Issue 13 - October 2003

Take these 7 steps to build an anti-aging practice
By Michael R. Diamond, MS, DC

The aging process starts to get our attention at about age 30 to 35 when the hormonal balance begins to shift, favoring an increase in body fat and a decrease in lean body mass. Today, many of the biomarkers of aging can be measured, monitored and improved through lifestyle changes and supplementation.

Establishing an anti-aging practice within your chiropractic practice starts the same way you should begin any other business endeavor — with a mission statement. In fact, establish two mission statements — your own personal mission statement and an anti-aging mission statement for your practice.

An example of a personal mission is: “To improve myself and to help others.” An anti-aging mission could be: “To live longer. To live better.”

Once you have focused on your mission, the next step is to set goals. For an anti-aging chiropractor, these may include removing vertebral subluxation complexes, preventing disease, preventing cancer, slowing brain aging, balancing hormones, improving memory, improving longevity, losing fat weight, increasing lean body mass, improving energy, improving sexual function and making the patient look and feel good.

Mission and goals established, where do you go from here? Here are seven suggested steps:

1 Become an example. Fix yourself first! Are you out of shape? Do you look healthy or at death’s door? Lead by example!

Some ways to set an example: Get a complete physical examination, including diagnostic tests. Improve your diet. Get seven to eight hours of restful uninterrupted sleep per night. Perform stress-reduction techniques, such as yoga or meditation. Eliminate the bad foods and eat a well-balanced diet. Take supplements to correct vitamin/mineral/micronutrient deficiencies and correct hormonal imbalances. Develop a positive mental attitude. And exercise regularly — no excuses.

2 Study. For your patients and your referral sources to consider you an expert, you have to develop expertise. Some ways to do this:

• Attend training programs provided by supplement companies, colleges and other reputable sources.

• Subscribe to the American Academy of Anti-Aging Medicine and read their journals.

• Research online and keep folders of materials on your computer’s hard drive for easy reference.

• Buy the latest ICD code book and browse through the diagnosis codes. Learn how to pick a working diagnosis for the lab tests that you will be ordering.

3 Prepare your staff. Just as you are an example to your patients, so are your staff members. Work with them to improve their lifestyles.

4 Structure your office. Your office should reflect you as an anti-aging physician. Some things you will need to do:

• Design and print your forms — stationary, intake forms, HIPAA forms, business cards, etc.

• Establish accounts with the laboratories you will use. Get their brochures and become familiar with their technical information.

• Determine your fee schedule for a new-patient consultation and follow-up visits. Identify appropriate CPT codes.

• Decide on which supplements you will carry. Gather catalogs on nutritional supplements and compounding pharmacies. Ask questions about manufacturing standards and quality control and only deal with the most reputable companies that stand behind their products.

5 Begin patient recruitment. Becoming a busy anti-aging chiropractor takes more than hanging your shingle. Remember that every patient over age 30 is a potential candidate for your anti-aging medicine program.

Assess the potential for your anti-aging clientele by going through your active bins and flagging every potential candidate. Then go through your inactive files to see if they contain patients who would be potentially interested in anti-aging.

At the beginning of your day, go through your appointment book and pick out potential candidates for your program. Develop a relationship with your community’s medical doctors and nutritionists. They are excellent referral sources. But a word of caution: Don’t approach them until you know your physiology, endocrinology, supplement protocols and hormone protocols cold!

Do approach massage therapists, personal trainers and gyms as soon as you have basic proficiency — plus 25 patients on your program.

6 Triage every patient. Every patient over age 30 is a potential candidate, but some of them will have more urgent needs than others. Triage your patients:

• Urgent. The patient has a condition that is currently causing a decrease in the quality of life or a dangerous hidden risk factor, such as CAD, diabetes or cancer.

• Emergent. Patients who fit into this category have a condition that if left untreated will lead to a deterioration or loss of health. Some conditions include: obesity, hormonal imbalances, dysinsulinemia, dyslipidemia, loss of memory and sexual dysfunction.

• Nonurgent. Patients who have nonurgent problems can wait until the urgent and emergent problems are solved.

Remember: You will find hidden pathology! When you do you must refer to a specialist. Try not to lose control of the patient – unless it is cancer. Then, the oncologist will usually take control of the case.

7 Run a disciplined practice. Manage your practice to make sure that your patients receive your complete attention when they are with you — and know that you support them in their efforts to achieve and maintain a healthy lifestyle. Here are some practice-management tips:

• Never give lab results over the phone! Lab results can be complicated. To make sure your patient understands, you need to watch body language and make eye contact. You can’t do that over the phone.

• Do not answer questions over the phone unless it is an emergency. This isn’t the best use of your time — nor is it the best way to treat a patient. Schedule an appointment.

• Schedule appropriately for new patient appointments or follow-up visits. Allow adequate time.

• Set up e-mail support for patients. You can charge a monthly fee for this.

• Get the patient’s spouse involved and on the program as well. They will support each other and make better use of your recommendations.

• Refer all patients over 30 to a dermatologist for a yearly total body skin exam.

• Recommend a yearly eye exam by an optometrist.

Anti-aging medicine in a chiropractic practice does not have to take a lot of money or time but it does take a lot of knowledge. Leave no stone unturned and you will find your answers under the elusive rock of wisdom. Improve your health and your patient’s health daily, one step at a time, and you will be astounded at the results.

Dr. Michael R. Diamond has practiced in East Patchogue, N.Y. since 1990. He has his BS in athletic training, MS in exercise physiology, was a NYS EMT and is currently certified as a Master Personal Trainer from ISSA and in natural HRT from Giovane Medical Inc. He is a member of the American Academy of Anti-Aging Medicine and the Life Extension Foundation. He can be contacted at 631-758-7111 or by e-mail at zanshin61@aol.com