About Patient Communications

"LAASR Your communications... and be Brilliant at the Basics"

If you really want to practice in a "True Wellness Model," you must first communicate from the mindset of a true wellness model.

If you want to have your patients really want what you have to offer, they first must understand what it is that you really have to offer.

Here is what you and I know:

• Lifestyle stress leads to subluxations (nerve interference or "damage").
• Subluxations affect every aspect of optimal body functioning! After all... we live our lives through our nervous systems and any type of compromise causes dis-ease!

If we can correct our patients' subluxations or damage and educate them on ways to stop recreating the same problems again and again, we provide our patients with an opportunity not only to feel better, we also help them prevent problems in the future! We actually have the ability to help them to reverse the aging process and have a better quality of life!

Your patients have a "Health Problem." They do not have a "Back Problem"! You can help them get healthy and stay healthy!! This is what I call the "Whole Story."

Try asking your patients, "Why are you here?" or "What do chiropractors do?" Would they really know the "Whole Story"?

In most instances, the answer is a resounding "No!"

If you truly want your patients to fully understand the "Whole Story," then your mission, should you choose to accept it (and I sincerely hope you will!), is to implement the entire LAASR Mastery Process!

By applying the LAASR (Listen, Acknowledge, Ask, Solution, Resolution) process, you will be able to:

• Learn to hear what your patients are really saying and help them to better understand what you are really saying.
• Tell them your truth and consequences, give them love, care and choices and be honest and compassionate in a 100% Patient Care vs. Patient Scare model! It can be done!!
• Ask a series of questions to help them fully understand the "Whole Story" and realize that they do have a "Health Problem," not a "Back Problem" and your role is to help enable them to get and stay healthy and to experience the joy of truly living a better life!!

No matter what technique you use or which payment program you employ, the common denominator is... PEOPLE!

"Build and maintain relationships, while communicating chiropractic principles, and you will build the practice of your dreams... it is as simple as that."

The LAASR Mastery Process is an extensive, all-inclusive course that comes with everything you need to completely shift your patient's consciousness. Using the materials presented in this program, you can help your patients recognize that they do, in fact, want what you have to offer.

I teach you to quickly connect and build lasting relationships. Being neither your patient's buddy nor their "doctor in a white coat" creates the appropriate relationship that builds practices.

Through the beauty of technology, I have provided you with everything you need to master the LAASR process and packaged it in an easy-to-use format that will get you "up and running" with a minimum of time, energy and effort on your part!

If you sat in on a live seminar, and I were lecturing on this information, I would have handouts with scripts and important information, forms for you to utilize in your practice, and I would lecture from a PowerPoint.

Now... You can get all the benefits of my seminar and receive all this information without the travel time, expense or valuable time away from your practice! And... you can implement this information at your own speed. The reality is - there is no way to absorb all of this information in one sitting. It's impossible!

What is Included in the LAASR Mastery Process

The LAASR Mastery Process includes:

• Training Module audio PowerPoints - These literally guide you through my lecture. All you do is hit "View Show," and I walk (and talk!) you through everything you need to know in that section.
• Audio clips from the audio PowerPoints - You can burn these to a CD, or download them to your MP3 player, and take me along on all your road trips or when commuting to and from your office!
• Forms - You receive all the forms you could ever possibly need (i.e., History form, Pre-Consultation form, Re-Eval form, etc.)
• Scripting and detailed information - I give you "Scripts" to study so you don't have to listen to all this information and then say, "Darn, that was good... I wish it was all written down!"
  
  I also go through each and every paragraph of each script and review with you the "why" behind the "how." I don't want you memorizing scripts. I do want you to understand what we accomplish with each sample communication so you can simply speak from your heart!
  
  The last thing in the world that I want is for you to become a "mini-me robot." What I do want is for you to understand the concepts and principles so you can communicate in a True Wellness model!
  
  You won't have to take ANY notes - I promise!! It's all done for you... the only thing you have to do is to nail this stuff and watch your entire world change!!
• Articles - I also have included detailed articles which explore, in greater detail, some if the key concepts presented throughout the course.

Having this information in front of you is like being able to double click on my brain 24/7! And... you get all of this for a mere fraction of what it would cost to attend one of my seminars! And... one more bonus - the information is yours forever!!

As I work with doctors, I continue to "tweak" concepts to help you get even better results. Whenever I learn something new, or I can provide a distinction, I upgrade the information by posting it to my Website!

Contents of L.A.A.S.R. Mastery Program

1. LAASR Orientation Section
   

   This 70-minute program gives you the foundation for everything else you are about to learn and is a great program to view with your team!

   This program includes:

   • One 70-minute (approx) audio PowerPoint
   • Audio clips from PowerPoint lecture for your listening pleasure
   • "LAASR Orientation" Outline Notes Section
2. LAASR Mastery Overview Section
   

   This 20-minute program gives you a fantastic overview of the entire process. I literally walk you through exactly what happens, from the moment your patient calls all the way through their first re-report. I will help you understand the flow of the process and the order in which you should study each section.

   This program includes:

   • One 20-minute (approx) audio PowerPoint
3. Pre-Consultation Section
   

   This 55-minute program teaches your CA how to deliver the best wellness pre-consultation in only 10 minutes or less. Give your patients the opportunity to "feel heard" while saving the doctor time. Learn how to fully utilize your paraprofessionals' skills and this will become the favorite part of their job!

   Increase your patient's rapport, give them an amazing "wow" experience and take them through a series of questions to begin to shift their consciousness, so they can fully grasp the "Whole Story."

   This program includes:

   • One 55-minute (approx) audio PowerPoint
   • Audio clips from PowerPoint lecture for your listening pleasure
   • Pre-Consultation form to use with your patients
   • Pre-Consultation Training form with scripts and notes
4. Doctor's Consultation Section
   

   This 60-minute program teaches you how to perform a "killer" Wellness Consultation in 3-5 minutes!

   Note: If you don't have a CA doing your Pre-Consultations, I also include the "Docs Consult with Pre-consultation Questions" form. Using this form, you can also address some of the important pre-consultation questions during your consultation.

   Imagine totally connecting with your patient for 3-4 minutes, asking them a series of questions, teaching them "under the radar," knowing everything you need to know and having them feel totally heard and 100% ready for you to start the examination! That is what you will learn in this section!

   I also include a bonus audio PowerPoint and form called the "Reviewing Patient History" form. Not only do I give you a true "Wellness History" form that really works, I also provide you with a 20-minute program that teaches you how to review the Wellness History form after the patient fills it out, how to instruct the patient "under the radar" as you review the form with them and how to stretch their consciousness in the process!

   This program includes:

   • One 60-minute (approx) audio "Doctors Consultation" PowerPoint
   • Audio clips from PowerPoint lecture for your listening pleasure
   • "Doctor's Consultation" form to use with patients
   • "Doctor's Consultation" (with Pre-Consultation questions) form to use with patients
   • "Doctor's Consultation Training Checklist" fully scripted and full of notes!
   • One 20-minute (approx) audio "Reviewing Patient History" form PowerPoint
   • Audio clips from PowerPoint lecture for your listening pleasure
   • "Patient History" form that the patient completes
5. Doctor's Examination Section
   

   This 80-minute program teaches you how to "knock your patient's socks off" during the 3-5 minute exam! By the time you're done, they will fully understand the "Whole Story!"

   Imagine asking your patient, "Just to make sure we are on the same page, what do you understand so far?" And they say, "Doc, clearly I have subluxations that could definitely be causing these headaches, but that also may be related to my digestive issues and PMS. If we don't take care of this, it will not be good. On the other hand, if we get this taken care of, not only do I have a better chance of feeling better, but most likely, I can prevent problems in the future, reverse the aging process and have a better life. Clearly I have a health problem not a back problem and I totally see how you can help!"

   Would that not totally rock your world? You bet it would! This section will absolutely show you how to accomplish all of this!!

   This program includes:

   • One 80-minute (approx) audio PowerPoint
   • Audio clips from PowerPoint lecture for your listening pleasure
   • "Doctor's Examination Training Checklist," completely scripted and chock full of notes
   • Two articles, "Chiropractic and the Lost Art parts 1 & 2."
6. Report of Findings - Part 1 Section
   

   In this 55-minute program, the CA or Doctor learns how to deliver the Pre-ROF presentation, including a discussion of all wellness goals, how to clarify why the patient is "really" here, and the way to review the objective tests.

   If the CA can do this portion, it not only saves the doctor valuable time, more importantly, it helps the patient to literally "sell" the doctor on the fact that they do have subluxations, they do have health problems and, finally, they have found the right place to get healthy!

   The doctor or CA can accomplish all this in 3-8 minutes, depending on the types of objective tests you run. (ROF parts 1-3 are all done in one day.)

   This program includes:

   • One 55-minute (approx) audio PowerPoint
   • Audio clips from PowerPoint lecture for your listening pleasure
   • "ROF 1" handout, fully scripted and full of notes
   • "ROF 1" handout for the patient to take home
7. Report of Findings - Part 2 Section
   

   In this 35-minute program, you learn to help the patient realize what it is they really want... which, in essence, is the "Whole Story."

   They realize they have a health problem, not a back problem, and that they want to get healthy and stay healthy. They also fully realize that you can help them do that. In a matter of moments, the doctor can help the patient clarify what they want. Then, in the next section, we show them how they can have it!

   If your CA does part 1 of the ROF, you can easily do this part in 3-5 minutes, depending on the types of objective tests you run. (ROF parts 1-3 are all done in one day.)

   This program includes:

   • One 35-minute (approx) audio PowerPoint
   • Audio clips from PowerPoint lecture for your listening pleasure
   • "ROF 2" handout, fully scripted and full of notes
8. Report of Findings - Part 3 Section
   

   In this 80-minute program, I walk you through the most impressive ways to make your recommendations to your patients. By now the patient fully realizes they want to get healthy and stay healthy. Now all you have to do is show them how they can finance it. The doctor or the CA can conduct this portion.

   When performed in the manner shown, the large majority of your patients easily accept your highest recommendations (i.e., your year plan or whatever you recommend). Far fewer will choose your lesser recommendations (i.e., 24 visits), and only a fraction will choose less than that!

   You will not believe how many people will choose optimal care. Truly my doctors are always completely blown away by how easy this is!! Help them realize what they want and show them how they can have it. The reality is they want what you offer. They just did not know they could get it from you!!

   With this program, you will get almost all of your patients to refer their entire families to you for evaluation. They will schedule in advance, pay in advance, miss fewer appointments and come with their spouses to the health care talk. (ROF parts 1-3 are all done in one day.)

   This program includes:

   • One 80-minute (approx) audio PowerPoint
   • Audio clips from PowerPoint lecture for your listening pleasure
   • "How to get Family in at ROF" article
   • "Handoff from Doctor to CA" article
   • "Handoff from Doctor to CA" form
9. Daily Interactions Section
   

   This 90-minute program teaches you how to communicate with your patients during their regular visits with you and how you can really deliver the goods!

   If you spend at least 30 seconds with your patients during a regular visit, then you can move your patients from where they are when they first arrive in-1 to in-8 (innate) over a lifetime!

   We deal with every aspect of daily interactions. We clarify the two categories of patients - those who are "O.K.," and those who are not. Not knowing the difference between these two can cost you your relationship with them and critically affect your retention rates!

   We discuss the critical conversations (i.e., the first time they feel good or what if they are not feeling better?). We also talk about the importance of the visits leading up to re-exams. As a result, your patients take on more and more of the responsibility for their health and have a greater appreciation for you "the doctor" and your expertise!

   Once you have mastered visits 1 and 2, you must be able to deliver the goods and deliver a mind adjustment as well as a spine adjustment!

   This program includes:

   • One 90-minute (approx) audio PowerPoint
   • Audio clips from PowerPoint lecture for your listening pleasure
   • "Chiropractic and the Lost Art Parts 1 & 2" articles
   • "Re-evaluation Outcome Assessment Questionnaire" for the patient to complete
   • "Daily Interactions" Outline Notes Section
10. Re-Eval Re-Report Section
    

    This 80-minute program teaches you exactly how to do a rocking Re-Eval and Re-Report! This is the "Achilles heel" of chiropractic because most doctors have no idea how to do a quality Wellness Re-Eval and Re-Report.

    During visits 1 and 2, we helped our patients to realize what they want. In Daily Interactions, we delivered the goods. And in Re-Eval Re-Reports, our job is to get the patient to fully realize the phenomenal life changes they have received, expand their consciousness towards greater levels of health, and get their referrals!

    This program includes:

    • One 80-minute (approx) audio PowerPoint
    • Audio clips from PowerPoint lecture for your listening pleasure
    • "Re-Eval Re-Report" Outline Notes Section
    • "Re-Eval Re-Report" checklist
    • "Re-Eval Outcome Assessment Questionnaire" for the patient to complete
    • Script for CA to use when presenting patient with "Re-Eval Outcome Assessment Questionnaire"
11. LAASR Difficult Questions Section
    

    This 40-minute program teaches you correct and effective methods to use when dealing with difficult questions, statements and/or patients.

    Did you ever realize how you and your staff simply BLOW IT sometimes with patients?

    This program gives you a fail-proof process so you will never blow it again! If you are an "Amiable," you most likely join the "O.K. Corral" and just say, "O.K." to your patients.

    If you are an "Assertive," you most likely render yourself "offensive," although you are probably the only one who does not know it!

    Learn this simple process and you can connect with your patients, help them find their truth and communicate the "Truth and Consequences" of their choices in such a way that they can actually hear you!

    This program is really worth reviewing regularly with your team.

    This program includes:

    • One 40-minute (approx) audio PowerPoint
    • Audio clips from PowerPoint lecture for your listening pleasure
    • "LAASR Difficult Questions" bonus document - takes you through 32 of the most common difficult questions and statements, shows you the most classic blunders, and demonstrates how you can use the LAASR approach to address them.
    • "Assertives vs. Non-Assertives" article - Clarifies the difference between the two and helps you quit bungling the classic blunders!

Patient Education Products

1. TTAT Charts
   

   You will see the TTAT Charts in the Doctor's Examination and Daily Interaction PowerPoints. You can print out "Handout" and "Wall Chart" sizes.

   This chart is a one of a kind. Not only does it connect the dots between spinal levels, pain areas and the autonomic chart, it also poses the question, "Is this a Back Problem" or a "Health Problem"? The package also contains the entire "Chiropractic Premise." I have yet to meet anyone, including MD's, who does not fully agree with this one simple concept.

   You want your patients to get it? You want to have a tool to refer them to? Then you want this TTAT chart!

   This package includes:

   • 8.5 X 11 TTAT chart (MSWord document) that you can add your contact info to and print out
   • 18 X 24 TTAT chart (Adobe .PDF file) that you can make into a wall chart
   • 24 X 36 TTAT chart (Adobe .PDF file) that you can make into a wall chart (Recommended)
   • The ability to print out as many as you like of each TTAT chart!
2. Visit 1 - Patient Orientation Presentation
   

   Record this script and make your own audio PowerPoint. It's easy and it can be used as is or converted into DVD or Video format! Show this presentation to new patients before their Pre-Consultation and begin planting the seeds that will shift their consciousness right from the beginning!

   During this presentation, we welcome new patients and help them to understand what we hope to accomplish during this visit. We clarify that our goal is to help them become healthy and stay healthy. We review the "Chiropractic Premise," explain what we will be looking for (i.e., subluxations, the causes of subluxations, what happens if they have subluxations, etc.), and review the differences between "Limited Scope Chiropractors" and "Wellness Chiropractors." This short presentation is a compelling catalyst to prepare your patients to want what you have to offer without "turning them off," like so many other presentations we have seen!

   This package includes:

   • A beautiful, professionally done PowerPoint
   • Script for the PowerPoint
   • Directions on how to record (extremely simple!)
   • Script that your staff can use to introduce the patient to the presentation
   • Information on the software you need to convert the PowerPoint to DVD or Video format, if you choose.
3. Visit 2 � Patient Orientation Presentation
   

   Use this script and record your own audio PowerPoint to help your patients prepare for their ROF.

   Continue to expand your patients' consciousness and help them to more fully understand the "Whole Story." They will understand the importance of symptoms and why it is important not only to correct the damage, but also to stop re-creating future problems. They will definitely understand your intent and the vast majority of them will want what you have to offer them, assuming you have mastered educating them in Visit 1!!

   Your patient will clarify how healthy they think they are, how healthy they want to be, how long they think it will take to get to that level of health, how motivated they are to reach those health and wellness goals, and, if they have gotten to that level of health, what would they hope for in the future and how they intend to stay at that level of health.

   A form in this package, that your patients complete, called "Up the Tubes Down the Tubes," can totally revolutionize your practice forever!! End the "bait and switch" of, "I am here to get out of pain" forever, without kidding yourself that they really don't care if they get out of pain!

   This package also includes:

   • A beautiful, professionally done PowerPoint
   • Script for the PowerPoint
   • Directions on how to record (extremely simple!)
   • Script that your staff can use to introduce the patient to the presentation
   • Information on the software you need to convert the PowerPoint to DVD or Video format, if you choose.
   • "Tip of the Iceberg" handout and posters, beautifully done. You have never seen anything like this! (These are the same as the one in the PowerPoint your patient will view)
     
     • 8.5 X 11 handout (MSWord document) that you can customize with your contact info and print out
     • 8.5 X 11 (Adobe .PDF file) that you can make into a handout
     • 18 X 24 chart (Adobe .PDF file) that you can make into a wall chart
     • 24 X 36 chart (Adobe .PDF file) that you can make into a wall chart (recommended)
   • "Up the Tubes-Down the Tubes" handout and poster are just incredible!. This one concept can revolutionize your practice. (These are the same as the one in the PowerPoint your patient will view)
     
     • 8.5 X 11 handout (MSWord document) that you can customize with your contact info and print out
     • 8.5 X 11 (Adobe .PDF file) that you can make into a handout
     • 18 X 24 chart (Adobe .PDF file) that you can make into a wall chart
     • 24 X 36 chart (Adobe .PDF file) that you can make into a wall chart (recommended)

Please take the time to MASTER this process. Trust me, it will work for you every single time if you master it!

You may want to coach with me and let me help you fully integrate and master this information to grow your practice to new heights. I am usually wait-listed, but please contact me if you are interested in our working together.

If you are stuck or if something does not make sense to you, please email me at drrosen@rosencoaching.com. I will always do my best to help you.

Please honor that I have poured literally hundreds and hundreds of hours into preparing this program. If you love the information, and want to share it with your colleagues, please honor the law of fair exchange and let them purchase it from me.