COMPREHENSIVE SEMINAR #2
MANKIND'S OPPORTUNITY, CHIROPRACTIC
The subject matter of this seminar includes the following:
The introduction to the seminar is enlightening and functional for both the doctor and the staff team. It clearly teaches how and why to structure patient ownership and responsibility before laying the actual groundwork of how to successfully use information and traits to teach patients. The introduction then explains “the power of the forward pronoun” and the incredible impact this technology has to assist patients in their care. Next, the introduction covers the absolute advantage of only using solid (instead of commonly used fragile) building blocks to build the ever important confidence of doctors and staff team members. The final two essential parts in the introduction include: #1 - the introduction and complete explanation of the 3 models in practice…choosing a model in practice is one of the most powerful decisions a doctor must make in order to comfortably and consistently succeed in practice. And #2 - the exciting “science of communicating” topic, which provides the means by which to “connect” with every patient on every visit…something, by the way, very few doctors know how to do.
The body of the seminar begins with a crystal clear understanding of the doctor image, the staff team image and the office image…a component of practice that is completely overlooked by most. The image points are quite easy to enhance and support the basics of practice building.
Then, comes the tremendously important communications topic, the “adjusting dialogue.” Many doctors struggle in comprehending the value and the challenges that exist in the adjusting dialogue. For example, doctors possess a complex level of knowledge pertaining to chiropractic, the human body and health. The problem has always been: how does a doctor teach this information to a patient in a manner that is simple, customized to the patient, and conversational with the patient while keeping the amount of information small, not large. This problem has caused most doctors so much frustration that they literally give up on the process. What happens then is nothing short of tragic; by default, most doctors simply discuss non-chiropractic, non-human body and non-health nonsense instead. These doctors believe that if they can be charismatic and friendly enough, most patients will still comply with care. Even if this method worked (and it doesn’t), consider the fact that all the patient would get is their care. They would completely miss all the knowledge that is required to defeat ignorance. They would never know why care is in their best interest, why care is something they desire for their own potential benefit. In other words, if only half the service is delivered (that is care itself) when pain, the great motivator, is alleviated, most patients quit care. And, as the doctor, you could not fault the patient for quitting because once their pain is gone, they are satisfied and pleased in getting what they came for…pain relief. Put bluntly, the doctor who does not have the ability to perform highly successful adjusting dialogue is highly stressed in practice…don’t avoid this problem...fix it.
There are 10,080 minutes in a 7-day week. First, determine the average amount of time you spend delivering care to a patient. Then, do the math to determine how many minutes are spent during each visit in a week. For example, if you spend 3 minutes adjusting a patient 3 times a week, you are spending 9 minutes a week with a patient. That is 9 minutes a week out of 10,080 minutes in a week! Doctor, what value do you think is in discussing sports, travel, the weather, the economy, or politics when compared to the value of learning how to teach a patient using the adjusting dialogue so they begin, for the first time in their life, to understand chiropractic, the human body, and their health! Furthermore, if you have a patient retention of at least 30 visits, the time you could spend teaching through adjusting dialogue would be 90 minutes. This one communications topic alone, adjusting dialogue, would have more patient time spent than all the other 6 communications points combined. For example, the pre-consult takes 10 minutes, the ROF 5 minutes, the spinal care class 20 minutes, the Re-ROF another 5 minutes, and if a patient fades or minimizes, the response would take a total of 8 minutes. When adding all of these times up, you get a total of 48 minutes. It would be a shame to waste the precious adjusting dialogue with foolish wasted talk. A doctor must master the art of communicating with adjusting dialogue for the sake of stronger patient retention and additional patient referral.
The next communications topic in the seminar is the spinal care class. Far too many doctors have conveniently, but tragically, stopped offering classes by using the lame excuse that “patients are no longer interested in attending a class." Statistics continue to prove that spinal care class attendees have between 2.5 and 10 times more care than non-spinal care class attendees. Additionally, many doctors see a rather consistent number of new patient referrals from spinal care class.
What may pleasantly surprise you are some facts about spinal care class. The first fact is, the class should not exceed 20 minutes. Why only 20 minutes? Full is full and information overload is failure. Another fact is, you only need 4 powerful topics in the entire class. A third fact is, the attendees will give almost half the class for you! To learn the new technology driving a successful spinal care class is to add a very powerful communications topic to your practice.
Finally, the topic of marketing is discussed. These are very different times, and many of the die-hard marketing strategies of just a few years ago are no longer valid. Yes, there are some social media new patient acquisition tools that can work, and yes, certain in-office new patient acquisition tools can work as well. But a marketing strategy is essential and having one is far more valuable than the periodic use of new patient acquisition experimental tools. The chiropractic marketing strategy of today needs to fit your model in practice, your community, and your own personal strengths. You will be surprised how inexpensive a solid marketing strategy has become…you deserve to learn this technology.
Doctor, it is certain that you have not experienced the communication technology that the TPMI program has to offer. Review the TPMI Seminar Schedule in order to reserve the seats you need for this seminar.