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 produce great results."
Success on your terms is unlikely. If you want to help more people you must do something risky: either financially or more likely, emotionally risky. Experienced chiropractors often find this challenging. They've been in the game long enough to have experienced the abnormality of generous insurance reimbursement and imagine that promotional efforts are, dirty, egotistical, self-serving, exploitative or somehow beneath them.
Nonsense! A practice grows by telling the truth to as many strangers as possible. How often and how many strangers do you encounter?
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 [...]
Some chiropractors assume that a patient’s objective is optimal health. But that's rarely the goal of a first timer. They have a more modest desire. Which they often reach. That's one reason why patients discontinue care. They have achieved enough relief to live their version of life. Sure, they could continue, strengthen supporting muscles and make [...]
During the 15 years I've been publishing Monday Morning Motivation, I've been asked about these 150-word messages. "Do you write them right before you broadcast them?" Nope. This particular message is being written towards the end of July 2014, along with the previous 3-4 messages you've already read. Which begs another frequent question, "How do [...]
My experience has been that success is a shedding process, not an acquiring process. What do you need to slough-off to be more successful? Procedures: The procedures that allowed you to help as many people as you're helping now, are unlikely to work when attempting to help more people. Beliefs: Countless self-limiting beliefs serve as roadblocks to [...]
What is chiropractic? Is it what your chiropractic college taught? Is it what insurance companies reimburse for? Is it what’s written into the scope of practice for your jurisdiction? Is it what you say it is? Or what its founder said it is? It’s tempting to fall for notion that new is better, disregarding the wisdom [...]
"I need a coach." Maybe. But have absolute clarity as to what you actually need. If you know what to do, but don't seem to have the discipline to implement, it might seem appealing to hire someone to nag you. However, buying discipline is expensive. Maybe all you need is an accountability partner. Someone you meet with [...]