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Monday Morning Motivation | Buying Face Time

Posted by William D. Esteb on

William D Esteb 

A common self-limiting belief that keeps practices small: Patients are buying a certain amount of time with you.

Truth: Selling your time rather than your talent limits the number of people you can help. At its root is the incorrect belief that success is about work and self effort. Nonsense. It's about providing value, relevance and meaning. If you can do that in two minutes rather than twenty, great. If you can do that by adjusting the least number of areas, even better.

But this is actually about patient communications and expectation management. Once you appreciate that patients want the outcome not the ceremony; the effect not the ritual, you'll be free to explain the truth that you've spent years learning how to skillfully deliver the best adjustment in the shortest amount of time.

After all, patients aren't living to get adjusted. They get adjusted so they can go live.

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