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Monday Morning Motivation

"If patients knew what you knew, they would do what you do."

This one has misled thousands of chiropractors. Repeated at just about every chiropractic gathering at one time or another, this chiroism overlooks the chasm between knowing and doing. In the same way most dental patients know they should regularly floss, but don't, most chiropractic patients know they would benefit from regular, nonsymptomatic chiropractic checkups, but don't.

The truth is, patients do what they do because they believe what they believe.

We all act in ways to remain congruent with what we believe. Thus, doing is a symptom of what you believe. If patients discontinue their care as soon as they feel better, it's because of what they believe, not because of what they know.

If you have any hope of attracting cash-paying families interested in wellness care, you're actually in the belief changing business, not the spine-straightening-curve-restoration-pain-relief business.

Comments (2)

I agree, but you have to go one step further to get real change. "People do what they do because they want what they want." A long-time smoker might know that he has an increased risk of cancer, but his desire outweighs his knowledge. People often politely nod during the ROF, but when they are out of pain, they no longer "want" your care. This is often because something they want more is competing for their time or money. As I have often heard you say Bill, keeping patients for life means giving them a safe place to fail. We have been doing a little better at celebrating with patients when they feel they are done with care and inviting them back for a re-up if they have a relapse. I have found lately that my own wants and desires sometimes sabotage my best efforts at practice building. Just like my patients, I want what I want. But, I want it without the work. Just like the smoker, I have the knowledge, but my own wants sabotage the health of my practice. When I decide to help others more than myself, I am certain my practice will take off.

"O wretched man that I am! who shall deliver me from the body of this death?" Romans 7:24

Heather DeMalio:

From the words of Bob Dylan... "People seldom do what they believe in. They do what is convenient, then repent."

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From July 12, 2010 6:01 AM

This page contains a single entry from the blog posted on July 12, 2010 6:01 AM.

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