What’s “the code?” How many times have you asked yourself the question, why does one patient ‘get it,’commits to a full corrective program and even into lifetime care, while another has objections, wants a second opinion, can’t afford it or doesn’t have time? You may say similar things to both people, yet one commits, while the other walks out with excuses. Worse of all, in that process you feel like you are convincing, giving more information trying to help them to the point where it might even feel like selling.
This article is to show you how you never have to do this again. This is the code we cracked, the communication code to help 8 out of 10 patients “get it,” commit to full corrective care, and 8 out of 10 of those patients move into lifetime care. It’s already been proven with over 200 doctors in the last 1 ½ years at the rate of 93.6%.
The core to the code is, if you want to change the way...
One of the most frustrating yet most important aspect of our practice is when patients don’t miss their appointment and even worse, don’t call. Not only does this create more work for your front desk staff to have to chase them down for their appointments, more importantly when seeing more people in a bigger practice means more work making phone calls, your growth immediately stops.
The most important aspect of your practice is your % kept appointments. When your % kept appointments is a 95% average, seeing more people is no work at all. When it is below 90%, your front desk feels like a telephone soliciting job making calls to patients. This will automatically tank the tone of your team and shut down your growth.
This is one of the most powerful stats we track and then apply communication one-liners based on human behavior with chiropractic principle that helps doctors and teams take their practices well over...
Hi everyone, Dr. Fred.
When we want to build our practice, we have been told by most management companies that we must market. We have been told to solve every practice problem with new patients. This is what I was told by 4 management companies, yet my goal was to create lifetime patients, so that never made sense. I wanted to discover how to create more lifetime patients than ever before because this was my purpose. I found this type of effective communication training wasn’t available in the profession, even if management groups made these claims, I never found it in their systems. So, I went outside of chiropractic and studied human behavior, NLP, life coaching, research on human behavior, books, seminars and more. In this journey of almost 20 years, I found some amazing discoveries.
Great leaders and masters are not known for how many...
We need to get every patient to the point of contribution. We've taken them through those six human needs, and we've taken them so far through 6 of the 7 Steps to Enabling People to Master Change. Now it's about giving back. As spiritual beings, everybody wants to contribute. Step 7 is to align with people’s purpose so that they share what they experience for the good of all.
We get them to the point of unconditional love. We get them past their stuff. We get them un-subluxated. They become clear with their life purpose and their desire to contribute.
This is what it's really about. It's about getting them to contribution.
To recap, here are the 7 steps to enabling your patients to master change:
Did you know that 20% of your patients are...
In this series of posts about the 7 Ways to Enable Your Clients to Master Change, I've reached step six: conditioning that state of change in your clients.
In my last post, I looked at how we do this, with constant reaffirmation of clients' self-worth, with repeated positive reinforcement. Another thing we do is we provide special notice for individuals among our practice: We have a patient of the week, a patient the month. We have a correction of the month. We have a lifetime health club. We acknowledge people continually. We have the trash can eliminating beliefs.
What’s that? It’s a trash can where people throw out their drugs. Finding that asthma inhaler person comes in, they don’t need their inhaler anymore, so I drag that trash can out in the middle. “Okay, everybody pay attention. Hey, Jimmy here had asthma, he grew up with, depended on that inhaler. Jimmy how did you feel when you were a kid with asthma?”
“You know what, I wasn’t as...
In these past several posts, we've been exploring the 7 Steps To Helping Your Clients To Master Change. To refresh what we've done so far, here are the steps I've covered:
Here, in step six, we're conditioning that new state.
Now you're starting to move patients into becoming more empowered. You've talked about patients' values and identity, their purpose. Now we’re going to condition it. Whatever their values are, then say, “You know what? Imagine you living in that life right now.
Have them feel it because they must come to embody it.
"Just imagine living that life right now. You’re traveling around the world, you have confidence. What does that feel like? You’re totally connected with your family, you’re a great leader.
"What you’re doing is you’re...
Is one of your most frustrating moments when you hear, “I can’t afford it,” moments AFTER a patient just told you how committed they were to finally correct their problem? Is it even worse when a patient says they are committed to your care and the spouse says, “We can’t afford it?” At that moment, it’s almost like you feel powerless. You want to give them more information, HOPING they change their mind. Unfortunately, using “hope” as a strategy can be very frustrating. I also know this from personal experience.
I was frustrated with “hope” which resulted in 20 years of studying human behavior, NLP, life coaching, self-empowerment techniques, along with how and why people make decisions. What I discovered is fascinating! One of the numerous epiphanies I discovered is that “I can’t afford it,” is a belief system and rarely a...
In these last several posts, I've been exploring the 7 Steps To Enabling Your Clients To Master Change. In my last post, we looked at step 5: introducing a new state. I continue exploring step 5 here. It's all about understanding what's behind what people are telling you. Once you've understood them on a deeper level and begun to learn their inner language, you can lead them forward.
After we take people through suffering and then redefine their problem, we have them write 20- to 30-year health and life goals. Remember: great communicators use the communication as given to them. When you see the goals that people write, look at their values. You see a person who says, "I want to run marathons." Who is this person? We don't talk about the goals, we speak about the person who's writing the goals and what their values are.
When they see that you understand their values and identity, when they recognize that you comprehend who they are, their body language changes. You want to be an...
We've been exploring the 7 Steps To Helping Your Clients To Master Change in these past several posts. To refresh, the first step is to understand others (to speak their language). The second step is to establish a base for people to accept responsibility. The third step is pattern interruption. The fourth step is redefining the problem.
Now you're starting to move patients into becoming more empowered. Introduce a new state. You're looking to have them embody a higher vibration, confidence, certainty, significance, growth and contribution.
You have to be able to judge where that person is to know when to introduce that new state. This is step five.
For example, an asthmatic might say, "I've had asthma since I was a kid. I grew up on an inhaler." Imagine this person's needing to use an inhaler growing up.
I'd say, "So were you one of those kids who couldn't play around on the playground? Were you one of those kids who, when you ran around, had to take an inhaler and you got...
Does it feel, at times, like you are pushing the boulder uphill trying to convince some patients to do what we really know is best for them? How frustrating can it feel when you know you can help someone change their life and they give excuses why they don’t have time, money or even priority? You have probably already experienced this and have also discovered that giving them more information doesn’t make a difference or talk them into care. What do you do next?
In my first 11 years of practice and 4 clinics, I had the same experience, being passionate and purpose driven for chiropractic, the desire to create as many lifetime patients as possible, while trying to convince too many patients that chiropractic leads to a better life. Trying to convince even one patient feels like too many. Have you felt that too? And when they objected, the more I tried to convince them, the more it felt like I was “selling.” At...