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September 2011 Archives


Monday Morning Motivation

Someday, these will be the "good old days."

Then, you'll appreciate your current circumstances. If that seems difficult or impossible to believe, it could reveal that you think your best days are behind you, not ahead of you. That's a decision, a choice and a mindset.

You control that.

When you abdicate your role as a co-creator, surrendering to circumstances and allowing situations to control you, you embrace a victim mentality that actually makes things worse.

This week, vow to show up as the most positive, upbeat and optimistic person that patients encounter all day.

If that seems impossible, you've forgotten to count your blessings--a critical oversight minimizing your influence and reducing your new patient attractability. Every patient wants their future to be better than their present. That's why they're seeing you. It's this hope that fuels the healing process. Make sure you're not inadvertently standing in the way.

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Monday Morning Motivation


If you've ever emailed me you know that I use that one word (and yes, with an exclamation point) to close my emails. There's more to that one-word sign-off than meets the eye.

For me, it means, thanks for the opportunity to be of service. I believe that serving others is amongst our highest callings. It's how we earn our income. Serve more people: and enjoy greater rewards. Interestingly, when I meet chiropractors who are struggling, they often have a quite narrow notion of service. Many think the only way they can serve is to deliver adjustments.

Sure, that's a unique and powerful way of serving, but there are so many others. Ways that may even surpass the neurologically-freeing value of a well-delivered chiropractic adjustment. Such as being present, curious or available to listen.

Yes, your adjustments are powerful. Consider what they'd be when combined with acceptance, understanding and acknowledgment.

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Dear Bill

Q: I have read your MMM for years, most of your books, use some of your materials daily in my practice and I have enjoyed and benefited from your take on chiropractic care from the patient's perspective.

I am now, by necessity, at the end of my practicing career, and not really by choice. Essentially, I have physically worn out after 21 years in daily practice. Well not just from being in practice, but an accumulation of life's events.

I can’t recall any of your writings on "saying good bye and leaving the practice."

For me two things come to mind as I reflect over the years in practice.

1. I was privileged and able to help a lot of different people of the years. I always enjoyed looking after the ones who stuck around for years, watching as they got married, had kids and watching the kids grow up. Or being around as people approached retirement and began to travel and enjoy their lives after the career was over.

2. I always was honest with people seeking care with me and did the best I could to treat them fairly.

So as I leave practice, it's a strange time, emotionally. I didn't make enough money to retire from a really busy chiropractic practice. (But the real estate side helped a lot.)

So where is true success and self-satisfaction derived? Knowing you did a good job for years, or having a big bankroll of money from a busy impersonal practice? I know my answer, but would like to know your thoughts, as I am not the first person to feel this way I am sure.

And thanks for all you have done for the profession over the years!

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Monday Morning Motivation

You may deliver the most eloquent script, practiced and delivered with precision (complete with hand gestures, visual aids and dramatic pauses), but patients hear what's coming from your heart. They want assurance that you're showing up for them, not you. Because...

A new patient is not your mortgage payment.
A new patient is not your car payment.
A new patient is not "yours."

Once you become so selfish and self-centered as to see patients for how they benefit you, rather than how you can serve them, you've crossed the line from ministry to manipulation. Patients can tell.

So, make each visit about them, not you. Listen, and be slow to proselytize. Serve their needs as you are able. Because only as you serve them, will your needs be met. No exceptions. You can temporarily break this rule, but not for long. All lasting success is based on this fundamental principle.

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Thanks Mom and Dad

The secret sauce of practice success.With more than 30 years of playing a peripheral role in the chiropractic profession as a self-appointed “chiropractic advocate,” I get asked from time to time about what I’ve learned conducting 54 patient focus groups, in-office consultations and private consulting. Or why, over those 30 years, I have had nine different chiropractors.

While many seem to find my answers interesting, I think there is another dimension that is far more important that no one asks about. This quality affects the number of new patient referrals a chiropractor receives, plus it impacts patient retention, patient follow-through, reactivations and a host of other aspects of a “successful” (however you measure it) practice.

It’s not taught at chiropractic college. In fact, it is learned by the age of six or seven. In other words, it doesn’t matter what chiropractic college you graduated from, where you set up practice, whether you wear a white lab coat or what adjusting techniques you use. In fact, I’m going to share this essential quality with you in just moments, and if you lack it, it can take a sizable length of time to acquire it. Even if you know what it is.

Continue reading "Thanks Mom and Dad" »


Monday Morning Motivation

Those who are only in it for the money rarely excel or go the distance.

Whether it's the employee trading his or her time for money, or the business person who sees customers as merely car and mortgage payments, doing anything purely for the money results in the average, the ordinary and the mediocre.

When you're simply going through the motions for a paycheck, withholding your heart and your mind, you're just selling your body. The world's oldest profession.

What every patient deserves is a chiropractor, along with his or her support team, who is fully invested; mind, body and spirit.

This week resolve to show up for each patient as if they were D.D. or B.J. or Clarence or Clay or Hugh or Major or whomever you revere in chiropractic. Bring everything you've got to the table. Notice what happens next. Money appears and the appeal of retirement disappears.

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Dear Bill

Dear Bill

I have followed and read most of your books but your newest, "Adjusting," has been my saving grace in my chiropractic professional life.

I graduated Palmer Davenport and practiced with my father-in-law who had been in practice for 30+ years. After three years of incredible debt, passing of my infant daughter and poor economy, we moved to Joplin, MO. I joined an associate practice of high volume and incredible fraudulent practices thanks to a well-known management company. Then the tornado destroyed the city.

I moved to New Mexico unable to secure financing to purchase a practice in the small town of Deming. I have always had the necessary skill to adjust people. That came naturally. The business aspect has been grudgingly difficult. When I came to New Mexico, I decided to put people first for the first time in five years. Not that I did not before but I really believed that if I did, my worst the patients would just do what I thought they needed. I have really changed my focus and am really trying to become a coach/educator.

I can't believe the difference. We are still struggling but we have been in practice almost 3 months and we are seeing about 70 a week. I just wanted to say, your last book really is part of the reason that I forged ahead in chiropractic. I have wanted to quit so many times and go back to being a chemist but for some reason things keep being put in my path to drive me back into the profession.

I just wanted to say thank you. WE have never met but I feel you have been there supporting me more than most in my inner circle. Really pushing me to be a better chiropractor.

Thank you.

About September 2011

This page contains all entries posted to Chiropractic Practice Blog in September 2011. They are listed from oldest to newest.

August 2011 is the previous archive.

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Many more can be found on the main index page or by looking through the archives.