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What to do when a patient says, “I can’t afford your care.”

By Dr. Russ Rosen | Chiropractic Care , Chiropractic issues

If you’ve been discovering how to run a profitable chiropractic business for more than 5 minutes, then a patient has told you that they need to stop or reduce care because they could no longer afford it!

This exact situation tends to impact us as chiropractors on so many levels. For many of us, it’s like an arrow to the heart and brings up all sorts of issues around value and self worth.

I want to share with you the two big mistakes chiropractors make when confronting this situation and share my top strategies for getting to the real reason your patient wants to stop care.

How You Respond Initially is Important

In my experience working with thousands of doctors around the globe, I have realized that most chiropractors respond to this statement in one of two (equally bad) ways.Continue reading

How to FINALLY feel GOOD about DECREASING adjustment times

By Dr. Russ Rosen | Chiropractic issues , Chiropractic Strategies

Have you ever wanted to see more people in less time but you were afraid your patients would leave?

Perhaps you’ve thought, “If I did spend less time per patient, they will think all I care about is the money!”

Or maybe you’ve asked yourself how it is that other doctors are able to see more people per hour and not only get great results but also have patients who happily stay, pay, and refer?

Seeing more patients in less time can be such a conundrum! We want to serve more people but we also want to make sure that were getting the best results we can.

How many patients should you see in an hour?

Continue reading

How to set MEANINGFUL Quarterly Objectives AND Follow Through

By Dr. Russ Rosen | Chiropractic issues , Chiropractic Strategies

I just had a great a great conversation with a client of mine who said,

“Russ, I see the value of quarterly objectives, really I do! I don’t want a rudderless ship! I have tried setting objectives in the past but felt pretty clueless and the truth is after we set them up we never looked at them again. I am really confused as to how to go about setting up reasonable objectives and then following through with them, can you help me?”

Below is the long and short of our discussion that I hope you will find valuable.

Get the Team to Grow the Practice

When setting quarterly objectives first you must make sure your team is on board. If you are in our program please take your entire team through “Get the Team to Grow the Practice”.Continue reading

Stroke Ammunition

By Dr. Russ Rosen | Chiropractic issues , Communications

I was going back and forth with Dr. Christopher Kent about info I could send to my docs about this whole stroke issue.

If you have not heard, it has blown up in California; I am sure there will be a ripple effect.

As far as I am concerned there is no one on the planet who knows more about this and who I trust more than Dr. Kent. Below is an email that he put together and we wanted to forward it to you.Continue reading

Can I still ask questions and be the authority? (Chiropractic Business Support)

By Dr. Russ Rosen | Chiropractic issues , Chiropractic Strategies , Communications

Do I lose my AUTHORITY when I ask SOCRATIC questions?

I had a doctor ask me the other day, “Russ, how can I be Socratic and ask questions and STILL be the AUTHORITY?

I think we’ve all heard this before: “You need to be the authority with your patients and you need to TELL them what to do.”

Yet many of us have found that by just “telling our patients” we don’t get the results that we would hope for. And of course why would we? The fact is most people do NOT like to be told what to do.Continue reading

Making Health Screenings & Outside Talks Work for Your Chiropractic Business

By Dr. Russ Rosen | Chiropractic issues , Communications

We have all heard the quote, “Give a man a fish and you feed him for a day; teach a man to fish and you feed him for a lifetime”.

Can we really do well with outside talks and screenings? In this day and age do they still work?

YES! Emphatically yes! But you need to know HOW to get in and HOW to do them.

I speak with docs all the time that first don’t know how to set them up and second don’t know what to do if they do set them up. How about you?
Continue reading

Feeling versus Function (Improving Chiropractor Communication)

By Dr. Russ Rosen | Chiropractic Care , Chiropractic Strategies

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.Continue reading

Engaging Patient Communication

By Dr. Russ Rosen | Communications

I was speaking with Dr. James Stubbs: one of our great “thinkers”.

He uses a whiteboard to puts up ideas to talk with patients about.

We were discussing the concept of framing things from a “Vitalistic” versus mechanistic perspective.

We were talking about putting up questions like, “Fever: good or bad?” (If you would like a great discussion on Vitalism vs. Mechanism just click here)

That would lead to discussions like:

If you were camping and knew that the stream water was bad and full of bacteria, what would you do before you drank it?

Of course, you would boil it.

Why?

You would boil it to kill off the bacteria and bad things in the water.

Did you know that bacteria can only live to a certain temperature and that is why innate wisdom or innate intelligence (not innate stupidity) causes a fever?

James and I were talking about putting up a poster with these three basic tenets (which are from the Five Branches of Philosophy that we learn from Pat Gentempo)

  1. What do you believe to be true?
  2. How do you know it is true?
  3. How do you act or behave because of what you know to be true?

Then we could have discussions such as: “Do you believe that fevers are good or bad?” Odds are they will say “bad”. That would be their basic premise or belief, (what you believe to be true?).

We could then have a discussion like this story above which would “poke a hole” in their belief system or “B.S.” causing them to reevaluate what they believe to be true. Realize if you argue with step three, or how they behave (I take aspirin to reduce the fever) because of what they believe to be true (their B.S.)  you will only find resistance!

But if you poke a hole in their belief system first they will realize that if their belief system (B.S.) is not true. Then we can install a new belief system which of course would lead to new behaviors.

Obviously if they now realize that innate intelligence (not innate stupidity) causes a fever to get rid of the bad stuff so we can heal, then what they choose to do when they get a fever would be different than if they believe that the fever was bad.

We were looking at other concepts we could bring up like this. Such as, “Swelling: good or bad?”

The downside to swelling is it hurts, it limits our range of motion, and it may take longer before we can go do the thing we want to do, like play basketball.

The upside, again from a “Vitalistic” perspective, would be to ask the question, “Why would innate intelligence do such a thing?” The swelling does several different good things.

  • First it is a natural brace and keeps us from moving the injured area.
  • Second it brings white blood cells to the area to initiate healing.
  • Third it brings blood and nourishment to the area so it can heal.

I think these are great conversations to have with our patients that could really shift their paradigm and consciousness leading to long lasting change.

Here is another good example: Why do we see lipping and spurring on X-rays and are they good or bad?

You would discuss the downsides to lipping and spurring AND from a VITALISTIC perspective why would innate intelligence (NOT innate stupidity) start to lay down calcium and eventually bridge the areas? Clearly to brace the area and stabilize the area. Mom nature is ALWAYS choosing the lesser of two evils. “Hmmm, I could just let this area continue to degenerate eventually severing my spinal cord, not a good thing! Or I could lay down calcium and brace the area. Yes I will have limited range of motion and pain but at least I won’t be paralyzed or die!” Do you start to get the idea?


I sent out an email and posted this on FB and got some really great other metaphors and stories.  I’ll be sharing them over the next few weeks, to spur along the conversation. if you have any you would like to add would you please add them in the “Comment” section of this blog? 

Here’s the first one:

From Dr. Lance Cotteril

Vomit, cough, sneeze, diarrhea…

Hi Russ. Back at school we used the examples of sneezing and vomiting as the base for the question of expressing health or expressing sickness.

We had great debates in philosophy class on this.

The question can be asked that when the body sneezes: “Is it expressing health or illness?”

Our initial answers were that sneezing was a symptom of disease. However if the body was working well and in a healthy state and detected that there was something present in the body that would stop the body from expressing full health, then it would be in the body’s best interest to remove it.

If there is a particle or irritant in the nose or throat then the body’s response is to expel it by sneezing. The exact same is true when thinking about vomiting, diarrhea and coughing; although it would be different toxins and irritants that the body is trying to expel.

The more pertinent question can then be asked would it be more concerning if the body wasn’t sneezing, coughing or vomiting when there are toxins and/or irritants present in the body?

(Dr. Cotteril, I agree 100%! Remember it is innate INTELLIGENCE not innate STUPIDITY!

Innate wisdom is ALWAYS making choices that will lead to survival even if it does not look that way. It is ALWAYS choosing the lesser of two evils… until it cannot… – Russ)

In the Rust Room with Dr. Pat Gentempo (video about chiropractor communication)

By Dr. Russ Rosen | Chiropractic Strategies

I’ve had the pleasure of knowing and working with Dr. Pat Gentempo for quite a while now. We got together to do his Rust Room video blog not too long ago – wanted to make sure that you had the opportunity to check it out. Just hit play and enjoy – it’s about half an hour in length but there’s some really cool things in here about chiropractor communication and helping patients “get” what we do!

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