A common self-limiting belief that keeps practices small: That a great report of findings is the key to patient retention.
Truth: This means that the report of findings is a sales presentation designed to get a patient to do your bidding. Besides being needlessly stressful and out of character for a professional caregiver, using sales techniques to get patients to do the "right" thing (according to you), even if justified as being in the patient's best interest (which only coincidently serves your financial needs), is parental, unsustainable and ultimately disrespectful to each patient's free will agency.
Yes, report your findings. Yes, make it meaningful to each patient. Yes, explain the significance and possible consequences of neglect. And by all means offer some choices and present your recommendations. However, your report of findings should be about the patient and their plight and not used to exercise your social authority to manipulate.
A common self-limiting belief that keeps practices small: Patients can’t afford chiropractic care. Truth: Granted, if your patients live in a cardboard box under the bridge, finances could be a factor. Instead, at least two other factors are in play. The first is a lack of perceived value from your care. This could be the result of [...]
A common self-limiting belief that keeps practices small: Great adjustments and quick results grow practices. Truth: It often shocks the newest chiropractors when they discover that their high grade point average and clinical awards don't count for much as they attempt to establish and sustain a practice. Unless you're a savant such as a Gonstead, Goodheart, [...]
A common self-limiting belief that keeps practices small: Your primary purpose is to adjust patients. Truth: If patients need an adjustment, you should apply the least amount of energy possible, at the most opportune time and place with the objective of reducing nervous system interference between their brain and their body. But that's not your purpose. Unless [...]
A common self-limiting belief that keeps practices small: The purpose of chiropractic is to treat the patient’s symptom. Truth: Using chiropractic adjustments to treat pain, besides being the practice of medicine, is a new development. (Drugs are faster, cheaper and more convenient.) Prior to so-called "insurance equality" in the 1970s, chiropractors had family practices and were [...]
Struggling chiropractors know what they don't want."I want new patients, but I don't want to give talks or spinal screenings.""I want more referrals, but I don't want to call patients after their first adjustment.""I want more reactivations, but I don't want to send newsletters or postcards.""I want more new patients, but I don?t want to do anything other than [...]
Successful chiropractors are great communicators. They know that effective communication is only partially about the words they speak. In fact, chiropractors who are thriving do very little speaking in comparison to their patients. Instead, they exhibit the skill of being present, actively listening and the ability to send nonverbal cues that communicate trust and certainty.They [...]
Do you explain to patients that they control the speed of their recovery? You probably should. After all, the intent of your precisely directed and controlled adjustment is to reduce interference to their nervous system. Symptomatic relief is merely a happy side effect outside of your control. How quickly patients enjoy the results they seek is [...]
What is your intent when adjusting a patient? What’s on your mind? What are you hoping to achieve? What are you visualizing? What outcome are you imagining?Since I don’t adjust patients, I’m at a slight disadvantage here. However, it occurs to me that no other aspect of your relationship with patients is more telling. Not [...]
You rarely need a heavy coat in the heat of summer or sunglasses at night. These are inappropriate protections for such circumstances. Same with some of the vows you've made. Years ago we made vows and personal declarations using absolutes such as "always," "never" and "nobody" to protect us from future pain or discomfort. As in [...]