As a chiropractor, it’s sometimes challenging to get our patients to understand what we REALLY offer. If they did, they’d want it, every single time. My chiropractic coaching experience has given me some clarity on the matter that I’d like to share with you.
So where’s the disconnect?
One of the great challenges I find is that most chiropractors never find out what the patient actually wants before we tell them how much care they need. Chiropractor communication as a root cause leads to all sorts of problems with your practice.
You can picture it like a conveyor belt intended for mass production:
That’s an awfully bleak way to look at things, so let’s try it a different way:
By the way: neither the boogeyman nor passivity creates a loyal, fanatical follower who will stay, pay, and refer.
One of the most important concepts we need our patients to understand is this concept of “Feeling VS. Function”. We must ask questions of our patients in order to understand their headspace.
In the ROF we walk our patients through a particular process where we help them understand that on this “Path to optimal health” chart, a negative ten (-10) means near death.
A zero (0) means you are feeling comfortable but you are not functioning at your optimum. We have not resolved the underlying problems and if we were to redo all of these objective tests they would still show that things were not working right.
A positive ten (+10) means that not only are you feeling great but your body is functioning at its optimum, we have resolved the underlying problem and of course if we were to redo these objective tests we would expect them to be cleared.
Now that they understand the difference between feeling and function, we can find out what is best for them at this time in their life.
This seemingly simple exercise is the key to unlocking your chiropractic patient’s understanding of how your care really works. We have to first meet them where they are, explain how you will resolve their immediate issues, and then inspire them to commit to wellness.
Once you clarify what THEY truly want in relation to what you can truly do for them, you can then simply show them how to have it.
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.
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