Your patient doesn’t care about chiropractic.

So how on earth do you build a successful practice with patients who ‘get’ chiropractic, understand health, and make their visits to you a part of their life?

It is quite simple really and there are three parts to it.

Before I explain, I know I have discussed this topic before, but it is such a recurring theme and frustration for so many of you that I work with, I thought it important to share.
And I know this works, not only for myself but following some work with those of you who do struggle with this, it is amazing to see how your practice transforms, and how much more at ease you are.

You know the score, the patients are coming in, having some adjustments and leaving. They never seem to stick around long term. And more frustrating, you do all you can to tell them about chiropractic, you can see the simple lifestyle habits they need to change to thrive, but they don’t listen. They continue to go about their day self-sabotaging and not changing their lives.

This hurts you because you hold such a great vison for them, such optimism for change and growth. So why don’t they listen, if you know you can help and if you desire many people to get well and stay under your care, why is it not happening?

Here is the truth, you can not simply ‘will’ your way to a practice like that. And you’re not simply going to ‘find’ hundreds or thousands of people who get the message.

However, you can develop, nurture, and grow them. Do this well, and they will then do that work for you brining more likeminded people to your practice and eureka, you have transformed your life.

Here is how:

There are 3 clear steps you need to take with a patient on their journey though care. The operative word being ‘journey’. You can not simply teleport them from point A to point B.

The three steps are Listen, Solution, Education. These three steps are consistent across any business that wants to keep and nurture lifetime customers.

Listen/Rapport
The is the old saying, ‘meet the patient where they are at’. They are coming to you with two objectives.
1. To be listened to.
2. For you to provide a solution to their problem.
They will only move onto allowing you to fulfil step 2 (a solution) if the like you and have built trust. And this comes from being heard and listened to. So first, shut up and listen to them.

Solution/Proof
Now you must prove concept, you have to prove to them that what you do works. I teach you how to deliver a Report of Findings to engage someone into care. But then you actually have to back this up with results.
Realistically you have about 2 weeks to make them start to ‘feel’ better. And before you throw knives at me, I know that is not chiropractic. However, in their mind it is, and your business exists to solve that problem.
So it is incumbent on you to help them ‘feel’ just a little better quickly. Once that is achieved, trust is solidified and now you can begin the education process.

Education
The part chiropractors love. And honestly patients do too. But only once they have built the trust and seen that you are capable. Once you have done the first two steps, you are now free to educate to your hearts content, because they see you as the expert.

So there you have it, treat each patient to a journey of health, be with them for the long haul. And remember you can only lead to the level of your learning and development.

With love,

Tom