In this article you will learn how Dr Mark Earnhart
works less, helps patients much more and makes more money
doing the "Six Steps to Wellness" using a Certified Back
By Dr. Mark Earnhart
I want to write to you about a subject that is very dear to
my heart, Chiropractic Assistants (CA's)!!!! I feel like this
is one of the most overlooked assets to creating an extremely
successful Brimhall Wellness practice. I am of course
primarily referring to back office CA's. Your front office
staff must be trained in the methods you use as well. Few
things are worse than a patient calling up and asking "what's
the deal with lasers" and the front desk saying "I don't know,
I just answer the phone" or something to that effect.
Dr Brimhall frequently refers to Jim Collins' book, Good To
Great, where he states we must get the right people on the bus
and all of them in the right seat on the bus. This is done to
allow them to be the right person to create the wellness
practice our patients and we deserve . To accomplish this, the
doctor and the entire staff needs to be well trained.
So, let's describe how we use a back office CA. We have her
do everything but make the diagnosis and adjust. That the
doctor must do. The CA, once Certified, knows how to do
everything that is legal to do in their individual state. The
best way for me to paint the picture on how effective a well
trained and motivated CA can be is to quantify our results.
Laura is my back office CA and is also my daughter. Let me
share our statistics since she started working in the back
treating patients with me.
1) Nutri-West Nutrition sales went up 93% in 2006 over
2005. So far this year we are up another 38% over last year.
2) Footbath and Erchonia laser treatments went up 178% in
2006 over 2005. So far this year we are up another 27% over
3) Patient retention has gone up because Laura has taken
the time to talk to our patients about care when I didn't have
time. She sees they get the pamphlets, CD's, watch the DVD's
and refers them to the website, etc., Dr Brimhall has prepared
for our use.
4) Patients actually call to ask Laura questions about
their care instead of asking for me. OK, I have to admit that
my ego took a hit on that one the first couple of times. Then
I realized how much that freed me up and now I love it!
These are just a few of the ways my back office CA has
helped me. Now, look at your own numbers and evaluate how you
could leverage yourself. It doesn't matter if you do $15,000 a
month or $50,000 a month, a well trained back office CA will
not cost you money. They will make you money.
Two things you docs need to do however:
1) is to get your CA Certified
and 2) you need to give them the
permission and power to really help you. This means
YOU need to get to August Certification and bring your
For a limited time, Dr Brimhall, is
doing a SPECIAL this time with a second CA being
Just a little information about my practice: I have been in
practice for 25 years. I used to average 75 office visits a
day doing hand's on adjusting. That is all I did with just a
little rehab training in back and neck stretches. I worked
8-10 hours a day, four days a week. Now I see 25 patient's a
day (I'm old and lazy), I work 26 hours a week (max) and make
far more money and enjoy more satisfaction as compared to the
old way I used to do it. Even more important to me is we help
patient's we never could have in the past. This work has made
practicing more fun and more rewarding than I ever dreamed
If you are interested in learning how we work together,
get your CA's to three seminars and CERTIFICATION. Laura
and I will be at certification in August teaching the Doctors
and the CA's how to put it together. It will be worth your
time and money.
If you have any questions about certification, contact
Janell DeWitt at (866) 338-4883.
We look forward to seeing you at certification this August.
Yours in Health,
Mark W. Earnhart, D.C.