I was having a conversation with a doctor the other day who was having a challenge just telling the patients her truth.
She said that when it came to things like telling the patient how much care she thinks they really need or asking for referrals or a whole host of other things, she was really having a tough time.
Now the truth of the matter is this: I have had this same conversation with many doctors over the years. It may be about telling the patient what they need to get to a certain level of health, or asking for referrals. It may be telling the patient that if they really want this to resolve they will need to eat better, or deal with stress or get some exercise. It could be telling patients that if they don’t make certain changes like their frequency of care they really are not going to get the results that they want etc.
In general, the “Assertives” may err on the side of overstating the seriousness of the patient’s problem, they may be prone to using “patient scare” tactics as they are “truly in the patient’s best interests.” They will often times use persuasion and high pressure sales techniques to get the patient to do what they want them to do, as they love the conquest.
The “Non-Assertives” may be seen as easy going, peaceful, unassuming, humble and even meek. Above all else these people want to be liked by other people and they want to be seen as a good, honest and truthful person. They are sensitive to rejection and combined with the desire to be liked; these people usually downplay the seriousness of their patient’s condition. They error on the side of telling the patient not to worry, that things are going to be ok. The doctor most often does not tell the patient the truth about how much care they need and how much it is going to cost. They are evasive and even cheery during the examination and R.O.F., the last thing they want is to use any of those “patient scare” tactics that many of the other doctors use.
Regardless of which type of behavioral style you are the thing I have found works is to remember this single concept. Regardless of your behavioral style it is about THEM it is not about YOU!
We need to get out of our own way and just tell the truth and consequences of their choices. Patients are here because they want help. We owe it to them to them the Truth, the Whole Truth and Nothing But the Truth WITH ABSOLUTELY NO CHARGE!
As always hope that helps. Love to hear your thoughts.
A dynamic and passionate chiropractor, author, international coach, educator and speaker, Russ ran one of the most successful wellness practices in Maui Hawaii for 14 years. Dr. Rosen is best known for his “Patient Care” vs. “Patient Scare” Wellness Communication systems. He served as Lead Author and Director of Dr. Patrick Gentempo’s Creating Wellness Management System. Dr. Rosen is the proud recipient of CLA/CWA’s 2007 “Lifetime Achievement” award. Since 2001 Russ has helped hundreds of doctors thrive in a True Optimal Health model and is CEO of The Optimal Health Chiropractic System.
Please log in again. The login page will open in a new window. After logging in you can close it and return to this page.