If I were a Chiropractor…

November 27, 2011

Patient Education

Filed under: Chiropractic,Physical Therapy,Practice Management — purposeconsultant @ 11:01 am
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Why should you educate a patient in a fashion that allows them to fully understand what you are about to do? Simple, to solicit their help in the healing process. A patient who understands the process they are undergoing, assists with the process. A patient who doesn’t understand, misses appointments, drops out completely, doesn’t do their exercises or follow advice. Without the patient fully on board no sustained healing takes place.

Those patients that give you the most trouble are the ones that don’t understand how a chiropractor, physical therapist or nutritionist can in actual fact heal the person they are administering to. This is a proven fact, spiritual healing does take place between therapist and patient and the conduit is simple education and the application of a workable technique.

November 6, 2011

Cash Practice

The insurance companies are raising their deductibles and the average could be as high as $5,000. The patient must meet this deductible amount before their insurance will cover them. If they don’t intend to use more than $5,000 in medical care in a year, it would be less expensive for them to simply pay cash.

They usually come into your office knowing that they have a high deductible and yet they seem surprised that their insurance won’t cover their care. It takes a lot of education of the patient to handle their misinformation about insurance and on why they should accept care from you.

I’ve educated patients on spinal decompression which is not covered by most insurances. The patient is told that they are not covered before they come into the office. When they arrive, they are shown the spinal decompression machine, allowed to talk to patients who are already receiving it and they are educated with a flip chart that clears up all the terms they probably already heard and misunderstood. They get a clear picture of the benefits of spinal decompression before the see the Chiropractor or Physical Therapist.

They are then asked questions on a thorough medical history so the patient can recall and rediscover all the ways in which they injured themselves. Then a physical examination is done so the patient becomes aware of the extent of their injury. They should at this point be fully aware of their condition and why spinal decompression is the answer. They are obviously there to avoid surgery and this is one of the ways to do so. They are shown their MRI which confirms the need of care.

The Chiropractor or Physical Therapist then tells the patient how many treatments they will need based on all the information gathered. Then the patient rep goes over the finances and possible ways of payment using different forms of financing like CareCredit etc. if necessary.

The patient then starts immediately on their care. A testimonial is gotten when the patients is out of pain and meets all the criteria set by the attending physician or therapist.

November 4, 2010

You are before you are

Filed under: B.J. Palmer,Purpose — purposeconsultant @ 7:50 am
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B.J. Palmer was a great businessman, promoter of Chiropractic, a world class salesman, a riveting speaker, but he didn’t become those things, he was those things and once he had discovered his purpose to help as many people as possible reach an optimum state of health, he had an outlet for all these innate abilities.

Purpose is the driving force that allows you to overcome your barriers to promoting yourself and your practice. To release these abilities you have to discover the purpose you formulated as a young man or woman and it is often a general statement that you want to help others or to be a doctor or to heal those around you. I’ve seen this many times when working with clients. Their purpose was there before the talents appeared. I can give you an example of my two year old granddaughter. She’s going to be an entertainer, or public speaker or teacher and possibly all those things rolled up into one. Last week she got up on a stage, looked for the mic and when one wasn’t there she improvised with a mic cable and just started to sing and to perform. You can watch her natural talent on my FaceBook page. She didn’t hesitate and she knew what she was doing.

The only way she would lose this talent is if her family members or teachers told her she had to be quiet, well behaved, and don’t be outspoken. I can’t tell you how many times I’ve seen this stop a chiropractor or healthcare professional who had all the talent in the world, but it was unexpressed. Imagine telling your child never to speak to strangers. Now as an adult he or she would have to talk to strangers in order to introduce new patients to Chiropractic. Well as long as that person held onto the idea of “Never speaking to strangers,” he or she would be a failure.

So have a look and see if you have any self imposed barriers that are limiting your expansion and success. Contact me and I will help you if you are having any difficulty in this area.

Paul Turnbull

July 15, 2010

What Chiropractic Does!

Filed under: B.J. Palmer,Chiropractic,Health Care,Purpose — purposeconsultant @ 6:52 pm
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So what Chiropractic does, is that it simply “takes the handcuffs off Nature”, as it were. By finding the particular vertebra that had shifted and restoring it to its natural position, the adjustment thus releases the natural flow of nerve impulse. When the maze of nerves, or Nature’s communication system, supplies the body with the energy it needs for well being, you have health.

The office of chiropractic is to assist Nature where Nature cannot assist itself. This is done either by removing hindrances to transmission of energy, or restoring the channel to its original and normal condition. This restoration is achieved by chiropractic adjustments.

Book: Up From Below the Bottom by B.J. Palmer

July 9, 2010

True Chiropractic Philosophy

Filed under: Chiropractic,Purpose — purposeconsultant @ 8:05 am
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“Is there a true chiropractic philosophy? Most certainly, and this is it. Diseases is not an entity, a thing of enmity ready to strike out at you at any opportunity. It exists first as disturbed function. The disturbed function then sets the stage for pathology and for the opportunistic vectors of disease to step in and wreak havoc. But disturbed function has its causes and center most on the stage as the cause of functional aberration in the human body is the vertebral subluxation. Certainly chiropractic recognizes other causes, but center stage in the practice of chiropractic by the chiropractor is the detection, location, analysis, control, reduction and correction of the vertebral subluxation.
Dr. Fred Barge, DC Book: Life Without Fear.

May 29, 2010

B.J. Palmer

Filed under: B.J. Palmer,Chiropractic,Purpose — purposeconsultant @ 12:44 pm
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The properly indoctrinated Chiropractor is interested in ONE thing- getting sick people well, regardless of what people think about what he does or does not know, whether they believe in him or not, whether they understand what he does or not; realizing, as he should, that sick people come to him because they have failed to get well with medicine and they think he has some different method that might get them well; and if they do get well, what else they may think doesn’t matter.

Evolution or Revolution, Vol. XXXIV, pg. 49

May 8, 2010

Innate Speaks

Filed under: B.J. Palmer,Chiropractic,Purpose — purposeconsultant @ 9:53 pm
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WE CHIROPRACTORS work with the subtle substance of the soul. We release the prisoned impulse, the tiny rivulet of force that emanates from the mind and flows over the nerves to the cells and stirs them into life.

We deal with the magic power that transforms common food into living, loving, thinking clay; that robes the earth with beauty, and hues and scents the flowers with the glory of the air.

In the dim, dark, distant long ago, when the sun first bowed to the morning star, this power spoke and there was life; it quickened the slime of the sea and the dust of the earth and drove the cell to union with its fellows in countless living forms.

Through eons of time it finned the fish and winged the bird and fanged the beast.

Endlessly it worked, evolving its forms until it produced the crowning glory of them all.

With tireless energy it blows the bubble of each individual life and then silently, relentlessly dissolves the form, and absorbs the spirit into itself again.

And yet you ask, “Can Chiropractic cure appendicitis or the ‘flu’?”

Have you more faith in a knife or a spoonful of medicine than in the Innate power that animates the internal living world ?

April 21, 2010

What is life force?

Filed under: B.J. Palmer,Chiropractic,Inspiration,Purpose — purposeconsultant @ 9:43 am
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B.J. Palmer Quote :
Living, usually buried, in us is an Innate Intelligence. If we could open those flood gates and let Innate flow, we would be as good and as great as it, itself. Living in all of us is our innate selves. Innate is God in human beings. Innate is good in human beings. Innate is life in human beings. Innate is health in human beings. Innate is sane in human beings. Let Innate flow in and through us and we can accomplish the great wonders.”

Chiropractic Philosophy Science and Art. Vol. XXXII, pg. 56

March 27, 2010

The Known Man – B.J. Palmer

Filed under: B.J. Palmer,Chiropractic,Purpose — purposeconsultant @ 7:39 pm
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There has always seemed something wrong somewhere with some people in some ways. Students come to The P. S. C., we teach and they learn Chiropractic. They pursue a clinical practice while here and get sick people well. They leave, go into the field, open an office, and get sick people well. A trifle later, something slips and results don’t come. The doctor then says something like this: “I don’t know what’s wrong with Chiropractic, but it fails too often. I guess I’ll look into this, buy that, and try something else.” He may not know it, but he is greasing the track. He gets into a mental and physical slump; he keeps going from bad to worse. Without knowing how or why, he drifts back to some PSC Lyceum. He gets the old idea back again; he hears us tell him Chiropractic is an all-sufficient idea. He goes home, gets out his training stool, steps-up speed; gets down books, and reviews school notes; gets back to the back once more, and finds patients do get well once again with Chiropractic. Out go the adjuncts and modalities! What’s wrong with Chiropractic? Nothing, except that it seems to attract a group of radicals who can’t understand it fully, thoroly, and consistently! What’s wrong with Chiropractors? Nothing more than that they suffer with the same common hoof and mouth dis-ease that other cross-sections of humanity suffer with—the inability to get right with a right principle and practice, and stay with it. Chiropractic is growing more sound year by year; assuming its manhood and objectives; reaching the pinnacle set forth by D. D. Palmer when he laid down the specific principle. Chiropractors—I am sorry to say—in the majority run around in circles; many of them like chickens with heads off. Knowing them as I do, I should be very loath to trust my back-bone to many of them. I can’t blame sick people who write me thousands of the most pitiful, harrowing tales of what they are getting under its name.

In Chiropractic there are two general classifications of practitioners:

First. He who is careless, shiftless, sloppy. This type of man has dirty offices, dirty personnel; his office procedure is indifferent. His NCM readings are carelessly made, spinographic work is poorly postured, indifferently exposed, possibly developed in an old developer. He cares little how he reads films. His adjustments are so-so, etc.

This fellow is playing carelessly with a careful subject, incompetent with a competent method. He is not getting sick people well with Chiropractic. He is a slipper, mixer, back-slider, seeking other fellow’s grass, peeking around corners for something which he thinks might do what he isn’t doing. He seeks a short easy cut to success.

Second. This man is careful, neat, accurate, efficient, competent. You can see it in the way he speaks, looks, thinks, acts. His offices reflect careful personality. They are spotlessly clean; everything in its place and a place for everything. This man is painfully exacting in detail, nothing being too small to be done just exactly right. NCM readings are done correctly, spinographs are clear, developers and hypos are capable of delivering; he studies films and is accurate in study and analysis. His adjustments must be exactly right.

This fellow is efficient, accurate, competent, and honest within himself. He has a successful business, his clientele are discriminatory people. His business is of sick people getting well. He checks himself carefully, he does not mix, he stays by Chiropractic because it stayed by him. He realizes the only road to success is the hard way straight ahead.

Between these types are mixed breeds that spurt and slip, fight ahead today and grease backward tomorrow; who are up on toes for a while and slide down for a period; who move forward and backward steady by jerks, according to how lately somebody has jacked them up. They are not self-starters; they move only because they attended some meeting, heard somebody talk, which gave them a new shot in the arm and as long as it lasts, they last. When that wears out, they have run down.

For every thinker, there are 999 workers; for every employer there are 99 employed; for every worker, there are 9 drones in the hive. For every 9 men there is a fore­ man; for every 99 men, a superintendent; for every 999 men, a boss. The conscientious, careful, competent chiropractor is a necessity on the sick market. Find him and you will get well. Fail to find that fellow and as well throw your money to physicians, unless by the Grace of Innate an accident happens!

The principle of Chiropractic is established, fixed, permanent. That cannot be changed. The practice of Chiropractors is careful or careless in ratio as the person is careful or careless. If careful, he is a Chiropractor; if careless, he could be anything but that! Care must be exercised in selection of your “chiropractor” as you would be careful in selection of dentist, physician, surgeon, plumber, or any person whom you pay for services expected, desired, or demanded.

B.J. Palmer, DC

Book: The Known Man – 1936

January 16, 2010

Enthusiasm is Selling

Filed under: Chiropractic,Practice Management,Purpose — purposeconsultant @ 5:23 pm
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You must have enthusiasm for the service you are selling. If you have this, the prospect will feel and respond to it.

 

Enthusiasm is the mysterious electric current that flows from seller to buyer. It can’t be seen any more than electricity can, but it can be felt.

Enthusiasm is one quality that must appear in every step of the sales talk.

The history of selling is crowded with examples of men who sold for one primary reason – that they were enthusiastic.

Enthusiasm comes from the Greek and means: “Possessed by a God, inspired.” EN; in + THEOS, God. This means a flow of emotion, known as enthusiasm is poured into the body from a spiritual source, to inspirit.

This flowing of emotion is translated into enthusiasm in the body. A person who is enthusiastic is more alive, has more life in him. He has such an abundance of life energy that he can flow it out from himself to another person who receives it and in turn becomes enthusiastic.

The only difference from person to person is that one may need more inflow of enthusiasm than another before he in turn becomes enthusiastic. It’s not that the second person cannot become enthusiastic, he just needs more inflow of enthusiasm before he overcomes and rises above his present lack of enthusiasm.

I was consulting one Doctor on the west coast who had such a lack of enthusiasm that he was acting like a vacuum and sucking the energy from not only himself but also his three staff present in the room. This fellow was driving us all mad with his low energy level and moodiness.

However, we didn’t give up on him. We kept on creating enthusiasm about
Chiropractic and the results he was obtaining with his patients. Finally, he opened up and drank freely. He drank to the point of exuberance, started dancing in the room with his hands flailing in the air. The condition was obviously new to him because he had a funny look on his face. He was drunk with enthusiasm.

So enthusiasm is a created emotion which translates into energy in the body. The more enthusiasm, the more energy. The more energy created, the more that can be passed on to others. The more passed on to others, the more sales will soar.

How to raise sales? Create enthusiasm in the service you are selling and pass it on. The Doctor I spoke of above went back to his practice and the very next week went from 139 patient visits to 248; his collections went from $3,400 to $15,000. It could not have been possible for him to promote or advertise in seven days to cause that much of a rise. The only answer could be that he was more enthusiastic for himself, his profession and his ability to get sick people well, which inspired his patients to go out and enthuse others about Chiropractic.

Let’s give the opposite example so that this becomes real. Take a Doctor whose created emotion is anger. Anger is energy of a coarser nature than enthusiasm. This Doctor is filled with anger, so much so that he must discharge some of it in order to remain sane. He turns to his assistant who is pleasantly going about her business and discharges anger on her. Now she’s overcharged. She turns to the assistant next to her and dumps on her. Now she has to get rid of it. Where is she going to unload? Right! Onto the Doctor the next time she sees him. The Doctor having discharged earlier is now starting to pull out of it when he receives another load. It’s late in the day so he can’t fire it back. He goes home and throws it at his wife and thinks “Here, you handle it.” She turns and whacks little Bobby who’s quietly playing with his crayons on the wall. Result, one unhappy marriage and the world loses one up and coming artist.

Looking at this, the only solution would be to create enthusiasm rather than anger. Enthusiasm is constructive and anger is destructive.

Enthusiasm can be developed by anyone who is willing to follow a few simple rules – and to practice. You develop enthusiasm as you develop your muscles; by exercising them.

How can you become enthusiastic as a Chiropractor? It’s quite simple:

Homework:

  1. Get testimonials from your patients and read them on a daily basis.
    1. Read the testimonials to your staff at least once a week.
    2. Concentrate on the 90 to 95% of the patients that you are getting well.
    3. Realize that the other 5 to 10% of your patients who are not responding to the adjustments need intensive care, i.e., adjusted every day until they do respond.
    4. Realize that there is nothing wrong with you or your technique if you are getting 90 to 95% improvement in your patients’ health in their own estimation.
    5. If the patient is not responding, look into their life to see what is going on. Perhaps their husband is brow-beating them twenty-four hours a day for wasting his hard earned money on Chiropractic. Or, the son was just arrested for drug dealing or the daughter is pregnant. There will be something that is stopping the patient from responding.
    6. Look outward, not inward.
    7. Drill your practice procedures until you are an expert.
    8. Do not spend too much time studying the science of salesmanship, but spend more time practicing the art of selling.
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