The One Transformational Step That Creates Lifetime Patients: Chiropractic Practice

Chiropractic Practice: The One Transformational Step That Creates Lifetime Patients

*The following is an actual transcript for Chiropractic Practice: The One Transformational Step That Creates Lifetime Patients. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.*

Chiropractic Practice: The One Transformational Step That Creates Lifetime Patients

Hello everybody. And welcome to Thrive in Five. I’m Dr. Dennis Perman and I’ll be your chiropractic coach for today. The title of this Thrive in Five is the one transformational step that you can use to create lifetime patients. Now, that’s kind of a bold statement, but after speaking with over 10,000 chiropractors over the last 35 years, I’ve developed some perspective on this, and I believe I’m going to share something with you today that’s going to be truly profound. You see, people do what they do either because they have to, or they want to. And let’s face it. Many of the patients that come to a chiropractic office come because they have to. They’re in pain or they have some kind of a problem, and they’ve heard that a chiropractor can help them, or they’ve been to you before, to another chiropractor before, and they want to get out of trouble.

And those are the people who have to, but you see, a lifetime patient other than the most chronic individuals comes to a chiropractor because they want to after a time. And unless you find a way to be able to inspire them to want to come, then you’ll always be scrambling to try to get more new people. So in the report of findings, assuming that when a new patient comes in to see you, you do an exam, you figure out what’s going on with them, and then you have to report to them and tell them what’s going on. Well, in the report of findings, typically there are three chunks of that report. There are the four questions that are on every patient’s mind. You’ve heard me talk about them numerous times before. Can you help me? What’s wrong with me? How long is this going to take? And what’s it going to cost?

And learning to answer those questions skillfully is quite important, but it’s not the most important thing surprisingly, even though you would think it is. The second chunk of the report of findings is what you explain your program of care. Will you show what your responsibilities are to the patient and what the patient’s responsibilities are to him or herself so that they can get the best results possible? And you would think that that would be the most important part of developing lifetime patients, but it’s not either. You see, the third part of every report of findings is known as the commitment.

The commitment’s where you say to the patient, “Mr. Patient, Mrs. Patient, now that I’ve answered your questions and now that I’ve explained the program of care, what your responsibilities are and what mine are, we’re in a moment of truth. I can’t want this more than you do. It’s your health and your recovery. So I have to know that we’re in agreement about what we’re going to do going forward. Can I count on you to follow through on this program exactly as I’ve defined it? Are you as committed as I am?” And then you extend your palm up to get a handshake. You get an eye gaze, a smile. And when the patient accepts your handshake and gives you back your eye gaze and smile, that’s a verbal contract in 50 states. In fact, it is the single most important transformational step you can take to create a lifetime patient. I can make an argument that if you, in your report of findings, do a great job on answering the four questions, a great job on explaining the program of care, but a mediocre job on asking for a commitment, you won’t get as good results as if you do an average job on the four questions, an okay job on the explanation of the program of care, but a great firm commitment.

You see, you can help the patient to recommit on a regular basis by recalling this for them if they ever begin to waffle. So at a re-examine mini report, you can reconfirm the commitment. At office visits, you can reef confirm the commitment. If they ever tried to disengage, you can ask them, “Now, wait a minute, Mr. Patient, Mrs. Patient, when we first got started here, you told me that you were committed to follow through in this program of care. Has something changed to alter your goals?” And the patient has to think and reconsider, “Well, you know, not really.” And you say, “So then, are you still committed?”

When you remind them of their commitment, they will invariably say yes, because they realize that this was in their own best interest when you recall for them, what happened at the very beginning of care, when they were hurting and they had to come in, well, this is where you reinforce that they want to come in, because if they’ve worked so hard on creating, not only relief, but an underlying correction to the underlying cause of the problem, anybody really paying attention is going to want to make sure to follow through on that investment of their time, energy, capital and resources with a commitment. And when you use that commitment properly, that is the single most transformational step you can use to create lifetime patients.

Now, I just want to mention to you, if you were not in attendance at our super conference over this last weekend, it was spectacular. It was amazing. Another sellout crowd, another extraordinary program where the world-class speaker is that Bob Hoffman, my partner and the producer of the event shows, knocked it out of the park.

This is something that you would not want to miss next time. So please mark your calendars. Next year’s super conference is October 13, 14 and 15. Save the dates now. You don’t want to miss it. The cutting edge of neurology, the cutting edge of practice management, the cutting edge of communication skills and leadership all on one stage in one weekend, this was extraordinary. So please don’t miss it.

Now for those of you who want to participate, but don’t want to wait for the super conference, then certainly you can use our practice growth calculator. The practice growth calculator is designed to help you figure out where are the linchpins? Where are the little obstacles that are holding you back in practice? What would you need to focus on or work on or improve or change or disappear and eliminate in order for your practice to organically grow? The practice growth calculator is the manifestation of decades of understanding and of chiropractic practice management wisdom.

You can participate in so easily by just copying and pasting the link that’s at the bottom tmc.bz/9po and you can get yourself right to the practice calculator, insert some very simple information like on the order of magnitude of how many days do you work and how much do you make them up and stuff like that. And it’s all confidential. It’s all private, but you’ll be amazed to get a print out that points you toward all the things you need to know and do differently in order to increase your practice dramatically. We’ve gotten thousands of doctors to participate in this, and it’s been a home run across the board. Please don’t miss it. So make sure to use the commitment to transform your patients into lifetime patients. Make sure to mark your calendar about super conference for next year, and please, like thousands of your colleagues dial into the practice growth calculator and get some pointers on how to make your practice an absolute masterpiece. Thank you for watching. This is Dr. Dennis Perman for The Masters Circle Global, signing off for Thrive in Five today.

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