Archive for month: August, 2014

COACHES CORNER

Why do we do to others what we dislike being done to us?  And then, act indignantly when it happens to us?

What am I talking about?  Loyalty.  I try and reward loyalty amongst my clients…always have but do you?

If you’ve ever purchased a time share, you surely have noticed how well you were treated (courted) before you purchased compared to how you’ve been treated ever since.  Even if you’ve been treated well, deference is always given to the prospect over the owner…crazy but that’s how they seem to do it.  It’s about procurement.

Have you ever tried to renegotiate your cell phone or even your cable TV service?  Sure, they would bend over backwards to get your account.  They may even attempt to keep your account through the use of incentives (did you know they have entire departments dedicated to this?) or they may not.  You see, it’s the prospect that gets the best current deal or offer…not you.

So, what’s this all mean to you?  Well, what’s the experience of an established patient or practice member in your practice now compared to when they first came in?  Are you still courting them or, as in the above examples, are you penalizing their loyalty by taking them for granted?  We’ve talked about this phenomenon before.

We all talk about it when patients leave the practice.  What if the reality was that they feel that you’ve left them?  Could that be their perception?  Did you give them more time, energy, focus, care and caring in the beginning and not so much now that they’re “better?”  And didn’t you want them to not gauge their care on how they feel.  Why is it that you may have done just that?

Want ways to reward and acknowledge your very best practice members?  Let me know how you do it and I’ll share it here but, for now, here are some thoughts:

Old school approaches like patient appreciation days and special events are common.  What else?  Why not look for ways to be appreciative?  What if you discussed who is coming to the office that day and decided, with your staff, how you might go over the top acknowledging one or more of them that day?

Or, be overt….ask.  Here are two questions to get you started:

“Is there anything you could recommend that we could do that would make your visit to the office ‘even better’ for you than it already is?”  And, “do you recall what you needed to know or experience as a new patient that caused you to see chiropractic being valuable to you beyond your symptoms?”

Get the idea…..start giving the top 20% of your practice members 80% of your attention instead of giving the bottom 20% of your practice members 80% of your attention.  And, never make a valued and loyal practice member wait to accommodate a new patient.

I know, its contrarian in its thinking but…think about it!  And, if it makes sense to you that your coach should treat you better as time goes by, maybe we should talk…

Have a coaching question?  Ask…email me directly at [email protected]

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The MC2 Pediatric Wellness Seminar:
Growing Your Child Healthy From the Start will be a 20 hour intensive in San Diego on October 10-12, 2014.

http://mc2technic.com/home/wellness-pediatrics-and-mc2/

or by CLICKING HERE

#2 – The Annual Business Development Seminar will be November 1 in San Diego.  Space is truly limited and you can find all the current details on:

http://mc2technic.com/home/annual-management-planning-seminar-2014/
or by CLICKING HERE

Motivational Moment:

Here’s This week’s Motivational Moment.

Please share your favorite motivational quote, verse, prayer, or saying with me; so I can share it with others.

“There is never a right time to do a difficult thing.  A leader’s job is to help people have vision of their potential.” -John Porter

Take a moment to send in your motivational quote so that I can share it here. [email protected]

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Resources:

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FREE STUFF:
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Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/
Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

Stay In Touch:
We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/

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To your success,

 

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved –
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use

Is It Just Me Or…

Normally, I would be writing a Coaches Corner this week but this long email came in from a doc and I felt the response he needs is something everyone would benefit from.  The more I thought about it, the more the lines between an Ask Dr. Steve column and a Coaches Corner column became so here goes…

Firstly, the beginning of the email documented patient issues, staff issues, the deterioration of his practice and a lack of staff enthusiasm and follow-through.  None of this was very pretty but then he asked the key question…

“I guess my thoughts are is this just happening in my office or is this widespread in your opinion?
If it is me, what is repelling people from me?
I am truly trying very hard to change my state, from readings, bible, audios, affirmations, prayer, psych-k, etc.
Daily trying hard to visualize my practice full, words etc – but the reality always pulls me back down.”

I know I’ve been where this doc is…how about you?  So, let’s get to it.
Piece by bloody piece…first is it doesn’t matter if it’s widespread or not because this doc is experiencing it and the one thing he doesn’t need is an excuse because others are experiencing it too.  I either hear reasons or results from my clients and when I hear reasons, I know they aren’t getting results and that has little to do with what anyone else is experiencing.

How do we become repellent to others?  In my mind, this is simple from a feeling of being defeated or being needy or simply not wanting to be in the office yourself.  Often times this is a result of worry  and/or frustration.  And, as we have reported numerous times, when these words come up, I always look to skills and resources.  The question here is which skills would alleviate the worry and what resources would address the frustration.  In this docs case, the skill of training his staff and having them black-belted in their skill sets would be a great step forward and have the resources of time to to this and an appropriate (trainable) staff would be huge assets.  The good news is the practice is down so there is time if it’s spent in an effective way.

You cannot try and change your state…you either change it or you don’t and in this case he isn’t.  The more important lesson here is that, as adults, our emotional state creates our experience whereas when we were kids it was our experience that created our emotional state.  This is the most basic bit of philosophy that is critical for him/you to embrace.  This is epistemology…one’s view of the nature of reality and we are either at effect of it or the cause behind it.  This is a core bit from Bruce Lipton from the Biology of Belief….that we are either protecting or growing…one cannot do both at the same time.  It is critical for this doc to change where he chooses to put his attention from what he doesn’t want to what he does want.  And, that his actions must be entirely consistent with his more powerful and positive beliefs.  This also goes back to BJ…all of our thoughts, actions, feelings, etc either create accumulative constructive survival value or accumulative destructive survival value.

And, last but not least on this topic is to take a vitalistic rather than allopathic approach.  This issue isn’t fixed by a this for that but rather the whole system must be brought into balance starting with the doc and the staff.  Reality is what is…it is not there to pull you down, it is there to show you the results of your efforts.  If the results aren’t what you envisioned then it’s back to square one and the SuccessFormula:

What’s the vision for your practice?

What will need to be done to create it?
Why is THAT vision so important to you?
Do you have the resources to get THERE?
What’s your plan?

All of these items will be artfully addressed at the Annual Management Planning Seminar.

Save the date of November 1 now and take the next step now to join us at my home.  Info and registration available on this
LINK
or go to http://mc2technic.com/home/annual-management-planning-seminar-2014/

If you feel like you too could benefit from some help and don’t want to wait until November 1, email me now at [email protected]

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*******QUICK ANNOUNCEMENTS FOLLOW-UP*******

AUGUST at Mile High in Colorado:
http://www.milehighchiro.org/speaker.php
September MC2 Schedule:
http://mc2technic.com/home/
October Wellness Pediatrics in a Tonal Model:
http://mc2technic.com/home/wellness-pediatrics-and-mc2/
The Planning seminar information and registration page along with the AGENDA for the day is on:
http://mc2technic.com/home/annual-management-planning-seminar-2014/ 

See You at the 100th Total Solution Program in November:
https://www.facebook.com/events/469624596478667

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Quick Classified:

A well-known doctor has an established Activator practice for sale in California. It seems like such an awesome opportunity that I thought I would share it with you in case you or someone you know might be interested.
Email me and I’ll connect you:
[email protected]

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Resources:

Click on any of the links below:

Ready for coaching?
Let’s talk about it: Coaching Analysis

Mastering Chiropractic With Certainty (MC2) Seminars: MC2 Website

Mastering Chiropractic Online Store: Dr. Hoffman’s Online Store

FREE Audio, Video, Forms and More:  Free Stuff

PracticeTIP:  Dr. Hoffman’s Blog

DC Practice Market Newsletter Link:  Click Here

Free Garrett Gunderson Book: Get your copy of “Killing Sacred Cows” here.

Practice Metrics: BackBone Pro

VIP APP: Click Here

Preferred Chiropractic Doctor (PCD): Click Here

Stay In Touch:

We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/

Current Circulation:
1236 subscribers

To your success,

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved –
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use