Issue 3 - February 2003

Team Tips by Susan Hoy
Help your patients take charge of their health

Healthcare is experiencing a paradigm shift to a “wellness model.” That means that a lot of people – especially Baby Boomers – are taking responsibility for their health.

In his article, “Wellness Works,” (Chiropractic Economics, Sept. 2002), author Peter J. Lord suggests that Americans spend approximately $70 billion on nutritional supplements and $106 billion on preventative screenings, health and fitness advice, alternative health care options and other products and services. If this trend continues, the wellness industry could reach $1 trillion by 2010. Chiropractors should be immediately enhancing their services to serve the needs of this health-oriented paradigm shift.

How does this affect you? Give your patients healthy alternatives to prescription drugs. For example, consider giving your menopausal patients alternatives to hormone replacement drugs.

Additionally, 14 million Americans have low bone density. Are you recommending calcium to your patients?

Millions of Americans take prescription drugs that deplete nutrients from the body. Are you advising your patients on the supple-ments that will counteract the nutritional damage or prescription drugs?

And many of your patients suffer from effects of indigestion. Are you recommending digestive enzymes?

Here are some suggestions to prepare for this paradigm shift:

1. Choose one or two reliable nutritional companies. Don’t over-whelm yourself or your staff by over-purchasing supplements. Begin small and add on. Make sure the products are of good quality and simple to use.

2. Educate yourself and your staff. Each month, invite a representative from one of the supplement companies to present in-house training. The represen-tative will introduce new products and educate you and your staff.

3. Educate your patients. As with all aspects of your care, an educated patient is your greatest asset. Choose a supplement of the week. Write a short explanation about its benefits and post it in each treatment room.

4. Encourage your staff to use supplements. There is nothing like personal experience to promote a product.

5. Write a patient newsletter. You should always have a timely article about a nutritional supplement. Fall allergies, stress, immune system, women’s issues, digestion and bone loss are a few of the topics that can be addressed.

6. Utilize your patient mailings. Whenever you do a mailing to your patients, such as insurance receipts, statements or recall letters, enclose a supplement synopsis.

7. Evaluate your patients. Many nutritional companies have a questionnaire, with a computer program to analyze the results. It is a great way to focus on a particular nutritional deficiency.

8. Offer quality products. Make sure you stress the importance of using quality nutritional supple-ments as opposed to over-the-counter products. Over the counter supplements are not always reliable or controlled.

9. Conduct a nutritional seminar at your office. This is a great way to educate your patients – be sure to recommend that they invite their friends and family.

10. Run a health fair. Get together with other wellness-oriented practitioners and have a health fair. This is a great opportunity to become more visible to the community and align yourself with wellness care.

Now is the time for you to embrace wellness and wellness products. Not just to enhance your profitability, but to help your patients become more health conscious. Your patients need a health care partner they can trust, and they need someone to educate them. Are you ready?

Susan Hoy is a chiropractic team trainer and consultant.