One of the most difficult obstacles in building a practice involves an aspect of practice member education. We maintain that education is the key to practice building and education addresses the intellect of a person. Here is the problem: People are motivated by the depth of their emotions, not the height of their intellect. Our … Read more
At one time it was common, especially among chiropractors who wanted people to come weekly for a lifetime, to scold practice members for not being regular or consistent with their chiropractic care. I actually did it myself for a while. In fact, we used to make them watch a short reactivation video that scolded them … Read more
Well, it finally happened. I incurred the wrath of a publisher of a chiropractic publication…enough so that he devoted an entire column to one of my Pivot Review articles. But that is okay. As B.J. said, “Conflicts clarify.” I will not get into a debate with him in our publication because he has a greater … Read more
One of the difficulties in teaching people about chiropractic is enabling them to understand our non-therapeutic philosophy. We need to help them understand that chiropractic does not treat medical conditions, but that if they have a medical condition, they still need to see a chiropractor. Even as I look at what I have just written … Read more
One of my favorite B.J. epigrams is: “You never know how far reaching something you may say, think, or do today will affect the lives of millions tomorrow.” One of the things B.J. may have been referring to are the positive effects of what we say to people, particularly regarding chiropractic and the ADIO philosophy … Read more
Every chiropractor who wants to make an impact in his community (and as a result, in the world) is frustrated with the difficulty of educating his practice members and the public at large. Some practice members get it and those are the ones who make practicing a joy. However, most people do not and they … Read more
There are two approaches to advertising. The first involves getting the person into the office as a direct response to your ad. This type of ad usually involves some special offer that will cause an immediate response. In the 60’s and 70’s the most common one was free x-rays. It drew thousands of people into … Read more
It has always amazed me the number of new people who come into our office who have been to a chiropractor but cannot remember the previous chiropractor’s name. I actually had a person who had seen a chiropractor before but could not remember who or where. The name sounded familiar to me so I checked … Read more
One of the most difficult aspects of practice is having to confront practice members. For most chiropractors there are three major areas of confrontation. The first is fees. The second is scheduling people, how often you want to see them, and for how long. Lastly, is the idea of lifetime-maintenance care, coming in regularly for … Read more
Greg Stanley maintains that everything relative to the practice of chiropractic changes about every five years. That’s a pretty sobering thought that has some major ramifications. First, those who use practice management consultants who have been out of practice for more than five years have to wonder whether the consultant’s advice is still relevant. Especially … Read more