One-on-One With an Industry Expert

A successful chiropractic practice can take years to establish. Chiropractic Products asked Mark Sanna, DC, FICC, president of Breakthrough Coaching, Miami, Fla, his thoughts on the tools that are necessary to accomplish this.

What do you think is the most common practice management mistake that DCs make? Probably their attempt to build practices and polish their procedures in-between and around patient care. Developing the habit of devoting regularly scheduled time to building a practice allows DCs to focus their attention on practice growth and, especially, their patients.

What salient and pertinent “breakthrough” advice do you have for CP readers? Practice with a standard of care based on empirical evidence objectives, and document the functional improvements that chiropractic care delivers and how this impacts the quality of life. Master the arts of coding and compliance to effectively communicate the value of chiropractic to interested third parties. Finally, accept that only through combining our philanthropic efforts can the chiropractic profession reach the level of financial commitment necessary to impact legislative regulation, reimbursement, and widespread public acceptance.

What are some benefits to having a practice management coach? Success is a system, not a personality trait; you can learn the procedures, protocols, and tools to become a success. The right practice management consultant functions with ethics and integrity, and has a commitment to the success of chiropractors and their profession. Achieving your goals is directly proportional to your willingness to commit to take action, be held accountable, and to follow the advice that your consultant provides.

What is the history of Breakthrough Coaching? It was actually my father who got me started with Breakthrough Coaching after he attended a seminar. This company was teaching the business of chiropractic according to today’s rules. They knew that the business of chiropractic had changed, and to continue to be successful, the tools we needed had changed too. They said that success was a system, and they applied a system of sound business principles to practice. In 1998, I purchased the company from its original owner. We now have a team of 20 professional coaches, each of whom has the credibility of having been a successful Breakthrough Coaching member before becoming a coach. We work with chiropractors nationally and internationally. Many of the chiropractors I met at my very first Breakthrough seminar are still my friends and remain Breakthrough Coaching members today.

What do you see for the future of chiropractic? My goal is to see the profession recognized for its central and unique role in the delivery of health care. My vision is to have all chiropractors experience the freedom that results from financial abundance. I know that it is only by creating a generation of financially affluent chiropractors who are motivated to support our profession that will win the respect it deserves. CP