August 2006

CJ Mertz joins with Life U to offer practice management course

Guy Riekeman, DC, president of Life University, working with the Department of Chiropractic Sciences, has developed an innovative alliance with CJ Mertz, DC, and the Waiting List Practice training organization.

This is believed to be the first time that a chiropractic college has incorporated a practice management system into its formal curriculum.

The ground‑breaking action was taken in hopes of addressing one of the biggest weaknesses in the chiropractic educational system: a lack of "real world" business training that enables graduates to launch and maintain successful practices.

Today, new DCs face far more challenges than they did in the past. Increased competitiveness; changes in workers' compensation, personal injury, Medicare, and private insurance; the use of technology in marketing and administration; soaring costs of running a private practice; and changes in management styles have all added to the difficulties doctors must overcome.

When he assumed his role as Life's president last year, Dr. Riekeman set, as one of his top goals, to produce the most successful core of alumni in chiropractic. The college's mission statement expresses the importance of preparing students for the actualities of practice. It states, in part: "The mission of Life University is to educate its students in a set of core life proficiencies, equipping them to become skilled professionals, and preparing them for successful careers focused on serving the health needs of society."

"If students are given the opportunity to complement their study of philosophy, technique and basic sciences with sound management skills, they'll have the best possible chance for success in practice," said Dr. Mertz.

While admitting that new graduates have numerous obstacles to overcome, he emphasized that thousands of practices are flourishing thanks to proper patient and practice management. "It can be done, and is being done, around the country," Mertz stated. "The main reason new graduates flounder or fail is that they just aren't given the information on how to succeed."

Initial student reaction to the addition of practice management courses was overwhelmingly positive. The first module featured Mertz, who has been training students from nearly every chiropractic college through a program known as "Fast Track to Success." He began the program almost 10 years ago along with the late Nick Scandalios, DC, a former graduate of Life University.

The program was originally created in response to requests from chiropractic students who felt unprepared to graduate and enter into practice. The Waiting List Practice principles are now used by more than 14,000 chiropractors in over 30 countries.

Riekeman and Mertz agree that, although no single practice system can fit every student's approach to chiropractic, knowing the fundamentals will instill confidence in graduates and help them establish and run successful practices in their communities.

The Life program includes on‑campus seminars, conference calls, DVD and CD training and online course work. The training covers various aspects of internal and external marketing skills, new patient conversion, patient education, cash plans, patient management, family wellness care, and hiring and office layout design.

To promote his college's vision of chiropractic, Riekeman will begin an 88‑city tour this fall to create chiropractic awareness with patients and recruit students considering chiropractic as a career.