Mindset in a Personal Injury Practice

Mindset in a Personal Injury Practice

Mindset In A Personal Injury Practice


What does that mean?

Your mindset is your collection of thoughts and beliefs that shape your thought habits.

I’ve worked with enough doctors who are trying to build a practice.

One mindset is “Oh my gosh, if I want to go out and talk to attorneys about injuries, what do I need to know? What do I need to do?”

And they think, think, think, think, think, think. “Oh, I got to get better. I got to get more polished. I got to be this. I got to be that.”

It takes you away from action.

It’s the wrong thing.

You have to be protective of what you’re feeding your mind.

Your mind is a tool.

It is a tool that you use to determine or to help you to determine what you need to do in order to make something happen. That’s what it is designed to do.

It does better under situations where you are feeding it good data, where you’re feeding it good material.

A lot of doctors surround themselves by people that are constantly feeding them bad information or constantly feeding them bad news or constantly looking at the negative.

Those people say look at the negative, look at the negative, look at the negative, look at the negative.

Look what can happen. Look what could happen to you. Oh my gosh. And negative, negative, negative, negative, negative.

You are watching the news, you are watching negativity, negative, negativity, negativity.  

It is immediately going to start.

Your mindset is going to be negative.

You are going to be programming your own mind to be negative.

Just take a look.

Every one of us has this mind that we use to make things happen.

For some of us, we control it extremely well. We tell it what we need and it goes and gets it.

Those people are not dictated to.

They don’t have random thoughts that are continuously popping up and interfering with their thinking.  

They don’t have someone constantly in their head telling them things.

But some people do.

If you are a doctor out there that is like that and you want to grow a practice, you’ve got to start to actually get a positive mindset and surround yourself with people who have a like mindset of you.

Your mindset needs to be positive and you need the people around you to be positive too.  You  need people who are motivated.

I remember when I used to train, I played college level sports and when I would train, what I was looking for is someone who was better than I was at training if possible or at the bare minimum just somebody that would train with me.

I happened to be a very, very good long distance runner even though I didn’t like to do it. I played high level rugby, I played college basketball and I played some college baseball.

In basketball and in rugby you have to train, you have to run a lot. So I had to.

I would have to find somebody to train with me.

Sometimes it was multiple partners because I’d burn them out. But it made it a lot easier for me to do what I’m doing.

You need to find those partners or those group partners that will help you to be better  Someone or a group that will inspire you.

In the Smart Injury Doctors program that I run, we have a Facebook group.

The whole thing is designed to bring like-minded individuals together to support and interact with each other.

So when you get the “no”, when you get the negative, when you get the, “you can’t to this,” when you get, “that’s not the way it’s done.” When you are faced with negativity, you don’t get dumbfounded.

You have a group that is of the same mindset to support you.

You can’t get confused.

The mind is interesting.

If the mind knows, if you totally know something, it’s very hard to get confused.

But confusion is contagious.

If you’re not solid on what you know, you’re not solid on your understanding of things, then that’s a mindset, too.

If you think, “Okay, good, I just need to know this just to be good enough.” You are fairly mediocre at it.

That’s a mindset, right?

There are people that I know that won’t tolerate that.

They excel at being very, very good at what they do.

They do it until they are excellent at what they do.

Mindset is everything and what you’re feeding it is everything.

When you go home at night, what are you looking at?

If you want to grow an injury practice, are you looking at and excited about, “Hey, let me look at some information that could help me to get better results with my patients”.

Let me actually hook up with a local doctor or a local chiropractor, a local lawyer who has the same goals that I do.

Let’s go out to dinner. Let’s actually do some family things together. “Let me find others.”

Instead of being a lone ranger in the market, like many, many doctors are, you want to find local doctors that have the same mindset that you do.

You want to find people that want to improve and increase their abilities.

If possible, you want to find somebody who is better, who is faster, who is stronger, who is more able, who is quicker than you are, right?

Because that is what seriously helps you.

It also helps them because it helps them to assist another and it strengthens what they know. It strengthens what they understand.

In our Facebook group, the reason why I have doctors ask questions of other doctors is because when the doctors are answering they get motivated.

Also, the more that they can answer and help another, the more that they understand what is being taught in the program.

Mindset is really everything.

I want you to observe when you are thinking about something.

Are you having negative thoughts? Are you having positive thoughts?

Are you seeing what you can take out of this and use tomorrow and you are happy about it?

Or are you sitting there cutting it down and being critical about it?

If you’re sitting there cutting it down and being critical about it, take a look at your mindset.

Because if that is your mindset, if you’re a person who is constantly looking at something in a critical manner, you may be looking for example how am I getting ripped off? Or how is this a problem?

Then that’s what you’re going to have in return.

That is exactly what is coming to you.

That is mindset.

So if you need to shake it up and change it.

The first way that you change it is like any other thing,  you have to observe it.

You have to look at it.

I mean, when you were a kid, when you were an eight year old kid, nine year old kid, when you woke up in the morning, all you were thinking about is, what am I going to do? How much fun am I going to have? Where can I find the next piece of fun? And things were fun. They were bright, they were new.

Well, look at the mindset of you at that time and what you were looking at.

If things aren’t fun for you right now, if things are not good or they’re not going the way that you want them to, look in your mind.

Are you looking at all problems and just dwelling on these problems?

Or are you dwelling on solutions and saying, “Wow, this is an amazing game. I got a puzzle here and I get to figure out the puzzle.”

Maybe you are struggling with your practice.

You’re struggling with, “Oh my gosh, Oh my gosh, how am I going to do this”?

Or how do I market?

Or how do I run staff?

Or how do I get better results?

Or how do I manage this patient?

How, how, how, how?

I am going to share with you something I read or heard and unfortunately I  can’t remember the source but I will share it with you now

When you’re struggling, you are struggling with the how.

What you should be looking for is who.

Who has already done what you are struggling with?

In other words, if you’re struggling building a marketing piece, who has already built a marketing piece?

Don’t struggle with the how.

Find the who.

It is a mindset.

If your mind is, “Oh my gosh, I can’t afford, I can’t afford, I can’t afford, I can’t afford.” Guess what? You can’t afford it.

That is the type of patient you will attract also   

The patients you’re going to attract will be of the same mindset of I can’t afford it.

If you’re thinking, “Oh, that doesn’t work, that doesn’t work. That doesn’t work.”

Guess what? It’s not going to work for you. And the people you’re going to attract, it doesn’t work for them.

That’s mindset.

In chiropractic, I remember one of the things that was taught was all things improve from the inside out.

Well, it’s very, very true.

If you’re trying to grow an injury practice, it’s the same way.

Things grow from the inside out.

Generally, when growing a practice people minimizing themselves.

You don’t need to do that at all.

Whatever that minimization is that you do, whatever that mental trick of whatever your thoughts are that you may be doing, it’s not real.

It’s not true.

You can change it in a heartbeat.

But first you got to see it and then you can change it.

Then you can improve it.

You improve it by aligning yourself with people, with events, with education, with things that align with your purpose.

They align with what it is that you are trying to do.

That’s mindset.

Start feeding your mind with great people.

Start feeding your mind with great education.

Start surrounding yourself with people that acknowledge you and they acknowledge what your goals are and it becomes a lot easier.

Sometimes you have to get rid of those that maybe don’t have the mindset that you have.

That doesn’t make them bad people.

It just means that it’s just not right for you.

There were plenty of times where I had teammates or I had people that were just not the right people for me to work out with.

They were not the right people.

They didn’t have the right attitude.

It didn’t make them bad people.

It just meant that I was not going to associate with them.

So to make things easy or make it easier, check your mindset.

Check your mindset on if you’re building a personal injury practice, check your mindset.

What does your mind focus on?

What is it looking at? Problems?

Are you constantly this problem, that problem, this problem, that problem?

Because if you are, that is what you are going to have.

You are going to have what you’re thinking about.

Sometimes because that muscle is so well worn on negativity, on negative thoughts, on negativity that it feels like it’s almost grooved in but it doesn’t have to be.

You can change it.

You’re powerful enough that you can change, the instant you decide it is changed.

That’s the beauty of it.

For more information on Spinal Ligament Injuries please check us out at www.smartinjurydoctor.com or check out our SmartInjuryDoctors® Podcasts on Apple Podcasts, Spotify, Google Play or Stitcher.

For information on spinal ligament testing by board-certified medical radiologists go to www.thespinalkinetics.com

Want to learn more about Smartinjurydoctor's Program?

Reach Us

Want to know more? We are happy to receive a message from you.

246 Tierney Drive, Suite 1,
New Richmond, WI 54017

1-800-940-6513, ext 700

Leave A Message


Smart Injury Doctors
701 Richards Ave
Clearwater Florida 33755

[email protected]
Call Lee Ann at 1-800-940-6513, ext 700


© 2019 Biocybernetics Inc.

Purpose In A Spinal Injury Practice

Purpose In A Spinal Injury Practice

Purpose is probably one of the most important things in a personal injury practice. In order to grow a practice, you need to have a clear purpose behind it.

Purpose is the reason why you do something.  It is sort of your gauge. It’s your North Pole. It tells you where north is. It tells you when you are off track and when you are on track.

Purpose is the thing that helps you to know if you are improving or not.

In a personal injury practice the desire is long-term rising growth.  Long-term ability to maintain and manage a great staff.  All of which makes your clinic viable and a great place to work, a great place to come to and a great place to recover from injuries at.

Before you can have those things, you must have the purpose to have an injury practice that produces excellent clinical results on your patients, to have excellent treatment results, to have patients that come off your treatment line, out of your treatment programs that are as close to possible 100% made whole.

Yes, they may still have physical derangements that cause impairments, but those impairments are not causing any problems. There are no duties unaddressed. There’s no loss of enjoyment of life factors. There are no activities of daily living that are negatively influenced currently by the patient.

That is the ultimate of what you want to create.

You want to create that as quickly, as efficiently, and as cost-effectively as possible because then you have something really to market.

You really do.

I don’t care if you want to market to attorneys, to medical doctors, to companies, or directly to patients.

If you can have a great purpose that drives great results, then you are what everyone in the market needs.

Neck and back injuries are the most problematic injuries in the market today. No questions asked.

The biggest problem is diagnosis. Ligament injury diagnosis is the number one problem.

Most doctors don’t know how to diagnose ligament injuries.

When you have basic purpose of getting great patient results, of course diagnosis is going to be prominent.

You have to know where the injuries are, you have to know how bad these injuries are, and you have to know what you’re doing with the injuries in order to get great results.

Whether you are a doctor,  an attorney, a lawyer, an insurance carrier, or a patient what is required of the professionals that deal with personal injuries is that the professional is committed to continued education.  

A person who is continually educating himself on the condition that he’s treating. Knowing how to better diagnose it, how to better treat it, all the different modalities that will help with it.

As a doctor, you have to stay on the cutting edge of these things. You must stay current with them.

That doesn’t mean you have to have every new thing that comes down the line because you also have to be able to differentiate.

You must understand the injuries that you treat. You must know what to look for.  

All modalities and all things that can be applied will not necessarily apply to how you are treating those patients.

Your primary purpose must be getting great patient results.

That is what everybody in the market needs.

If you stay on course with that, what it does is it helps you to avoid schemes.

It helps you to avoid things that are about making money instead of talking about patient results.

I listen in the market a lot, and I listened to a lot of leaders and a lot of speakers, and they are basically appealing to the greed of the doctor. They are not talking about better patient results.

A doctor’s job in the injury market is to reduce patient benefit needs, long-term benefit needs.

That is called results.

If a patient comes into your clinic, with a back injury, after they have gone to an emergency room, and nothing could be found, they did all kinds of testing, maybe a CT scan or X-Ray, nothing could be found.

Nobody’s looking at excessive motion for ligament injuries, all that is getting missed.

But the things that medically get picked up, they don’t have serious fracture. They don’t have a cord injury. That’s all been ruled out.

But they are in a wheelchair because they can’t walk. Nobody can figure it out.

They come to you and you diagnose, and treat, and six months later they can run a 5K.

The benefit need reduction is very apparent.

You’ve reduced the long-term benefit need of that patient. If that patient stayed in a wheelchair, their long-term needs would be much higher.

As the doctor, your job is to document in a way that allows the patient access to any benefits that they may be entitled to.

But the bigger job is, is to reduce benefit need, not increase it.

That is called patient results.

Now, when that happens, the insurance carrier’s happy. The patient is happy. The patient’s attorney is happy. Everyone in the market is happy.

That is what they are all looking for.

I’ve coached enough doctors. Some doctors think that attorneys want everything to be a large settlement, but that has not been my experience.

My experience is that most attorneys want to quickly resolve a claim. When you are able to do the things that make it best for the patient and do the proper testing and document well and simply, those are the things that make all the difference in the market.

But that alone will not get attorney referrals.

So I train doctors on how to get attorney referrals.

One of thing I teach doctors to say in presentations is “Look, we’re a clinic that if you or someone you cared about or loved was in an injury, and they had … Let’s say they had migraine headaches. Your son or daughter had migraine headaches, and now they’re throwing up. They get an aura, they get dizzy, and then they throw up. And they’re doing this like, I don’t know, two or three times a week because they got an upper cervical ligament injury that’s causing the migraine headaches. I am the clinic.  The clinic that’ll find and figure out what’s causing the problem, and then we’re really good at treating the condition.”

If you or your son, your daughter, your family member, when they’re in an injury, the first thing you’re not thinking about is, “Well, gosh. How much money are we going to make?” That’s not what you’re thinking about. You’re thinking about, “Oh my God. I have a loved one that’s in serious trouble, and I need to find the best.” “That is us.”

That is a SmartInjuryDoctor. That is what I train doctors to be. That doctor, that clinic.

 You don’t want referrals because you are good at running patients through a mill.

You want referrals because you’re good at getting incredible results with patients. That is what you want to be running.

That is purpose, and that is a purpose-oriented practice.

Because 50% of the patients that have a soft tissue injury, a ligament injury, are not going to fully recover according to statistics, and 30% of those are going to have some serious problems. That is not a patient problem.

That is a doctor problem.

I’ve said many, many times an injured patient should never go to somebody in the middle of a bell curve.

They should always be striving to find a doctor that is at the head of the bell curve, front of the bell curve, top 20%, top 10%, top 2% if you can find them, right?

Reminds me of a story when I was in private practice. I had a patient that I treated on and off for years as a chiropractor in a chiropractic practice. She had had an injury, and she’d come into me. It was about three months after the injury. She was in an auto accident, and she had badly side impact as I recall

She had fractured her leg and hip in the accident. It was that bad. She was waiting for that to heal up before she came in and started to see me.

I asked her who she was doing rehab with for the hip. She was doing it with a physical therapy center that was very close to her home. It was very convenient.

But, it was a geriatric Medicare PT center. They didn’t have any experience with those kinds of fractures.

So I located  a PT program clinic that she could go to that handled those types of injuries because I made it clear to her that even though she’d have to drive farther that her rehab was something that was going to affect the rest of her life.

You needed to find the best of the best.

You need to be the best of the best

That is what you want to strive to be. That’s your North Pole.

That is what tells you, when you look at your marketing, “Hey, if I’m going to do marketing, is this marketing?”

Remember marketing is how you’re perceived in the market. Does this marketing I am doing improve that perception of me in this market?

Education. You want to continuously strive for education.

There’s a lot of different education programs on personal injury.

You can spend weekends at seminars. You can go online. You can go on courses such as the one that I have. You can go to courses with other injury providers. You are going to gain something from every single one of them.

But, your North Pole has got to be, can they help me get better results?

Can they help me get faster results?

Can they help me get more economical results?

Is that their purpose?

In the Smart Injury Doctors program, that is our purpose.

Our purpose is to educate you.

To help you to be able to think with and to be able to maintain that North Pole.

The purpose in a personal injury practice is a great one.

You got to have the right purpose in order to achieve greatness.

I’ve met doctors where I immediately went, “They don’t have the right purpose.” What they are about is the money.

But I know for a fact, the money will come, and it will stay, and it will be very, very large for those that are doing things for the right reasons.

The right purpose

It really will.

That’s been my total experience.

Here is my topic for today, purpose.

I take a short topic and talk about it.

It gives you an idea of my position, of how I teach, how I train in the Smart Injury Doctors program. Thank you for your time

I ask you this, what are you struggling with in personal injury?

Personal injury is the most purpose-driven.

It the most fun.

There is a bit of negative things about it. But, there are negative things about everything in life.

But, it is the most purpose-driven portion of my practice.

But so rewarding.

It really can be.

For more information on Spinal Ligament Injuries please check us out at www.smartinjurydoctor.com or check out our SmartInjuryDoctors® Podcasts on Apple Podcasts, Spotify, Google Play or Stitcher.

For information on spinal ligament testing by board-certified medical radiologists go to www.thespinalkinetics.com

Want to learn more about Smartinjurydoctor's Program?

Reach Us

Want to know more? We are happy to receive a message from you.

246 Tierney Drive, Suite 1,
New Richmond, WI 54017

1-800-940-6513, ext 700

Leave A Message


Smart Injury Doctors
701 Richards Ave
Clearwater Florida 33755

[email protected]
Call Lee Ann at 1-800-940-6513, ext 700


© 2019 Biocybernetics Inc.

Using Videos In Your Marketing

Using Videos In Your Marketing

When patients have spinal injuries, spinal ligament injuries, spinal connective tissue injuries, 50% of them never fully recover and 30% of those by research have a serious problem as a result of their injuries. There’s a lot of risk for the patient.

The purpose in an injury practice is amazing because you need to accept the responsibility of risk of the patient. It is a very high purpose.

If you’re a doctor that likes to help people, that likes to take and turn their risk into risk reduction and really get good results, of course you’re going to want to be in the injury market.

Once you’re in the injury market, you will need to learn how to market into the area.

Marketing is nothing more than determining how you want to be perceived in the market. That’s what marketing is, how you’re perceived in the market.

How you are perceived will attract some people and it will repel others. You can attract what you want to attract and repel what you want to repel.

The best way for me to help you understand that is by example.  Take for example, a high-end dry cleaner. They will attract a certain clientele.

A laundromat will attract a different type of clientele.

At the laundromat, they won’t attract the people that go to the high-end dry cleaner.  At the high-end cleaner, they won’t attract the people that go to the laundromat

It is up to you to decide who you want to attract to your business and that is marketing.

Marketing with video is what is needed in todays market.

Videos create 300% more traffic and they help nurture leads.

Your website, if you have a website right now, your website is 53 times likely to get in the front page of Google if it includes video.

On average people spend 2.6 times more time on pages with video than without.

And 64% of consumers will make a purchase after watching a branded video on a social platform.

This is a no brainer. Adding video to your emails can increase your click rates by over 300%.

Including a video on one of your landing pages can boost your conversion rate.

What I mean by conversion rate is having people take your information and then make an action as a result of it

Nearly 50% of all internet users right now look for videos related to a product or service before they visit the service itself. They’re checking you out.

Some statistics will say that they’re looking for three to five pieces of information about you or about your service or your approach or philosophy.

They are looking to find out what are the benefits of doing business with you. They are looking for that on the internet and videos.

It is one of the best ways to get it to them.

You definitely want to be using video and video is very, very easy to use, especially in an injury practice.

In a Smart Injury Program that I put together, we have a Smart Injury Marketing Program that goes with it.

In that we have all kinds of social media pieces and we have a lot of videos.

These are videos that you can put in your social media channels, they can put on your YouTube channel, you can put on their website.

Our Smart Injury Doctors do this. As a result, they increase their organic search by simply putting it on their website or social media.

You can either go out and you can learn how to create your own videos which takes hours and hours of labor and time  Or you can use a service to  create videos.  This route is a very expensive route.

Or you can buy into some sort of a program where it’s already produced for you. That to me, that’s the easiest way to do it. That is why I have them in my Smart Injury Marketing Program.

The Smart Injury Doctors Program has oodles of videos  that  can easily be used  on YouTube right away, on your website right away, social media, and newsletters

A lot of you think when you’re building an injury practice that it means finding new patients.

But the providers I talk to on the phone have 10,000 patients in their database.

That means you are going to have approximately around 1,100 injury incidents in that database every year.

6% could be in a work related incident and 5% could be an auto related incident. That doesn’t include home incidents or public incidents. These are just work and auto.

Every seven seconds in America somebody’s injured in an auto accident.

Every seven seconds in America somebody’s injured at work.

Every two seconds in America somebody’s injured at home.

There’s a lot of injuries.

If you have 10,000 patients in your database, you have at least 1,100 injury incidents in that database.

You must market to these people in a manner that reaches them.  Video does this.  In a newsletter, on your website, social media, You Tube, etc.

Videos used repetitively to give the same message of how you want to be perceived in the market.

As a top professional.

As somebody who doesn’t miss injuries

As somebody who excels at correction and rehabilitation of injuries.

As somebody who has simplified the documentation so the patient can get access to any benefits they’re entitled to.  Or to anyone that is helping them to figure out what the benefits are, whether it’s an insurer or whether it’s an attorney.

That’s what you want to be producing in the market and you want to be messaging in the market, those things.

That is most easily done with video.

If you’re not using video, you need to start.

There’s nothing better in your marketing than using video.

Again, in the Smart Injury Doctor Program, we have lots of video, lots of video for the doctors to use because we know the power of video.

I highly recommend it. Start. If you’re going to do it yourself, do it yourself, but don’t, you definitely want to be using video.

For more information on Spinal Ligament Injuries please check us out at www.smartinjurydoctor.comor check out our SmartInjuryDoctors® Podcasts on Apple Podcasts, Spotify, Google Play or Stitcher.

For information on spinal ligament testing by board-certified medical radiologists go to www.thespinalkinetics.com

Want to learn more about Smartinjurydoctor's Program?

Reach Us

Want to know more? We are happy to receive a message from you.

246 Tierney Drive, Suite 1,
New Richmond, WI 54017

1-800-940-6513, ext 700

Leave A Message


Smart Injury Doctors
701 Richards Ave
Clearwater Florida 33755

[email protected]
Call Lee Ann at 1-800-940-6513, ext 700


© 2019 Biocybernetics Inc.