“If people were only neutral about it, that would help, but the unfortunate truth is that we’ve built up some negative brand equity, perhaps undeserved, but still present.”
“And there are reasons why they should come to you instead of taking a drug or going to a franchise for a 17 adjustment.”
“So let’s see how to develop your optimal fee policy where you charge fairly and maximize your return.”
“The Wellness Pro PLUS is the most advanced technology in pain control in injury trauma rehabilitation”
“Today I want to discuss creating passive income the right way.”
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“Unless we adapt our strategy, we may find ourselves competing over a shrinking share of the healthcare consumers, many of whom will be seduced by the convenience of being served in their homes or offices. “
“Or perhaps you haven’t raised your fee in years because you’re afraid your patients will drop out of care or go to someone else who charges less than you do.”
“Whether you’re educating patients, training staff, comparing notes with other doctors, or conversing with those in and around your sphere of influence, you have to choose language that’s a good fit for those you’re trying to reach.”
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“So let me ask you, how do you respond to the conflict between giving patients what they want and giving patients what they need?”
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“Let’s explore how to apply that to training associate doctors. There are really two kinds of associate doctors. I call them clones and foils.”
“Patients are trained to not go to doctors when they have minimal or no pain and to go to doctors when they do in fact have pain, but then they’re also trained to stop going to doctors when the pain goes away.”
“ I think you’d admit that one of the toughest friction points you need to address in your office is patient compliance, getting people to keep their appointments, follow through without quitting prematurely.”
“ It is my experience after 45 plus years as a chiropractor that most of us continue to fool ourselves And I’m betting you fool yourself.”
“So, let’s explore how to adapt the six essentials in the context of the unique needs of the pediatric practice.”
“And today I want to discuss the art of doctoring and its impact on your practice. So let me ask, do you know? that there is something called the art of doctoring.”
“We’ll be discussing the Be Do Have Principle, Identity Based Coaching vs. Strategy Based Coaching, The Two Dynamics of Growth, The Two Questions, Resource Building, and The Seven Pager.”
“The patient now sees you very differently than a back doctor or a sub orthopedic specialist or a higher level massage therapist or an alternative practitioner or any other derogatory or damaging term or descriptor. They now see you as a savant. A trusted expert, an intuitive, a healer and a wizard.”
“Your challenge is to make the invisible visible so those you lead can respond based on having all the information and perspective available instead of only part of it.“
“what motivates them to return for additional care since you succeeded in making what was visible, their pain, now invisible?”
“These are all ways of reducing and eliminating friction. And the most successful offices are the ones that have cracked this code and eliminated the friction that can be reduced or eliminated.”
“Do you want to learn this formula that only a select few in our profession, know, understand, and utilize with great success every day in practice.”
“In fact, this is one of the biggest challenges we have as chiropractors, that patients typically come in for relief.”
“What makes a plan work is a strategy. A strategy is what you have to do to make your plan a reality, and you must select the right strategy and consistently implement and work that strategy to produce the predictable, positive results you want and you deserve.”
“Well, you have to do the math to figure out just how much you have to charge based on how much time you spend in a visit and how many visits you have per typical hour, and how many hours you have per typical week that aren’t completely full.”
“So if you’re going to enter into the persuasion arena and attempt to convince somebody of something, then you want to make sure to have a connection with them, a bond, a feeling of ease. And that connection comes from using rapport skills.”
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“…what motivates these patients to return once you succeeded at getting rid of their pain and making their pain, which was visible? Now invisible.”
“ If a patient is resisting your recommendations, for example, then it’s critically important for you to explain this in a language and in a method that that patient can actually do something with. “
“I think when you process every new patient, your end in mind, your ultimate objective, your intentionality has got to be based on turning that patient into a lifetime patient…”
“…if you want to get the most accomplished, if you want to do the most, well then for every 10 minutes of planning time, you save back an hour of wheel spinning.”
Pain is visible and it motivates them to come and see you. But when you’re successful and you begin to decrease or eliminate their pain at the same moment, you’re eliminating their reason to come back.
“…seeing the color of the grass and smelling the popcorn and seeing all the incredible people who are there who are shouting and screaming …”
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“Look at this week’s schedule of visits in your appointment book and compare it to the week of visits back in the month of March this year. How many visits do you have in March that are still in your schedule in September? “
“If you don’t feel certain, then it’s going to come out in your report of findings, and that waffling, that lack of certainty is going to affect the patient’s ability to engage…”
“…you are successful in reducing or eliminating their pain, at the same time, you’re also eliminating their motivation to come back for care once their pain is mostly or completely resolved.”
“…you’re going to want to mastermind with others about this, either other people who attended the event or your team when you get home.”
“ Are you dialed in, for example, what baby boomers want and need from their healthcare provider?”
“I was signing people up for 40 visit, 50 visits at a time.”
“So creating a connection is really based on an important formula that I call the relation equation, which simply says small R plus small V equals Big R. Or what does that mean?”
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“…hear about super specific strategies and exact action steps you could take home Monday morning into the practice strategies that have predictive re results and improve your clinical outcome, and as a result, your personal income.”
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“Now, if there’s no profit built into the system, it doesn’t matter how many you sell. And that’s the trap that so many of us fall into when we’re trying to assign a relative value for our adjustment.”
“85% of our profession is still stuck currently taking care of neck and back pain, still taking care of the same or less visits each month, and still making the same or less money each month. An intensive 15 hour concentrated training on what corporations call an immersion workshop, where …”
“I wanna quickly run through the idea of the different goal setting categories that you would need to choose and assign goals to.”
Will Artificial Intelligence through the use of advanced imaging technology enable doctors of chiropractic to pinpoint the exact location of the subluxation, the appropriate amount of force needed and the exact angle of correction needed to ensure outstanding clinical results as well as the best options for safety for the patient?
“So today we’re gonna be talking about reducing friction in three key areas, and you’ll get what the three areas are in a moment. The first area I want to talk about is the doctor.”
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“Did you ever realize that the overwhelming majority of patients are not looking for the least expensive doctor? They all want the best doctor who creates value, who connects emotionally with the patient, and who consistently delivers on the promise to the patient.”
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“Well, if you treat yourself like you’re a brand, then you will understand why you need to bring more passion and more emotion to it, because people in your marketplace see you a certain way.”
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“Did you ever think why the most successful practices continue to adapt to the changing times and continue to train your team over and over again and continue to drill down and train on these six essentials?”
“You see, I understood even way back when that emotional engagement is one of the most powerful tools that any chiropractor or any person can use.”
“ Do you tend to give your services away or reduce your fee to attract more new patients? What about your fees…have you raised your fees in the last 6 months?“
“It’s so very important for you to get that the world has changed, and it’s now essential to become far more persuasive and communicative and more effective in how you influence how people think and behave than ever before.”
“I’m getting lots of new patients. How do I get them to stay? Well, that’s the subject matter of today’s podcast because if you can figure out how to get somebody to stick with chiropractic care, then not only is it great for them, but it’s also great for you in your practice, your demand for new patients becomes less.”
“Now, let’s take a look at what some of the doctors in our profession are doing so that we can understand what you might be doing differently in order to make it better.”
“If the rate of change outside of your practice is greater than the rate of change inside your practice, you are going to definitely have a problem.”
“…they’re only trained to think about their health when they’re in pain or when they have symptoms. It’s our responsibility to guide them from the point where they have to come in to helping them understand when and why they want to come in.”
“We’ve discovered that too many of your patients see your care as a luxury and not as a necessity, and when that happens, roadblocks like, I don’t have enough time, it costs too much, or you’re too far away, enter into the relationship and the picture.”
“And the way you do that is by tapping into people’s own values. They’re not gonna be excited about your values, they’re gonna be excited about their own values.“
“Let me point out that if the rate of change outside your practice is greater than the rate of change inside your practice, at best, your practice will grossly underperform, and at worst, it won’t last very long.”
“When you can consistently persuade, inspire, and ignite the imagination and the emotion of others, you instantly become unstoppable, irresistible, and irreplaceable.”
“And everybody knows that the missing ingredient in most doctor patient relationships is having rigid rules and guidelines and policies that force everybody to comply 100% all the time. Oh, no, that’s not gonna work. No, no, no.”
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“Passion brands attract and invigorate passionate people because their customers, clients, or patients find their passion in what you do, who you are, and how you deliver your service. “
“…we want to share something pretty revolutionary with you and you’re gonna want to pay some attention. What we’ve discovered is that in today’s practice model, there are now six essentials to creating a legendary practice.”
“So you can anticipate that if as a persuader you focus on somebody else’s values, you’ve got a much better chance of having them listen and respond.”
…an experienced COO, who gets you and also gets chiropractic, who understands the changing times, knows how to build a winning team, knows what to charge, is competent, running a successful business and so much more someone who you could rely on and trust and turn your vision into a reality.
“Some doctors charge dramatically less for their services than others. Some charge dramatically more. Who’s right? Is it just based on the amount of time that you spend, or is it a factor of your expertise or how scarce the services are that you offer?”
“Today we’re going to dig deeper into the second essential, which is pricing and creating value and how that interferes with your patient care, your patients accepting your care or your patients following through with your care, causing you to always be on the hunt for more new patients.”
“I wanted to expand on the idea of friction because this is one of the most common issues that we have to deal with in our practices.”
“…the hidden friction interfering with your patient, either wanting your care, accepting your care, or following through with your care…”
“Those four questions should form the beginning of your report of findings as you explain to the patient exactly what it is that they need to know in order to feel comfortable becoming your patient.”
“…today’s most successful business model is based primarily on six essential concepts, and yet 99% of our profession is unaware of any of these or how they support or dramatically interfere with your ability to run and grow your practice.”
“Now, storming, everybody realizes that even if you are the head of the team, you wanna make sure that you have everybody’s input, cuz you want everyone to feel like they have a stake in the development of the team and in the performance of the team.”
Today’s most successful business model is based primarily on the six essential concepts I’m going to share with you, and yet shockingly, 99% of our profession is unaware of any of these concepts or how they support or interfere with your ability to run and grow your practice.
“So I think it’s important for you to sit back and think about what the most important elements are for you so that you can be investing your time, energy, capital, and resources in the things that are going, going to take you in the direction you really want to go.”
“Today I want to discuss building the a hundred thousand plus practice each month and sharing your success with your staff.”
“Well, the single parameter that that cuts across almost all of different doctor’s impressions, is how much do you want to earn?”
“Many of our coaching clients collect a hundred thousand or more each and every month, and you can as well. But first, let’s discuss the mindset, the beliefs, and the dream that manifests and generates your ideal practice of a 100K plus month after month. “
“You see, if there’s no profit built into your formula, then it doesn’t matter how much your volume is, you’re not gonna be making any money.”
“How can you consistently produce the same or even better clinical results? And in less time is the important question to ask yourself. “
“And we’ve selected a hundred thousand dollars a month as a reasonable target for many chiropractors to pursue, and yet most DCs never earn a hundred thousand dollars a month. Why not?”
“Today I want to discuss the two ways to get to a hundred thousand a month in collection. So many of our coaching clients collect a hundred thousand or more each month, and you can as well.“
“A $100,000 sounds like a gigantic number, and it is, it takes quite a bit of personal power of success and of business acumen and perseverance in order to get to that level of practice. And yet it’s really available for anybody who’s curious.“