blood pressure screenings - david singer enterprises...

BLOOD PRESSURE & STRESS SCREENINGS WELLNESS SCREENINGS PROGRAM

WELLNESS SCREENINGS IMPLEMENTATION PROGRAM

(BLOOD PRESSURE & STRESS SCREENINGS)

Prerequisite to this course is: The Primary Script.

1. Read: How to Take This Course. _____

2. Read: Word List. _____

3. Read: Screenings Introduction. _____

3. Read: Why Blood Pressure and Stress Screening. _____

4. Read: How to Choose a Location. _____

5. Practical: Choose 15 possible locations in your town. _____

6. Read: The Initial Contact Script. _____

7. Practical: Rehearse “The Initial Contact Script” with someone until you are confident in saying it. _____

8. Read: “If The Manager Is Concerned About Liability.” _____

9. Read: “If a Location Says They Need Corporate Approval.”____

10. Practical: Rehearse the script with someone until you can smoothly go from the initial contact script through the concerned about liability and need corporate approval steps. _____

11. Practical: Make several “Letters for Corporate Approval” on the letterhead. _____

12. Read: “Introducing A Charity.” _____

13. Practical: Rehearse with someone Introducing a Charity._____

14. Read: “Sequence of a Proper Screening.” _____

14. Read: “Setting up Signs.” _____

© 2007 David Singer Enterprises, Inc.All Rights Reserved 1/8/07

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15. Practical: Make up signs and send pictures to your consultant.

_____

16. Read: “Conducting A Blood Pressure & Stress Screening Greeter Script.”_____

17. Practical: Rehearse with someone “Conducting a Blood Pressure & Stress Screening.” “Greeter Script.” _____

18. Read: “How to Explain Your Health Care Approach Before The Actual Screening With The Primary Script.” _____

19. Read: “Transition to the Actual Screening Script.” _____

20. Practical: Rehearse with someone “Transition to the Actual Screening Script.” _____

21. Read: “Doing the Actual Screening.” _____

22. Practical: Rehearse with someone Doing the Actual Screening._____

23. Read: Review of Results. _____

24. Read: “Reviewing Test Results Script”. _____

25. Read: “Alternative Close at Event.” _____

26. Practical: Rehearse with someone “Alternative Close at Event.”_____

27. Read: “The Four Way Close, Confirmation Step and Follow-Up”._____

28. Practical: Rehearse with someone The Four Way Close. _____

29. Practical: Get together everything you need including tables, chairs, blood pressure cuffs, stethoscopes (you can get and use an automatic blood pressure cuff which doesn’t require a stethoscope or any expertise), clipboards, surveys, appointment cards, maps to your office, receipt book, etc. _____

30. Practical: Get your screening staff together and drill doing each part of the screening by itself over and over until it can be done comfortably. Next, drill the whole thing putting all the parts together over and over until it runs smoothly. _____


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31. Practical: Do the actual screening. _____

32. Practical: Schedule a once-a-month screening at this location.

_____

33. Practical: Repeat in other locations until you have 4 once-a-month locations scheduled. _____


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HOW TO DO THIS COURSE

This course is designed to train you how to successfully conduct a blood pressure & stress screening or wellness screening. It takes between 6 and 12 hours to do properly. To be successful with this program you must understand the procedures and be able to carry them out yourself. To help you to do this you will be required to read certain materials, write essays to make sure you understand what you read, and practice certain steps to increase your skill in using the materials. You should do this course with another person if at all possible. It is preferable but not essential that they would be involved in doing this program for your office as well. However, if you have no office staff to do this with, you can do it with a spouse or friend.

It is best if you study this material intensively. You should set aside an entire weekend from 9:30am-5:30pm, Saturday and the same for Sunday.

Word ListThese are some definitions of some words in the information below.

1. Indemnify – To protect against or keep free from loss, damage; insure.2. Screening – To interview or test so as to separate according to certain

qualities.3. Vinyl Laminate – Plastic compressed down into thin sheets.4. Stress – Is not just duress on a body from injury or emotion, but also from

chemicals in foods, water, air and what is put on the body such as soaps, lotions, cosmetics, deodorants.

5. Non-Profit – Not intending or intended to earn a profit.


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ScreeningsIntroduction

There are numerous types of screenings. Blood Pressure and stress, wellness programs, trigger point massage, carpal tunnel syndrome, spinal screenings, back screenings, and for acupuncturists free Chinese pulse diagnosis screenings.

The programs vary in how they are offered to businesses, churches, and organizations. They do not vary in the sequence in which they are done or how people are signed up.

Obviously, when presenting to Walmart, a business or church a free blood pressure and stress screening or a free wellness screening your description of what you are offering would vary. Examples of different initial contact scripts are provided for several screenings. You would need to choose the script based on what type of screening you are doing.

However, whatever program you offer the business or church will be impressed that you represent a non-profit, national organization known as The Foundation For Wellness Professionals. As a client you should have joined The Foundation by registering on line at www.wellnessspeakers.org. When you tell them the organization has been in existence for over 15 years and provided 10,000 programs for clubs, churches, groups and organizations they are further impressed.

When making proposals always keep in mind the locations are concerned why you are doing it and what the benefit will be to them. You are doing these screenings because you volunteered to do them and as such are obligated. Saying to a location: “I am obligated to do 30 programs this year and I would appreciate the opportunity to do a program for your customers (employees or congregation, etc)” explains why. The benefit to them is the added service you provide free to their customers or employees. Your program will show their customers they care about them. In addition you could raise money for a charity of their choice or if it’s a church raise money for them.

There are other places to do these screenings that are extremely effective and those are at home shows, bridal shows, garden shows, flower shows, etc. Outdoor


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http://www.wellnessspeakers.org/


organic food markets and even high-end swap meets can be excellent locations. These groups sell booth space but are worth doing. Make sure you tell them of your non-profit status to get a reduced rate.

Another location for screenings is a mall. They will make available a space in a mall where people are walking at a very low price if you are a non-profit organization. Check these opportunities out. You can go when you want, weekends only or hire screeners to be there more often.


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Multiple Choice Questions

1. What are some types of screenings?a. Back, spinal, and carpal tunnel. b. Blood pressure & stress, ergonomics, carpal tunnel.c. Ergonomics, spinal and carpal tunnel.

2. How do programs vary?a.


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Why Blood Pressure and Stress Screenings

The AMA has spent years convincing people they need to get regular blood pressure checks to prevent heart attack and strokes. The need for this is familiar to everyone.

In addition, everyone has stress and is concerned about its effects. Stress contributes to or causes high blood pressure.

Both of these subjects; blood pressure and stress are areas nearly everyone knows and is concerned about.

Why Wellness Screenings

Wellness is now a popularly recognized term associated with prevention and improved health. Offering a Wellness Screening has a positive acceptance, more so than a spinal screening that would seem limited to spinal problems.


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How to Choose a Location The easiest locations to do a screening are places you already have relations with or are located near your office. If you or someone in your office or home uses a particular beauty salon, health food store, health club, weight loss center, etc, these would be the first places to go. Next you could choose locations within a 5 mile radius including banks (your bank), retail stores (Walmart, Sam’s Club, Cosco, Petco, Pet Smart, Home Depot, Staples, etc), recreational locations such as bowling allies, indoor tennis clubs, yoga studios, senior centers, and teacher’s lounges, etc. etc. You might also do these for businesses, at flea markets, home shows, women’s expos, art fairs, renaissance fairs, and other locations mentioned earlier.

Initial Contact Script

Your proposal to do a screening should be done with the decision maker whether it is the store manager, the human resource director, the owner, etc. Always ask for the manager in a retail outlet. In a health club, vitamin store, Curves, etc. ask for the owner. If the owners are not there ask for the manager. At Walmart, talk to the pharmacist.

In general your script would be:“Hi. What is your name (Bob). (Bob) my name is Dr. Singer, I am a volunteer with a national non-profit organization called The Foundation For Wellness Professionals. We provide disease prevention programs and as a volunteer I agreed to do 30 programs this year. One of our programs we do is called a (Blood Pressure and Stress Screening, A Wellness Screening, A Carpal Tunnel Screening, etc.) This program helps those people who participate by finding out if heath problems exist and preventing them from getting worse. It would be an added service to your customers and help create customer loyalty to your business. It could also actually prevent some people from having a very serious health problem. At the event we could also raise money for a charity you support. Again there would be no cost to you and we need very little space. I will provide the staff and you would be helping me meet my obligations as a Volunteer with The Foundation. Would you like to try it once for a few hours and see how it goes?”


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IF THE MANAGER IS CONCERNED ABOUT LIABILITY

MGR: Well I’m concerned about liability.DR: I have Liability Insurance for my office that covers me anywhere I work.

I could bring you a copy if you wish.(Wherever your office is, you will have to have Liability Insurance for “slips and falls”. Simply call your insurance company and have them attach a rider covering you for work you do outside the office, such as a screening in a public setting. It is usually free to get the rider. The most it would be is $100 for a year. Some companies require that each time you want to do a screening you call up and get a new rider for a new address, date and time.)

MGR: Yes, bring me a copy and let’s do it.


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IF A LOCATION SAYS THEY NEED CORPORATE APPROVAL

If a location says they need corporate approval, do not be upset, because that is sometimes true. Simply ask them what would they say if their senior asked them what their opinion was? Would they be in favor of it? Make sure they like the idea. Remind them they can promote your program to attract customer anyway they want. Then give them the letter below to submit for approval. It can take a day or two for them to get a response. Simply ask when you should call back.

Letter for Corporate Approval

To Whom It May Concern:Due to the Iraq war and national security issues there has been an increase in stress related illnesses reported throughout the United States. Because high blood pressure can go undetected until a stroke or heart attack occurs, the need for screening people’s blood pressure is vital.I am a volunteer with a national non-profit organization, the Foundation for Wellness Professionals that supports the American Heart Association’s goal of reducing heart attacks and strokes through early detection of high blood pressure. We are offering to volunteer our staff and our time to conduct a health screening including blood pressure at your location. This will be an added service for your customers, can be promoted by your store in any way you wish, and for some people it will be a life-saving program. We would appreciate your approval of this program which we are proposing to do one time in the coming month.Based on a positive experience for both of us, we could repeat it in the future.

(You can print this on the letterhead “The Foundation For Wellness Professionals”.)


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Introducing a Charity

Once they have agreed to have a screening, ask them if it would be okay to also ask for a donation for a charity or for them if appropriate. For Example:

Walmart - Children's Miracle Network, Pet Supply - A charity like an animal shelter, A school - money for their library, A library - money for books or materials.

Ask them if it would be okay to do the funderaising. This will explain why you are collecting money when you close people to come for an evaluation in your office and prevent any upset as a result.


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Sequence of a Proper Screening

1. Step 1 - getting people to participate. This is done through the use of a proper sign with attached balloons, and a greeter. The script and ability of the greeter is the key. We prefer a woman greeter, dressed neatly, looking healthy and extremely friendly. Because the greeter is going up to complete strangers she should always begin her script with her hand outstretched to shake the person’s hand with the words: “Excuse me, I need your help. My name is Jane. What is your name. (Donna.) Donna I want to tell you what we’re doing here today. We are offering persons who live or work in our area, who have a health problem, a free health screening. Do you live or work in our area?” “Do you have any health problems that concern you?” More on this follows in these notes. 2. Step 2 – Once the person does confirm he/she lives or works locally and has

a health problem, the greeter briefly explains what the screening is all about and asks them if they would like to participate. For example; we are doing a wellness screening here today, the screening will check to see if your health problems are caused by past trauma, stress causing hormone problems or chemical toxicity. The screening is free, it takes only a few minutes. It is being provided by a non-profit foundation. Would you like to participate in this screening?

3. Step 3 – If they do not have the time to do the screening then you have to go to the alternative close. This is where you ask them if they would like to register to win a $150 worth of natural health care if they do not have the time to do the screening today. If they say yes, give them the registration card, found in the alternative close section of these notes. Follow that procedure. If they have time to do the program now and say yes, they would like to participate, tell them that they need to first fill out a stress survey so the doctor knows what problems they have. If a doctor is not present, you could say we need the stress survey so our wellness consultant (your staff) knows what problems you have.

4. Step 4 – The individual fills out the stress survey on a clipboard. If you are doing this in a mall or church where the woman would have her children,


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provide a table with coloring books and healthy snacks and healthy beverages.

5. Step 5 – The doctor greets the person when done with their survey and explains who they are and what the screening is all about in greater detail. Example follows:

6. Step 6 – The doctor now does the actual screening. If a wellness screening is being done the sequence would be the blood pressure sitting and standing, a past trauma exam including range of motion, palpation and the locating of trigger points. Finally saliva pH would be done. (An acupuncturist would check them for trauma to see what happened with their blood circulation by doing pulse diagnosis.)

7. Step 7 - The doctor would now review the results of the tests with the person and recommend additional testing in their clinic.

8. Step 8 – The doctor would then do what we call the Four-Way Close which follows in these notes.


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Setting Up Signs

Signs waist-high or higher should be placed facing those walking by on an easel, which lets the public know what you are doing. They are made at the lowest cost at Staples. Have them made with vinyl laminate, not paper, which is less expensive than paper and is waterproof. Have them put on a backing that holds them up such as Styrofoam or strong cardboard. One sign should say: Free Adrenal, Hormone and Blood Pressure Stress Check Up.

The other sign would look like this:

End Your:Headaches FatigueDigestive Problems Sleep ProblemsPain AllergiesHormone Problems Weight Problems

These signs are waist-high but must be placed at eye level so passersby can read them.

If possible attach three different colored helium balloons to them. Walmart sells and fills up helium balloons. Balloons draw people over and make them stop.


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Conducting a Blood Pressure & Stress Screening Greeter Script

The Greeter Script:Excuse me I need your help. (as you reach out and shake their hand.)Hi, my name is (______.)What is your name? (________).I wanted to tell you what we are doing here today. We are doing a (Stress Screening, Wellness Screening) for people who live or work in our area and have a health problem. Do you live or work in our area?“Yes.”Do you have a health problem that concerns you? If “Yes.” Find out what it is and proceed to Step 2 below skipping Step 1. If they say “No” go to Step 1 and then on to Step 2.

3. Well, let me ask you a different question. If you could change or improve anything about your body or health what would you like to change or improve? For example, would you like more energy? Do you have problems with sleep? Headaches? Would you like to lose weight, or eliminate any other problem? What would you like to change or improve about your body or your health? (I have problems sleeping, I have low energy, etc.)

4. Sorry to hear that. Has this problem been going on for more than a week or two?“At least a few months now. It’s weird, I’ll get pretty bloated and have bad heartburn.” That is not okay to have had this for so long. Would you agree?“Yes.”How often does this problem bother you, once or twice a year or more


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often?“More.” How often? “Twice per week.” Well that would not be normal. Would you agree? “Yes.”


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How to Explain Your Health Care Approach Before The Actual Screening

With The Primary Script The doctor explains the wellness approach before doing the screening by reviewing their stress survey and explaining how their problem might be helped by a wellness approach. If you are doing some other form of screening you would now before the actual screening explain what you do and how it might help them. I would like to explain to you how wellness care works. We believe all health problems have three causes. The first is trauma. We can have falls and accidents that occurred in the past which can cause undetected and long lasting damage not just to muscles but to nerves as well. Nerves control all functions in the body and if they are not working properly, neither will your body. (Acupuncture – trauma can cause blocks in the flow of blood to areas of the body causing malfunction.)Second, we have stress which everyone experiences in life. Prolonged stress leads to hormone imbalances related to the stress glands of the body known as the adrenal glands. These glands secrete hormones that control sleep, digestion, weight gain, estrogen, progesterone, testosterone, allergies, arthritis, immunity, heart function, fatigue, etc. These glands can be checked and if malfunctioning can be repaired through diet and supplements.The third factor in illness is pollution of our water, food and air. The US rates 48th in life expectancy. We are on the bottom of the list despite all the drugs we take. There are 82,000 chemicals that can enter your body weekly. To defend against them your body surrounds them in fat. Through a revolutionary nutritional cleansing program you can rapidly reduce these chemicals, loose weight if you need to, and feel great. The average weight loss is 7lbs in 9 days but the program goes way beyond weight loss. With these three approaches: removing the effects of trauma, eliminating the harmful effects of stress and removing toxic chemicals we get results with problems no one else has helped.


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Transition to the Actual Screening Script

The screening we are doing is a blood pressure check for adrenal gland weakness, a saliva test for toxicity, and a check to see if you have any remaining damage from past traumas. It will take only a few minutes and could find the cause of your health problem(s). Would you like us to do the screening, it is free-of-charge? If the person says yes to the screening, then give them a clipboard and pen along with the Stress Survey. You can order it from L.K. Graphics. Handing Out the Stress Survey Script:

“Donna, before we do the screening, we need you to fill out this survey and honestly answer all the questions, so we know all the problems you’re having. Would you do this please?”

Doing the Actual Screening

When doing a screening you would start by taking their blood pressure (systolic) sitting and then standing. It should normally rise 5 points. Next you would check them for damage from trauma by palpating their spine for tender segments (Acupuncturists do a pulse diagnosis), checking range of motion of the area related to their symptoms and checking and finding at least 10 trigger points in the same area. Next, take a saliva pH test. It should be 7.0. The saliva test is not fully accurate at a screening. However, it does show them they can be tested. You should tell them you prefer a urine pH test but it would need to be done in the office.


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Review of Results

The doctor now does a brief Report of Findings, explaining that there appears to be a problem using the Chart of Effects/Symptoms of Spinal Misalignments Flyer. The doctor next explains how the adrenal glands are related to their health and what testing their blood pressure sitting and standing showed. Also, explain how the areas of palpation, restricted range of motion, muscle weakness (if tested) and the number of trigger points all demonstrate there is definitely something physically going on that is not normally related to past trauma. Acupuncturists would explain the results of their pulse diagnosis and/or their tongue diagnosis. You can also check for tender shiatsu points. If you do pH, explain the saliva test is not as valid as a urine test and that we recommend further tests in our office.

NoteIf, when you check their blood pressure, it was abnormally high, you need to tell the person to notify their medical physician that they have been screened for and found to have high blood pressure. Make a note on their survey that you did this to protect yourself legally.


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Reviewing Test Results Script

“Let me tell you what I found. Your blood pressure sitting to standing should rise like I said; yours did not. This indicates weak adrenal glands. In addition you have restricted range of motion and tenderness on palpation of the following vertebra (name which one.) This indicated the likelihood of pressure on nerves that go to (name related glands, organs, muscles, etc) that could be directly related to your problem.

In addition we found many trigger points that indicate a stress build up and

pressure on nearby nerves. Trigger points only exist if nerves nearby are irritated.”

An Acupuncturist would explain how Shiatsu points that are tender can indicate weak internal organs if you did test these points, how checking the pulse can find areas where the flow of blood is blocked or the tongue shows weakness in organs.

If you do pH, you would say “The normal pH is 7.0. Yours was low but the test should be done 2 hours after food and is better done with urine which we are not doing here today.”

At the completion of your explanation of what you found you would now move on to the close.


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This chart is useful at a screening to show how trauma to nerves affects their health. This can be ordered from L.K. Graphics 1-800-548-3676.


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ALTERNATIVE CLOSE AT EVENT

The following alternative close is useful for the person who is the Greeter to use when there are too many people waiting to see the doctor:Person: Excuse me. I need your help. My name is ________. What is your

name? [John.] John, we are offering people who live locally and have a health problem the chance to receive a free wellness screening including tests to see if their health problems are due to past trauma, stress effecting their hormones or toxic chemicals in their body, could help you with any health problems you might have.Do you live in the area? [Yes.] Do you have any health problems that concern you? (Use the Primary Script to explain how your wellness approach might help them, follow by the following close.)

Person: I want to apologize. The doctor is running late. Rather than wait 20 minutes would you like to fill out a registration card to see if you could win up to $150 worth of natural health care services? There will be several winners and you could be one of them. It would include a comprehensive consultation as well as a complete trigger point stress relief treatment.

(Hand them a clipboard, registration card, and pencil. Drop the card into a fish bowl or registration box and thank them. Call them a few days later.)Have the staff learn and rehearse the Alternate Close.


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Alternate Close Registration Card for Drawing

You can purchase the above from LK Graphics at 1-800-548-3676.


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The Four Way Close

Screening Close One

Doctor: I would suggest we make an appointment for you to come to our clinic so we can do further tests. This visit would allow us the time to do a comprehensive consultation that would let us know what caused your health problems. We would then do further tests to determine if your problem could be helped by what we do. I would like to offer you this visit as a gift. This way you could find out if we could help you at no cost. Would you be willing to give me (us) a chance to help you?

Patient: Yes.

Screening Close Two

Doctor: Before we make the appointment, I wanted to make sure you really want to do this. I will block our 45 minutes from my schedule to help you. I have only a limited number of openings and want to make sure this is something you want to do before scheduling it. Is this something you really want to do?

Patient: Yes.


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Screening Close ThreeDoctor: There will be no charge because we are volunteers. However, we are

doing this program to help raise money for the _____charity (Women’s Shelter, Make a Wish Foundation, Save a Pet, etc) and only ask you donate between $10 and $20 to them in exchange for the services we would provide you. Would that be okay with you? (You could also collect money for the location you are at to help them with a project such as money at a police station for a bullet proof vest, money for a computer for a school library if you are doing a program in a teacher’s lounge, etc.)

Patient: Sure. (Some doctors ask for a $20 deposit to hold the appointment. This deposit can be

refunded to them when they show up or used toward future services. Some doctors simply make the $20 deposit as a non-refundable deposit.)

Screening Close Four

Have patient select an appointment from ten possible times and days displayed with envelopes that contain a map to your office and intake forms. (New patient intake forms are the forms normally filled out in your office.) In other words, you have ten envelopes, each with a day and time for an appointment in your office (all within the next five days) written on the outside of the envelope. For example: Monday 9:30a.m. Get them to choose the one they want. This reinforces the concept that there are limited appointment times available. Replace the envelopes once you have only 6 left so there are always 6 to 10 envelopes available to choose from.


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CONFIRMATION STEP

(After the appointment has been made)

“I or one of my staff will call and remind you the day before your appointment. I’ll look forward to seeing you on _____at _____(date and time)”

Follow-Up

Make sure that you or one of your staff do call and remind them the day before their appointment.


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