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Understanding Patient Compliance

Understanding Patient Compliance. Presented by John Guiliana, DPM, MS. CFPM 9th Annual Clinical Conference. What Makes a Good Doctor?. Mistakes From the Trenches. VS. It’s all in your presentation!. What the heck is he talking about?. It Starts with Your Beliefs.

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Understanding Patient Compliance

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  1. Understanding Patient Compliance Presented by John Guiliana, DPM, MS CFPM 9th Annual Clinical Conference

  2. What Makes a Good Doctor? Mistakes From the Trenches

  3. VS.

  4. It’s all in your presentation! What the heck is he talking about?

  5. It Starts with Your Beliefs

  6. Persuasion(Credibility + Trustworthiness) Credible person = expert experienced, qualified, intelligent, skilled Trustworthy = honest, fair, unselfish, caring

  7. Entering a Room Position Maintain space Social interaction first! The ultimate question Skinetics Mirroring Mistakes From the Trenches

  8. Active Listening versus Passive Listening Seeking empathy “I hear you” cues “Needs” versus “Wants” Paraphrasing Mistakes From the Trenches

  9. Canned Speech Explaining etiologies Surgical presentations Orthotic presentations DME/ IOD presentations

  10. Always answer: What is it? Where did it come from? What’s next?

  11. Present from a “want” perspective Not from a “need” perspective!

  12. Possible Wants Bunion surgery? Orthotics? P&A? Shoe variety/comfort Preclude the need for surgery Eliminating the need for “bathroom surgery”

  13. Say what it is…Not what it isn’t DO NOT think of a white carnation!

  14. Speaking Influentially 14 • Tone • Pace • Volume • Body Language • Mirroring • Law of Decisiveness • Law of Contrast • Law of Association • Law of Friends, Family, and Self

  15. Power words… Critical Crucial Essential Important Prevent/preclude As a means of…

  16. Exiting the treatment room Keep your hand off the knob! Explain next step/expectations Any questions?

  17. Thank You! Jguiliana@aappm.org

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