Ichi-go Ichi-e in Your Chiropractic and Service Business

ichi-go ichi-e

For better case acceptance and retention in your chiropractic and service business
–be present and be interested.

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We live in a fast and shallow world.

We spend more time in front of screens than we do with people. Conversations are reduced to texts.

In the office, scripts are learned, smiles are trained, and interest is manufactured.

Everyone does their best, but staff and doctors are often rushed. And our culture has become used to a kind of electronic operating system that insulates us from one another.

But in the end, we are people, not systems. We are social beings.

Your patients want to be seen. They want to be heard and understood. They want an honest relationship.

Remember that:

A practice is a network of relationships – created and sustained through communication and service.

A relationship is created through communication. The requirements for communication include attention and interest.

Be Present

Years ago, I spent some time in Japan. While I was there, I attended a traditional Japanese Tea Ceremony with a few others. On the wall was a plaque, like the one at the top of this article.

It translates to “One time, One meeting.”

The idea is that, at this moment, this moment is its own. It will never happen again. Therefore, respect this moment, this time, with this person.

Just be here. Don’t think about what to say next. Respect this time.

Be Interested

Every person who walks through your door has lived an entire life you know nothing about. Each has a hobby, a loss, a dream, a funny story. It is always there.

People, your chiropractic and service business patients are interesting. You can always find something interesting about another person. And when you show interest – genuine interest, the other person feels it immediately.

They can also sense if it is fake!

When practicing “scripts”, or what to say and when to say it, rehearse being present with your patient. Practice being interested in them.

Real interest is never faked.

In every successful practice and healthcare business I have visited over the last nearly 40 years, these two qualities were naturally demonstrated by the doctors and staff.

And when it was present, there was a lightness and happiness that pervaded the practice – and it showed up in the numbers!

Practice MBA

This September, we will go deep into this subject and practice these points in our next Practice MBA program. We are putting the program details together now. Stay tuned for more info coming, and if you really want the inside scoop, you can sign up for our Waitlist below.

And thank YOU for being a subscriber and reader. Please forward to a colleague or friend if you want.

We are interested in you, so feel free to contact us anytime.

Stay present, stay interested, and

Keep drivin’ to your goals,

Ed

PTC and the Subtle Art of Being There

It was in the 80s at a Parker Seminar, which was in Reno that year, that I first heard the term.

In the opening session, Dr. Jimmy Parker talked about PTC. I was attending as a guest with a chiropractor who introduced me to chiropractic. What an introduction!

Dr. Parker explained that PTC stood for Present Time Consciousness. (Parker had quite a few of these abbreviations!) He explained that a doctor could deliver a much better adjustment if their attention on the patient were in the present time, not thinking about past issues or on future concerns.

I have come to learn that this is a vital but easily overlooked skill.

You can tell when someone is 100% paying attention to you, or maybe not quite, or maybe not at all. And this makes all the difference in the patient’s trust in you, how long they stay with you, and whether they refer others to you.

But maintaining PTC can be challenging in a high-volume chiropractic office or any health office. How many thousands of adjustments does it take until all patients start blending into to one?

A doctor who worked with Clarence Gonstead told me about one evening when he was shadowing Dr. Gonstead. It was around 9 p.m., and the reception/waiting room was full. The doctor said to me that he exclaimed to Dr. Gonstead that his waiting room was still filled with patients. He said that Dr. Gonstead turned to him in the hallway before they went in with the next patient and said, emphatically, “No. I only have one patient, and that is the one I am with now.”

That sounds like he was present with each patient, and perhaps that is at least one reason he was so successful as a chiropractor.

I have seen more than a few techniques, or hacks, that help keep doctors, and support staff, in the present with each patient. For example

  • Completing the visit.  Some doctors soundly end each visit, often confidently saying, “That was a good adjustment, and I am satisfied.” Ending one visit before starting the next visit creates a micro-break, a little space between visits.
  • Break up the day. Different approaches to breaking up the day seem effective. For example, busy offices usually have varied but ritualized lunch breaks. These might include such activities as weight training or exercise, marketing, team workshops, lunch with the spouse, guitar practice, you name it. Mid-morning and mid-afternoon 5-minute breaks can also be helpful. (Stay away from social media!)
  • Remove distractions. You want to remove distractions that can pull your attention to future challenges or past mix-ups.  Pre-shift and short weekly meetings can be helpful in this regard by sorting out administrative issues so that you are free to focus on patients – in the present.
  • Cricket clicker! I remember one doctor telling me that he used a steel clicker, a “cricket clicker.” He would click the clicker just before the next patient visit, which would help him mentally begin the next visit.  (Whatever works!)

I suspect that this is a high-level technique. One for the masters. It can’t be canned. Perhaps it is beyond technique. When accomplished, when you are totally present, the patient innately feels that you are there for them and them alone, and this perhaps speeds their recovery.

I would be interested to know how you maintain Present Time Consciousness. You can add your thoughts here on our blog.

Staying engaged in the present for a better future!

Ed

The power for creating a better future is contained in the present moment:
You create a good future by creating a good present. (Eckhart Tolle)