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.
A common self-limiting belief that keeps practices small: Never allow patients to talk about how they feel. Truth: Imposing a taboo topic is unhelpful in creating the rapport and influence enjoyed by the busiest chiropractors. Constraining patients from talking about their symptoms (or any other topic) doesn't cause patients to ignore how they feel as a [...]
A common self-limiting belief that keeps practices small: Perfect follow through means patients “get” chiropractic. Truth: This is wishful thinking with a dash of hallucination. This belief is the result of seeing patient follow through a chiropractor's eyes rather than a patient's. Patients, being volitional creatures who make every decision based on their own wants, needs, [...]
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 [...]
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 [...]