Great, A New Patient! What’s Next?

The first few visits in your clinic can be the difference between life and death for a patient as well as for your practice! Many patients come in with their radar up looking for the slightest inconsistency or anything that looks like a “sales job”. The most successful practices have very similar protocols for Consultation, Examination, and Report of findings (CER) which creates consistency and exudes professionalism. Patients become eager to sign up for care and are willing to pay because of the value these doctors create.  
 
The First three visits or CER is all about training and systems. We have tools from some of the most successful practices that will help you engage your patients effectively at the outset of their care.
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The most crucial part of a successful consultation, examination, and report of findings is that it is authentic and congruent for you, the clinician. 

  1. Observe yourself during your next new patient encounter and confirm that you truly believe everything you are telling the patient. Secondly, be sure that you are telling them only the essential bits of information. A major error is explaining too much to the patient on the first visit and completely overwhelming them; it all might seem simple to you, but please let your potential patients learn their numbers first before you try and teach them calculus.

  2. The next step is to ensure that when you are asked a question by a patient and you develop a satisfactory answer, adapt your next consultation to include answering that question in advance of it being asked. This process should continue to develop for as long as you are in practice; last year’s CER should never be good enough for you this year.
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  3. Lastly, by the end of your new patient appointment, be sure to get the answer yes to the question, “Does that make sense to you?” and a no to the question, “Do you have any more questions for me?” After receiving these two answers and feeling that you can help the patient, ask “Is this something you’d like to try?” and wait for a yes before moving to your next step.
Self Care
There are many more crucial parts of the CER process, and if you still find you are challenged after incorporating the Healthy ChiroPractice tips above, we suggest you explore some of the teaching modules available in the Practice IQ articles or Video Trainings available for purchase.
Need More Help?
If you answered multiple quiz questions at a 5 or below, or if you just don’t know where to begin in targeting the next step for success in your practice, consider a one-on-one consultation with one of our Healthy ChiroPractice Consultants.
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