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.
No intro this week! You either watch the video or you miss out on the tip!
When it comes to growing their practice there are 3 types of chiropractors!
Those who use the same communication approaches they have always used hoping for a different result.
Those who are trying to grow their practice with whatever new "hack" is popular this month.
Those who are using new strategies based on the influence literature that have been tested in real chiropractic practices. (Like the one in the video below. It's 5 minutes long and you can use it straight away!)
How do you best handle things when someone says "my previous chiropractor always..."
"Told me to come when I was in pain"?
"Gave me a massage before they adjusted me"?
"Adjusted me a different way"?
What do you do when it's different to what you do?
This week's Whiteboard Wednesday shows exactly what to do (and what not to do!)
This week's Whiteboard Wednesday is about creating rapport fast!
People buy YOU before they buy your message.
This 6-minute video will show you how you can create a connection with people in a moment!
"It feels muscular"
"I think I just need to stretch more"
"I think it's more of a physio/ massage therapist problem"
These are the things we all hear in practice that minimise the size of their problem AND minimize your role in solving it.
There is a simple way of handling this and this 6-minute video will teach you how to do it!
Would you like to not NEED new patients?
Growing a practice is simple. There are 2 ways to grow - one, get more new people or two, improve your retention.
Certainly having an approach that allows you to predictably market your practice through new patients is one strategy. But a lot of chiropractors put ALL their eggs in the new patient acquisition basket. And if all your eggs are there you always NEED new people because the old ones are not going to be there in 6 months. Or a year. Or 10 years.
A lot (most) chiropractors would grow their practice with less stress, better clinical results and not NEED as many new people if they put half their eggs in the retention basket.
I had a fantastic talk to the amazing Dr Vismai Schonfelder for "Under the Influence" this week.
He has practiced in Australia, Europe and Asia and is a master of communicating chiropractic (his PVA is amazing)!
He is chilled but gets shit done!
Make sure you watch the whole way through for the questions Vismai uses to find people who naturally resonate with chiropractic (it's based on the core philosophical perspectives of chiropractic - vitalism, naturalism, humanism and wholism).
"Under the Influence" is about modeling the success of master chiropractors from around the world.
This week's guest is the master of what he calls "360-degree success". A rocking practice AND 8 weeks vacation with his family AND the freedom to be taking care of people in his practice or decide that he is cutting out to go to one of his kids' lacrosse games.
If you're like me you probably delete almost all your email without reading it.
And that's a problem.
The average person gets 121 emails a day!
The open rate is around 20%. That means that 80% of emails get deleted without even being opened, much less being read.
Why? Because most emails are not really that important.
And lots of the emails use tricks to get you to open them. They talk about short-cuts, hacks and use urgency and FOMO to appeal to the desire we all have for success to be easy and instant. And that's a problem.
It's a problem because there is no shortcut to success.
There IS a formula for success. And the truth is it's a long cut. So what's the formula?
Success = (Modeled skills X repetition + feedback) X time.
Modeled skills: To be successful find someone who has the success that you want. What do they do that less successful people don't? Doing this takes effort.
Repetition: Chunk those skills down and practice them. Over and over again. This is boring.
Feedback: Get feedback about how you are performing so you can improve. This is uncomfortable.
Time: Creating the neuroplastic grooves in your nervous system so that a skill is automatic takes time. This takes patience.
So the problem is if I wrote an email that had a subject line that said "you can be successful but it's going to be boring, uncomfortable, take effort, and you are going to have to be patient" it IS the truth. But most people would rather believe there are shortcuts and hacks.
So if you want to be truly successful you need to recognize the problems and consciously decide to ignore the shortcut/ hack BS and decide to take the longcut.
Dr. Paul Fisher lives this formula. I have known Paul for the last couple of years and he is relentless at doing the uncomfortable, boring work it takes to be successful.
You may not have heard of Paul, but if you want to learn from someone who knows how to grow you will love this video.
Have you ever fantasized about practicing without a CA?
Just you.
It would be simple, wouldn't it?
For a lot of chiropractors, the downside of having staff seems so big that it overshadows any gain.
On the other hand, imagine how much you could achieve if you had 10 people as committed to growing your practice and impacting your community as you are.
Earlier this year I witnessed a team unlike any other I have seen. Dr. Travis Corcoran has a group of practices in the Netherlands and his team is phenomenal. They are more like a big united family than work colleagues.
In this weeks "Under The Influence" I got to dive deep with him on what they have done to create this unique culture. Travis is a deep thinker and an overall cool cat.
If success for you is about doing work that you love with people you love and having a thriving practice you are going to love this video!
Do you want to build your retention?
Do you want more people to WANT to follow through with care?
This week's Whiteboard Wednesday unpacks the concept that people decide based on emotion FIRST then need logic to support the decision.
The last part of it will show you the number 1 key to connecting people emotionally with the value of chiropractic.
https://vimeo.com/279197053
If you want to have more people in your practice living healthier, happier lives you HAVE to understand a few key concepts:
People decide based on EMOTION.
IDENTITY is a key driver of emotion.
identity = "People like us do things like this.."
Want to learn more?
Watch the video.
https://vimeo.com/279199887
Consistency is one of Cialdini's key principles of influence.
It creates a STRONG drive for us to behave in ways that align with what we have verbally agreed to.
This week's Whiteboard Wednesday will teach you a quality question that harnesses the power of consistency and will boost your retention!
https://vimeo.com/277061467
How well you handle SHITuations is important.
So important that it is the skill I suggest that people who want to improve their communication work on first.
Important because if you know how to handle SHITuations it will increase your certainty because you know that you won't be stumped.
Important because you will be able to reduce the number of people dropping out of care which is a win-win – they win with better clinical results and you win with practice growth and a more rewarding practice.
This week's Whiteboard Wednesday will teach you the two most important strategies you HAVE to know to be able to handle SHITuations.
These strategies come from the "Difficult Situations" Workshop by Webinar. For more information and to register go HERE
How do you feel when someone comes into the practice and says "I don't feel any better"?
Or "This isn't working and I'm stopping care"?
This is one of the most common SHITuations that we encounter as chiropractors.
This week's Whiteboard Wednesday goes into a strategy that I have only previously taught in my workshops.
It's 10 minutes of gold on how to handle this SHITuation!
This strategy comes from the "Difficult Situations" Workshop by Webinar. Registration opens in a few days. For more information go HERE
Do you ever look at other people and think "how the hell do they get so much done?"
Me too.
There are so many things I want to get done. So many projects that I have a kernel of the idea or have started but not completed.
I had the chance a few weeks ago to sit down with Dr Ross McDonaldand ask him how is it that he (and his equally awesome wife Rebecca) can create the impact that he does (great practice, President of the Scottish Chiropractic Association, started and runs The Edinburgh Lectures, now starting a vitalistic Chiropractic College in Scotland, amazing family etc, etc).
This video is 6- minutes of absolute gold if you want to learn how to get shit done, create a change in the world and have a great time while you are doing it!
To learn more (and support!) the Scotland College of Chiropractic please click HERE
This week's Whiteboard Wednesday is about what you don't say!
It is about harnessing the puzzle-solving power of people's brains to get THEM to think like you!
Communicating in a way that shifts people's perspectives from pain to prevention to performance can be tricky!
Today's Whiteboard Wednesday is all about bridging - a communication strategy that will help you give people the BIG idea of chiropractic no matter where they are in their level of awareness!
No dumbing chiropractic down to the lowest denominator!
No bait and switch!
This 6.5-minute video will show you how to bridge to the BIG idea.
SHITuations are difficult because we are wired to see them as a threat.
Stress = primitive brain = crap communication.
This 7-minute video will show you what to do about it!
The key to having people start care and continue care is the level of value that the patient or client PERCEIVES.
Their perception is massively affected by their previous experience so you HAVE to know what that was.
These powerful questions will show you exactly WHAT to ask and WHY you have to ask them.
https://vimeo.com/277061755
