Whiteboard Wednesday -Value Beyond Problems

We are wired to prioritize solving problems. Does that mean that the only way we can communicate the value of chiropractic is in relation to solving problems?

Not at all - once we understand the psycho-logical (not logical) way that people value things we can communicate the positive value of chiropractic.

Check out this week’s WBW to learn more!

Whiteboard Wednesday - Value DeCay

This week's WBW looks at one of the most important things to understand about value - Value Decay!

Value decay is where someone values something highly at first but the level of value decays over time. Someone starts care because their pain is stopping them from being able to work, then once they can get back to work your care is less valuable.

You see life is constantly changing so what’s valuable changes too. If you want people to continue care you have to understand value decay (and what to do to prevent it).

Check out this week’s WBW to learn more!

Whiteboard Wednesday - Biggest Perceived Value Mistakes

This week's WBW looks at the biggest ways that chiropractors screw up perceived value.

It typically happens with chiropractors who know that people aren't coming in for their pain, tehy are coming in because their pain is stopping them from doing something that they want to do.

To avoid this mistake you have to understand what needs are important first!

Whiteboard Wednesday - The Value of Problems

How much value people perceive your care to be worth is the most important thing in growing your practice.
It determines whether they come in for care. If they start care.
If they complete a program of care.
If they refer.
If they continue with wellness care.

And the key distinction - it's about their perception!

This week's WBW is the first in a series about value - if you're the sort of person who wants to help more people and grow your practice, I think you're going to love it!

Whiteboard Wednesday - Consistency

People get busy. Their kids get sick. Traffic is bad.
There are lots of reasons that make it hard for your patients to turn up at 6:15 for their appointment with you. Even though they need it and it's important.

This week's WBW will show how you can use consistency to increase the chance they will make that appointment even when life makes it hard.

I will show you how you can use consistency in a report of findings, in a re-exam and in daily visits.

If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.

Whiteboard Wednesday - Scenarios to use "Only One Body"

Most people you see have a reactive, symptomatic view on health. To break through that you need powerful communication skills including power phrases.

This week's WBW will teach you how to use the "You only get one body" power phrase from a few weeks ago in a report of findings, a re-exam and an adjustment visit.

If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.

Whiteboard Wednesday - Scenarios to use "Second opinion"

A few weeks ago I shared a communication strategy that I use all the time ("Can I offer you a second opinion?")

I have had a number of people contact me saying how well it has worked for them - thank you for the positive feedback!

This week's WBW goes deeper and looks at a number of different scenarios you can use this power phrase in.

If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.

Whiteboard Wednesday - Scenarios to use "Only One Body"

Most people you see have a reactive, symptomatic view on health. To break through that you need powerful communication skills including power phrases.

This week's WBW will teach you how to use the "You only get one body" power phrase from a few weeks ago in a report of findings, a re-exam and an adjustment visit.

If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.

Cheers

Martin

Whiteboard Wednesday - Power Phrases - "Second opinion"

Do you hate it when people base their care JUST on how they feel?

This week's WBW shows a strategy that you can use to gently start to expand their perspective.

If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.

Feel free to pass this on to friends who want to help more people connect with chiropractic.

Cheers

Martin


Whiteboard Wednesday - Mastering Knowledge Gaps Episode 5

I had a great question from a chiropractor, Paul who has done many of my programs and often emails me about WBW:

If I could embrace your style, how would you describe Chiropractic in a short and sweet way to patients?

In this week's WBW we answer that question by applying the knowledge gap strategy we have been using over the last 5 episodes.

 If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.

Feel free to pass this on to friends who want to help more people connect with chiropractic.

Whiteboard Wednesday - Mastering Knowledge Gaps Episode 3

People often see us with a symptomatic view of health. They believe that the way you can tell how healthy is by how you feel. That you would only see a chiropractor if you had pain. And you would stop as soon as the pain has gone.

This week's WBW looks at how to use a particular knowledge gap to help people "upgrade" their level of thinking to see the value of prevention (which is a step towards the 'big picture' of performance)!

It's a powerful (but simple) strategy you can use straight away!

Whiteboard Wednesday - Mastering Knowledge Gaps Episode 1

Hands down one of the most impactful communication strategies I teach is knowledge gaps. They are simple to learn AND awesome at creating an environment where people WANT to know about chiropractic.

Curious?

I have put together a mini-course on how to master them. Episode 1 is up now. It's 9 minutes long and packed with information you can use straight away.

Feel free to pass this on to friends who want to help more people connect with chiropractic.

Whiteboard Wednesday - "I Only Want To Come Once."

Whiteboard Wednesday is back!

This week I answer a question from a chiropractor facing a challenge that many of you are probably facing!
 

"One of my biggest issues that I have always faced is in my area people are expecting to only come once or twice.  For some even saying 6 or 10 visits freaks them out.  Many times when I just start the consult people will tell me that they just go once a year or so unless it's really bad then they may have to go twice.  They are happy with that and I get a lot of resistance trying to change that. 
Any suggestions? "

Under The Influence - Melissa Sandford

Under the Influence is back!

It's a series where we learn from people around the world about how they are having a positive influence.

This time I sat down and had a drink with Melissa Sandford. Check out this interview as she is a phenomenal communicator and also gets shit done! She has been helping run the United Chiropractors Association in the UK for years. The UCA is one of the few chiropractic organizations that is growing and the events she has been central to facilitating (like CE) are some of the coolest in the world.

The video went a bit funky halfway through but there is so much gold either side I doubt you will even notice!

Whiteboard Wednesday - What's The Story

Let me tell you a story...

Stories are a great way of communicating ideas because you are wired to payattention.

Stories
 create change in belief because they become an experience by proxy - you imagine you are the protagonist.

Stories create a huge impact because they create emotion.

Want to learn more about stories and how to harness their power to communicate the value of chiropractic?

Check out these week's WBW!

Whiteboard Wednesday - How To Avoid The "I Feel Better" Mistakes.

When people tell you "I feel better" it's a great affirmation of their decision to start chiropractic care.
But it can also be the start of them seeing LESS value in chiropractic care!

I know - it's a paradox. They get value and that starts them seeing less value. The reason? Negativity bias. It's a cognitive bias we humans have that means that we focus more on problems than on the positive things.

This video goes into a communication strategy that will help you celebrate the value they have received, block the negativity bias and help people see the value in continuing care.