Issue 10 - July2004

Practitioners — seasoned and new — share their experiences and advice

Have you ever said, “I wish I had known that when I began practicing!”? Life experience is a great teacher. Chiropractic Economics asked readers to reflect on their practice experiences and share what they wish they had known about building a practice or becoming a better chiropractor when they first started out.

Dr. Claire O’Dell:
Palmer, 1936
Claire O’Dell, DC, graduated from Palmer School of Chiropractic in 1936. He counts B. J. as his mentor and friend. He has been a chiropractic activist his entire career and has had one wish throughout the years: That the profession could have a “strong, powerful straight, principled national organization.”

Dr. O’Dell started his first practice in Wyandotte, Mich., in a nine-room upstairs building. He used four rooms for living quarters; rented two rooms to attorneys; and used the remaining three rooms for his office. He stayed at this location for almost 12 years, until he built his own 12,000 square foot clinic.

Dr. O’Dell has been a “name” in many chiropractic quarters, but perhaps is best known for two things: He was the chairperson of the National Chiropractic Antitrust Committee (NCAC), the fund raiser for the Wilk lawsuit; and he was the creator and director of the World Posture Queen Pageant. He counts the Wilk victory as one of the greatest events in chiropractic.

His advice: “I would advise new doctors to practice as I have for the past 67 years — straight principled subluxation-based pure chiropractic.”

Dr. Harold T. Hughes: Palmer, 1947
Harold T. Hughes graduated as a doctor of chiropractic from Palmer School of Chiropractic in 1947. After graduation, some chiropractors in the state of Washington recruited him to help break the basic science law that had restricted licenses for 20 years.

He began practicing in Washington without a license and was threatened with arrest on three occasions but did not serve any jail time. He says, “We were called the ‘Catacomb Kids.’ It took nine years to become first-class citizens with a license to practice.”

Dr. Hughes believes that the biggest change in chiropractic has been “the diluting of the chiropractic principle and practice.” And he thinks the most innovative technology introduced in the last 50 years has been heat-recording instrumentation that indicates when to adjust.

He wouldn’t change anything about how he has practiced throughout the years. He says,“I got the Big Idea from B.J. and have been exceedingly happy for 56 years.”

His advice: “If you received the chiropractic philosophy from your college, get on the spine and adjust the cause of DIS-EASE.”

Dr. Merritt Gene Lett: Palmer, 1949
If M.G. (Merritt Gene) Lett, DC, looks familiar, it is because he was featured twice in Chiropractic Economics — the first time as a “Success Profile” in 1965 and the second time, in a follow-up profile, in 2002.

Dr. Lett was influenced by chiro-practic when a chiropractor cured him of his headaches and suggested he consider studying at a chiroprac-tic college. He graduated from Palmer School of Chiropractic in 1949.

After graduation, he returned to his home town of Gadsden, Ala., and took over the practice of a chiropractor who had died. He actually practiced for 10 years before he was allowed to get a license.

His advice in 1965 for new practitioners was, “Try to build a practice by telling the chiropractic story with sincerity and dedication and to be a living example of the precepts of our art.”

His advice today is almost the same: Live the philosophy as taught in colleges and treat the human frame in its entirety.

Dr. Edwin H. Kimmel, DC: CINY, 1949
Edwin H. Kimmel, DC, FICC, FACC, DABCO, graduated from the Chiropractic Institute of New York (CINY) in 1949. Dr. Kimmel has been active in education and research throughout his long career. A noted speaker, he was an instructor at CINY and was also on the Board of Governors for the American Chiropractic Association.

Dr. Kimmel says he has a dream that chiropractic should assume its rightful place in the spectrum of the healing arts. He says, “Even after 55 years in my beloved profession, practicing before many of you were born, I love chiropractic and realize its potential for successful survival if its principles are not abused by mercenary attitudes and abuse.”

His advice: Do a full exam, be honest with your patients and remain faithful to the principles of chiropractic. We have a wonderful profession that must prosper for the future.

Dr. John G. Donovan: Palmer, 1950
Like so many other chiropractors, John G. Donovan, DC, of Carroll, Iowa, decided to follow in his father’s footsteps. He said, “After completing my two years of pre-med at the university, my father [a chiropractor] suggested that I had the opportunity to see chiropractic through others’ eyes.”

He decided to continue his education at Palmer School of Chiropractic and graduated in 1950.

Dr. Donovan opened his first practice in a store-front office with no staff, no car and no money. To get patients, each day he knocked on doors and introduced himself. He says that during his first year, several little girls in the community came down with polio, which was at epidemic proportions. “They couldn’t walk. We treated them all successfully,” he said, adding that 90 percent of his patients had been medical failures. “Hands-on chiropractic allowed my continued growth in the cause and effect.”

His advice: Respect and appreciate the validation chiropractic has today through the efforts of organizations such as the National Chiropractic Research Institute.

Dr. Al Norville: Palmer, 1950
Al Norville, DC, FICC, also graduated from Palmer in 1950. Like Dr. Donovan, he is also a second-generation chiropractor.

When Dr. Norville opened his office in Missouri, he discovered that the public was uninformed about chiropractic, but he slowly grew his practice in spite of that.

Dr. Norville believes that the Wilk vs. AMA case as well as insurance inequity have been big influencers in changing chiropractic over the years. He would like to see unity within the profession and then move chiropractic into the mainstream of the healing arts.

His advice: Associate with a clinic that is established.

Dr. William Webb II: Palmer, 1951
A chicken convinced William Webb II, DC, to go into chiropractic as a profession. He says, “My mother and father were DCs. When I was 13, my father showed me a chicken with a bent neck and a stuffy nose. He instructed me how to adjust the chicken. The vertebra moved as I did the adjustment with no pain to the chicken. The neck straightened and I was thrilled. At 13, I decided to become a chiropractor.”

He graduated from Palmer and when he opened his practice, he sent out announcements. But when he wanted to grow the practice, he asked for advice — from B.J. Palmer himself. “I called B.J. Palmer at his winter home in Sarasota, Fla., and he invited me over to talk about it,” recalls Dr. Webb.

He says his most satisfying experience as a chiropractor came when he was dating a girl who had a chronic aliment. “She didn’t believe in chiropractic for chronic ailments,” he says. “I asked her if I got rid of the ailment, would she marry me?” The treatment worked. So did the marriage. They have seven children.

In the 1970s and 1980s, insurance reimbursements changed. Dr. Webb sued insurance companies 11 times during those decades — and won.

His advice: Take a course in business, then a seminar on advertising.

Dr. Sheldon Score: Northwestern, 1952
Sheldon J. Score decided to go into chiropractic after a chiropractor saved the lives of his parents. The school he decided to attend was Northwestern College of Chiropractic, from which he graduated in 1952.

Dr. Score says he built his practice by working long hours six days a week. "I made sure my patients go the best of care and worked after 5 p.m. to accommodate their schedules."

His advice: Learn from a master. Go to work for a chiropractor who has been in practice for many years as is good at what he does.

Dr. Warren P. Brown: National, 1954
Warren P. Brown, DC, graduated from National College of Chiropractic in 1954 and opened his first practice “on a shoestring with a Zenith Hi-Lo table and a small x-ray unit.”

As he attempted to grow his practice, he ran into “public and medical indifference or animosity,” but he built the practice by getting results and through word-of-mouth, from satisfied patients.

Dr. Brown identifies four things as his most satisfying experiences in chiropractic:

• Helping people recover and teaching them that their body made them well;

• Founding and becoming the first president of the American Chiropractic Association’s Council on Nutrition;

• Becoming certified in radiology and nutrition (DACBR, DACBN); an

• Practicing for 50 years without losing a day to sickness. “I practice what I teach,” he says.

Dr. Brown says, “If I were to start over with what I know now, I would be the best total healthcare giver that I could be, using lab and diagnostics, nutrition and teaching that nature heals. Medicine and doctors do not heal.”

His advice: Decide who and what you are. Decide to do the very best with what you know best. Support the one national chiropractic organization that is doing the most for the profession.

Dr. Ronald P. Georgi: LACC, 1969
Both D.D. and B.J. made this statement: "Chiropractic will empty the prisons and hospitals " We now have the technology to end crime, terrorism and disease using chiropractic, acupuncture, nutrition, psychotherapy and a 12-step program. Now would be a good time.

Dr. Kenneth Martin: Pasadena CC, 1975
Always give more service than you are paid for. Never go for the fast dollar. Generosity repays you 10 times over.

Dr. Ivan Delman: CCCLA, 1977
Here are some "don'ts" and one big “do” to use that’ll help keep you focused and on track as you market your practice:

1. Don't give a hoot that someone else is competing for your market.

2. Don't let the nay-sayers pollute your thinking.

3. Don't forget that the best solutions for most situations come from within you.

4. Don't be afraid to expand the walls of your comfort zone with new concepts.

5. Don't compromise your principles then justify that compromise by saying, "It's good business."

6. Do enjoy!

Dr. Mark D. McClure: Logan 1982
Always remember to focus on what you are doing for the patient and not just on what you are doing to the patient. You are not just moving bones but are changing lives. You are getting rid of migraine headaches that a person has suffered with for 20 years. You are returning a person back to work after a serious car or work-related accident, etc. Remember to always be a big "6-foot ear" and listen to what the patient has to say. Over 80 percent of diagnoses can be established in the patient's history.

Dr. Paula J. Sperry: Life, 1986
People need to pay to get well. I've never seen "free" create long-term patients or good impressions. “Free” discredits us in the eye of the consumer. How would you feel if your dentist offered "bargains?”

Don't steal; see your service as worth more than your full fee. Patients will gladly pay and refer their friends.

Dr. Lisa Fitzwilliams: Palmer, 1988
I wish I had learned sooner the simple business philosophy of customer adaptation. After I graduated and received some practice-management training, I believed that chiropractic adjustment and the management of it would be the focus of my professional life. After being in practice for a while, it quickly became apparent that my patients demanded and wanted more.

The most important rules of economics are customer service and satisfaction. To all new graduates: The business climate has changed. Don't be afraid to "adjust" your professional image to the public. We are primary-care providers who, in these modern times, offer chiropractic as a specialty within the context of a natural lifestyle. Spinal adjustments are more effective in a fully functioning human being who is less toxic, stressed and more flexible.

Let the customer dictate the direction of your practice and you will succeed professionally and personally.

Dr. Bradley A. Dahlager: Palmer, 1991
Work tirelessly and confidently to find and correct the vertebral subluxation(s) in each and every patient you are blessed to care for. Be patient as your patient's body accepts the changes your adjustments create and to continue to work patiently as your patient's body works to regain it's full capacity to self-regulate and self-heal. Hold out hope in confidence because we are all self-healing, self-regulating organisms. And be very proud of what you do. Killing pain is common and crass, but liberating your patient to recover his health, wellness and wholeness is noble and valiant and something which sets you apart. Be proud of yourself and your profession.

Dr. Melinda McKee: Sherman, 1995
A DC once cautioned me to "never become friends with my patients." But, many of my greatest friends are my patients. Many patients have commented how cozy and warm my office is and how stuffy and sterile most professional offices have become.

Getting to know patients and their families on a personal level makes going to the office even more enjoyable. Just don't forget to be professional. Patients expect that, too.

Also, my advice to new DCs is "Don't forget that chiropractic works!" Concentrating on the modalities is not what patients need or want. If you are honest and try your best, your patients will know that. Don't compromise on your adjusting table — buy the best.

Dr. Paul Potter: Life West, 1995
Take a pragmatic approach to starting your practice; avoid getting into much personal debt; make sure as you start that you have a job that pays the bills while you develop your practice. Always follow your heart in the matter of business models for your practice.

Dr. Ken Gee Ehrlich: CCCLA, 1998
Learn the business side of practice before attempting to go out on your own. It's all in patient management. Get with a coaching program, because it's important to learn a protocol and how to handle patients.

Dr. Robert S. Kouson: Cleveland, 2000
Student loan money is easy to get, but very difficult to pay back. Live a frugal life in college so that you are not a slave to a loan payment when you are done. Listen to those who "preach" philosophy; they are the ones who have made the biggest difference in my practice.

Dr. Cherie Johnson: Cleveland, 2001
Thank goodness I lived through my families struggles of chiropractic.

I've seen a lot of new students who think they can only work two days a week and make a million dollars. It takes time to build your name.

Be there for your patients; enjoy your job; think of it as not being your job to make money but as being a hobby. You will be surprised with your profits when you direct your thought in a more positive fashion.

Also learn as much as you can about insurance and don't be discouraged with non-cooperation. Last but not least, work together with other chiropractors.

Dr. Regina M. Syed: Life, 2001
Surround yourself with practit-ioners who have large visions, not large egos. You'll learn more.

Dr. Adam R. Tanase: Logan, 2004
The minds of new graduates are overflowing with "stuff" we learned in chiropractic school. Some is applicable; some is not. So, in the spirit of reality, a favorite quote of mine bodes well here:

“In the practical use of the intellect, forgetting is as important as remembering.”