How my practice specializes in wellness
By Lynne Sullivan, DC

A sign on the front door of my clinic greets every patient. It says, “Our office specializes in wellness care.”

What the sign says is true. More than 50 percent of my practice consists of long-term patients enjoying the great health benefits chiropractic offers. I have the freedom of practicing as I choose and peace of mind of not worrying about insurance.

And the wellness plan helps fill the appointment book months in advance.

Some doctors equate wellness programs with cash practices. Although a wellness practice usually utilizes some type of prepay system, a wellness program is more than a financial plan for patients — it is a patient lifestyle program.

Because wellness is a lifestyle program, similar to weight management and fitness, it takes time — many months — for patients to accept.

OUR INTRODUCTION TO WELLNESS

Here’s how we introduce our patients to the wellness concept:

When a new patient calls for his first appointment, the CA asks, “Is this for a specific health concern, or general wellness?” Although he usually has no idea chiropractic is part of general wellness, the CA’s question plants a seed of thought in his mind.

When he comes into the office for the first time, the front-desk person greets him warmly and helps him complete his new-patient paperwork. Once he finishes, he receives a tour of the office.

One of the first stops is the wellness board, which contains photos of our happy patients and their families. The board also has pictures taken at our annual wellness-club party. The pictures of our wellness club usually peaks the new patient’s interest.

On the first visit, the patient completes the initial consultation, exam, and x-rays. When he returns the next day for his report-of-findings (ROF), I outline an initial corrective care plan for him and end with an overview of wellness care. To explain the difference between corrective and wellness care, I liken corrective care to orthodontia: Corrective care is like braces and wellness care is the retainer.

Most patients seem to understand this analogy. I also let them know that “yo-yo” patients never get well. I emphasize it is their responsibility to decide how much care they are to receive, but it is my responsibility to recommend what I think is best in their case.

Patients are required to attend new-patient orientation to get a basic understanding of chiropractic and how it can help them.

CONTINUOUS EDUCATION

I generally recommend six months of corrective care, and this is when the real education takes place. For example: We have placed mini-neuropatholators in the reception area. When a patient comes in for his sixth visit, I give him a pamphlet and circle his areas of subluxation. I then encourage him to use the neuropatholator to see which nerves and organs are affected by the subluxation.

On the next visit, I review what he learned from manipulating the neuropatholator.

Additionally, my staff and I identify a “topic of the week,” such as a specific health condition, and prepare handouts that include research on how chiropractic can help with the condition. We then provide these educational materials to our patients.

Patients “see” wellness care throughout the office by way of posters that stress wellness and show how chiropractic wellness care is preventative — just like brushing and flossing your teeth.

Every 12 visits, I conduct a re-examination of each patient. I also ask each patient to fill out a questionnaire that I review in our session. I use this time to probe the patient’s knowledge of wellness.

After new patients complete the initial six months, I congratulate them and go over pre- and post-x-rays to show their improvement and discuss the wellness program.

I find that patients look forward to the wellness program because we have been “talking it up” throughout their time in care. When they sign up, I bring them to the front desk, where my staff gives them a round of applause, a special membership card, and T-shirt.

AFTER ENROLLMENT

I don’t want to take my long-term patients for granted. My staff and I work hard to let our patients know how special they are and how much we appreciate them. Each year, we have a big party in their honor. We also give them the ability to refer their friends and family for a free initial visit.

This is how the program works: Once a patient’s corrective care is completed, we schedule a weekly checkup. If a patient needs more frequent care, I take her out of wellness care and put her back on a corrective-care program until she is well again.

Patients pay one year in advance for wellness care and receive a cash discount. If they have insurance and want to use it, we bill until coverage runs out and put them back under wellness care. (Note: Please have your attorney review your program and check your state regulations concerning prepay.)

A wellness program allows entire families to enjoy the benefits of long-term care. It’s time to start seeing the masses and help people achieve a higher level of health and wellness, and not rely solely on medicine.

Lynne Sullivan, DC, practices in Pleasanton, Calif. She can be reached by phone at 925-487-4070, by e-mail at dcladywss@yahoo.com, or through her Web site, www.drsully.com.