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Paradox # 1
Many patients get great results but don’t refer others.
Other patients see less impressive improvement, but tell the
world about your office. Why?
Paradox # 2
You show videos, conduct lectures, hand out brochures and
give a great report. A dribble of patients get it. Most stop
care once they feel better. Why?
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The Patient's Point of View Seminar is a one-day program for
doctors and staff providing specific action steps to improve
patient retention and stimulate referrals. Master
these two fundamentals and you have greater patient influence
and practice becomes more richly rewarding.
Mastery is only possible by understanding the patient’s
point of view.
Part One
The Patient’s Point of View
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Most of your patients are much more concerned about germs than
subluxations! |
Mr. William Esteb, a chiropractic patient and
advocate for the last 20 years, presents this fast-moving one-day
program. The first part of the seminar examines the pre-existing
beliefs that stand in the way of moving patients towards a chiropractic
lifestyle:
Germ theory vs. subluxations
Health care as an event vs. lifestyle
Health as a function of self-esteem
Blood-focused vs. nerve-centered
Fear and the healing environment
Tangibility and visual representations
The mind/body "disconnect"
Persuading irrational patients
Exploiting the "chiropractic difference"
The volitional patient as the master
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| It’s an eye-opening introduction that lays
the groundwork for the rest of the day and will forever change
the way you interact with patients!
Part 2
The First Visit
Patients are referring others and they’re showing up
in your office. Do you make the common mistake that destroys
new patient rapport? Probably. Make this subtle shift and
patients hang on your every word and feel lucky they found
you!
We’ll explore the five parts of the patient’s first
visit--from a patient's point of view:
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Welcome: First impressions, staff
greeting and environmental issues.
Consultation: Setting boundaries, appropriate
expectations, finances and listening!
Examination: Conducting and explaining your
clinical procedures
Care: Pros and cons of first visit adjusting,
home care, therapy
Follow up: Welcome letter, thank you letter,
evening phone calls
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Retention minefields lurk in many of the first visit procedures
you learned from other chiropractors.
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| To validate chiropractic, convince a skeptical
patient or attempt to "seal in" a new one, many offices
sabotage patient retention and subsequent referrals. Abandon
the short game in favor of the "long game."
Part 3
The Report Visit
Now it’s time to tell your story. This is where
you explain what your examination revealed and the choices
the patient has. It’s your most important patient communication.
It’s amazing how many chiropractors squander this opportunity.
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Are you making the most of your reports? Discover new ways
to make a greater impact by seeing the report from a patient's
point of view!
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Focus on the objective. An effective report
answers four patient questions. The notion that you must "sell"
or be "persuasive" is a holdover from a previous era.
Instead, become a "chiropractic concierge" and honor
the patient.
Too much information. Are you guilty of trying to
turn patients into chiropractors? Instead, deliver your findings
in a way relevant to the patient! Keep it short. (You’re
treading on thin ice beyond 10-12 minutes!)
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Tangible artifacts. Can your patients recreate your explanations
when they get home? We’ll demonstrate a powerful way to
stay on track, document your findings and turn patients into
referral ambassadors for your practice.
Of course the worse mistake is not giving a report.
If you’ve fallen into this trap and want some help getting
out, you’ll love the simple, patient-centered approach
demonstrated at the seminar. Improve patient retention and
get off the new patient treadmill for good.
Part 4
The Regular Visit
It’s tragic that after the first couple of visits, new
patients are virtually ignored. This, along with the repetitive
nature of each visit, sows the seeds for their eventual self-dismissal.
Chiropractic care becomes boring!
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| Practitioners with high levels of
patient retention make each visit interesting, exciting and
fun. We’ll show you ways.
This is where many chiropractors show their true colors.
Many are tempted to "parent" their patients. They’re
alarmed to learn they can care too much! Worse, all
their fussing has sapped their energy and kept their practice
comfortably small.
We’ll explore the "patient safe" office. We’ll
discuss how to "let go" and allow patients the opportunity
to "fail." (It's counter-intuitive, but it works!)
You’ll feel a huge burden lifted from your shoulders
and have a new spring in your step!
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Learn ways to add excitement to each patient encounter.
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| That’s not all. How you manage dormant patient
relationships dramatically affects reactivations and referrals!
You’re sitting on a gold mine that most chiropractors virtually
ignore. It’s not glamorous, but its legal, ethical (and
appreciated by patients!) and produces patients in less than
a week after attending the seminar!
The Patient's Point of View seminar is an informative and
entertaining experience for doctors and staff. If you've heard
Mr. Esteb speak before, please attend this all-new presentation
at the lower refresher fee.
Bring this program to your area by contacting those in your
local chiropractic organization who plan conventions and urge
them to find out William Esteb's availability. Call (800)
486-2337 or email him at: bill@patientmedia.com
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