Category Archives: Chiropractic Success

Spinefest

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Dr. Don Warren and his happy team of professional chiropractic assistants created one of the greatest and most fun special promotions I’ve seen a long time. They call it Spinefest.

One type of an effective Special Promotion  ties into a donation program, which in this case, was a food drive. Not only were they able to generate money for the “Feed the Hungry” program and get great publicity doing so, they also fostered good will in the community and as a result, saw their new patient numbers head skyward.

They do this every fall. A recent magazine article just came out featuring Dr. Warren on the back cover. (Note: The article states that Dr. Warren is president of his state association which is incorrect.)

How Do You Start Your Day?

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How do you start your day?

The fact is, the way you start your day will determine, largely, how you end your day.

Start it right and you’ll end it right.

Start late, flustered, groggy, moody, cranky, and your day will be longer, harder, and less productive.

Time and time again, when we work with doctors and their teams on starting their day off correctly, we notice that the patients become happier, the appointment book fills up,  and the doctor feels more in control of her patients.  Just last month, as a matter of fact, one doctor implemented this procedure and hit her highest new patients – ever.

Another doctor gets to the office before his staff and associate doctors and reviews the day’s schedule.  Before the patients come in, he reviews each patient, as needed, and makes sure all patients are set up for the right procedures that day. In spite of the fact that he has several clinics, and a handful of associate partners, it is no wonder he still averages over 1200 visits per month. So can you.

You can start your day any dang way you want, the choice is yours. Actually, you have two choices as diagrammed below.

Some offices call this their morning “huddle”, or “case management” meeting. Whatever you call it, here are some successful procedures to start your day:

1.    Discipline. Make sure that it starts on time. Only have it 2-3 times per week to start with. Keep it simple, FAST, and fun. This will be the biggest hurdle. But, just schedule it and make it happen.

2.    Humor. A staff member should start off with a good joke. For example, the front desk has the first Monday, the doctor on Wednesday, the Accounts CA has to bring a joke for Friday, and so on. It goes on a rotational basis. If this is hard to do, then that is all the more reason to do bring a joke. If you are bad at jokes, again, all the more reason to bring a joke. 🙂  Need a joke? We have a few over here.

3.    Patients. Then, go over each patient that is coming in that day and decide, as needed, what extra should be done with him or her.  For example, does Patient A need a progress exam, need to be scheduled for the care class, another financial consultation, or be seen to schedule her family for no charge “check-ups?”  If your office is seeing over 800 patients that day, probably best to just check over some of the patients — no need to cover each one. Just see if any of the doctors or staff have any input on anyone.[We have seen an 800 visit day. Lots of fun!]

4.    Office. Then, review how the office is progressing towards its goals for the month.

5.    Goals/Visualization. Then, set realistic daily goals, and look at and even visualize not only achieving them, but achieving the weekly and monthly goals as well.

6.    Miscellaneous. No more than two quick minutes for a miscellaneous announcement, if needed.

7.    Motivation. Finally, the clinic director should end off with a patient success story, or something inspirational and motivational. A quote, a story, etc.  We have lots of quotes in the Marketing Manger System computer program. You can also take one Chiropractic Principle each day, discuss it with the staff, and work out ways to apply it that day.

The whole meeting should be done BEFORE patients are seen, and last no more than 15 minutes.  Use it in your group, and use it on your self, and watch your practice grow.

It Gets Better Each Time!

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What a Seminar! Our second 3 Goals seminar which was held in Milwaukee was SO much fun that if we knew it was going to be like this, we would have been doing seminars years ago.

With over 60 people attending,with veteran doctors and staff, and rookies as well, the place was rockin’.

Just a note from all of us at PM&A: For those of you who attended – Thank You! We had a great time sharing our information and meeting you all.

Hope to see you again.

Some comments below and pictures here.

First, a kind letter from a veteran office manager of 4 offices:

Dear Ed, David and Phyllis,

Wow!! I was blown away by you guys yesterday, this was information that every chiropractor and chiropractic assistant needs! I have been a C.A. for 23 years, Office Manager for 17 years, and still viewed your seminar as a beneficial learning experience. I have several procedures and marketing ideas that I will be implementing. In my opinion, The 3 Goals Seminar should be a must for any new D.C., the content was invaluable! You guys truly made my experience for the day extraordinary, thank you!

Sincerely,

Cindy S.

Here are some more comments:

“Very energetic , lots of ideas, the CA information was wonderful.”

“The marketing info is going to be helpful.” “Information was clear.” “Lots of energy and like the experience of the presenters.” “Great for new doctors.” “Patient education info was great. Good info on systems and how to keep them in place.” “Great marketing ideas in and out of the office.”

“Financial planning and collections very helpful.” “Marketing strategies were good.” “Liked most how to systematize your office.” “Liked the different types of marketing meetings.” “Information was practical, well organized.” “Clear and numbered structure.”

“I thought it was a great seminar.” “VERY HELPFUL. Lots of information and ideas that can/should be implemented in our office and mission.” “Enjoyed the overall enthusiasm of all speak sand their excitement for wellness/chiropractic.”

“3 Goals System as overall guide for practice success strategy.” “Informative and interesting. I can leave here and work on many things in the office tomorrow.” “Awesome presentation!”

Spring and Meaning

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Spring.

And almost three months into the New Year.

It was just 3 months ago when the New Year began. What about those goals you set? Those resolutions you made? How are you doing on achieving them?

You know, it is just amazing, working with the great doctors and staffs that we do. It is so evident that success is so attainable. It is just peeking around the corner, waiting for you to do just that next key action that will propel your office to pick up the speed needed to take you to the next level.

One doctor we are working with, after being in practice nearly 20 years, is hitting his best ever days and highest ever weeks this month. His staff have been emailing us their successes as if they are texting us from a rock concert!

We live for this stuff, by the way – your successes. Many times after years of gradual improvements, it is so gratifying to see an office take off with stability.

Another doctor who has been in practice for years has been breaking collections records. And volume…seems like it is nothing to have a 1000 visit month – with many if not most new patients coming in from referrals.  One doctor we work with routinely sees over 1000 visits each month, and each month works with his colleagues and associates to help them hit their best-evers. Another doctor had over 150 on the books for him to see yesterday (Wednesday).

From our perspective, it looks like chiropractic is having a renaissance.

Of course, this is not the case with all of our clients. Some are still laying foundations for future growth. Success can come, but sometimes only after years of implementing the right procedures.

But what are these “right procedures”, and where do you look? Insurance department, clinic management and organization, marketing?

Some of you may feel that you are in a rut,  that you and your practice are stuck. If so, take heart and have hope. Things can change and you can do better. We have seen it happen with many doctors in these last three months.

There are so many distractions in our lives, and many of them are negative and disheartening. Demoralizing. Frightening. Discouraging. Yet, we see doctors who have been stuck, finally get things going and do better. After years of stagnation, we see them do their best ever.

Practice development success is dependent on the quality of your systems and organization.  That’s 50%

What’s the other 50%?

Part II

The other 50% is an “Inside Job.”  That is, your success is dependent upon the structure of your office, but also on the function of your behavior. The quality, and quantity, of your energy, your attitude, and your creativity is easily 50% the cause of your success, or not.

So, if your numbers are down, you should spend half your time improving your systems, and half your time…improving yourself.

Are you frightened stiff? Have you developed “hardening of the attitudes”? Are you resentful, a seething caldron of anger? Do you feel burned out, frustrated, or feel like you just can not make the changes needed?  Believe me, this manifests one way or another in your practice. And in all areas of your life.

We all experience these feelings, among others, at times. Sometimes they are acute. But after you have been in business for a while, you may not even notice that you have become less than enthusiastic about practice.

Yet, even if you were locked up in solitary confinement, you would still have the power of choice. You could still be creative.  Even if you were shackled, starved, beaten, imprisoned, you could still find meaning and purpose in your life.

This is the basis of an entire branch of psychology as developed by a former prisoner of the Nazi death camps, Victor Frankl. His observations lead him to identify what he saw as the basic principles of living, including:

  1. “Life has meaning under all circumstances, even the most miserable ones.
  2. “Our main motivation for living is our will to find meaning in life.”

Successful people have meaning in their lives.

If you can find purpose and meaning in this very moment, in this day, with your next patient, with this year, your probability of success will be greatly increased. More importantly, you will find that what you are doing is more satisfying.

Fear will vanish, hardened attitudes will become flexible, and your energy will return.

Structural changes will need to take place, of course. Better clinic systems and organizational procedures will then take you to the top. And keep you there.

We can help with all of these, by the way. But you should know and be reassured that chiropractic is happening. It is hip, it is popular, and it is growing, probably more so now than ever before.

Naysayers say otherwise to promote their goods or services. They are sell outs. Don’t buy what they are peddling. Chiropractors have always been challenged and it is actually what has helped you be strong and survive.  Insurance cutbacks are not new.

After more than 20 years in business,  we are still amazed each day when we hear of the stories patients tell of their success.

Chiropractic works. It has, does, and will for at least the rest of this year. So, find your meanings and purposes, get help to upgrade your clinic procedures and organization, and make those yearly goals you set for 2008.

Heck — why not beat them and make this year your best ever?

Spring has its own meaning, its own purpose: to grow and create. This can be your purpose too.

Every moment, every day. Right now.

What the Moon Has to Do With You Success

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The moon is back to normal again.

Just a few hours ago, though, standing in the middle of a snow-covered playground near Lake Michigan, in the night sky at about 3 degrees above zero, it looked like a smudge. A grey brown spot that was almost black, like someone had tried to erase it with an old eraser, but part of its image still remained.

For a few hours, the earth blocked out the sunlight to the moon, at least from our perspective. These unimaginably huge spheres of matter, nearly perfectly in balance, were gracefully moving like billiard balls in a ballet.  Compared to this, all else really seems insignificant.

Before street lamps, car lights, TVs and late night computers, the night sky entertained us. Everyone could recognize the constellations, and an interplanetary event such as an eclipse was a very big deal. All our ancestors were stargazers – the night sky gave them the comfort of familiar signs, as well as wonder and awe. And mystery.

Besides the city lights to distract us, we have our daily duties and deadlines that rivet our attention to the near. Your patients, your notes, your computer, staff members, phones; most things are just a yard stick away.  Like a ping-pong game, your focus has to be complete, quick, and close, or, you lose.

When your attention drifts, patients think you don’t care, staff thinks you take them for granted or are displeased, and insurance companies can’t read your notes.   Success in practice requires keen attentiveness.

You can’t survive asleep at the wheel, dreaming or daydreaming. To be a winner you have to be alert and actively attentive to your job each minute you are at the office.

And if that is all you do, you soon will burn out.

Studies have shown that you have to, now and then, disengage. Take a break. Learn Japanese. Play with your kids. Help the poor.  Pray. In their best selling book, The Power of Full Engagement, the authors offer studies and examples on why it is important to become involved in disrelated activities to balance our hectic if productive lives.

All this goes back to the moon and the sky.  I don’t think we look up enough. The sky, the stars, and the whole natural God given world are about us, mysterious and awe inspiring.

In business, we have to focus on the short term and build for the middle term. But it is the far away that calls us, if we can stop to listen.  What makes you curious, fills you with awe, love, and seems a mystery? What does your future whisper back to you, as if you could hear your eulogy years from now? What are your greater purposes?

Balancing these three is the key to a successful practice, business, and life.  Your first goal is to play each day fast, full out, like a basket ball game you have to win. Your second goal is to gradually build a strong organization with the right teammates and the best plays that have proven to work for you. But your third goal, and there may be many, are why you work at all.

If your business has plateaued and stopped growing, it is because one or more of these goals is not being worked on correctly.

We have developed a general pathway and framework for doctors to move upward so that they can correctly work on and achieve all three goals. It doesn’t matter what technique you use, therapies, providers, or offices.

We are excited and pleased about the development of this new approach to practice management and marketing and how it impacts our consulting and the results our clients can see, as well as our own business and personal lives.

We will be publishing and just talking more about these three goals, but we encourage you to come to our seminars.   You can learn more about them by clicking here. 3-Goals Seminars

And, in the meantime, as my old pal, Jack Horkhiemer the stargazer always says:  “Keep Looking Up.”

photos from Microsoft and NASA

How Gratitude Can Improve Chiropractic Clinic Performance

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“Gratitude is not only the greatest of virtues, but the parent of all others.”
 Cicero (106-43 B.C.)

Those Greeks were pretty smart, and Cicero’s statement is just one example.

According to an article in Psychology Today, gratitude is a sentiment we’d all do well to cultivate.  “Feeling thankful and expressing that thanks makes you happier and heartier–not hokier.”

But more than that, when gratitude is expressed to others, many benefits occur.  A simple “thank you” goes a long way in improving the morale and ultimate performance of others. Of course, it has to be genuine. Counterfeit praise is easily seen through and can do more harm than good.

According to Tom Rath, co-author of How Full Is Your Bucket, “Gallup polling has revealed that 99 out of 100 people say they want a more positive environment at work, and 9 out of 10 say they’re more productive when they’re around positive people.”

He points to research that shows when a work team has more than three positive interactions with managers for every one negative interaction, it is significantly more likely to be productive.  The point is not to keep managers from correcting or reprimanding, but just to express more praise.

To improve your gratitude attitude, consider the following actions:

1. In your personal life, you can list the kindnesses of someone you’ve never fully thanked.  According to Lauren Aaronson in Psychology Today, if you read this letter aloud to the person you’re thanking, you’ll see measurable improvements in your mood. She refers to studies show that for a month after a “gratitude visit” (in which a person makes an appointment to read the letter to the recipient), happiness levels tend to go up. In fact, according to her references, the gratitude visit is more effective than any other exercise in positive psychology.

2. In your practice life, list the positive contributions of each team member.  Once each day, take just a moment to recognize your team member’s action and express it to them. Your communication does not have to be lavish, just a short 3 second notice of something good followed by a “thanks for the report, Dr. Smith” is all it takes.

One chiropractor I worked with years ago seemed to always be in a bad mood. He was quiet and basically ignored his staff. His opinion was that he paid them to work, they should work hard, and that was it.  But, his office wasn’t doing well so he called me in.  I made several visits to his office, each time simply improving the communications between he and his team. I coached him on listening to each staff member and to simply acknowledge them for their contributions.

A few month’s later, we saw his practice grow.  I remember this because he was always complaining to me that I was not doing anything for his office! (Sheesh!) His constant complaining and lack of appreciation was the real problem yet he just didn’t see it.

This concept is not new, of course, but it is worth remembering now and then. More studies that validate the practical aspects of this as a management tool are covered in the above referenced book.  But beyond management, like Cicero says, it is just an all round good virtue to cultivate.

For a motivational tent poster with the above quote, click here.

And … thank you for taking the time to read this!

Note: If you feel you need some instant appreciation yourself, try this. (Will need speakers or earphones.)

Chiropractor: Are You a D.C. or a D. S.?

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Whether you are a D.C. or a D.S. makes a big difference in your patient retention and patient referrals.

Many years ago we were working with a chiropractor who, while he had a great practice, couldn’t manage it worth a damn.  Even so, because his patient retention and patient referrals were exceptional, he had a high volume practice.

As we worked with him to improve and expand his business structure, his volume continued to increase. This was a while back; when note taking was very simple, but I think he got up to seeing around 500 visits a week, with peak weeks over 600. We helped with marketing and associate doctors, and he continued to grow. He had all kinds of marketing programs, plenty of associates, and made a great name for chiropractic.  But at the heart of his growth was a special secret he often related.

What was his secret?

Well, one of them was the way he started each case.  On his initial consultation with each patient he would say:

“Before I tell you what chiropractic does, let me tell you what it doesn’t do. As doctors of chiropractic, we do not prescribe drugs.  (Pause.) We also do not perform surgery. (Pause.) Lastly, we do not treat symptoms.” (Long pause.)

He would let that sink in for a few moments. He would then briefly explain what chiropractors were really after.  Namely, subluxations. And while there may be other terms for this condition, from a marketing point of view, this has worked. It fixes in the mind of the patient that there is an underlying cause or a basic contributing factor that resulted in, or at least affected their current complaint(s).

Over the years of consulting, we routinely see doctors “going shallow”, treating only the superficial symptoms that patients come in with. “Hey doc., I must got a crick in my back. Can you just give me a crack here (points) and fix it?”  Horror of horrors!

It is easy to focus only on the symptoms.  First, it is the reason why the majority of your patients come to see you.  They have pain, stiffness, or discomfort and want it fixed.  Second, it is what your insurance company requires in your documentation.  Third, it is the path of least resistance. Give the patient some relief and then move on.  Fourth, chiropractic is usually SO effective with symptoms relatively quickly, that we often are just happy with that.

I am certainly not advocating any particularly type of treatment guideline.  I am just pointing out that many successful chiropractors look for earlier traumas in their consultation and history and maybe spend just a bit more time on the general diagnostic process, if only a minute more.

This is from a marketing point of view, not from a clinical perspective. In these times of higher deductibles, you have to put the value into your service.  If a patient comes to you for a pain in the “keister”, and you only address that, not only is the patient being the doctor, but also you are relegated to “therapist.”

Another doctor David and I worked with had a practice “melt down” one winter day. (By the way, we see these “melt-downs” every now and then! Too much insurance B.S., mid-life burnout, staff problems, etc. Please call us if you feel one coming on!)  He was mostly a “straight” doctor, but had purchased a very inexpensive, used EMS (muscle stim.) unit for patients.  One day, one of his patients came for his adjustment. He told the doctor that he didn’t want adjustments anymore, just wanted some of that electronic muscle stimulation.   Our doctor blew a fuse. “Fine”, he said. “Here, take the dang machine and go home. You can have it.” And he actually gave it to him.

A bit extreme, but it was probably good to get it out of his system. The doctor was feeling that he had become only a band-aid therapist for his patients because of the therapy unit. It took a while, but we got him to see that it was not the patient’s fault. The patient simply did not understand the purpose of the doctor’s treatment program.

D.C. could be called Doctor of “Chronicity.” I was reminded of this recently by one of our clients.  D.S. could be “Doctor of Symptoms.”

We suggest the following:

1.    Be a D.C. Doctors who emphasize the chronic nature of the patient’s symptoms seem to have busier practices.  We suggest that you should do both:  definitely help patients get what they want – pain relief.  But, as appropriate, work with them to get what they really need.

As a side note, some doctors can become so philosophical that they loose touch with the fact that “the Customer is King.” (In Japan, I have read they say that the “Customer is God.”) Philosophy, principles, and emphasizing the chronic nature, as indicated, is fine.  So is “Wellness.” Just remember that you have to also give the patients what they want and keep them happy.

2.    Integrity. Needless to say, in all things you have to call it like you see it and maintain your integrity. If there are no chronic conditions, then so be it. But at least, take the time to look.  Be curious, investigate, and don’t let the insurance company or the patient’s desire for fast results compromise your clinical integrity.

3.    Interest. Traumas may have occurred many years earlier, or accumulated over the years.  Be genuinely interested and focused on their case. Even intense about what you discover in their exam and x-ray and how you explain it. “Would you look at this, Mrs. Jones”, pointing to a spot on the x-ray as if this was the first x-ray you had seen of this kind before. (And it is.)  This will increase the patient’s confidence in you and acceptance of your treatment plan.

4.    Time, Repetition, Effort. It may take time to correct the condition. It may take repetitive visits (like an orthodontist), and it will take effort on the patient’s part as well as yours.

Go over the factors of time, repetition, and effort with the patient. You can also ask the patient how long do they think it will take to correct the condition.   If you have educated them on the true nature of the condition, you might be surprised to hear that they often offer a longer period of time than you were ready to present to them in your treatment program. (A very successful doctor recently reminded me of this.)

5.    You Are, And Have Been, A Leader. And finally, don’t sell yourself short. As a chiropractor, you are an active member in a profession that, no doubt, has led the way in real health care over the last 100 years.  Certainly, it will continue to do so in the future, provided that you stick to your guns, while always adapting to the ever-changing market.

By looking for and working to correct the long term causes of spinal related symptoms, you will inspire trust and confidence in your patients as their doctor of chiropractic, coach, and friend. As such, your patients will be loyal and refer their friends because of your care. And, as such, you will be a D.C.

Ed Petty

16 Rules For Success in 2007

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This list was recently posted by Bob Parsons, a very successful entrepreneur who started with little in life and who has begun several very successful companies, including GoDaddy, the Internet domain registrar and hosting company. His “16 Rules” sum up the lessons he’s learned along the way.

I have always found it helpful to peek in on the successful actions of others and I appreciate being introduced to these by Gary Bencivenga.  I hope you will too.

These useful tips can help you guide the management of your chiropractic practice and your marketing to achieve your goals. (As you can imagine, #9 is one of my favorites, as is #10. This applies to marketing in particular. Dave and I also like to challenge our clients, so #1 is fun too!)

And by the way, we are not affiliates for Mr. Parsons,  GoDaddy, or anyone else for that matter.

And so, with his permission, here is…

Bob Parsons’

16 RULES For SUCCESS

In business and life in general

1. Get and stay out of your comfort zone. I believe that not much happens of any significance when we’re in our comfort zone. I hear people say, “But I’m concerned about security.” My response to that is simple: “Security is for cadavers.”

2. Never give up. Almost nothing works the first time it’s attempted. Just because what you’re doing does not seem to be working doesn’t mean it won’t work. It just means that it might not work the way you’re doing it. If it was easy, everyone would be doing it, and you wouldn’t have an opportunity.

3. When you’re ready to quit, you’re closer than you think. There’s an old Chinese saying that I just love, and I believe it is so true. It goes like this: “The temptation to quit will be greatest just before you are about to succeed.”

4. With regard to whatever worries you, not only accept the worst thing that could happen, but make it a point to quantify what the worst thing could be. Very seldom will the worst consequence be anywhere near as bad as a cloud of “undefined consequences.” My father would tell me early on, when I was struggling and losing my shirt trying to get Parsons Technology going, “Well, Robert, if it doesn’t work, they can’t eat you.”

5. Focus on what you want to have happen. Remember that old saying, “As you think, so shall you be.”

6. Take things a day at a time. No matter how difficult your situation is, you can get through it if you don’t look too far into the future and focus on the present moment. You can get through anything one day at a time.

7.Always be moving forward. Never stop investing. Never stop improving. Never stop doing something new. The moment you stop improving your organization, it starts to die. Make it your goal to be better each and every day, in some small way. Remember the Japanese concept of Kaizen. Small daily improvements eventually result in huge advantages.

8. Be quick to decide. Remember what General George S. Patton said: “A good plan violently executed today is far and away better than a perfect plan tomorrow.”

9. Measure everything of significance. I swear this is true. Anything that is measured and watched improves.

10. Anything that is not managed will deteriorate. If you want to uncover problems you don’t know about, take a few moments and look closely at the areas you haven’t examined for a while. I guarantee you problems will be there.

11. Pay attention to your competitors, but pay more attention to what you’re doing. When you look at your competitors, remember that everything looks perfect at a distance. Even the planet Earth, if you get far enough into space, looks like a peaceful place.

12. Never let anybody push you around. In our society, with our laws and even playing field, you have just as much right to what you’re doing as anyone else, provided that what you’re doing is legal.

13. Never expect life to be fair. Life isn’t fair. You make your own breaks. You’ll be doing good if the only meaning fair has to you is something that you pay when you get on a bus (i.e., fare).

14. Solve your own problems. You’ll find that by coming up with your own solutions, you’ll develop a competitive edge. Masura Ibuka, the cofounder of Sony, said it best: “You never succeed in technology, business, or anything by following the others.” There’s also an old Asian saying that I remind myself of frequently. It goes like this: “A wise man keeps his own counsel.”

15. Don’t take yourself too seriously. Lighten up. Often, at least half of what we accomplish is due to luck. None of us are in control as much as we like to think we are.

16. There’s always a reason to smile. Find it. After all, you’re really lucky just to be alive. Life is short. More and more, I agree with my little brother. He always reminds me: “We’re not here for a long time; we’re here for a good time.”

The above rules are republished with the permission of Bob Parsons (www.BobParsons.com) and are copyright © 2004-2007 by Bob Parsons. All rights reserved.

If you know anyone who would benefit form this article, just forward this as an email. Click on link at the top right of this page.

Your e-mail address will never be shared. And if you ever wish to unsubscribe, just let me know and it will be done.

Letter to Patients From the Doctor: Write Your Successes

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Good News Is A Wonderful Thing

Dear Patients and Friends,

We get hit with bad news all the time. From what the newspapers and TV serve up, you would think we are gluttons for negativity.

But the fact is, there is always so much more good news happening than bad. It is probably true that we overlook the many daily events and experiences for which we can be grateful and happy.

For health reasons, it is important to get more good news than bad. Stories about calamities can add to your level of stress and bring about physical tension and mental anxiety.  This stress can help create subluxations that can lead to back problems, headaches, stomach conditions, and many other dis-eases.

Chiropractic care can relieve back pain, headaches, and the effects of subluxations and stress. To support your health efforts, we also offer regular classes on Yoga, nutrition and medication.

As additional support, I suggest you try to limit the amount of negative news you  get assaulted with each day. Instead, look for the good news events. Find reasons for which you can show gratitude.

This is one of the reasons we invite our patients to fill out a survey at some point during their active care.  We call these “Success Stories.”  It is a time to reflect on your health progress and achievements and write them down.

We love hearing about your success. Part of getting and staying healthy is staying positive, and nothing is more positive than celebrating the successes we all share in.

See you soon,
Dr. John

PS  We invite you to read what other patients have said in our reception room.  We have also recently posted a number of these patient successes on our web site and you can read them there at www._____ .com

Fast Tips V: The Road To Wellness, Personal Demand, Patient Referrals

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Getting Patients to Wellness You will get more of your patients on to Wellness Care if you ensure that each step of their treatment program is executed completely.  Here is a simple exercise that can help improve the number of patients you have on Wellness Care, increase referrals, and enhance teamwork:Make a list of all the important procedures by you and your staff on key patient visits, such as Day 1, Day 2,  Re-Evaluation Visit, Regular Visit, Transition to Wellness Care Visit, Wellness Visit,  etc.   This would include a thorough report of findings, a financial consultation, patient education during each visit, possibly a 6th visit micro-report, re-eval. after 12th visit, etc. Review and adjust this checklist regularly with doctors and staff against every 10th patient for quality case management.Many of your retention problems can be traced back to shortcutting of your own successful procedures. Making a list of all of your patient procedures from acute care to wellness care, and then ensuring that you and your staff actually DO each procedure, will greatly improve the number of patients you can get to wellness.  For more information, click here.

Demand. A vital element to practice success is the use of “demand.” This is such an obvious ingredient that it is easily overlooked.What is demand? Webster defines it as: “to ask or call for with authority:…or insistently”.   Having a dream, a goal, or a promotional plan is useless without the self-discipline to activate it. You have to demand action – from yourself, your staff, and your patients.  And it has to be positive. Set short term and realistic goals and practical plans. Then, be unrelenting and insistent, accepting no excuse until you achieve your objectives.Interestingly enough, done correctly, your staff and patients will respect you more for it.

Don’t Ask Your Patients For Referrals. Don’t ask your patients for referrals. Tell them. Don’t beat around the bush and ask for permission.  You don’t need approval to do this, or a license: you already have one. You are the doctor, and you have a responsibility and a  mission. Most people just don’t know about chiropractic, or your specialized services.Timing, however, is important. Ensure the patient is appreciative of your care. Ideally, the she or he has mentioned something about a relative or friend, but this is not necessarily.  Example:  “Mrs. Jones, I would like you to bring your husband in so I could check his back.” Be direct and friendly.  Done correctly, patients interpret your directness as honesty and genuine care, and often comply.