growing your practice from the inside out
People buy you before they buy your message.
You HAVE to create a good first impression if you want people to start care and stay under care.
Dr. Robert Cialdini argues that applying the principle of unity and the language of family is the fast track to rapport.
This 8-minute video will show you EXACTLY what you need to say (and why you need to say it) to get rapport FAST.
Cheers
Dr. Martin Harvey
https://vimeo.com/272502451
No Whiteboard Wednesday this week!
I have had one of those weeks. You know the ones - where you start the day with a looooooong to do list and you're all psyched to get through it only to end up with an even longer list by the end of the day!.
Anyway, it all meant that after 15 weeks of having Whiteboard Wednesday there is no WW video this week. There is, however, a "Thoughts on Thursday" this week!
Same concept just 24 hours later!
This week it's all about Frame Control. It is the core idea that explains why many of the persuasion strategies I teach work.
Warning - this one has some denser theory (it's worth it to understand how to make chiropractic matter to people)!
https://vimeo.com/271609962
7-minutes of communication strategy on Framing. How to pre-suasively frame the discussion when people are not getting the results they think they should be.
This approach is GOLD when people have a reaction too.
It's quick and powerful because it creates a frame for the discussion that includes THEIR belief and your belief.
This 7-minute video will teach you my absolute fave phrase that you can use in any SHITuation where someone has had a reaction or don't feel like they are getting better!
https://vimeo.com/270049281
Do you find it frustrating when people NEED care but don't follow through?
One of the main reasons people don't have the care they need is that they procrastinate!
They know they need it but think there will be some magical time in the future where they will have more time, money and energy (or maybe their condition will improve by itself?).
We are WIRED to procrastinate.
This 7.5-minute video is all about what YOU can do to overcome procrastination!
https://vimeo.com/268730651
Have you ever had someone in a day 2 seem like they were on board, say all the right things but either not start care or drop out in the first few visits?
Have you ever had someone seem really engaged at a talk or a screening and then when it came time to book an appointment they back out?
Have you ever had someone say that you are pushy?
If you want to upgrade your communication you have to learn about reactance (also known as the boomerang effect) and how to structure your communication to NUDGE people towards action without PUSHING them and having them push back!
This week's Whiteboard Wednesday is an 8 minute dive into this concept and the key phrases you need to know to avoid reactance.
The number of referrals you get is probably the most important stat you can keep. It shows (in the mind of your clients) how good a job you are doing.
Those of you who have attended my Communication workshop know that I think one of the things that we should get rid of in our client/ patient education is scripts. They too easily come across as us selling our agenda rather than serving others. In this video Barry shows how using scripts says to our team that we don’t trust them. I believe scripts can be demoralising. They prevent our team members from using their “practical wisdom” in really serving people. He doesn’t advocate it being a free for all, just that prescriptive scripts are an “insurance against disaster but ensure mediocrity”. It reminds me of the point that Daniel Pink makes in his book "Drive" - that to be really engaged and perform at their peak, people need autonomy.
So how do we move from prescriptive scripts and avoid disaster – I think communication templates are the best balance. They give the “notes on the page” but leave the expression of those notes to the musician.