Start with a power question. It can be used equally well with initial exam patients or long time referers. Patients will better understand the need for care and how to refer.

1. "Have you ever tried to explain your pain to anyone at home or work?"
2. "Would you like to see something that dramatically demonstrates your problem?" Take out the appropriate card, touch their spine, and tilt the card in front of them. Explain how nerves allow communication between the brain and all parts of the body. This is where you’re actually teaching them how to use it to show others.
3. Then say, "Would this make it easier for you to explain to others?"
4. "Would you like to take it with you? Fine. It's important to have your family, friends, and co-workers understand what you are going through and how Chiropractic will help. Will you show it to at least 3 or 4 people at work or home today?" Now, they can go out and give a tiny ROF to their spouse and others.
5. "Will you keep this in your wallet or pocketbook and use it to explain what we do when other people ask you or complain of problems?"
6. Ask them at the next visit who they showed it to.

Here are some suggested tips that teach patients to teach and refer:

1. During the Initial Exam or ROF give the Cervical or the Lumbar card to the appropriate patient. Hold the card in front of them and gently tip it away and toward them. At the same time, touch them at their subluxation and if possible, lightly trace along the nerve pathway you are demonstrating. Explain that chiropractic is about more than relieving their pain and that this card is illustrating the possible effect subluxations like theirs can manifest. This demonstration teaches them how to teach others. Tell them to use it to explain to their family, friends, and co-workers why they are coming to a Chiropractor. On subsequent visits ask them who they showed the card to.
2. After a few visits, use the Subluxation card to make sure they understand the unique health approach of Chiropractic. Point out the disrupted nerve energy. Explain how you don’t “pop” or “crack” but rather that you find and adjust subluxations.
3. As the treatment program advances and they are receiving some symptomatic relief, use the Degeneration card to show the consequences of non-care. This is how you build “lifetime” Chiropractic patients.
4. When a patient asks about your ability to help headaches, neck or arm pain or numbness, low back or hip and leg pain, then give them the appropriate card as you get information on who they are inquiring for. What a great referral opportunity.
5. Handing these out generously as you network, give spinal care or ergonomic lectures, or do spinal screenings can positively affect your practice in a big way. Remember, how many you get into your community will influence the results since prospecting is always a game of numbers.