Tag Archives: new patients

You are before you are

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

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Posted by on November 4, 2010 in B.J. Palmer, Purpose


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Brain-Body Diagram

Brain-Body Diagram FullIts important to fully educate your patients during your Report of Findings in such a way that they can educate others. The best way to do that is to draw out the Brain-Body Diagram for them, explaining it in simple terms and then asking the patient to draw it back as best they can. Help them when they stall but also give them time to work it out for themselves. Let them take the drawing home with them to show other family members. Doing your education this way will help your patients refer.

Paul Turnbull e-mail: Cell: (727) 643-8376 website:


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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.


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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.


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