Posts Tagged ‘Correct’

GROW YOUR PRACTICE IN 3 EASY STEPS

Thursday, November 13th, 2008

1) More word of mouth referrals

How many times have you been talked around by a slick sales-type offering you the greatest marketing opportunity yet? From Newspaper ads, to calendars and target audience magazines, to bigger and bigger Yellow Pages displays, to online directories with millions of visitors, to radio stations and even TV presenting themselves as the only way to convert prospects to buyers!

Have you worked this out yet? Some of your ads work and some don’t; but when you average the cost of all your campaigns against the return on your investment – you might be better spending your hard earned cash on something more reliable and sustainable.

What about spending some of that money on a practice resource that will consistently and persistently increase the number of word of mouth referrals you receive, AND, is a one-off investment?

Don’t we all know that word of mouth referrals are what have built this great profession? Nothing will grow your practice faster and stronger than a steady stream of new patients who have been recommended by an established patient – it seems to become contagious.

2) Impress your new patients so much that they commit to your recommendations

Do you hear this after you have examined and explained your recommendations to a prospective patient? “Why hasn’t anyone else checked me out this thoroughly before? You are the first person who has been able to explain why I am feeling the way I am! What do I need to do to fix this?”

If on the other hand you hear statements like this after conducting your report of findings: “So is it just muscles?” (they haven’t understood a word you said); “how long do you think it will take for my pain to go away” (you haven’t shifted their consciousness beyond how they are feeling to how they are functioning); “My doctor said it was lumbago” (you aren’t the expert in their mind and they won’t listen to you); “so overall I’m not so bad” (nothing you have done or said has shifted their denial mechanisms).

To make this quantum shift in practice growth in this day and age requires technology that demonstrates clearly, visually and impressively that the person has definite functional problems which need your help to correct (whatever it is that YOU do to help, regardless of how long you think this will take, and no matter how much you charge to do it).

3) Maximise your patient retention

Fred Barge used to ask the pointed question: “Are you the doctor, doctor?” Here’s the plain truth – if you are relying on how your patients are feeling to determine if they continue to see you – you are at the mercy of the retention angels: Some people will feel better, and will still stop coming to see you. Some won’t feel better and will stop coming to see you. Some won’t hang around long enough to even find out if they are feeling better or not. In other words you could be practicing in a leaky boat, and totally dependent on the flow of new patients in, to compensate for the outflow.

There are only three reasons why someone continues to see you, regardless of whether we are talking about for the next few weeks, or for the next several years:

a) They are consciously aware of the benefit/s that they have been receiving from seeing you: Do you have the tools to assist them to be completely aware of the benefits of your care?

b) They perceive that they will receive benefits in the future from continuing to see you: Do you have a tool that can demonstrate room for improvement, and justify them to continue to see you till their next re-exam and beyond?

c) They like you and your staff and will do whatever you say to continue the relationship: This may be enough to plateau a practice but it will never grow a practice.

Posture Pro Digital Postural Analysis Software is a tried, trusted, reliable and proven tool to stimulate referrals, improve conversion and increase retention for the following reasons:

1) Generate an impressive full colour posture report which people not only look at themselves, but they show it to others, and refer others to have an assessment

2) It is very quick and efficient to conduct an exam: Can even be performed by a trained tech CA. In exam mode you should be able to complete the assessment and print it in 5 minutes. Even quicker if using screening mode.

3) Is very visual requiring little translation: People usually can see the problems without any need for explanation – “is that really me – what do I have to do to change that?”

4) Is an objective functional assessment: Posture is an accepted functional outcome by many professions and has a substantial research base which justifies the need for corrective measures – It’s convincing!

5) Can be monitored and compared through time as regularly as you like – you don’t have to wait three months to re-exam if you don’t want to. Posture can be improved quickly and progressively through time, making it both a great short term and long term measure

6) Demonstrates both visually and objectively progress under care acting as a reward for positive response, and as a motivator for continued improvement under your care

7) Is an awesome quality assurance tool – I often get asked, does posture improve under your care? There are two answers to this: “YES”, and, “if it doesn’t then it’s about time you had the tool to direct you to improve your methodologies to improve your outcomes”.

8) When you compare the initial cost to the returns from referrals, compliance and retention this software pays for itself in a couple of months, and then generates consistent increased returns for miniscule ongoing costs (paper and ink for your printer)

9) Can be completely portable making it great for presentations, screenings, expos and external events.

10) Is simple and easy to introduce and implement into any style of practice: Easy to install, email tech support, free upgrades, thorough instruction manual, plus a pile of bonus materials to help get you started or to maximise your results in diverse ways.

AND: Right now is the best time to purchase Posture Pro with our recession buster price.

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This is the cheapest price I have ever offered – but guaranteed it won’t last for long, so avoid the disappointment of thinking “if I hadn’t waited I would have had that software for a killing”

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Practice Tip - ASKING FOR REFERRALS

Monday, October 29th, 2007

I can remember paying good money to attend a practice management seminar that promised me I’d be able to see more people, charge more for my services, work less hours, convert everyone to lifetime care, and attract hundreds of new patients. The crux of the seminar was rehearsing, memorising and then regurgitating powerful “scripts” which if said in the correct manner, guaranteed that everyone would do anything you told them to do. I must say they did work well, but here’s the glitch: When you’ve been in practice for a little while, and you start to see the same people over an extended period of time; and you also see their family members, and friends and colleagues, and reactivated patients; and if your CAs and associates are also using those same power scripts - eventually you are all going to be “found out”. You see this technique is based on “Disney” systems - BUT; how many times have you visited Disneyland? Once, maybe twice, to go to the bits that you missed the first time? And guess what - you only have to listen to the script once! If YOU are going to be a wellness DC with people seeing you 12 or more times a year, for many years, then you’d better have something different to say… Here’s the best way to develop dialogue processes that evolve and adapt to where you practice members are at…

Ask better questions!

Here’s a really simple strategy that doesn’t take long; builds rapport, intimacy and relationship; and produces numerous opportunities for generating referrals: Get to know the practice member’s family, friends and colleagues by asking a simple series of questions… My CA even knows their Dog’s name/s!

It goes something like this:

Q: “What does your husband/wife/partner do for a living?” A: ……..

Q: “Wow, does he/she enjoy that?” A: ………

Q: “Has your husband/wife/partner seen a chiropractor before?” A: ……..

This is where the brief conversation can take a number of turns, but regardless of the answer, your questions should search for a reason for you to recommend that they bring their partner in to be checked to see if you can help.

On subsequent visits I’ll take some brief moments to get to know their kids, and then their friends, and then their colleagues…

I know this sounds really simple, but I have got to tell you that the conversations are much more interesting than listening to the sound of your own voice saying the same thing over and over again?

Click Here To Find Out About Chiropractic Coaching…

Are You Relieving Your Patients’ Emotional Pains And Strains?

Sunday, October 7th, 2007

Are You Relieving Your Patients’ Emotional Pains And Strains?

Whether or not we all agree on the theory that Subluxation is the cause of ALL illness - most DCs agree that there are three primary causes of Subluxation - Physical, Chemical and Mental.

At our TRT programs I ask the participants to rank these factors, and we always get 100% agreement - Emotional factors are by far the most common cause of Subluxation. So how does this revelation impact your every day clinical conversation and your adjusting procedures? Let me put this another way - what system/s do you have in place in your practice to identify and correct the emotional component which is causing most of your practice members, the majority of their problems?

What happens in your practice when someone is responding slower than you would expect, they keep exacerbating their condition, or you keep identifying the same recurring subluxations?

Here’s what it sounds like in most chiropractic offices: “Well Fred, what did you do on the weekend - did you do any gardening or lifting? Tell me about your office chair at work. How many hours do you spend in front of the computer? Are you doing some exercises? What position do you sleep in? Tell me more about that car accident you had 55 years ago.”

Notice something missing? Where were the questions to identify the emotional cause, let alone the second most common cause of subluxation - chemical? Physical, physical, physical…

Do you want to be a wellness chiropractor and not a back doctor? Then you need to connect with your practice members on an emotional level. This has got nothing to do with counseling or psychology, and it’s definitely not about finding new referrals for the Beyond Blue program. But it is about providing your customers with a more holistic service…

Next time you find yourself in the above scenario, stop yourself before you blow the opportunity for a learning moment, and try this instead…

“So Fred, why do you think that your body is having trouble getting better as fast as YOU would like?” Fred’s usual answer will be “well I d’know, your the doctor?”

“Have I told you that there are actually three causes of subluxation? There’s the obvious one, the physical stuff that happens to you and that you do to yourself. Then there’s chemical stuff; you know, all the toxic stuff that we eat and drink, and all the poisons that exist around us in our homes and in the environment, like allergies. Then the one you might not have thought of before, is the mind - this is actually the most common and the most severe cause of subluxation. Fred, can you think of any mental or emotional stuff in your life that might be creating stress inside your body?” Now don’t drop the ball, stay silent until Fred comes up with some ideas… Then adjust him as per usual.

Like I said, this doesn’t have to lead to a psychotherapy or hypnotherapy program; just the therapeutic power of the identification and connection of HIS emotional stuff with his subluxation will astound you….

Click Here To Find Out More About Chiropractic Coaching…

THE ADJUSTMENT SECRET FORMULA

Tuesday, July 24th, 2007

What are the secret ingredients which define a chiropractic adjustment? What are the features that separate an adjustment from other therapeutic modalities? What are the factors that differentiate a good adjustment from a bad adjustment?

Most definitions of “Adjustment” are very mechanistic in nature: “Moving the joints of the spine beyond a person’s usual physiological range of motion using a fast low-amplitude thrust”; “low-amplitude, high-velocity thrusts in which vertebrae are carried beyond the normal physiological range of movement without exceeding the boundaries of anatomic integrity”. The glaring pitfalls of such predominant definitions are that not all chiropractic adjustments carry the joints into their para-physiological range: Does this mean that SOT Blocks are not an adjustment, and that all instrument-based adjusting protocols are not chiropractic?

Perhaps it is time that we re-define the core components that describe a chiropractic adjustment?

Early chiropractic concepts spoke of universal and innate intelligence, the mental impulse, and proposed that a chiropractic adjustment doesn’t correct anything, but innate utilises the forces transmitted to the body following an adjustment to correct itself: In other words, the body is intelligent, but sometimes needs information from an external source to be able to make better perceptions, decisions and choices.

So, an adjustment is not so much an imposition of our will upon another person’s physiology; as it is the delivery of a new and enlightening piece of information which attempts to facilitate neurological change.

Torque Release Technique defines an Adjustment as “communication through touch”. What are the fundamental factors of this healing touch?

Perhaps we could define these in a physics-like formula…

A = F × CV × I2

In long-hand this translates to: Adjustment equals Force times Correctional Vector times Intent (squared).

Let’s explore this formula in greater detail:

The times signs indicate that each factor has a more significant impact on the other and on the total result than if instead the addition symbol was present; and that if all factors are present the resulting answer will be huge:

For example, in mathematical terms if each factor = 10, then A = 10 × 10 × 100 = 10,000

If the symbols had been additive the answer would be A = 10 + 10 + 100 = 120

If you minimise one of the factors then the answer is minimized:

To alter the above example slightly, if F = 1, then A = 1 × 10 × 100 = 1,000

The square symbol shows the “I” factor has the potential for greater impact: If this factor is small then the formula will not change much. Increase this factor and its impact becomes greater and greater at an exponential rate:

For example if we alter our original formula so that I = 1, then A = 10 × 10 × 1 = 100

Whereas if I = 100, then A = 10 × 10 × 10,000 = 1,000,000!!

Now let’s define the factors in more detail:

Force = Mass × Acceleration:

This is an old Newtonian formula. Every adjustment has force – an adjustment with no force at all is just a good intention. To increase force we either increase the mass or the acceleration, and if you increase both then the force greatly increases. In terms of a chiropractic adjustment, any experienced chiropractor knows the importance of speed over mass: The quicker you are the less the mass you have to use, and the more easily an adjustment is accepted. I guarantee that an adjustment will appear “heavy-handed” to a client due to excessive mass, and not due to excessive speed

Correctional Vector = Contact Point + Three-Dimensional Vector:

The force of an adjustment must have a point of contact and a direction: Specificity is what separates chiropractic adjustment from so many other therapeutic modalities, and without correctional vector I doubt that chiropractic would have attained separate and distinct status. Firstly we are more discerning in where we place our hands; for example, we don’t just stretch the lumbar spine, we adjust an L5.

Also integral in most chiropractic adjustment protocols is the direction in which we apply our force: Our predominant “listing” systems incorporate three letters to define the direction and combination of vectors in three dimensions, which we utilised in our adjustment. And we may even add a fourth letter to further define our contact point… For example: C2 PLI-S – we contacted C2 and our vector was in a direction to reduce the left and inferior vectors of the subluxation, and we used the spinous process as the contact point.

Intent = Become One + Visualisation + See Whole

R.W. Stephenson described the essential components of intent. Intent could be simply explained as what we are thinking about as we deliver an adjustment. But it can also mean much more than this as it may include our own emotional, physiological and even spiritual states.

“Become One” encompasses an almost spiritual connection that occurs when we as a practitioner enter into another’s “energy” or “intelligence” field. The insinuation is that when we come so close there is an influence between the two fields of intelligence. This has ramifications at a diagnostic level in the sense that we can potentially gather much deeper levels of information if we are perceptive to the other person’s “field”; and at a therapeutic level we potentially enter into a deep level for the transaction of information taking place.

“Visualisation” defines the need to see what we are doing: Can we imagine the structures and tissues that we are examining; can we envisage the impact that our testing and corrective vectors are having on the person’s physiology; can we see the effects of our adjustment before they actually occur?

“See whole” describes our intent: Wholeness. After our practice member is adjusted their mind/body is able to better perceive itself, the communications between mind and body are restored, and their physiology becomes more efficient and effective. Do you expect this? Do you actually SEE this occurring in your mind’s eye?

What separates an adjustment from other therapeutic modalities? The size of each factor illustrates its relative importance in the formula:

Massage = f ( m × a ) × CV × I2

Therapeutic massage is separated from relaxation massage by how deep the practitioner penetrates; that is by how much mass they use: Mass is probably the most dominant vector in the therapeutic formula. Acceleration is extremely small as most massage involves slow strokes. The vectors are usually unfocussed and very mixed, sometimes the more directions you sweep across a muscle the better. Intent is somewhat diminished due to poor visualization (most masseurs have inferior anatomical and physiological knowledge) but will have a high degree of connection and a desire to see whole.

Manipulation = f ( m × a ) × CV × I2

Manipulation is usually a mechanistic attempt to produce separation and preferably cavitation of joint surfaces: The Mass is increased and Acceleration is relatively high to achieve this end. Correctional vectors are minimised usually only involving two dimensions and are not seen as so important many times both directions/sides being manipulated to maximise the stretch effect. The intent is small, the need to become one being irrelevant, visualization being for the purpose of finding the structure to be manipulated and the outcome seen being no bigger than to cavitate a joint or to increase flexibility.

Acupuncture = f ( m × a ) × CV × I2

An acupuncture needle delivers minimal mass with no acceleration, so force is almost absent. The correctional vectors are so important, much care being taken in the location of the needles and in the precision of their insertion. The contact points are very different to a chiropractic adjustment relying on a totally different bodily system. The vitalistic intent of the acupuncturist must be considered equal to that of the principled chiropractor as they too expect great things from their therapeutic modality and it could even be argued that they are bolder in their therapeutic claims.

What differentiates a great adjustment from a bad adjustment? The adjustment with “that something extra” requires a precise combination of the secret ingredients…

Great Adjustment = f ( m × a ) × CV × I2

Bad Adjustment = f ( m × a ) × CV × I2

Keys to the adjustment with “that something extra”…

  • Maximise acceleration and minimise Mass.
  • Utilise a precise system to determine the most effective combination of contact point and correctional vectors.
  • Maximise Intent by respecting and perceiving the connection between you and your practice member, visualizing every aspect of your analysis and correction, and having a clear picture of the intended outcomes.

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