medicare are talking about functional loss, wouldn’t it make more sense to talk to our patients about how that subluxation and the pain related to it is causing the patient not to be able to walk upstairs, or not be able to go play with their kids. Not be able to play in the yard, or not be able to do work, or not be able to sleep, or not be able to drive.

What if we talked about those functional losses? Even though the underlying condition really is always still there. When I say underlying condition, I want you to understand that from a chiropractic think model, from a 33 chiropractic principle model, what we’re talking about here really is the fact that the patient is up against the 24 chiropractic principle. And that’s the limitation of matter. If the patient has a limitation of matter, then there’s nothing we can do to get them past it.

The only thing we can do is really not necessarily fix that limitation, but we can help them manage it better. And when we help them manage it, that means that we come up against the end of functional improvement. Even though the patient has arthritis, we’re not going to get rid of that bone spur. So there’s going to be an amount of functional loss that they have that we can’t improve past. Which means they have to live with a certain amount.

Now I understand that’s not really fair, and that’s not really what medical policies are. But understand the difference between chiropractic policy that we’re reading here and a medical doctor’s policy. The difference is that yes, we’re both playing with a ball and bat. The only difference is, we may be playing baseball, they’re playing cricket. The rules are different even though some of the tools are exactly the same.

So if we go to the next slide, Tabor. Really what I want you to understand is, with that definition in mind, what I want you to understand is what the definition works out as. And what I mean is, the definition like this. What is the abuse conversation in chiropractic?

Now if we click it one more time through there, what we’ll see is abuse in chiropractic really turns out to be when we build the entire case as active care. Like I said, when the doctor billed AT modifier the entire time, then we have a little bit of an issue. Now if you look at this graph as we go up on the left, that is the percent improvement of the functional loss. And on the bottom it’s time. Now the reason why I say this is because this is the way we should be looking at cases. Not the fact that the patient has subluxation, but how does that subluxation affect the patient’s ability of function?

Now if we go to the next slide, what we’ll see is the typical chiropractic case really should look like this. There’s active care and then there’s wellness care. What I want you to get out of your head is the conversation of insurance versus cash. Don’t want you to think that way. Is the patient insurance or the patient cash? The reason why don’t want you to think that way is because whether the patient is either active care or wellness care, you should treat them exactly the same. And I come into this conversation with this one specific reason.

I’m working with an attorney right now and I reviewed the doctor’s notes. And the doctor was a “wellness practitioner.” Now the patient comes in and says, “Oh, yeah. I have this pain down my leg.” The doctor’s like, “Oh, I don’t give appointments and I only do wellness care. This is what we do.” The patient signed, that has no idea what that means. And the doctor just said, “Come in when you need.” So the patient comes in, comes in, comes in for about a week and a half, two weeks. The patient’s getting worse.

The doctor’s basically saving their wellness patient and giving them wellness diagnosis codes, giving them wellness treatment codes. And the doctor thinks, “Well, I have no problem because basically the patient’s a self-pay patient. Therefore, no one’s ever going to ask.” Now what’s happened next is after two and a half weeks, patient’s not any better. They go to a second opinion. The second opinion sends them to the surgeon. And the patient needs a discectomy.

Now the question is did the doctor actually cause the disk problem? Probably not. But what does the doctor look like when the patient has an active condition with functional loss written down on their intake form, but they only diagnosed and treated it as a “wellness patient.” And mainly because after reading the affidavit that the patient, “Oh, the patient was cash. What do I care?” Well, you should care because the patient is either active care or wellness care. They’re not cash or insurance. That way your documentation should match this model. And when you’re looking forward to EMR systems, you should look and see if EMR systems have this ability to document the difference between active care and wellness care.

So if we go onto the next slide, what we’ll see is, if you didn’t bill that way, what we have to figure out is, well maybe we have tripped a wire. Now what’s that wire? What are some of those things that the insurance company’s looking for? So we go to the next slide, what we’ll see here is the fact that the patient, I’m sorry. The doctor and the doctor’s ability, to be seen by the insurance company, is really what the big issue is. So what the insurance companies do is they profile the doctor. And what I mean my profile is, they look at the information that you send them on a claim form. But some of you are going to say, “Well, I don’t get paid. What difference does it make?”

Well remember this little thing called HIPAA? HIPAA comes in when the patient signs for insurance. If the insurance company reimburses them, the patient’s already given HIPAA rights to the insurance company to get the documentation to prove that the patient should’ve been reimbursed. Now that means that your notes will be looked at. And that also means that your notes will be asked for. Now do you have to respond? Well, if you didn’t sign a contract you could say, “I didn’t sign a contract. I haven’t signed anything.”

But if the insurance company invokes HIPAA and you don’t respond, now we have a problem with the Office for Civil Rights. Because now they’re going to say you should respond. And I’ve seen a couple of recent issues where the Office for Civil Rights has handed out fines to doctors for not returning information over to insurance companies. So you’ve got to be very, very careful. That’s the reason why I say, regardless of who’s paying, treat them as active care versus wellness care.

Now when we go to the next slide, when you put the information on the claim form, this is what we’re telling them. This is the information, is that eight things on a claim form that the insurance company sees. That when they see it they’re like, “Oh, okay. I got you. Now I can put stuff together.” It’s the CPT code. We know the billing code you use. It’s the modifier that’s on there. We talked about AT or maybe GA. It’s also the frequency. How often are you seeing somebody? It’s also the duration. How long are you seeing somebody?

It’s the provider type. Chiropractor, PT, that all gets played into it. It’s the diagnosis. What type of case does the patient have? Where’s the service being done as far as how much they should pay? Whether or not they should be in an office procedure, out of office procedure. And also, the big one. If you’re going to circle one of them, if you’re going to take any notes today, it’s box 14. These are the big things, especially a Medicare claim. These are the big things that the carrier is going to look at and go, “Okay. Let’s put this all together.”

Now when I say put this all together, if we go to the next slide, what you’ll see is duration. It should be an equal severity to the diagnosis, which means your prognosis. So the duration of how long you’re actually seeing the patient between onset to the point which they get released into wellness care, should be equal to the diagnosis that you use. If we click it one more time, okay, here’s an example. If the patient has a diagnosis of sprain/strain, the length of treatment, if it lasts longer than expected, would be something that they would not like to see. So if it’s more than four to six weeks, they’re going to want to know why. That’s what I mean by duration versus severity of diagnosis.

Now if we go one more to the next slide, here’s another one. Duration of the case that lasts longer than 60 days from box 14. Now this is one of those issues where I’m on with the client and we’re on an administrative of law judge. And he says, “What’s the 60 day average?” And I have to know a little bit about Medicare. And I ask the question, “What’s the 60 day average?” And the judge turns around and says, “Well, your average case should last not longer than 60 days from the date of the first visit listed in box 14.”

Now you say, “Well, what about the patient if they need a longer time? If they’re a major severe condition?” Well, yeah. Okay, if that’s the case, then fine. That could be longer. They’re averaging. But what if your average case for a disk is 90 days? Is that going to be a problem? Well, remember, it’s not the fact that the patient is there an active care for the initial case. What they’re talking about is, if the patient comes back in three months later for another case, it’s usually just a flare-up of the initial condition. And that shouldn’t last more than 60 days. And every time you change box 14 and go back into active care, those dates, the amount of time that you’re in there, calendar days, actually get averaged.

So it’s important to know what your 60 day average is. You should pull some files and look and see over the course of the year how many times you took a patient back into active care. And then come up with the average. Let’s say the first time in active care was 90 days. And the second time they came in three months later for a flare-up, was really only two calendar weeks, or maybe 10 days total. So add 90 plus 10. That’s 100. Divided by 2 cases and now we have, divided by 2. Now we have 50. Fifty is less than 60. You probably wouldn’t trip a wire.

Now you’re going to say, “Where does 60 come from?” Remember when I talked a little bit about what the OIG and how they have their mitts in this whole thing? And how they have policy changes? Well, they came up with this when the OIG said, “Well, when we reviewed all these records, we found 100% of cases. We reviewed chiropractic cases in a 2009 OIG report. Really were not medically necessary 100% of the time, after 24 visits.” So 24 visits. Okay 24 visits. So 3 times a week for 8 weeks is 24. If you see them 3 times a week, then 3 times a week for a month is 12 visits. And 3 times a week for a second month is 24 visits. We’ll just go ahead and say on average 60 days. So that’s where that number comes from. So just understand when you look at your case reviews, you want to make sure how long you’re seeing the patient in active care.

So if you would go forward one more, there’s another thing you should look at. And if we click the button one more time, you’ll see, one more time for me. We go to the coin. We start to see that there’s a percentage of use. So the percentage of use of your code should really look like this. You should use your 98942 code 15% of the time. You should use, if you click one more time through there. Use your 98941 code 60% of the time. Thanks, Tabor. And then if we click through one more time, we see that we should use our 98940 code 25% of the time. And those are the percentages of the codes.

So if you think, “Well, I’m a full spine doctor. I bill what I adjust. And I bill three areas. So I do neck, middle back, and lower back. And I’m 100% 99401.” Well, that’s going to red flag you for someone to ask you for documentation. Now in the past, we heard, “I can’t bill on 98942. It’s bad.” Well, actually, it’s bad if you don’t because the percentages, they’re going to want to know the average case why. Now all these numbers came from the CERT doctors, director of CERT, when I was on the Medicare board. These numbers have basically stayed the same. Now when I say that, it’s really turned into, “Well, I’ll just go ahead and down code to a 98940. That way they all leave me alone.”

Well, do you realize if you’re billing 100 visits and you’re getting paid $20, and you’re billing all those visits. And 100 visits at $20 is obviously $2,000. When, in reality, you should bill 60 at 30 versus 40 at 20. Really what you’re losing is pretty close to a 15, 20% gap. So really, don’t turn into 100% 98940. You’re losing money. This is where your compliance rate should help you make more money if you’re just been painted into a corner because you don’t want to get audited. Now I understand part of that comes into, “Well, I don’t know if I have all of the documentation.” And that were going to get into in a few seconds. So getting the documentation part we can help you with. We have some things out there that can actually combine this process for you.

Now if we click one more time, you’ll see one of the other things is 98943. A couple of carriers I’ve worked for told me they’re looking for about 35% of the time using that code. So those are the percentage of uses. So understand this is what carriers are looking at. And this is what we’re telling them on a claim form. Every time they see this, this is what they get. And this is what they know about you. And I’ll give you a little of an example.

When I go out and I speak in front of large groups if I’m at Parker in Las Vegas or [inaudible 00:33:43] association. The big convention in Orlando. Or even small events, I’ll go up and I’ll speak in New Hampshire. The small groups, big groups, middle size groups, it doesn’t matter. I always have the same process. Before I go on stage, the first thing I do and the last thing I do is always go to the bathroom and check myself in the mirror.

Then you go, “Why would you do that?” Well, it’s very, very simple. The reason why I do that is because I want to know what I look like before I get on stage. I want to control the audience’s perception of me. Then you go, “What do you care what they think of you?” Well, I care because if I go out there and I have parsley in my teeth, my zipper’s down, my shoe’s untied, my shirt’s pulled out, they’re going to say, “What is this idiot out there doing? Why should I pay attention to him?”

It’s the same thing for you. You should know what your profile looks like. You should know what you look like when the insurance company looks at you. Because if you do, and you can, and you did, you would change what you do, that way you could bill the max amounts that you should be billing. And then in addition, stay out of trouble. It’s not about flying underneath the radar. Because let me guarantee you one thing, the doctor who bills 100% 98940, is going to get an audit letter just like everyone else. The only difference is, you’re going to have to go through the whole process of sending documentation and everything else to show that you should’ve been paid more money. They call that down coding. And this happens a lot.

I have upper cervical doctors, AO doctors that I work with. They only adjust [inaudible 00:35:13], so they’re 100% 98940. It’s important to know that because they get letters from Medicare too going, “How come you’re a 98940.” And they have to explain, “Well, actually because I’m upper cervical.” And they understand that. But it’s one of those things that even if you’re down coding, they want to know why you’re down coding, because the patient should get the max benefit possible. They’re going to check all that stuff. It’s important to know.

So Tabor, if you’d hit it one more time for me, we’ll see a little graph. This graph is really what everything should look like. Okay? And this graph really should be what a case should look like. But unfortunately, if we’re just billing the entire case to Medicare, that means that what we’re saying to the carrier is the patient hasn’t complained the entire time. Even though they do. They’re Medicare patients. They are. Why? The 24th chiropractic principle, limitation of matter. They have a complaint always. They always have a complaint.

So the way to be able to handle this, if we click through one more. There you go. What will end up happening is we have a problem where we have as the world turns. Now our billing patterns go on, and on, and on. We bill always because the patient has a complaint. Patient says pain, cha-ching, we ring the bell. Well, As the World Turns really, as the story goes, is really a story about the same 8 people in the last 50 years on ABC, NBC, CBS, whatever channel it’s on. And it goes on, and on, and on. People have died, come back to life. They’ve married, divorced, married six times, the whole thing. Have kids, now their kids are on there. The same story over and over again.

Now as the world turns means that it never ends. When the carrier gets your records and the patient has the complaint the entire time, the record never ends. It works like this, patient has pain, patient has pain, patient has pain. Day 10, patient has pain. Day 35, patient has pain. Day 95, patient has pain. Day 795, patient loves pain. All this stuff goes on, and on, and on. But the problem becomes, we get mad when a nurse says to us, “Excuse me, but don’t your patients ever get any better?” And that’s a big problem.

Now, Tabor, if you click it one more time, what I want you to see is really the way it should work. That graphic really should look like this. We should have at the beginning of the case, we’re talking about patient management here. We really should have the situation where we have active care and then wellness care. Our box 14 date takes place at the very beginning when we have the onset and we do what’s called a discharge summary. Or what’s the last two words of a book? The end. What’s at the end of an entire case?

Now when we get through this, you’ll see the discharge summary really tells us the patient is done and going into wellness care. Now when the patient comes back in the second time, then we go into active care. Now I apologize for the lack of a graphic there. We had a little bit of a conversion issue. But if we go click through one more time, you’ll see graphic-wise, what should be there is each time the patient comes in, that’s our 60 day rule that we’re talking about here. Active care, wellness care, we take those two cases and go from there.

So if you click through one more time, what I want you to know is, you have time. Now we’ve gone through some things about profiling and procedure and things like that. I want you to understand you have time. But no one’s bothered you, we have time to fix things. But I want you to understand something, you need, if you don’t have a system that can help you track these things. You don’t know the information we’ve talked about. You don’t know what your 60 day average is. If you don’t know you’re percentage of codes, if you don’t know what percentage of CPT codes you’re using, you don’t know the percentage of diagnosis codes or how long you’re at box 14, or any of those things. If you don’t know them, you’re just billing and getting paid, you need a practice system that can help you track those things. Okay?

In addition, you also need someone, if you have let’s say, a practice management company that helps you build your practice, in addition to that alone, you also need someone to help you keep up-to-date with all of this compliance stuff. Why do you think Parker College has hired me? Why do you think practice management companies have hired me to work with their clients? Or specific groups of doctors? Or actually, the newest, greatest for me is to work with doctors who own multiple clinics. To be able to help manage them. The reason why is because if we do that, we can help them know what they look like in advance. I can help them do that in advance. So if you need that kind of stuff, and I hope you do, what I want to do is this.

I want to make sure you understand, Tabor, if you’d go click through one more time, what I want to do is I want… I wanted to give this information tonight. In fact, the funny part is I’ve got nothing to sell you. I really don’t. If you want some help, you can call me. You can find me at customchirosolutions.com. You can email me, that’s cool. You notice I even give you my number. I really don’t care. I want you to get this information. What I want you to do is this, I want you to find out what are the four compliance questions you should ask your EMR or your EHR before you purchase something.

Now the reason I want you to ask this is because I get a lot of doctors that come to me and they’re not very happy what they’ve purchased. Now, the funny part is, I’m not sponsored by anybody. Okay? I don’t get paid by anybody. I don’t say, “This is the best one. This is not the best one.” What I do is I help doctors really customize their system. And what I want you to do is I want you to pick the one that’s best for you.

So what I did was I wrote a mini e-book and I want you to get it. This is a free gift, I want you to go download it. Tabor, if you’d click one more time for me, you’ll see in there. You can go get it at Genesis Chiropractic Software. Now I’m not backing them. I’m not telling them this is the best one. All I’m saying is if you go there, you can download the e-book and you can figure out exactly what it is you should get. And if you understand what you should be looking for, it may lead you one way, it may lead to another. Go there. Go to genesischiropracticsoftware.com and on the right-hand side, the very top of the page you’ll see the word blog. Click on the blog, you’ll see this logo. Go there.

You can download the e-book. Easiest thing in the world to do. Help you understand exactly what it is. It will also help you to figure out things that you didn’t know issues you had. Do you have HIPAA issues? Do you have the right backup? Do you have the best way to be able to manage your billing procedures? All those things. So I want you to go there, download the e-book, take a look at it. Read it. And then if you need some information you can find me. No big deal. Tabor, I’ll go one more time. Just click for me one more time there. And I want you to see the last click of the box here.

In fact, if you click it one more time, you’ll see there’s a couple different ways you can get in touch with me. You can get me, you can find me at, first one is if you click second, third, and fourth time, you’ll see that you can find me on Twitter. I’m there all the time. You can just click through, yeah. Bring up the little pop-ups. You’ll see me on Twitter it’s @jdaviladc. You can find me there. If you going to Facebook, go to Helping Chiropractors do the Right Thing. Go there. I have a ton of information. I post things on a weekly basis. This is all free. For LinkedIn, it’s John Davila, DC. You can find me there also.

Just go there, especially on Facebook. I have a full history of things. I have almost two years worth of uploads, information on sequestration, information on EMR, EHR, all kinds of stuff. Procedures, penalties, all kinds of stuff that you want to read about. Or maybe you don’t want to read about, but just want to pull the headlines, that way you can stay up-to-date. The quickest way to get in touch with me is to follow me there, get all the information. I promised Tabor I’d keep it under 45 minutes. And with the start time, and everything else, I’m done. Tabor, it’s all yours.

Dr. Tabor: Thank you, Dr. Davila. All that info, I know we had a little bit of technical difficulties, but that info was absolutely priceless. I know I’ve got a lot of work to do. But I’m proud to know that Genesis Chiropractic Software works with guys like you that know what they’re doing. And I’m ready to implement the right things in my office. So I just want to thank you for being here and being on the call. I want to thank everybody else who’s on the call tonight and on the webinar. And I appreciate you, Dr. Davila. We will talk to you soon. Thank you.

And again, everybody go to www.genesischiropracticsoftware.com. Click on Blog and download Dr. Davila’s free mini e-book. And we’ll talk to you soon. Thanks, Dr. Davila.

Dr. Davila: Thanks. Take care, everybody.

Announcer: Now that you’ve heard tips and strategies from some of the best in the business, head on over to genesischiropracticsoftware.com, and discover how the largest chiropractic offices in the world track their workflow. Scheduling, documentation, billing, and so much more. Thanks for listening, and we’ll see you on the next Practice Growth Strategies.

Chiropractors are always looking for newer and more innovative ways to expand their practice with explosive growth.  Discover the difference between successful chiropractors and unsuccessful chiropractors! Learn from the success of Dr. Fred DiDomenico with this podcast.

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Transcript:

Tabor: Hello and welcome, everybody. Welcome to Practice Growth Strategies. We have a very special guest for you today, someone who is just going to bring a lot of value to the show. He always does every time I talk with him, every time I interview him and that is Dr. Fred DiDomenico of Elite Coaching. Dr. Fred, how are you today?

Dr. Fred: Doing great. Thanks for having me on here, Tabor. I work very closely with Brian Capra, a great guy and great software. Actually, you know, a lot of people don’t know this, but Brian is a lifetime Elite client. And Elite is really built around creating lifetime patients, the most lifetime patients. So, Brian has built into Genesis the proper steps to make sure retention is awesome and you’re building the highest amount of lifetime patients. So, kudos to him for putting purpose into technology.

Tabor: Awesome, man. Well, kudos to you for bringing purpose into the chiropractic profession, my friend. I have had the privilege to be at your seminars, your boot camps and if you’re going to ask me my opinion, you’re the best coach in chiropractic today. So I do really appreciate you. I’ve grown a lot from you and from your teachings.

Just in case out there in chiropractic land there is somebody that hasn’t heard of you, Dr. Fred DiDomenico, tell us about you. How did you get to where you are today and what’s your story?

Dr. Fred: Well, to try and put it in 10 years or less, I graduated from LACC, which had no philosophy and all that does is just piss you off. Like, Billy DeMoss, everybody knows him at Cal Jam, we were LACC grads and a few others. When you get nothing and then you find something, then it just makes you that much stronger. So I ended up in DE and found the philosophy.

To make a long story short, I grew up listening to [inaudible 00:01:59] and a lot of the old timers and saw well over 1,000 a week. You just learned principle and purpose. And you learned that the principle is truth. It’s not to be negotiated. It’s not to be argued. It just is. It’s a universal law, light force to a physical body and a subluxation creates disease. The life force needs to get to a physical body. Subluxation blocks that life force.

Really, in my opinion, being spiritually based stops a person from living their sole purpose. Really, what I’ve found is that I knew my sole purpose was to be a chiropractor. Because of the exposure to DE, it was all about changing humanity, not building a big practice.

So when you have that purpose that burns inside you, you overcome every fear. You strive to be your best. There is no end. There is no point of satisfaction. The only satisfaction is when you fulfill your vision. Then it’s not satisfaction. It’s fulfillment. I definitely reached that point one day. I looked at my schedule. It was 232 people on there. My goal is to be over 1,000 a week. I know I was about 90 days from being 1,000 a week. We were just over 700 at that point.

And then I realized that I just wanted to see over 1,000 a week because it was an ego-based thing. This I’m just talking about me. I probably had at least 10,000 cars driving by my clinic every day. So, what’s 1,000 a week? I realized I wasn’t even touching my community. So, at that moment, I prayed. I said, “God, there’s got to be something bigger.”

A year and a half later, I found myself in coaching and in attempting to go to that 1,000 a week and I found that chiropractic, the profession taught me how to speak about subluxation. It taught me how to be fired up. But I found you couldn’t talk to a stay at home mother of four the same way you would talk to a CEO.

Then what you’d find is either one of them walk out, both of them walk out, but rarely with that big of a range between personality types, you’re rarely going to get both of them to commit. Being spiritually-based, if God puts someone in front of you and you’re not faithful with one, if you say, “You know what? They just didn’t get it. It’s not their fault. It’s our fault.” So, I thought, “If I’m not faithful with one, why would he send me a hundred more?”

So, I spent…now it’s been almost 20 years outside of chiropractic studying what the best communicators do, what the top influencers in the world do. Serena Williams or the president or a pastor or a top politician or a celebrity, if the top people in the world have something that’s holding them back, who do they call? Well, I went to what are those people doing? The Tony Robbins and the coaches that are coaching the most influential people in the world. In reality, what it is is the world now are seeking life coaches. That all started with NLP.

So, I just looked at the business models these people were using, what’s the communication system to get people past their limiting beliefs? If somebody like Tony Robbins can create a $6 billion—that’s billion—a year industry, what if we did that with spinal correction and chiropractic? What if we took the top people in the world and we did what they did and we applied it to chiropractic? Maybe we could start changing humanity around the globe.

Based on that, I formed Elite Coaching and that’s what Elite Coaching is. How’s that?

Tabor: What’s that?

Dr. Fred: That was 10 words or less.

Tabor: Hey, it was under 10 minutes, so you did good. Speaking of purpose, one of the purposes of this podcast is to help chiropractors grow their practice, help them reach success, whatever that is for them, success in their life. And there’s no doubt that you’ve reached success both in chiropractic in your own practice and you’ve reached successes and you’ve helped hundreds of other chiropractors reach it. But you’ve probably had a few people you’ve coached who maybe they didn’t do as well as others.

In your opinion, what is that thing that’s missing between one chiropractor who’s hugely successful, who may hit 500 or 1,000 or whatever their goal is and that other chiropractor that’s out there struggling or not able to hit the goals that they want to hit? Is there one difference or is it a lot of other things? What’s your opinion on that?

Dr. Fred: Well, first of all, I think there’s a big difference between success and fulfillment. You can look around in your life and you can look at all the conditions and you say, “I’m successful. Maybe I’m not where I want to be. But when I look around, I should feel better. I feel great about my life.”

But the reality is you have a vision and a purpose that comes from deep inside you. If you’re not fulfilling that vision, you can be successful and not happy. You can be happy with your conditions, yet there’s something in here that’s pulling you for more.

The people that are successful, first of all, the people that don’t feel like they even have success, they’re putting themselves in front of others, meaning you’re so immersed in your own stuff that you’re not focused on things outside of you and you haven’t stepped outside of your comfort zone enough to realize that you have a sole purpose. When you connect with the fact that you have a sole purpose, you have courage.

Courage, everyone feels fear. Courage is the ability to move through it. And really, what it is is your vision is like crossing a river. That river with a strong current is every limiting belief, every fear, everything you’ve ever known or thought about yourself, which is really an illusion. You have to freaking cross it or you will never, never have that fulfillment of your vision. If you’re not willing to cross it and feel your fear confronted and move through it, you probably are not going to have a fulfilling life.

That’s it, man. You’ve got to know that you were called to do something and you may not know how, but you have the courage to confront it. People who are unsuccessful stay on the bank and they look at the river. People that are successful get in the river. People that are fulfilled never stop.

Tabor: In chiropractic, you almost have to be on a mission, like you say, have that vision. It’s different than a different profession, not somebody who’s selling cars or furniture or something like that. Maybe there’s the few of them that make it a mission for them to succeed in that and maybe they do really successful. But it just seems like in chiropractic, for us it’s more of a calling and it’s more of a mission. I look around my closest friends and the ones that are most successful in practice are the ones that have made it a mission in their life and a purpose behind it.

Dr. Fred: Yeah. And purpose is the fuel that gets you out of bed and keeps you moving. You have to develop the tools and the skills to actually do that at each level of your own personal and professional development, take it to the next level. I feel so gifted that I feel like I fulfilled that card of practice and now I’m into coaching. Have I fulfilled what I want to do with coaching? Hey man, not even one-one-hundredth until the whole world sees chiropractic and spinal correction and living the optimal spine [inaudible 00:09:57]lifestyle , this will never stop and what it is about creating great leaders.

So the whole thing is you’re supposed to fulfill this card, so to speak, and practice. This is the first step. There’s probably something bigger that’s waiting, but the next step in your life for a bigger vision is not going to fall in your lap until you do this part. And so the thing is you don’t have to be the greatest in the world. The thing is you decide what that fulfilling vision is. People know what it is. It’s not something they think in their head. It’s something they justify in their head why they’re successful right now. But it’s something in here that pulls you.

And I just encourage you. You know what it is. Reach for it because since you have it in your heart and you are a spiritual being first, the universe will provide everything. There’s one thing you have to do. There’s only one thing. You have to say yes. When you say, “Yes, I will do it,” the universe will put everything in your path. When you say, “Yes, I’m willing to move through whatever it takes,” is when it comes easier.

The hardest part, Rick Sapio, a renowned business coach has an original quote. I think it’s original, which says, “Eternity is defined by the time between doing what you know you should do and actually doing it.” That’s eternity. That’s where your suffering inner pain is. When you know you should be doing it and you’re not doing it, that’s where the pain is, man. Stop freaking feeling your own pain and just freaking do it. And that’s when fulfillment begins.

Tabor: Well, there it is right there. I always want one action step that we want to give our listeners and what they could do right now and that’s what it is. It’s whatever you’re feeling, that anxiety towards that, you know you should, that fear, but you haven’t taken that next step and done it, that’s what you need to go do right now today.

Dr. Fred: Well, here’s the thing when we’re talking about successful people or fulfilling people is your vision is overwhelming. Like when I think, “Oh my god, humanity around the globe has to know spinal correction.” It’s a little bit overwhelming. But what can I do today? I need to do one thing. You know what I’m doing today? Talking to you, Tabor.

Tabor: Dude, thank you so much.

Dr. Fred: Now this message, here’s the thing, everything you do, how many things? Everything you do on tape, on video, goes around the world today.

Tabor: That’s right.

Dr. Fred: So you sit there and put your iPhone in front of you and tape a message and put it on Facebook, embed it and put it on YouTube and share it with your patients. It doesn’t take a big step, but if you do one thing, one thing, it’s not overwhelming. Do one thing every day, step by step and you’ll change humanity.

Now, on that note, I want to say one thing. In October, the 23rd and 24th this year we’re having a seminar. Guess what the theme is? Taking your vision and your practice from community to humanity. We’re going to have the whole mindset. We have world-class speakers that are going to be there that have humanity mindset. They’re going to show you, number one, how the mindset of humanity, number two have the systems of humanity.

Now, when someone is already a world class leader shows you mindset and systems and you go home and you can do one thing, you’ll probably double your practice.

Tabor: There it is right there, all laid out. We’ll tell them more about this event here at the end. I want to ask you another question, though. Going back to what you said, that you’re just getting started on your journey of coaching and taking this to the world, tell us a little bit about what you’re working on right now. What are you doing and what are you excited about right now?

Dr. Fred: I’m always excited about everything I’m doing.

Tabor: I know you are. That’s why I love you.

Dr. Fred: What I’m doing is I love chiropractic. So, how could you not be excited about something that’s going to advance chiropractic? Well, first of all, I’m really fired up about the October seminar. We have Jennifer Brandon, who’s going to show you how to build a world-class pediatric practice, Robert Monaco is going to show you how to meet that vision and reach humanity and groups. We have Derek Henderson speaking and we have Ernie Landi, who’s practically like the present day BJ Palmer, 2,000 a week for 40 years. I mean, seriously.

Tabor: He’s amazing. He’s amazing.

Dr. Fred: He is amazing. We’ve got Billy D of Cal Jam is going to speak there. A member of Genesis is going to show you how to create lifetime relationships with technology. And then, of course, I have four sections I’m going to speak. So that’s number one.

Number two, our boot camps are filling up. The word is getting out that this is the most powerful mass communication system that creates most lifetime patients in the profession. Everyone else will tell you, and you’ve been there, Tabor, it’s literally the most powerful and influential patient management system that can change the way people want to live their life in a predictable fashion.

The word is getting out about that. People are coming in. That’s a really life-changing experience. It’s really a mindset shift on how to be able to see a person’s limiting beliefs, how to take those limiting beliefs away in a short time, help people find the inspiration within themselves.

We see 3.4% of the population. What percent of the population actually knows their spine and nervous system are the foundation of health and life in their body? Well, I think it’s time that we change. If we haven’t done it in 120 freaking years, maybe we should do something different. I believe that the boot camps are a new communication system for a new world. We’re definitely living in a new world.

The next thing is my book is in the process of being published. It’s finally finished. We’re developing a manuscript.

Tabor: Congratulations.

Dr. Fred: It’s called “Healed.” We are so blessed to know what our sole purpose is, but how many people in the world really do? The difference between an amateur and a professional, someone who’s successful, someone who’s fulfilled versus someone who’s a world-changer: world-changers, you look at Nelson Mandela, Gandhi, Mother Teresa, Martin Luther King. They have an internal reference point. It doesn’t matter what goes on outside them. Their internal reference point, spiritual reference point is so strong, they overcome every condition outside them.

Now, imagine if you have the mindset of an inspirational world leader where your internal reference point was so strong that you could overcome any condition in the world and fulfill that vision. That’s really what that book is about, how to overcome yourself, develop that world-changing mindset, spiritual internal reference point so you can deliver your purpose in the world. We’re going to turn that into a life coaching system.

That will be out and in seminars within the next year. A lot of what I take from that book we teach in the boot camps and we teach in the semiannual seminars. So when you come to an Elite experience, you will have a mindset internal transformation, no question. So those are really off the top of my head, three major things that are going on all simultaneously.

Tabor: Well, I can’t wait for that book and the lifetime coaching that’s rotated around that. Would you say that most of the things holding us back is ourself? It’s about overcoming ourself and getting to that point of just listening to innate maybe or things that just come through us instead of from us.

Dr. Fred: Well, there’s no question, Tabor. Everybody knows that. If you take any responsibility for your life at all, you know that you say, “Okay. I’m the one that gets in my own way.” We all know that as knowledge. But how do we get through that as experience in our life? That’s the difference. It’s really what we know in our head and what we live can be two different things. You could think, “Yeah, I know I get in my own way, but I have no idea how to get in my own way.” The application is where the problem is.

So, what it is is we’ve been able, through 10 years of life coaching and NLP and a lot of spiritual work and a lot of everything, you learn, “Okay. There is a way that you can clear those limiting beliefs.” There is actually a step-by-step system that you can clear that. I do it all the time. You do it with leaders in the profession.

I have people that call me for life coaching, people that are leaders in the profession call and say, “Hey, I need to get through this.” And people that are leaders out in the regular world, not even chiropractic, I help them identify what they are, release it and you see rapid changes in how they view themselves, their conditions and what they were able to achieve and accomplish and manifest is almost an overnight shift.

Tabor: Yeah. That’s awesome. You’re doing some great things. So tell us how we can get involved. How do we get to the seminar in October and what are the days on that again?

Dr. Fred: It’s October 23rd and 24th. Actually, we’ll be sending a video and the registration form out within the next week. Today is Friday, August 21st. So, really, all you have to do is go to EliteCoachingLLC.com and the information is on there. You can call us. If you’re not on our email list, certainly just opt on our email list. We send out videos and stuff all the time. So get on that email list or just call us and let us know.

If you want to talk to me personally, let me know where you’re at and what you’re looking to receive. I promise, it’s my personal commitment and all the speakers, that whatever you come there with, you’re going to leave with an answer, a mindset that’s different and something you can do on Monday that will take you to the next level. With guests, I like to talk to them before hand, know exactly what you’re looking for so we can provide it to you at that seminar.

Tabor: Awesome. Well, I’m going to encourage everybody to head on over to EliteCoachingLLC.com. We’ll have that in the show notes and below the video. Again, Dr. Fred, thank you for being there always. Thank you for answering our questions and sharing value with us. We always appreciate you, man. Love you, brother.

Dr. Fred: Peace. Love you too, Tabor. Thank you.

Tabor: Have a good one. Bye.

Chiropractors are always looking for newer and more innovative ways to expand their practice with explosive growth.  Learn how chiropractors are getting 10, 20, and even 30+ new patients from every spinal screening!

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Transcript:

Voiceover: Welcome to Practice Growth Strategies, bringing you tips and strategies from the best in the business. To find exclusive workflow, scheduling documentation, billing and all of the tools your practice needs, in one easy to use platform, visit genesischiropracticsoftware.com. Now, here’s your host, Dr. Tabor Smith.

Dr. Tabor Smith: Welcome, everyone to the Spinal Screening Webinar tonight. Guys, I just want to make a special thank you to Dr. Brian Capra and Genesis Chiropractic Software for sponsoring this webinar. They’re the reason we’re doing this webinar tonight. I jam-packed this presentation full of value. I respect your time.

I did this presentation at the GPS Summit in Austin where chiropractors were there. They paid upwards of $500 to be there and to hear this presentation. I want this to be literally the most comprehensive spinal screening training that’s ever been given in our profession. That’s why I put almost everything I do – you don’t have time to sit here and listen to me speak for hours on everything I do.

This is about a 45-minute presentation jam-packed full of value. I hope that every one of you on here gets something great tonight that helps you help more people. Honestly, that is what it’s about.

You know, I’m going to show you how to get more new patients. Don’t worry. I’m going to show you how I did it. I grew my practice through dinner workshops and spinal screenings and you’re going to get more patients and make more money with this info.

But here’s what it’s all about – it’s about helping people. I think every one of us on the line understand that. We’re business people. We have a business mind. But we have a heart to help people or you wouldn’t be a chiropractor. You have a purpose. You have a calling. I just hope the information that I can give you tonight will help you to do that and help you to touch more lives.

So, nothing that I tell you here in magic. It’s not going to make new patients just line up at your front door. You’ve got to put in the work. But first you’ve got to know how to do it. Then after we teach you how, you’ve got to put in the work.

A lot of chiropractors have just completely stopped doing spinal screenings all together. So, you know what I say to that? Great. For me and you, for those of you on this line right now, we have an opportunity like never before because, chiropractors have literally stopped doing spinal screenings. Even if all the chiropractors out there were doing spinal screenings, that would be great. We would grow the profession faster than anything else.

Even if they all were doing spinal screenings we should still be doing it. If we’re chiropractors, that’s what we do. We check spines. If there’s a problem, then we recommend care or we recommend, at least, an exam in our office, right?

I always start with that. It’s about more than making money. It’s about touching people.

So, let’s jump right in to how to set up good spinal screenings. I get a lot of questions in a lot of different areas. One of them is, “How should I set up my booth?”

So, this is the most important thing. No matter what you have in your booth, not matter how you set it up, the number one most important thing is, keep the front open. So many times I see these chiropractors who are set up like medical doctors where the front table is at the very front of their booth area. They’re sitting behind their table with all their business cards laid out in the front.

Well, especially if you’re doing spinal screenings – I do a lot of spinal screenings at big events, like home shows or health fairs or bridal shows or boat shows. I have to pay. Sometimes I have to invest, I should say, like $1,000 to have a booth there. I’ve paid up to $2,000 to have a booth at a bridal show. It’s worth it every single time. We make ten-fold on our investment.

Here’s the thing. I didn’t pay $2,000 to hand out my business card. So, I’m not going to put a table in the front there, that blocks everybody from getting into my booth, that has business cards on it. I can hand out my business cards any time on the sidewalk for free.

So, you want to make kind of a U-shape. If you can see from that picture if you’re looking at the slides, in the top left-hand corner, I have tables on both sides and then I have chairs in the back where they can sit down and they can fill out their stress survey.

I have things like props that catch people’s eye. You can see we have a computer screen or a big screen TV set up usually. The x-ray view box – I bring in an x-ray view box and plug it in and I use a before and after x-ray up there, not because I think these people know what a before x-ray is walking by. Sometimes I use it for educational purposes.

But it’s so eye-catching. An x-ray – for someone who doesn’t know what an x-ray is, when they’re walking by, they’re just checking that thing out. It draws them into your booth. Using an x-ray view box, just having some x-rays up there can be a great thing to pull people in – a TV, a projector or even colorful posters, which I’m going to talk about next.

With my posters, there are two different kinds of posters that I use in my spinal screening. One is eye-catching posters, right? I want those to be up in the front. The other one might be an educational poster. That’s going to be in the back that I use for my spinal screenings to educate people. Sometimes instead of a poster so I don’t have to carry thing around for education I’ll use those fliers that you get, those partner [sounds like 00:05:40] handouts and fliers.

Now, one of the things I’ve noticed – this is a jewel. This tip right here will add 10 to 20 new patients on to every spinal screening that you do. Here’s where I discovered this tip. There were a lot of people walking by my booth. Imagine that. When I started doing spinal screenings, there were hundreds of people walking by my booth. I would say, “Have you ever had your spine checked? Have you ever had a spinal screening? When was the last time you had a posture analysis?”

I would ask these questions and I would get these answers, all of you if you’ve done a spinal screening before, you’re going to be like, “Yeah.” I would get these answers like, “Oh, my spine is terrible.” Or they’d be like [inaudible 00:06:21] and walk by. Or, “Oh, you don’t want to see my spine. It’s horrible. I’ve got a terrible spine. I’ve had this. Thanks but no thanks.” Then they would leave and I would sit there going, “Oh my gosh, these are the people that need to be in my booth getting a spinal screening.”

But I started thinking deeper about that. What I realized is there are only two reasons why someone won’t stop in my booth. Number one is they don’t think they need it. They don’t think they need my services. You know what? I can’t fight with anyone. I can’t talk anybody into a service that they don’t think that they need.

Number two, though, is they know they need something but they don’t think I am the one that’s going to be able to help them. They don’t even think if they stopped and got a screening, they don’t believe that I could help them. That’s the problem. Those are the people that I want.

So, just in general in marketing in companies all across the country, how do they show people that they can help them? The answer is through testimonials.

So, what I did was I created big posters with my patient’s picture on it and their testimonial. I would put the poster up in front of the sponsoring so that when people are walking by there they could read that patient’s testimonial.

Then I took it a step further which works even better. I actually got my patients who have had great results to help me in my spinal screening. So, I called these patients my sneezers. So, every one of you probably have these sneezers in your office. Sneezers are the ones that just love you so much and have such great results in your office that they just want to sneeze and tell everybody about you.

So, what you do is you ask these sneezers if they will help you spread the word on chiropractic through the weekend events that you have going on, like a big health fair or big home show or something. Most of all, they’re just excited that you asked them.

Here’s the thing too. Most of the time it doesn’t cost me any money out of pocket. I offer to pay them cash for their time, but then I also say, “You know what? I’ll give you a month’s free care in my office or two months.” or however long it is, “Free care in my office if you’ll help me spread the word about chiropractic to our community this weekend.”

They don’t have to work all day, but if they show up and they work, they bring so much enthusiasm to your booth and they tell so many people about your story that I have people coming into my booth and they don’t even want to get screened. They just want to know where to sign up, like, “How do I sign up for this? I need an exam. This guy is telling me an amazing story.”

So, use those sneezers. Try that. If you have a big screening – I don’t take them to the vitamin shop with me for a little business screening, but if you have a big screening at a big event, try that and see the amazing results that it brings.

So, what I use is this spinal screening poster. On this poster in the front of my booth it says, big letters, “Free Spinal Screening.” I designed this poster. The reason why I use it is because I want people to know what I’m doing there without me having to tell them. So, I don’t anybody walking by my booth questioning what the heck it is I’m doing there.

So, they see the sign that says, “Free Spinal Screening,” and it does a couple of things. One of the things hopefully that big red stop sign right there gets their attention, grabs their eye, and it tells them “Get your spine checked.” That’s what we’re doing in our booth. Now, if they look closer at this sign, they also see a bunch of different symptoms.

I’ll be the first to tell you I’m not all about symptoms, but the symptom is their ticket to the show. The symptom is their motivation. So, I have all these symptoms on there. It connects with them and they’re looking at it like, “Headaches? I’ve got a headache right now.” So, it connects with them. They want what I have in the booth.

I think this poster really helps me to touch a few more lives. So, I recommend that approach with the front of your booth. It comes in my spinal screening kit that we have.

So, one of the biggest questions I get and probably on your mind right now also is, “Where do I set up? Where do I find these spinal screenings? How do I get in?” So, the answer is this. I pretty much say there are two different types of spinal screenings. I do two different types.

One I do in a local business setting – that would be going to your health food store, your grocery store, going to Walmart, going to Costco, and doing these spinal screenings. That’s a local business. Those are great. Those can be worth your time but the great thing about those, is you can set them up to be continual, to be like an every other month screening at Walmart. You can set that up and I’ll show you how to set that up.

I just have a once a week screening at a health food store. Now we do more like once a quarter or once a month. But that’s the repetitive. At the gym, you can do a once a week or every other week screening at the gym.

When you’re that consistent with it, you really get to know the community of people in the gym. They get to know you. They start calling you by name. That can really build rapport with your community.

The biggest thing for most of you on here right now is you need to start doing spinal screenings at these big events. Events are where it is. Events will grow your practice like nothing you’ve ever seen. My record of the most I’ve ever scheduled at a weekend screening was at a big event. We scheduled 72 new patients, at one screening.

During these big events, I show people how to make – you can make more than $100,000 this year just by doing like four big event spinal screenings. That’s all you have to do. I showed you the numbers. I have videos where I show you the numbers on that. It depends on how big you can do the screenings. If you guys are getting 72 new patients, you only need like one or two big screenings to make that kind of money.

Again, remember, I’m talking about the business mind. It’s not about money. It’s about touching patients’ lives. But how many patients’ lives can you touch when you’re bringing that many new patients into your office and touching their lives with chiropractic? That’s what it’s all about.

So, what kind of events? Basically anything where there are going to be a lot of people at. I’d say health fairs, county fairs, business fairs, home shows, boat shows, bridal shows, arts and crafts shows. Here’s the thing with the events, it’s easy to get in. All you have to do is find the event and most of the time you just buy the booth.

Now, obviously you want to get on this and start looking for events right now because some events, especially like some of the big events I’m in around Houston, they’re exclusive. Once they get one or two chiropractors in that big event, they’ll shut that down. So, you need to make sure you’re constantly looking for those big events.

How do you do that? I use Google. Google is one of the tools that hopefully you’ve heard about. If you are able to get on this webinar tonight, you’ve probably heard of Google because you’re that internet savvy to know what Google is. All you do is go to Google.com. You type in something like health fair and your zip code. County fair, your zip code. Business fair, your zip code. Home show, your zip code.

You just keep typing these in. Every time you type anything in, Google is going to give you like 50 pages of stuff. So, you’re going to go through each of the pages and you’re going to look for events that are going to be in your area.

Now, when it comes to big events, guys, let me give you a huge tip here. Just go straight to the source. There are not a lot of places that I call venues. There are not a lot of big venues that can hold thousands of people in your community. There are only a couple. So, you go right to that venue. Go to like the civic center.

In my area, we have a big civic center. I’m always knowing what’s going on there. I’m constantly calling them, checking their Facebook, their Twitter, following them, checking their website to see what their schedule is.

So know the schedule of all those big venues around your office. That way when you see an event that pops up that you could have a booth at or a spinal screening at, then you just sign up and you can be right there.

Another thing that we’ve done before, that still works pretty well, it will get you in for more screenings, is to contact all the churches in your area and find out if they have an annual health fair. I know you’re like, “Church has an annual health fair?” But you’d be surprised. There are some churches, especially the big churches that do have an annual health fair.

Even the ones that don’t, you can offer to help them set that up. It’s a great way for churches to reach out into their community and can get you in the door there. So, you can check those things out as well.

Now, for the local businesses, I have a script for you. I call it an outline, not a script. Some people are like, “How do I contact this business? How do I get in?” So, I have a little script for you. When you contact them on the phone – you can contact them in person or you can contact them on the phone.

I have found that contacting them in person does work a little bit better, has a little bit higher success rate. It depends on how much time you have. A lot of chiropractors don’t have time to go to 20 different businesses, to go walk in the door and try to set up spinal screenings.

So, what you do is you’ll write down the name of that business and their phone number and you’ll make a big list of 10 to 20 businesses and you’ll just sit down and you’ll call each one of them. You’ll use this outline right here.

Number one, you pay them a compliment. Number two, you tell them how you can help them, and then number three you tell them how it helps you. They’re not dumb. Even though you might donate the exam fee to a charity or something, they know you’re not doing this just for community service. They know that these screenings do benefit you, personally, in some way, form or fashion.

So, what it might sound like is let’s say I call the health food store and I say, “Hey, Jenny.” Well, let’s say Jenny answers the phone. She’s like, “This is Jenny, blah, blah, blah, health food store.” I say, “Hi, Jenny. This is Dr. Tabor with Pure Life Family Wellness. A lot of my patients are coming in from your store. They use your products and they paid a lot of compliments to you guys. I just want to tell you that obviously you’re doing a great job and you’ve got great service and great products there.” So, I break the ice a little bit.

Realize it’s an outline. That’s not my script. It might sound a little bit different every time I say it. But it breaks the ice. Then I say, “Jenny, I don’t know if it’s you I need to talk to, but what I’d like to do is volunteer my time to set up free spinal screenings in your area.

We check spines in the community as a community service. We do that for absolute free for your customers. We just come in on a weekend and set up for an hour or two and just give people spinal screenings and let them know how their spinal health is, something like that.

As soon as I say that, I’ll say, “That really helps me out. It helps me get my name out in the community and we’re able to do something great for our town or our city.” So, that’s an example of what I would say on the phone. I didn’t do a very good job there. Hopefully it would come out a little bit better. But you get the idea. That’s the outline.

So, the best types of businesses – like I say, health food stores, coffee shops, smoothies. Those are already kind of health-minded there. But Walmart, Target, Kroger, HEB. If you’re trying to get into Walmart, don’t even waste your time walking up to the manager.

You can try to get in something like that, but here’s the way we did it. We didn’t go straight to the manager. We went through a side door. The businesses that are the front of Walmart – they usually have like an eye center, hair stylist, nail salon.

Well, one of ours had an insurance company. We were able to set up backpack checks for kids at the beginning of every school year at that insurance company inside Walmart. So, it gave us access to Walmart’s people without having to go through Walmart. So, you might try little things like that. A lot of times those stores do have like employee health fairs and things like that. So, you need to be in contact with them.

So, the number one way you get in though, guys, is build relationships with these stores. So, I have a great relationship with our health food store in our area. I know all the guys that work there. They know me by name when I come in. We just have a great relationship. I shop there, imagine that. I shop there and I say, “Have you guys got any fliers or coupons I can give my patients?” We work together and we build relationships.

But also, I always tell people so many times chiropractors are scared to ask. That’s the number one thing. You need to be asking these businesses, find out what businesses you want to be in. Ask them every month, call them. Even if they keep shutting you down – the longer you become a chiropractor, the tougher your skin gets, hopefully. So, don’t be scared to hear a no. Be persistent and these things will pay off and you’ll have success.

So, what I call this is my 23% rule because one time I sat down and I had 17 different businesses to call and I scheduled four screenings out of 17. That means I heard 13 noes to get to 4 yes’s. That’s a 23% success rate. So, really, you can expect about two out of every ten people you call to give you a yes. But you’re going to hear a lot of noes. Just know that.

So, the next thing I want to tell you guys about is, what screening technology or what screening technique you use. What tools? Well, here is something really cool that we use a lot now. It’s called the PostureScreen Mobile. A lot of you have probably heard of this. Joe Ferrantelli put it out. It’s an app for your iPhone, your iPad. We use iPads at our screenings and we use this PostureScreen Mobile to check posture.

Now, this is what’s really cool. With Genesis, those of you that have Genesis Chiropractic Software as your EHR, if you don’t, Genesis it’s top of the line, that’s one of the best chiropractic EHRs out there. Now they are completely integrated. They work very closely with CUP and spinal correction and they are integrated now with PostureScreen Mobile.

So, you can actually at your screening, if someone signs up for an exam, you can automatically push the button, transmit those posture exams straight into your EHR, it will create an entire file for that patient and put their pictures right into your software, without you having to do anything except for pressing one button. So, it’s really cool.

What I tell everybody, you know what? Use what works best for you. I’ve used a ton of different technologies, a ton of different methods, anything from surface EMG, posture analysis, [inaudible 00:21:40] machine, chair [inaudible 00:21:40], blood pressure checks. The thing is, look, we’re looking – at least when I do screenings – I’m looking for evidence of subluxation.

If they have evidence that they have a problem in their health that I can help with like correcting subluxation, which is what I do in my office, then I have to recommend that they get a further exam, so that I can find out the extent of that problem and how much I can help, right?

Now, if you want to tell me that your blood pressure check is evidence of subluxation. You know what? It might very well be. Because people who are subluxated have high blood pressure. So, you’re looking for evidence of something that you correct in your office. That’s what a screening is and that’s what we do at our spinal screenings.

We check the spine and I use PostureScreen Mobile because if they have abnormal posture – posture is the window to the spine – more than likely they have subluxation in their spine. They need to be in my office and I have to recommend an exam for them so that I can tell them what their problem is and what’s causing the problem.

Use what works best for you. The methods that I teach in my spinal screening program are what we use. The technology is important, don’t get me wrong. But if you really want to touch more lives and get more lives into your office, it’s those procedures that we use step by step. These are the procedures right here.

There are three steps to every spinal screening. Okay guys? Number one, you have to stop the person, obviously. Number two, you have to screen the person and then number three, if you really want to help them – don’t get me wrong. Just doing a spinal screening is a huge value for your community. It’s a huge value for the people who are there in your booth.

If you truly find a problem and you really want to change this person’s life, how are we really going to change their life if we don’t get them in our office. You know what I mean?

Our procedures have to be so good that we get more people into our office so that we can really help them and to really change their life. So, going through a spinal screening step by step – if you just remember these three stages and then train for each one of those stages, your spinal screenings will go that much smoother and you’ll have so much more effect in helping more people.

So, stopping them, that’s your greeter’s job, right? We talked about greeters a little bit. The biggest mistake that chiropractors make when they stop a person, is probably the biggest reason chiropractors hate doing spinal screenings, is because people don’t listen. They just keep walking by or they’re not interested, right?

Here’s the thing. Most of the time, chiropractors are asking them a yes or no question, like, “Would you like a spinal screening today?” We’re so ingrained as a society, we have a social reflex to just say, “No thank you.” and keep going. How many of you have had that happen to you 100 or 1,000 times in one day where you’re like, “Would you like a free spinal screening?” “No, thank you.” They just keep going and they do it over and over and over. Of course you’re going to get tired of spinal screenings that way.

So, instead of asking them a yes or no question, we switch that and change that to a question that’s going to cause them to not have a yes or no reflex, but have a reflex that causes them to reach into their memory centers, like temporal lobe and reach into those memory centers and grab some information.

So, what I would say instead of, “Would you like a free spinal screening today?” which I’m assuming they even know what that is, is I would say, “When was the last time you had your spine checked, sir?” or, “Have you ever had a posture analysis?” What you’re going to find they do is they stop and engage a little bit more. You might even see their eyes go up to the right or they go up to the left. That’s what you do when you’re looking for an answer, especially you’re trying to access the temporaral lobe.

Most of the time – seriously, pay attention to this – 75% of the time that person is going to come back with, “What is that?” They’re not even going to answer your question. They just say, “I don’t know. What is that?” That’s where we got them. You just engaged them. They didn’t just keep walking and say no thank you. You’ve engaged them to say, “I don’t know. What is that?”

That’s where we teach our greeters to say this simple phrase. When they ask what it is, all they do is they say, “It’s a quick analysis that helps us determine the health of your spine. It takes two minutes and it’s free.” and they motion to come into our booth. So, what we just did with that was we answered all of their questions, which was, “What is it? How long does it take? How much does it cost?”

We answered it like that, “It’s a quick analysis that helps us determine the health of your spine. It takes two minutes and it’s free, and motion into our booth. That’s all they need to say. That will increase it by least 50%. If you’re doing it right, that will increase the amount of people that you get into your booth so that you can screen then.

Then you move to stage two which is actually screen them. The biggest thing that chiropractors make a mistake here is they don’t tie the symptom into what they find on the screening. So, this person comes in. Let’s say their symptom is, I don’t know. It could be anything, from neck pain shooting down their arm or it might even be heart palpitations, whatever their symptom is they’re most concerned with.

They come in there and we do a check and you’re like, “Yeah, you have a high left shoulder and a head forward posture. So, I’m going to refer you for an exam in my office.” You didn’t connect that to their symptom at all. So, the person is like, “I don’t care if I have a high right shoulder or a forward head posture,” and then they leave, right?

So, what you do is this. They come in. You’re like, “Okay, John,” on your stress survey, you have their name, their symptom. So, you know their name. You know what their symptom is. You say, “Hey, John, I see you’re having neck pain and headaches. Let me ask, how long have you had those?” John says, “I’ve had them for three days.”

Here’s your answer every time. “Really? Wow. Well, I’m going to be very interested in finding out what we see on your screening. And you just totally tied in their symptom with your screening and in their head they’re thinking, “Hey, this guy is looking for something that’s causing my problem.” So, you’re totally drawing them in.

Then if you’re do their posture analysis you say, “Look, you have a high left shoulder. That means you have a cyst in your spine at that area that’s putting pressure right on the nerves that cause headaches and run down your arm and cause pain in your hand. I have to recommend a further exam in my office. We’re doing a great deal today, with this discount, blah, blah, blah. Is this something you’re interested in?” So, then this person is like, “Dude, this guy just found evidence of what’s causing my pain and my problem. Of course I’m going to go get an exam in his office because he might be able to help me.” You’re building that desire.

Then you sign them. That’s the easiest part. You have your CA or whoever it is. They have the schedule. You schedule them and collect payment, especially if you’re at a big event. You’ve got to collect payment or you’re going to have so many people no-show. That’s not even funny.

So, we either collect $20 for our exam and if you want to donate it a charity you can. We’ve done upwards of $40 for the exam. It’s kind of an anchor. They’re more likely to show up. You’ll still have a couple of people who probably won’t show up and you’ll keep their $20. So, you’ve got to collect money there.

Or if you’re at a mom and pop store like a health food store and you don’t want to collect money there, because you don’t want to look like you’re taking money away from that business, you get a double serious yes. That’s very important.

You teach your financial person to do that. Here’s what it sounds like, “Okay, Jenny, I have you scheduled at 5:00 on Monday. Are you sure you can make that?” You look right at her and Jenny says, “Yes.” That’s her first yes.

The second one is you stop. You put down the clipboard. You look her in the eye and you go, “Jenny, that’s a very, very valuable time in my office. Are you absolutely positive you can be there at that time? You have to make sure you don’t miss that appointment.” and Jenny’s going to be like, “Uh…. Let me check my schedule.”

You’re like, “Yeah, that would have been nice of you to do that in the first place. Thanks, Jenny.” That happens all the time. So, you get a double, very serious yes to make sure that’s a time they can make.

All right. So, a couple more tips here – this one is great. We use Biofreeze samples. Especially at these events, people are going booth to booth grabbing what’s free. So, this is a great way to give away free stuff. Biofreeze, if you go to Events.Biofeeze.com, Biofreeze will actually send you free samples for you to give away at your spinal screening.

The cool thing is they’ll actually stamp your clinic name and phone number on the samples. So, it’s personalized samples that you can give away at your booth.

I know that Biofreeze is not a cure-all for everything, but if it gets some more people into my booth so that I can help them and touch their lives with chiropractic, that is helping me out and I appreciate that.

Then collecting leads – a way to collect leads, they’re going to put their email on their stress survey, that’s one way. You can plug those emails into your email sequence that you use for your office or something. But here’s one way, seriously, to double leads, get tons of leads and then increase your number of new patients significantly is by doing dinner workshops. You tie that in with your spinal screenings by doing this.

Every big spinal screening that I do, I’m going to have a lead box out front in the front of the spinal screening, so that people can walk by and sign up to win a free dinner. So, when you’re at these events, a lot of people don’t even come into your booth, but they are going booth to booth signing up to win all this stuff. Well, they’ll signing up to win a free dinner in your office and then you can set that up. You can have a dinner workshop that week. So, half the people that didn’t sign up for an exam at your spinal screening will come to your dinner workshop and you can sign them up there.

So, what I normally do, if I’m going to have a big spinal screening like on Saturday and Sunday, I’m going to have a lead box and we’ll get 60-70 leads for that free dinner. You know what? You can give away a $50 gift card to one of them that you draw, or whatever.

It’s your drawing, so you can have as many winners as you want. I let everyone be a winner and I’m calling every one of them back on Monday telling them, “Congratulations, you are one of our winners. We have a dinner this Thursday night, mine is Stress – How to Live a Long, Healthy Life. All I need to know how many seats to reserve for you.” We do ours at Texas Land & Cattle. So, it’s a steakhouse.

You’re going to hear a lot of noes again. A lot of people are going to say, “No, I don’t want to.” But you’re going to get 10-20 people, maybe even 30 people from that who do come to your dinner. Dinners are great. There’s a huge success rate for your dinners. So, if you have a sponsoring on Saturday and Sunday and you set your dinner workshop up for Thursday night, that works out about perfect.

Imagine that – imagine 20-30 new patients over the weekend and then here comes Thursday night and you just sign up another 10-20 new patients or more from your dinner, so the next week is packed.

Then you’re working your butt off for these two weeks, two or three weeks just processing new patients and your business goes like crazy. It skyrockets through the roof and how awesome is that?

As soon as you get done with that crazy wave of working, then you take your family off to a short vacation for the weekend and you tell them, “Thanks for staying with me through that.” You put your head down and you go to work and you process that many new patients. But it grows your practice like crazy and it touches lives like crazy. That’s what we do.

And the most important thing that we do, guys, out of all this is we have the right mindset. It’s very important. At your spinal screening, your words are simply thoughts taking form. Like I said before, if it’s all about getting new patients for you, if it’s only about the money, then you might as well not even do it because it’s not going to work. I promise you that. So, the old mindset was, “I don’t like doing spinal screenings.” Or, “Medical doctors don’t do spinal screenings.”

Your new mindset is this. At every spinal screening that you do, I want you to go there thinking, “I’m just here to help that one person who is looking for me. That’s why I’m here. I’m here because there is one person out there who is looking for me who can’t find me and they’re going to be here. That’s why I’m here.” And that person turns into ten people. It turns into twenty people at every screening that you do. But you constantly focus on, “I’m here to help that one person who’s looking.”

I want to share this with you guys. This is who is looking for you right now. This is why you need to be the one to do spinal screenings in your community. Sandy was diagnosed with type I diabetes when she was only eight years old. She had scarlet fever when she was young and the medical doctor told her that’s what killed her pancreas or burnt up her pancreas, whatever. She was told she could never have children because the health condition she was in. She wouldn’t accept that.

She might not have had a pancreas but she had a heart of gold. She wouldn’t accept that fact. She lost her first baby. Her first baby died. It was only three days old. Her second attempt was a stillborn and died. The third and fourth attempts were successful. She had two little boys that she loved with all of her heart, but her health continued to get worse.

She was in and out of hospitals her whole life. She was in medical doctors’ offices taking drug after drug having surgery after surgery, so sick all the time. She missed out on half of her kids’ activities growing up.

She was taking 27 prescription medications, 27 prescription medications she was on. In her 30s, she was young, in her 30s she had renal failure. Her kidneys shut down. She had to go on dialysis. She would drive 30 miles four days a week to the dialysis clinic to get all of her blood in her body pumped out through a machine that cleaned it and pumped it back into her body.

She continued to have these problems with diabetes. She developed neuropathy in her legs, her nerves and her feet died, completely died. She developed what they call Charcot joint disease. Charcot joint sounds like chalk, right? Basically your feet and the bones in your legs turn to chalk and you don’t have any feeling in your legs at all because your nerves are dead.

So, she would break her ankle and not feel it and walk on her ankle that’s broken. She would be walking on a broken ankle until somebody looked down and said, “Oh my God. What is that? What are you doing?” So, it got so bad that she couldn’t even put weight on her feet anymore because they would shatter and break.

So, in her early 40s, she was confined to a wheelchair. Confined to the wheelchair, she didn’t even feel it because you don’t feel heart disease, she developed heart disease. At the age of 47, she died of a heart attack. She died in her sleep. From birth to death, guys, her spine was never checked. She wasn’t screened by a chiropractor, never, not one time in her entire life. Guys, that is my mom, Sandy was my mom.

That’s me if you’re looking at the computer on the left there. That’s why we do spinal screenings. That’s why we check the spine. That’s that person that is out there that has never had a chance to understand what true health really is. That’s why you are the only one who can help, who can actually check their spine.

If you don’t do it, guys, nobody will. I promise you. Their medical doctor is not going to check their spine, even an acupuncturist or a massage therapist, they’re not going to check the spine. They’re not going to do a spinal screening. You’re a chiropractor.

In fact, when I graduated from chiropractic school, I knew my mom’s spine just must have been a wreck. I went back to all the hospitals that she had been to. This was in New Mexico. I went back to every one of those hospitals and I gathered up all of her imaging. I gathered up $100,000 worth of imaging. There were CT scans, there were MRIs, there was radiographic studies, like nuclear meds. There was a stack of it.

In fact, if you’re looking at the screen, you can see that. That’s the picture. That’s my office. That’s all of her imaging. I went through those images one by one on the view box. I was looking for her spine. Going through $100,000 worth of imaging, I didn’t find a thing because there was not one picture of my mom’s spine. I guess she just didn’t have back pain that was bad enough to elicit them to check the spine.

She had x-rays of her ankles, her feet, her knees – she had CT scans of all of her organs. She had a brain scan in that group of imaging, but there was no x-ray of her spine in there because, the medical system doesn’t check the spine for health. It doesn’t know. It doesn’t check the spine for cause of disease. You and I do that. We’re chiropractors. We do spinal screenings. Spinal screenings fit your philosophy so well.

Guys, here’s what I imagine. I understand chiropractic might not have completely cured my mom and let her live to be 100 years old. I understand chiropractic might not have been a magical miracle like that. But imagine if it would have just put five years on my mom’s life. Just five years. She would have seen me graduate from chiropractic school, she would have met my wife and kids, she would have seen my grandson born – what would that have been worth?

If you don’t think chiropractic can put five years on someone’s life, then you’re not looking at the studies that are out there. Spine, the most prestigious spinal journal, the Journal of the American Geriatric Society, they both show that subluxation, basically is what they’re saying, but the shift in alignment and poor posture can take up to 15 years off your life.

So, of course they can give somebody five years. How much is that worth, a couple of hours of your time doing a spinal screening? A couple thousand dollar care plan in your office? Absolutely I’d pay that a million times right now to have those years with my mom.

So, what you’re doing when you do spinal screenings, it’s about something bigger than just growing your practice. It’s about something bigger than just making some money. It’s about changing people’s lives through the power of chiropractic.

Screenings, I believe, are the single greatest thing that you as a chiropractor can do, not only for the success of your practice but for the people in your community, and for our chiropractic profession as a whole.

If more of us would start doing more spinal screenings with the right intention and with the right procedures, we can start changing more and more lives and we can take chiropractic to a level it’s never been.

So, I put all of these procedures in my spinal screening program. In this spinal screening kit, you get a CD that has all the paperwork, all the fliers and everything that you need to do a successful spinal screening.

It comes with a training DVD I call the Core Training because it’s going to take you step by step through the stages of the spinal screening. You can give it to your CAs. You can give it to your coworkers and have them study it.

It also comes with an audio CD that will show you exactly how I set up this dinner workshop method. It comes with a CD that’s specifically designed to show you how to set up more spinal screenings in your practice. I just want to read these testimonials to you to real quick. Bear with me. We’re almost done.

“I recently used Dr. Tabor’s screening tools and attracted 30 new practice members into my practice. No sales involved – just simple communication methods that were extremely effective. Thanks, Dr. Tabor. I would recommend this kit for anyone looking to improve their screening skills.”

Then the second one here, “We had our local festival today and was able to schedule 25 new patients using the techniques and scripts from your DVD. We were able to have them pre-pay the $20. I’ve done screenings in the past, but that was, by far, my most successful to date.”

So, you know, guys, I understand, I can’t guarantee you those results. I can’t even say those results are typical just legally as a disclaimer. Plus, I don’t know you. I don’t know your work ethic. I don’t know even if you do get the program that you’ll implement anything that I tell you to do. But I do know that hundreds if not thousands of chiropractors have used this program to attract more people into their community, to get those types of numbers at every spinal screening they do.

So, with the spinal screening, with this program I had to come up with a price. A lot of my mentors were like, “You’ve got to price this at $1,000. You’ve got to price it at $2,000. In fact, all the other programs you see out there are like $5,000 or $6,000. It’s ridiculous. It may not just be for spinal screening, but those marketing programs for your office.

But you know what? I want every chiropractor to be able to afford it. Hopefully you can understand, this is not about making money. This is about showing chiropractors how to reach more people. I wasn’t going to price it at that price. In fact, on top of the low price that it is right now, I added all these bonuses.

With my program, you get the spinal screening poster that I use in my office – you actually get the file. You get the PDF file so that you can take it, to Kinko’s and print out as many posters as you want, whenever you want to. The reason I do that is I know how it is to be a spinal screener. My posters get torn up.

So, about every other month, I’ve got to go to Kinko’s and print out another poster. And I don’t want you to have to buy a poster every time it gets torn up. So, you own that file. And you can take it to Kinko’s and print as many as you want.

It comes with a dinner workshop kit and shows you live dinner workshops that I give to 40 people and one that I gave to 60 people. Then it also comes with the all-access lifetime spinal hygiene doctor membership site. That’s where it shows you how we get into businesses to do spinal safety lectures. Of course, we use that doorway to share spinal wellness and lifetime health.

But you get over $1,000 of bonuses. It’s not $1,000. It’s not $497. Right now, it’s only $297 for the entire program and all of those bonuses. Now you also get instant access to my spinal screening kit because it has an online membership site that has all the training on it.

So, as soon as you purchase it, it takes you right to that site. You can login and you can start training for your staff and yourself for successful spinal screenings. All you have to do is go to this website.

We set this up just for Genesis Chiropractic Software. The website where you can go straight to get this program tonight is spinalscreenings.com/genesis. Okay? So, it’s spinalscreenings.com/genesis.

Now, I want to tell you this will only be up for the next 24 hours. Tomorrow night at midnight, I’m actually shutting this program down. So, you won’t be able to get in. You won’t be able to get this kit. I’m shutting this down for a while. The reason that is, we had so many people get in this program this week and bought this program that I want to make sure that they are using everything in this program, and that they are having success in their spinal screenings before I open it again.

I will open it again, but it won’t be at the $297 price. It will be closer to $500 or $1,000 next time we open it. But for $297 for everybody who sees this, it’s an absolute no-brainer. I can show you how to make $100,000 this year – and again, results not typical, of course I’ve got to say all of that because I don’t know if you’ll really do what I tell you to do. But I personally have made $100,000 a year over the past several years just on my spinal screenings, by touching more lives through the power of chiropractic and through the spinal screening.

$297 for a one-time pay to have lifetime membership access to that is an absolute no-brainer price. I did that because I want every office in the nation to have this. I truly, truly believe 100% that this is the best spinal screening program, spinal screening training that you will ever find. Or at least where you will find up to today, in chiropractic that’s ever been created. I truly believe that.

There’s a 100% money back guarantee. If you don’t believe that, if you don’t believe this is the best spinal screening training you have ever received, all you have to do is let me know and I will give you your $297 back. It is not about having your money. That’s an investment in your career. That’s an investment in your community.

This training is something you’ll have with you for the rest of your life and for the rest of your career. I just pray that it helps you to touch more people and to touch more lives. That’s what it’s all about.

So guys, I really appreciate you being on the phone call tonight. Again, it’s only $297 for the program. You go directly to spinalscreenings.com/genesis and it will show you exactly what you get. It will have a “buy now” button there. You just purchase your kit there. You get instant access to the spinal screening kit online program. You can start watching the videos right away. You’ll have all your bonuses there as well.

Then I’ll also mail you the physical DVD/CD and CD-ROM product as well. So, you’ll have the physical product. You’ll also have it all online for instant access. For right now until tomorrow at midnight is when I shut it down and you can get it for only $297. So, again guys, go to spinalscreenings.com/genesis. Thank you so much for your time tonight. Thanks for being on the call. I will talk to you all soon. Thanks. Bye.

Voiceover: Now that you’ve heard tips and strategies from some of the best in the business, head on over to genesischiropracticsoftware.com and discover how the largest chiropractic offices in the world track their workflow, scheduling, documentation, billing and so much more.

Thanks for listening and we’ll see you on the next Practice Growth Strategies.