Practice Coach and Mentor
INTRODUCTION
I receive calls from doctors all over the country asking me one of the most common questions, “How do I have MORE patients stay for a lifetime?” My answer? “5 Steps.”
In Elite Coaching, we have a strong core value that patients should have an optimal spinal structure to attain optimal health. Isn’t that the principle of Chiropractic? We also believe each patient and family members should live their WHOLE LIFE with an optimal spine for optimal health. How do we take a patient saying, “Doc, fix my back,” to “I want to change the way I live my life for me and my family?” This is a system and this system works. Just ask the docs using it.
First of all, if you want to change the way people act you have to change the way they think. Unfortunately, you are not going to change the way they act and think until you find out how they FEEL, NOT what they THINK. You see, Subluxation is a fact. Facts are processed in the Cerebral cortex. The cortex processes facts, language and rational thinking. There is no decision making in the cortex.
The Limbic brain processes emotion and assigns an emotion to every experience. It does not rationalize, process facts and is TOTALLY responsible for behavior. Hence, the adage, “People buy with emotions and justify with fact.” Even a person who buys from facts and information TRUSTS information. Trust is processed in the Limbic brain. Therefore, if you are going to inspire people you MUST speak to their Limbic brain. This requires a different language, the language of emotion.
- Step #1: “Consultation focused on organs:”
In a Consultation we address their pain and we focus on their organs. This is through system of communication discovering how they FEEL about their organ problems. EVERY person has a feeling about their health problems. When you discover they have high blood pressure and are scared of a heart attack, hypoglycemia and fear diabetes, fatigued and frustrated, and have them SAY, “I don’t want to be like this anymore,” on Day #1, you have taken a HUGE first step into their emotion. Before they know what they want, they must know what they DON’T want.
- Step #2 – “They have to know this is MINIMALY and health or disease decision, optimally a life or death decision.”
The late Dr. Don Harrison and his son, Dr. Deed Harrison teach an overwhelming amount of research in CBP seminars proving subluxated postures lead to disease and early death. How do your patients learn this? Dr. Deed and Elite Coaching have come together to create the, “Regaining Your Youth & Vitality,” new patient workshop with a number of these studies. It handles almost every patient objection and is VERY obvious to every patient in the room their posture is affecting every area of their life, including life span. This workshop creates an emotional response (Limbic Brain).
- Step #3 – “Have the patient set 20-30 year health/life goals:”
To me, the worst insult is finding myself trying to convince a patient into accepting care for their own good. NO MORE! Have them tell you what THEY want. When they write their 20-30 year life goals they are telling you how to speak to their emotion (Limbic Brain) by knowing their highest priority. Now get them 100% committed to that life and have the patient say they can’t live that life if they allow their subluxated posture to progress. NOW they are buying the life they want rather than your program (Limbic Brain). Then give them the recommendations, the solution to their BIGGEST problem. FYI, “Entrepreneurs solve people’s problems for a profit.” T. Harv Eker “Secrets of a Millionaire Mind.”
- Step #4 – “Remind them every 30 days.”
Your re-exam reminds them of their original organ problems, their original level of health, shows improvement and sets short term goals on the healing of their organ problems. People forget where they came from and become unappreciative and lose the emotion. They adapt to their new state of health. Remind them and bring out their 30 year goals every 30 days to keep their attention on their vision (Limbic Brain). Next, ask them to repeat their whole corrective and maintenance program into lifetime care every 30 days. Make the transition into lifetime care seamless with your financials.
- Step #5 – “Fountain of Youth Club – Patients Committed to LIFELONG youth, Health and Vitality.”
Have a club they enter when they have completed postural correction. Make a BIG DEAL about it. Stencil it on a wall with their picture to give them a visual goal (Limbic Brain). Take their picture in the middle of the adjusting area at your busiest time. Present them with a membership plaque in front of other patients and watch how many patients will inquire and make that their goal (Limbic Brain). Set a goal for how many patients enter the club and watch your practice go through the ROOF!
SUMMARY
We are teaching these principles of how to create lifetime patients and MUCH more at our Elite Coaching Las Vegas seminar, August 25th/26th, 2012. Dr. Deed Harrison is one of our phenomenal speakers. Please call us today to attend at 253-851-5899, or call me, Dr. Fred DiDomenico, personally at 253-851-8353 for any questions.