Dear Doctor:
In our enthusiasm to communicate our message of health and wellness to the people in our sphere of influence, we frequently fall into the trap of talking over our patients’ heads, with technical nomenclature they can’t comprehend. Instead, try using a simple story or metaphor to help them grasp the concepts and apply them in their lives, which will also improve their compliance in our offices.
For example, let’s say a patient is responding well, and expresses an intention to discontinue care upon complete relief. You need a way to get the patient to realize the difference between the pain and the problem causing the pain. You could launch into a passionate neuro-philosophical diatribe – or, use a metaphor to help them really get it.
“Mr. Patient, I’m glad you’re feeling better – and, it’s important that you understand the difference between your pain and the problem that has been causing your pain. It’s like a fire alarm – the alarm isn’t the fire, it rings to let you know there is a fire. Shutting off the alarm won’t put out the fire – after you shut off the alarm, you still have to follow through to thoroughly douse the fire, or it will start to burn again.
It works the same in your body. If you have a health problem, one of the alarms in your body is pain. The pain starts after the problem, to let you know there is a problem, and once you begin to address the problem, the pain may be relieved and maybe go away completely. That’s great, you want that to happen -- but to stop care when the pain goes away makes no sense if the fire is still burning. Don’t you think we should focus on getting the cause of the problem totally under control, to save you from unnecessary future trouble, and to improve your overall health while we’re doing it?”
As Dr. Carl Cleveland III says, “If they knew what you knew, they’d do what you do.” Help your patients realize the value of chiropractic care, in a language they understand and can use to improve their lives and lifestyles. It’s good for them, and good for you.
Dennis Perman DC, for The Masters Circle
PS Our third quarter seminar, “Success Systems That Never Fail,” rocked the house for 600 chiropractors and CA’s in Chicago, from the wit and wisdom of motivator Dr. Danny Drubin’s ironclad formula for creating a million dollar practice, to the coolest, highest tech, yet most user friendly documentation system ever, by Dr. Maurice Pisciottano -- add in Dr. Peter Gratale’s PowerCentering Experience, specialized staff training, and so much more, and you’ve got a weekend you can’t afford to miss! This program will be presented only two more times – in LA, August 6-7, and in NJ, August 27-28. To register, please call 800-451-4514, or visit themasterscircle.com.
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