Monthly Archives: May 2009

Changing Your Mind

questionsWhat is the biggest problem you’re trying to solve in your practice? How hard has it been to solve that? What would be the benefits to you if you did solve this problem?

If a problem has been persisting in your practice then there is something you are doing or not doing that is allowing the problem to exist. It would take a new look at the problem from a different point of view and then a change in the way you are addressing the problem for it to be solved.

Let’s say the doctor has the idea that when he is outside his practice he doesn’t want to talk about Chiropractic. That certainly would limit the number of new patients he would get because he is meeting new people all the time and they don’t even know that he’s a chiropractor. So what would the doctor have to do to change this situation? He would first have to change his mind which can be difficult to do on your own, and then develop or learn about a new patient procedure that he would be willing to use outside his practice.

I know how difficult it is for a doctor to promote himself to others. He feels that he is bragging or being egotistical. But a braggart is someone who compares his abilities to someone else while he raises himself and lowers the other person in the eyes of those he’s talking to.

Plus you don’t want to go to the other extreme where you are lowering your self-esteem, hoping the person will then want to hear what you are saying. So there is a pendulum swing where you have braggart on one end and humble on the other. What most people don’t know is that right in the middle is self-confidence. It’s OK to ask a person about their health if you are a health care practitioner. It’s OK to inquire about a person’s obvious injury if they are walking with a limp, their shoulders are imbalanced or if their head is tilted 15 degrees one way or the other. A simple “Did you have an accident?” could start the conversation going and you would then find out the story about what happened to the person. And asking that question while really caring about the person never gets misinterpreted.

I’ve simply asked a waitress, “Do you get headaches?” and she starts telling me she had whiplash at eighteen and then went on to tell me how the accident happened and that she has had headaches since then. Part way through her story she asked me “Why did you ask if I had headaches?” and I told her that I was a chiropractic consultant and that the doctor I was with didn’t think it was appropriate to talk to people about their health while they were working on the job.

She let him know that it was totally fine for me to ask and in fact she was looking for a chiropractor to help her with her condition. She also referred the cook over to us while we were having lunch. I made sure that I got both their names and phone numbers and told them the doctor would call them tonight and give them a free consultation.

The doctor soon changed his mind and realized that he could effectively get new patients anytime he wanted. This helped his practice immensely and boosted his self-confidence.

But the first step was he had to be willing to change his mind. Some Chiropractors are taught at college that it is unethical to do a screening or to solicit patients outside of their practice. I’ve actually consulted several of these doctors and I even found one doctor who was totally afraid to go out and ask about people’s health for fear she would lose her license. She learned this in her legal class at Chiropractic College. Of course her practice was small and she was practically broke. Fortunately she was guided to the fact that she had this idea and she was willing to change her mind about it and do what it would take to get new patients.

If you have a problem in your practice that you are trying to solve and it won’t go away no matter what you do, give me a call at 727-643-8376 and let’s work on this problem together. The solution is often simple. Or, if you want ideas on how to effectively get new patients call and I will give you one or two bright ideas to get you started.

Paul Turnbull – Direct line (727) 643-8376 Author of the Chiropractic book “The Graduate and the Master” available at

Senior Consultant

EP Management, Inc.


Tags: , , ,

I’m Looking for Ideal Clients

Love me don't drug meI’ve started to take on more consulting clients and I’m looking for a particular type of client.

I want clients who make me feel more energized and excited after working with them.

I want to know that they will take me seriously and follow my instructions so that they actually expand their practices and help more people.

I want clients with a thirst for knowledge and a willingness to implement the procedures they feel are workable in their clinic.

When you read this it almost seems like I’m looking for clients that don’t need a consultant. Well, that is true in part as I want to only consult them to a level where they will follow their own advice and stop depending on me to come up with all the solutions to their practice problems. At that point the consulting ends and our friendship begins. We all know that you can’t charge friends for your advice or for helping them. That is my total philosophy. I will help a person succeed up to a point where they can help themselves. That means that they must be willing to accept my help, not fight me tooth and nail, disagree with me or my advice and then say that the consulting they received from me didn’t work or wasn’t of value. I believe you know these two types of clients, one good one not.

I’m not looking for clients who have totally given up, who are absolutely on their last legs and who are refusing to be helped. There has to be that spark of faith, that willingness to do whatever it takes, that drive that will ignite them to success once the flame has been fanned.

How am I different than the other consultants? First I’ll tell you what I am not. I am not a Chiropractor nor am I a mentor, meaning a leader in the field of Chiropractic who tells you how to avoid pitfalls and to avoid making the same mistakes I did.

I am a consultant that has the uncanny ability to ask the right questions so that you can find the answers within yourself. In my study of Chiropractic philosophy and history I have come to realize that when you went to Chiropractic College you were mentored and given ideas, procedures and advice that were not workable in the real world. I’m sure you’ve experienced that already and probably discovered that in the first year of practice. Now you’re looking for the right answers and you don’t know where to look. Those answers can be uncovered in you.

A three hour session of this type of consulting in a round table format could change your entire outlook on how to manage your practice, get in more new patients and educate those patients so they stay, and refer others.

I’d like to set up one of these round table sessions in your area with 8 – 10 of your colleagues. Give me a call at 727-643-8376 or e-mail me at so I can confirm you and establish a time and place.

Yours in Health,

Paul Turnbull

Senior Consultant

EP Management, Inc.


Tags: , ,

Building Trust by doing an Examination for Discovery

baby and father cropYou must build trust in your new patients before they will even consider pre-paying for a full care program.

 How is this done? First of all you have to consider the steps the new patient has gone through before he walks into your clinic. He was either referred to your office by an existing patient or he received your promotional pieces with in the mail or newspaper, etc.

If he came to you by referral he already has some trust in you. But if he came to you off a flyer, newspaper article or coupon, he has little or no trust and in fact he will in all likelihood be skeptical. If he has had his condition a long time and has seen other health care professionals with little or no results, he has every right to think you will be just like all the rest. But he has come into your office so he has not lost all hope. There is still a little reach for your services.

What you have to do during the initial consultation and examination is confidently discover for the patient the true cause of his condition and to suggest that you can help him to overcome it.

You do this by a thorough consultation where you ask questions to direct the patient to the answers you know already exist. You can’t tell him what is wrong with him, that’s what everyone else has done and he didn’t believe them so why should he believe you.


I don’t know if you’ve ever attended a deposition or in Canada it’s rightfully called an “Examination for Discovery.” The attorney prepares his questions beforehand and then questions the person to discover and get on record admissions to build his case in his favor.

Let’s say the new patient has been suffering with headaches for the last five years, you should formulate questions that get him to realize the extent of his suffering. Then you would want to know what he has tried over the years to lessen the pain that hasn’t worked i.e. medication, ice, heat, darkened room, alcohol, or whatever.

Then he needs to discover the limitations these headaches have on his daily life, family, friends, work; realize that the reason he entered your office was because he is afraid that the headaches will continue to get worse. You could say this is his motivating factor. Once you have clearly and fully exposed his motivating factor then he will almost invariably say something along the lines of:

“Wow, I realized how these headaches have limited what I have been able to do;” or, “I had forgotten that I had three car accidents in the last year and a half, no wonder I’ve been having these headaches,” or “I took off 4 days of work last month because of these dang headaches and that is costing me a lot of money,” or “I had forgotten how serious these headaches really are.”

I even had patients jump out of their chair or sit up on the table when they have one of these realizations. And when they are having one I don’t say a word, I just listen and let them have the full effect. I know you’ve all heard these kinds of exclamations but I don’t believe you know how important they are. This is the point where the patient convinces himself that he is in the right clinic and with the right doctor and that you are different from all the others he’s seen.

The fact that he has had these realizations raises his trust factor with you. Nobody has gotten him to see these things before.

You should then continue your discovery and examine him using palpation first and whenever you find a subluxation, explore it by asking more questions so the patient discovers how he could have injured that area of his spine.

There is a lot more to this type of Examination for Discovery than can be told in this newsletter. In fact doing an effective Examination for Discovery is actually a fine art, something you have to fully understand by role playing, studying, etc.

Give me a call at 727-643-8376 or e-mail me at, to discuss this in more detail so you can start to implement it into your practice.

Yours in Health,

Paul Turnbull author of “The Graduate and the Master.”

EP Management, Inc.


Tags: , , ,

You Have Nothing to Fear

Elbert Hubbard“You have nothing to fear at the hands of a competent Chiropractor. He is kind, gentle, patient, skillful — he is your friend.  Also he is your teacher.  A good Chiropractor not only knows the science of adjustment of the spine, but he knows also life in general, ans so is better fitted to practice the healing art.

“He is always more interested in health than disease.

“He ever keeps in mind the ideal of perfect health and ever works to that end. His plan always seems to be to open up the sluiceway, to clear a path through the woods, to remove the rocks from the channel. He moves towards the definite point of health and happiness. And we are only well and happy and able to think, to work, and to succeed, when the spinal column is able to do its perfect work.”

Elbert Hubbard


Tags: , ,


Elbert Hubbard and B.J. Palmer“In business, sometimes, prospects may seem darkest when really they are on the turn. A  little more persistence, a little more effort, and what seemed hopeless failure may turn to glorious success. There is no failure except in no longer trying. There is no defeat except from within, no really insurmountable barrier save our own inherent weakness of purpose.”

“The supreme prayer of my heart is not to be learned or good, but to be Radiant. I desire to radiate health, cheerfulness, sincerity, calm courage and good will. I wish to be simple, honest, natural, frank, clean in mind and clean in body unaffected; ready to say, ‘I don’t know,’ if so it be, to meet all men on an absolute equality; to face any obstacle and meet every difficulty unafraid and unabashed. I wish others to live their lives, too, up to their highest, fullest and best. To that end I pray that I may never meddle, dictate, interfere, give advice that is not wanted, nor assist when my services are not needed. If I can help people I’ll do it by giving them a chance to help themselves; and if I can uplift or inspire let it be by example, inference and suggestion, rather than by injunction and dictation. That is to say, I desire to be Radiant— to Radiate Life.”

Elbert Hubbard


Tags: , , , ,