Posts Tagged ‘Practice Member’

CAN YOU SEE WHAT YOU ARE DOING?

Saturday, November 10th, 2007

Many aspects of chiropractic practice have evolved - there have been so many modern developments from within our profession, and from complementary professions - many of which make daily practice simpler, more efficient, more effective, more objective, and even more profitable… Whether we talk about the computerisation and even automation of our front desks, technological advancements in our investigative tools, online education and marketing tools, new and diverse technique systems, in-house entertainment and educational multimedia, online and electronic banking options, and I could go on…

But at the same time could it be that as we utilise more and more technologies, and become more dependent on machines to make decisions and record memories for us - That our own innate and intuitive recording, analysing and comparative skills may be withering and vanishing?

How seriously and consciously do you control what you are seeing and absorbing in your mind’s eye, as you are working on each and every practice member, on each and every visit? This was named INTENT by our pioneers.

While you are leaning over and assessing your patients: Are you thinking about what you are going to have for lunch, reviewing your golf swing, planning your next holiday, worrying about your debts, or even rewinding the last patient who was complaining that you hadn’t fixed them yet?

Make a commitment to include the following steps as you examine and treat each person…

1) Become One: When you enter into someone’s field of intelligence (their personal space), you are being allowed into a very privileged place - AND you also enter into a dimension where you can gather enormous perceptions about the state of mind and body of that person - IF you are willing to perceive and observe them! The way to take this to its full potential is to comprehend that when you enter into this “zone” you and your patient become one. Have you ever started to feel angry, sad, frustrated, or agitated while adjusting someone - guess what - it might not be you feeling it - it may be them. See if you can develop this skill of knowing more about your clients than they know about themselves…

2) Visualise: As a Chiropractor, you are extremely blessed, because you have done some of the most comprehensive anatomical, physiological, biomechanical, neurological and even pathological studies possible. As you examine and adjust each person, develop “XRay Vision”: Visualise the structures and functions that you are examining and adjusting as you perform each procedure. Makes the job much more interesting and fascinating. Your diagnostic and technical skills will improve in a quantum leap if you integrate this one skill…

3) See Whole: This transports your visualisation skills to the next dimension: Making the jump from observation, to influence! See the fixated joints start to move again; visualise a person’s alignment being restored; feel the surge of nerve flow and energy transmission; envision cells, tissues, organs and beings becoming whole and vital once again…

When we teach Torque Release Technique we equip you with a comprehensive range of indicators which you use in your ongoing evaluations of your patients’ state of wellbeing, and degree and location of Subluxation. These build and strengthen your intuitive and innate abilities to perceive and differentiate what condition someone is in, AND where and how they need to be adjusted.

When you put this all together you achieve what is probably best described as TOTAL CERTAINTY.

Click Here To Find Out More About TRT Training…

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…

POSTURE - THE SIMPLEST AND MOST POWERFUL PRACTICE TOOL

Monday, October 29th, 2007

A Picture Paints A Thousand Words!

Many Chiropractors analyse their new patients’ posture, and then scribble lines on a stick figure chart that is supposed to represent the person’s postural distortions? Try showing the hand-drawn diagram to the person - IT WILL MEAN NOTHING TO THEM - And it’s not a very convincing communication medium. Try showing the diagram to another chiropractor - I bet they won’t even understand what the markings mean. Then try using this diagram at the re-exam - How could you objectively measure, let alone demonstrate to the client that any sort of change has occurred?

Some others have entered the twentieth century and have started to take digital photos of their practice members’ posture. I’ve seen some who print the photos and then draw lines all over the picture to highlight the problems. But the question remains - How can you objectively track and demonstrate the changes that are occurring in their posture? And, how could you store, file and retrieve all those images?

There is a twenty first century technology that is cheap and effective for storing, analysing, calculating, retrieving, and comparing digital postural analyses - And it takes about the same time as a traditional postural assessment…

Click Here To Find Out More…

Practice Tip - CLOSING THE GAP BETWEEN WHAT PEOPLE THINK AND WHAT THEY DO

Wednesday, October 17th, 2007

There is compelling scientific evidence that what people know about diet and how they eat are in many cases two different issues? I’m sure you have observed that this void between knowing and doing crosses over into all health behaviours?

1) The acute antalgic low back or torticollis crisis patient who promises you that they will keep seeing you forever for maintenance care if you can only help them get out of agony; who then discontinue somewhere between visit two and six because “they are fine now and will ring if they have any further problems”.

2) The reactivating patient that confesses that they were feeling great while they were doing the exercises that you taught them, but then they just forgot about them because they didn’t have any pain. And then they ask you “why does this problem keep coming back?”

3) The osteo-arthritic retiree that starts complaining of increased aching and stiffness, and when you ask them if they are still taking their Glucosamine, they respond “Oh I finished the bottle and thought I’d see how I’d go without them for a while”.

4) You meet an old regular practice member who discontinued 1-2 years ago, and when you ask them how they are going they give you the long list of ailments, diagnoses and prescriptions that they now take, and then pass comment “you know when I used to see you I didn’t have any of these problems”.

There’s a push in our profession right now to adapt us into risk-factor screening machines, who then pass appropriate educational brochures to those at risk, and warn them of the dangers of not changing their ways. Think about this: Most people who are overweight already know they are overweight; most people who are unfit already experience the effects of it; most people experiencing symptoms of Diabetes are aware of the symptoms… They don’t need you to identify the symptoms of their condition. They need help closing the void between their awareness and their behaviour!

If you want to be a wellness practitioner let me tell you a major paradigm shift you are going to have to make - It’s not about you, it’s about them. Wellness is a personal journey of lifestyle choices leading towards better life and health outcomes. You can’t make the decisions for them - if you try to then its not wellness - it’s medicine.

Here’s four questions that you must ask your practice members to make massive changes in your wellness relationship:

1) “What is your biggest health priority right now?” Their choice not yours.

2) “What are three things you think you could do to improve this area of your life?” Their choice, not yours. But this may be the point where they ask you for your educated opinion.

3) “What information do you think you need to help you make this change?” This is the point where they will most likely give you permission to feed them with resources.

4) “What would you like me to do to make sure you follow through on your plan?” This is where you help them to make some commitments, set some goals for them to achieve, define some measures for monitoring their progress, and set a time-line for review.

Click Here To See How Wellness Coaching Is Done…

WHAT IF YOU WERE ONLY ALLOWED TO MAKE ONE ADJUSTMENT?

Wednesday, October 17th, 2007

Imagine if every Australian was allowed to receive one adjustment per week, and that adjustment was covered under Medicare? But here’s the condition: You can only deliver one adjustment per week, per person, and you have to demonstrate the measure benefits of those adjustments every three months using impartial objective outcome tools. I guess there would be a minority of DCs who would think they had found easy street and delivered any old adjustment, in any old fashion, without much consideration for where or how they delivered that adjustment - just so long as the cheques kept rolling in. But for the rest of us, we would want to be completely diligent in ensuring that this one adjustment was a good one, a really good one, and that we adjusted the segment which most needed to be adjusted, and in the right direction because you can’t just hit it on both sides - you only get one shot!!

Think about this in the context of how you currently prioritise how you deliver your adjustments each and every day:

1) Do you start at the bottom and work your way up, or some other variation of this theme? Check and adjust the low back, check and adjust the thoracics, then roll them over and check and adjust their neck? Most DCs have an order in which they adjust everyone. It may not be the order I mentioned, but in most cases it will be a “routine” based on the practitioner’s habit as opposed to some patient-centred findings dictating where you start and finish. STOP IT: Take an extra few seconds to analyse your patients’ spines and make a decision about which is the most important adjustment to make on that visit.

2) Do you adjust the same segments in the same order, any three visits in a row? I thought your practice members were supposed to be getting better and progressing to a new level of health - why then would they continue to have the same subluxations? If you are activating retracing in their body then surely the next layer of subluxation should appear and need to be corrected? And, since they last saw you a lot of different stresses have presented, so they may have a new and different layer appearing on the next visit. Why do we say that the body is a self-healing adaptive organism and then fail to adapt and change our adjustments to keep up? BEWARE: If you check your notes and see that patients are getting the same mix of adjustments on every visit then there’s only two options - A) you put the stuck pattern there with your repetitive habituating stimulus, or, B) their spine isn’t evolving under your care - either way you need to try a new strategy.

3) Do you have a system that allows you to make a live analysis and differential diagnosis of which subluxation wants to be adjusted at any given moment in time? When we teach TRT we show you 14 different indicators of subluxation and train you in the differential diagnosis technique that gives you absolute certainty and precision in making this vital decision…

Click Here To Find Out More About TRT Training…

An interesting question arising from my hypothetical above is for our profession as wellness providers. I used the weekly example based on the observation that:

1) If I could get adjusted as often as I liked I would probably get an adjustment every week;

2) I conducted a highly informal survey of a group of my practice members when I asked them “if you could get adjusted whenever you liked and it didn’t cost you anything, how often would you get adjusted?” The most common reply was “I’d come every week”;

3) I have been using functional assessment technologies in my practice for over a decade and have observed qualitatively and quantitatively the biggest changes when clients are getting adjusted weekly (go beyond three weeks and you will see a significant percentage of clients start to deteriorate functionally);

4) Many chiropractors I have met who claim to be wellness DCs get adjusted weekly and recommend weekly adjustments.

But, how much would this cost the community if every man, woman and child was adjusted weekly: Using the round figure of 20 million people and $40 per adjustment, that comes to $800 million per week.

Here’s the ultimate challenge: We would have to be able to demonstrate without a shadow of a doubt that we were saving the Australian economy at least $1 Billion per week? Can we do this? Your thoughts are welcome…