Life By Design | The Podcast For Chiropractors: Recent Episodes
Life By Design
This podcast is "The Voice of Reason for Chiropractic" and will be most beneficial for chiropractors and their teams.
We cover topics that will help grow a chiropractic practice, deliver content that will enhance the quality of care for more patients, teach concepts and strategies to market without manipulation or massive discounts, and simplify the foundation for operating a successful business by focusing on the 4 four requirements (leadership, communication, systems and team) of a thriving practice.
We will teach you how to create the practice of you've always wanted but never thought was possible.
Thank you for listening to Life By Design For Chiropractors | The Voice of Reason in Chiropractic! Need help growing a Retention Based Practice™?
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More visits, more new patients, more staff, more space.
Chiropractic growth seems to always start with "more", but does it really need to?
What if we focused on more profit and more freedom and less of all the rest?
How could that change your day to day life, personal health and happiness?
On today's episode of Life By Design For Chiropractors, Dr. Shawna Dingman and I have this exact conversation.
Better yet, Shawna did it!
She went from a high volume, high stress practice that was snuffing out her bliss to a boutique style, high profit, high freedom practice that is making Chiropractic fun again.
What we covered:
- How practice quietly became the last place Shawna wanted to be
- What questions to ask yourself if you're considering a change in practice models
- How to begin the transition from high volume to high profit
Thank you for listening to Life By Design For Chiropractors | The Voice of Reason in Chiropractic!
Need help growing a Retention Based Practice™?
Schedule a Practice Discovery Call with Jamie
Join our "Freemium" Facebook Group The Retention Based Practice™
Episode 148:
Every week more and more Chiropractors are asking me how to create freedom from "needing" to expand their practices?
While going online isn't for everyone, there are aspects about an online business that can serve you in your brick and mortar and ...
For some, it's exactly the leap you need to take!
On today's episode of Life By Design For Chiropractors, I'm joined by my colleague Dr. Robert Delgado.
Robert has created his own successful online business and coached others to do the same.
What We Covered:
- The elephant in the room! How is it possible to build a 6-figure business in just 90 days?
- What's your passion? How can you mold your excitement into an online business that's profitable?
- Robert's woo-woo story that's so crazy, it can't not be true. You really need to hear it to believe it.
- The 3-step blueprint that must be in place before significant success can follow.
Looking for more information from our guest?
Click Here <<
Many years back, I'd thought about writing a book.
I had plenty of ideas, what I considered enough motivation and the desire to get 'er done.
That was until I found out the "actual" time and energy it was going to take.
Years later, I consulted with a firm who it appeared would be my saving grace and the book would finally become a reality...
Until I saw the 30-50K price tag.
Yikes.
Although I could see possible value on a global scale, the benefit to a local practicing Doc just didn't measure up.
Recently, I was sent a book to review by an old classmate from CMCC, Dr. Scott Vatcher.
Scott's book had made as a Best Seller in 7 Amazon categories!
My interest was piqued again.
How did he do it?
Could he help me?
It only made sense to bring him on to the podcast and find out for myself and our listeners.
What we covered:
- Why would a Chiropractor write a book?
- How much time and energy will it take from start to finish?
- Once the book is complete, then what? How can we leverage it for our advantage?
- What is Authority Marketing and how does is benefit a local, small business owner, like a Chiropractor?
Life By Design For Chiropractors is back! It'll be worth the wait. On today's episode we relaunch with a new segment called "Convos with Chiros". I sit down, virtually, with Laurence Tham from Drive Your Practice. Laurence and I were each others first... First Chiropractic adjustment that is.
And we've had a friendship ever since that time.
Both Laurence and I have made plenty of "leaps" in our lifetime and we discuss the mechanics, the nuances and upsides of taking chances in practice and life.
What we covered:
- How the power of experience translates into copywriting and audience building.
- When failure is fantastic and how to do well!
- Most people only see the leap and miss the steps leading up to the big jump. What goes on behind the scenes, what considerations go into tough choices and where can you get started if it's all new to you.
Candy, vitamin or painkiller?
Which one of these best describes your practice?
In my experience most Chiropractors are positioning themselves as a "vitamin"...
Good for you, but nothing urgent or overly important.
You can live with it, you can live without it, but you probably won't remember much about the experience either way.
I'm not suggesting that's conscious or even what you think about your service.
But it is what your market and some of your patients think.
In order to become the go to resource for spinal, neurological or functional health in your community, your potential prospects must believe that you have the "painkiller".
And I don't mean that literally.
I mean you must become the solution to a pressing, urgent problem they desperately want to solve.
How do you accomplish that in a 3rd Paradigm Chiropractic model?
That's the topic for today's episode of Life By Design For Chiropractors.
What I Covered
- What does it mean to be "candy"?
- Why most docs are comfortable positioning themselves as a "vitamin" and how it's massively hurting your practice.
- What it means to become a "painkiller" and how to start the process without compromising your practice values.
- The exact language we use in our most successful marketing funnel to position our service as important and urgent.
How would you like to send a simple email, less than 15 words, to your list of subscribers, and have 7 replies back for new patient appointments?
No spinal screenings.
No arm twisting.
Just replies like these:
"Yes please"
"My number is 519-X51-XX12"
"It's for my son, he's 12 years old"
Was this a one trick pony?
Nope.
Every month this email yields 2-9 new patient requests.
I'll even give you the basics of the email I sent!
It's been 6 weeks since we've had space.
Four openings have been made available for a Case Review with one of our Corrective Chiropractors + possible Bio-Structural Assessment.
Would you like one?
On today's episode of Life By Design For Chiropractors I explain why nurturing your leads is a simple, yet boring and lengthy process, that's 100% worth the effort...
And then some!
What I Covered
- The easy way to nurture your leads and make big gains years later.
- How you need to think about your leads today in order to prepare them for action when they are ready.
- Be sure your content, even your ads, follows this very simple rule and it will serve you well for the future.
When I started my practice, I was 1000% convinced I would never lose a patient.
Call me naive, many have before...
I assumed if I simply taught them "what I knew, they would do what I do."
Every other Chiropractor had it wrong.
I had it right.
Until it happened to me.
Which, by the way, took approximately 5 days into my practice life.
On today's episode of Life By Design For Chiropractors, Kreso and I take another break from Training Camp to discuss our once utopian views of practice and how we now handle the reality without letting it minimize our impact or happiness.
What we covered
- Ready for a reality check? Take a look at all of your inactive files? What the heck happened to those people?
- The mantra I repeat to help me let go of the need to control what people choose and to make it about me.
- What systems should you have in place to help manage the experience of patients discontinuing? Yes, don't just leave it to chance!
- How prequalification not only protects you, but also protects the patient.
- A general communication framework that you can use in practice when someone requests to discontinue their care.
Struggling with your marketing?
Crickets when you post a video to social?
No one is visiting your website?
You've created the world's greatest lead magnet...
And not a single person has opted in?
It must be your market.
Really, it's the only logical solution.
Similar to your patient who has "tried" everything and even followed your advice to a T.
Yes, sure they did :)
When you have a marketing problem, the single most productive approach is to assume YOU, not your market, is the problem.
Even if you aren't the only issue, it's still the fastest, most controllable way to right the ship and get headed in the direction you'd like.
On today's episode of Life By Design For Chiropractors, Kreso and I get back together for a live discussion about markets.
What we covered
- What is a "market"?
- Could your market be a part of the problem?
- What's the best market for Chiropractors?
- The difference between a demographic and a psycho-graphic.
- Real world examples of what's working in my practice, why it's been so incredible and how you can start doing it too.
- Pitfalls from years of mistakes and a simple, yet significant, change in thinking that turned everything around.
When a patient says no to our recommendations, we assume it's always something we said or didn't say, something we did or didn't do.
That is the case sometimes, but far too often much of the information we could add to aid the decision making process gets overlooked.
There's an entire hierarchy of needs at work inside the patient's mind and most often completely unknown to the patient themselves.
If we know and understand what the patient needs, we can tailor our information, environment and efforts to ensure these "beliefs" are covered during our interactions.
The end result...
More yeses.
Happier patients.
Better outcomes.
On today's episode of Life By Design For Chiropractors I share "The 5 Things Patients Must Believe Before Saying Yes."
What I Covered
- Why these beliefs are so important to setting the stage for a yes.
- Belief One - Do they know they have a problem.
- Belief Two - Are they seeking a solution.
- Belief Three - Is help possible?
- Belief Four - Can we help?
- Belief Five - Can they do it?
- Bonus: The one situation where all 5 beliefs are addressed and the answer is still no.
Hard bone on a soft nerve?
Foot on the water hose?
How do you communicate chiropractic in the 21st century?
There have been, and still are, some incredible minds in Chiropractic.
Kent, Gentempo, Chestnut, Minardi, Murphy, Haavik and many more I'm certainly missing.
These pioneers have moved us away from the bone on nerve model to a new contemporary view of the spine, the nervous system and subluxation.
As powerful as science is, understanding the science and making it consumable for your market and your patients is a totally different story.
On today's episode of Life By Design For Chiropractors I share a concept I've been developing in my own practice that I believe will be of tremendous value to those Chiropractors listening in.
What I Covered
- Different "levels" of knowledge should be applied at different points in the onboarding process. What are the unique points and what quality of content should be delivered at each?
- The computer analogy is not new but as it has been typically communicated, it positions your objective incorrectly.
- A new way to adapt the computer analogy of the nervous system and how a Chiropractor plays a central role in improving the operation.
- How to use and explain the analytics you gather from your objective testing.
Who wouldn't love a steady stream of new patients coming directly from your existing wonderful and engaged practice members?
While new patients are the lifeblood of your practice, referred new patients are the cream of the crop.
How are you generating more referrals?
Experience.
Results.
Professionalism.
Kindness.
These are all top level attributes that need to be in place and cultivated.
But how easy are you making the referral process?
For both the patient and for their referral?
On today's episode of Life By Design For Chiropractors I review a new, successful, referral process we've launched in our gym and practice.
What I Covered
- How practices typically manage referrals and why it's antiquated in most cases.
- A process I stumbled into and now, with proper development, is gaining glowing reviews (and referrals) from our patient base.
- Action steps you can take immediately to set up your own in house referral system.
It was the best of times.
It was the worst of times.
It was the age of wisdom.
It was the...
You probably get the idea.
In "Chiro" world, the preached purpose is to see as many people as possible and create a subluxation free world.
That means doing whatever it takes to see more people and "serve" more people.
It's a statement that's been screamed from the stage and now social media, since the dawn of Chiropractic times.
But...
Is an ever growing practice really the only practice worth its salt?
Could it even be in opposition to a fantastic life for the Chiropractor themselves?
Over the past few years a pattern has emerged among clients, docs we've consulted with and I've even experienced in my own practice.
There are two practices a subluxation centred doc should consider.
On today's episode of Life By Design For Chiropractors, I discuss them both.
What I Covered
- What are the two types?
- What are the pros and cons of each?
- The "limbo" most docs are in and why it's the worst place to be.
- How to start making a decision and what to expect with each direction.
I love Reggie Gold.
If you don't know who this person is, and that's becoming more and more possible, you need to expose yourself as much Reggie content as possible.
The one caveat, and I may rub some chiropractors the wrong way with this statement, is to be wary of his business model.
It's a bust and honestly, terrible.
That said, Reggie was a fantastic communicator.
His clarity regarding The Third Paradigm of Chiropractic and how to help the public understand is second to none.
One of the recordings that stuck with me and continues to influence our Day One - Two process are his "3 Questions".
The "3 Questions" seem simple, but when you deconstruct them, they're actually quite genius.
On today's episode of Life By Design For Chiropractors, I break down Reggie's "3 Questions".
What I Covered:
- What is Third Paradigm Chiropractic?
- What's the context of the "3 Questions?"
- How the "obvious" answer to question one sets the stage and why it's important.
- The look you'll get after question two and what the answer will tell you about the patient's current understanding.
- Question Three is almost too bold to ask but it's valuable to understand the sentiment.
Have you ever caught yourself making this statement?
"It's always something!"
Typically it comes at a time of stress or overwhelm, a time when you're ready to throw your hands up in the air and give in.
The sentiment is, of course, a negative one.
An endless loop of challenges, uncertainty and the lack of confidence you can overcome them.
"It's always something!"
You're right, it is always something.
Once you accept that as truth, everything else that follows will change.
On today's episode of Life By Design For Chiropractors I share a new perspective and subsequent action plan.
What I Covered
- Where to begin if you find this statement to be a recurring one.
- What type of problems are worth your time, effort and energy?
- The direct benefit of ever expanding problems.
- How to modify your daily narrative and turn it into a strength instead of a distracting weakness.
I don't know many people who enjoy being rejected.
Me included!
In my experience, that fear of rejection is even more pronounced in Chiropractors.
Unfortunately, that was likely a bad career choice for many as Chiropractic is rejected on the regular.
What if there was a way to not only minimize the fear and feelings associated with rejection and completely turn the tables but in most cases, make it non existent all together.
On today's episode of Life By Design For Chiropractors, I share one of my favourite headspace hacks.
Enjoy!
What I Covered
- Why you feel rejected in the first place.
- The long term impact of rejection, not just on your practice, but on your life.
- How to start turning the tables and set a barrier YOU control, not the patient.
- The future of your practice when built on this one headspace hack.
One way to stack the deck in favour of the highest quality sleep experience is to craft the perfect restoration routine.
A routine is a series of actions done repeatedly.
Not all routines are helpful, or move you towards a predetermined goal, they’re simply routines due to repetition.
You’ll see routines, even rituals, a more intentional form of routine, among many high achievers across a variety of professions.
What makes routines so impactful is the ability to automate them and require little to no willpower.
This makes consistency easier and as such, the opportunity for a maximum return even more likely.
On today's episode of Life By Design For Chiropractors I shared my Perfect Restoration Routine in hope it would spark you to do the same!
What I Covered:
- A 4 step process to creating a routine. This can be applied to anything, not just sleep!
- How to best prepare your body to maximize sleep quality and set the stage for productivity.
- What are the nutrient needs involved to enhance restorative sleep?
- The two additions I made to my sleep hygiene in the past 6 months that have been making a surprising and positive impact.
Does everything matter?
As far as my practice goes, I once believed that it did.
That was until Mike stepped in to save me from myself once again.
That belief was causing burnout, stress and frustration.
It was an impossible standard to achieve and keep up.
But...
I knew something about the concept was true.
Turns out it was a simple but profound fix.
It was the addition of one single word.
Everything that matters, matters.
On today's episode of Life By Design For Chiropractors we unpackage this can of worms.
What I Covered:
- What exactly happened when everything across my entire life "mattered?"
- What changed with the addition of one word?
- Examples of things that could matter to your practice and if they do, what to do about them.
- Why this mantra should light a fire you!
Standard fare among Chiropractic Coaches is the spousal invite.
Do you invite the spouse?
Do you make it mandatory?
What if they decline?
What if they agree, but show up alone?
In my world four ears are much better than two and having a spouse or someone involved in the prospective patient's health care decision making at the consultation and the review of results is always better than not having them.
BUT...
Where do I draw the line?
On today's episode of Life By Design For Chiropractors I clipped out a portion of a solid training...
10 Day One - Two Conversion Secrets That Generated Over 20 Million.
Specifically, the portion covering the spousal invite.
Here's What I Covered:
- Do we make the spousal invite mandatory. Why or why not?
- The actual, authentic purpose of a spousal invite... HINT: The #1 reason is not to create more new patients.
- I share my exact script my team uses while scheduling every new patient in our practice.
- Day one or two spousal attendance. Which is more important and why?
- Script #2. How to invite the spouse after the examination.
It's not just your practice.
It's everything!
If you take stock from every time...
You've failed.
You feel scared.
You think it's "too hard".
You assume your market is so different, unique and abnormal "it" just won't work.
What is at least ONE commonality among those situations?
You've reached a wall.
You've hit your capacity.
Your capabilities are tapped.
Without the ability or the work ethic to push through, you never bridge the gap.
You're stuck and you stay stuck.
On today's episode of Life By Design For Chiropractors I discuss the nature of growth and what it takes to make a transition from one stage to another.
What I Covered:
- A better appreciation for why you're falling short and why you shouldn't worry... just do this instead.
- As per normal, a new perspective can trigger new actions and new growth. Try this one on.
- Where to begin and how to take this principle outside your practice for unexpected benefits.
It's been a wild year!
I have a simple question...
Did you learn anything? Anything that can be used to grow, to develop yourself or your business into a better version of what it was when the world took a tumble?
I did.
Today's episode of Life By Design For Chiropractors is about the 11 things I learned during a global pandemic.
What I Covered
- This too shall pass.
- Get busy living or getting busy dying.
- Family is meant to be together.
- The best time to plant a tree was 25 years ago, the next best time is today.
- Don't sweat the small stuff.
- Pursuing what you love is a worthy pursuit.
- Time is, by far, the greatest resource.
- Eating, sleeping and exercising make me happy.
- Life is what you make of it.
- You're worth it :)
- Marketing is the lifeblood of your business
It's a common trend among health care providers to allow December to become the weakest month of the year.
Less profitable and more stressful...essentially mailing it in and already looking ahead to "better days" come January.
It doesn't have to be that way.
Not only does December not have to become your weakest month, there's a chance you could turn it into your best month of the entire year!
At The Life By Design Centre, HQ for Life By Design Inc., that's exactly what we've done in the past and expect to do again this year....
...even during tough times...like a global pandemic!
On today's episode of Life By Design For Chiropractors, I take you on a walk through The Life By Design Centre and explain how we're making December our best month.
What I Covered
- Getting your head on straight is always step one, it's no different in this case. Are you giving up already or committed to making December great?
- The buyer's psychology is ripe for sales in December. Your patients are going to buy from someone, why shouldn't it be you?
- How do you balance leveraging the desire to buy in December while still taking time for a break?
- It is the giving season! Capitalize on the power of reciprocity to make your offers more enticing to your best customers.
- What can you do to enhance the buying environment in your practice?
- A full walk through of The Life By Design Centre to see exactly how we've done it repeatedly with success.
When you understand the nature and intent of this question, you're faced quickly with a reality you're excited about or one that twists a knife deep in your belly.
Ultimately, it will also depend on the goals and purpose of your practice but in most cases, when having a job vs. a business...one is usually far better than the other.
On today's episode of Life By Design For Chiropractors we ask the question...find out where the answers lead us!
What We Covered
- What are the primary differences between a job and a business?
- Clients always assume my life is perfect! Which do I have... a job or a business?
- The two "MUST HAVE" skills to grow an ultra successful business (that chiropractors also happen to be resistant to).
- Why under-spending on your digital ads strategy is a HUGE mistake and could be holding back a tidal wave of growth.
- Do you know your numbers? How much is the true cost of acquiring a client and what would you spend to find them?
- How to "force" yourself into driving your marketing message to more people in your community.
Every chiropractor wishes for a constant stream of new people knocking at their door.
I'd even say the entire practice psyche revolves around seeking out the next new patient in the vast majority of clinics we consult with.
No doubt, new patients are the lifeblood of your practice but they don't just "show up". That's the problem!
Docs want something magical to happen and then get frustrated and disillusioned when it doesn't.
As in all businesses there is a buyer's journey. A path, a series of steps potential buyers follow before they end of even considering consulting with you.
That's why LEAD GENERATION is one of the biggest missing links in the chiropractic profession.
On today's episode of Life By Design For Chiropractors we talk about "The Lead Magnet."
What We Covered
- What is a lead magnet?
- Why should you consider using a lead magnet?
- How to start figuring out what your market would find interesting, useful and actually exchange their information to acquire.
- The big mistake NOT to make when building your lead magnet.
- What to do with your lead magnet once it's created.
One of the biggest fears business owners, entrepreneurs and chiropractors alike have about email marketing is how often to "hit send."
It's common to be worried about spamming your people, your leads and your community... it's because you care, right?
Or, maybe it's because you're scared of looking bad, annoying a potential prospect or having someone opt out of your list never to be heard of again.
On today's episode of Life By Design For Chiropractors we're sharing our experiences with email marketing, both good and bad.
The goal is to help you learn some from our mistakes and victories in order to make yourself a better marketer and help more people!
What We Cover
- The stories about when we were YELLED at via email, what it means and what we did about it.
- How often we email our lists and why.
- The lessons we've learned from sending thousands of emails over the past 2 years and what we would do differently if we were just starting.
- Why email marketing will continue to outperform all other types of marketing (aside from face to face) in regards to direct sales.
- If you're not emailing your list or don't even have a list, what should you do?
We've been staunch proponents of building and cultivating a lexicon for years.
All great brands have their own language...
The tall, grande and venti from Starbucks being an obvious example.
There are times in the development of your lexicon that certain words become prominent in pop culture and within the media, we'd be remiss not to use them to our advantage.
Extraordinary communication is helping people to understand and consume what we're teaching and have it result in the actions we'd love for them to take.
Actions in our case, that will without question, lead to a happier and healthier life.
Over the past 4 months in practice I've noticed an increasingly obvious awareness and response to a certain word I've used for years. Only now, with it's emergence in the cultural lexicon, patients are taking it to mean something even more important than ever before.
On today's episode of Life By Design For Chiropractors, I explain how this came to be and how to use the principle to for building a powerful lexicon of your own.
What I Covered
- The one word I had been using for years that just took a massive leap in meaning and value to my patients.
- How being aware of pop culture and the media, without falling prey to its vices, can help you shape your brand in order to reach more of your market.
- Why building your own lexicon is important as a difference maker in your practice.
Will you survive or thrive in a crisis?
This is an important question for any person, let alone a business person to ask themselves.
- A Recession
- A Health Crisis
- Staff Leaving
- Personal Crisis
- A Pandemic!
Insert crisis "here".
Regardless of the situation, certain principles are at play and will help to dictate your success.
Knowing these principles and developing their application in advance will place you in a far better position when the s*^t hits the fan.
With the current crisis, we spent time discussing how to best prepare, survive and even thrive during difficult times.
What We Covered
- Are you in or are you out? Straddling the fence will be among the worst things you could be doing.
- What are the opportunities you can take advantage of during a crisis?
- What level of concern would be helpful vs. how much will be paralyzing?
- In times of trouble, what is the decision making process that leads to a successful outcome?
- The game plan for another "shutdown" and how we will leverage the opportunity.
There's three categories of people and you can be grouped by "what people WOULD say about you if asked".
That's not to suggest we care completely about what others say about us, but for the sake of this example, it's worth exploring.
Story One
"Bill, he's OK. He's late a lot and leaves early. He misses deadlines and really doesn't seem to care, in fact, he thinks he's the best at everything and he doesn't need to do the work."
Story Two
"Bill, I like him. Good guy. Works hard. Does his job."
Story Three
"Bill? Geez, the guy's a machine. It's actually unbelievable what he gets done... I'm not even sure he's human. He's the first one here, the last to leave, never complains and his results are off the chart. That's my goal... to be like Bill. If I was, I know I'd be successful!"
Which story would you like told about you?
On today's episode I talk further about what it takes to be great!
What I Cover
- Reality exists, so make that your starting point. What markers should you be looking into as metrics for success?
- What you love should be the basis for your goals, dreams and vision. By choosing values that are not your own, you risk total failure and unhappiness.
- Planting your flag in the ground and staking claim to the life you so badly want, is the secret sauce to overcoming fatigue and anxiety.
- Building a detailed blueprint keeps you from getting too far off the path and distracted by the next shiny penny.
- This trait is a trademark for nearly all successful people. Find it in yourself and you'll find success in your future.
"I've been doing everything possible with social media marketing for years and it's not working for me."
"It's different in my market than it is yours."
"Not a single new person has come from my social media marketing!"
Are these statements you find yourself repeating?
If so, you're not alone.
Good marketing is similar to the advice you should be giving your patients...
Success = (Consistent Action + Time) to the power of Correct Principles.
This Life By Design Success Formula can be said another way; do the right stuff for a consistent and extended period of time.
I find it interesting that we expect our patients to "get it" and fully understand what's required to attain a result but when it comes to applying those same concepts to our businesses, it's a total blank out.
On today's episode of Life By Design For Chiropractors we tell you what to look for in your own social media marketing metrics and exactly how to start turning them around.
What We Cover
- How do you know when your social media marketing isn't working?
- What are the Key Performance Indicators (KPI's) you need to be keeping a close eye on?
- How many times does someone need to see your brand for your marketing to be effective?
- How to turn your paid advertising campaigns into freebies over and over again.
What happens when a "troll" leaves negative remarks about your business or practice online?
You celebrate.
WTH?
The fact that someone cares enough about what you said or did to leave a negative comment is a tremendously positive sign for your brand.
All great brands have haters...people who are so opposed to what you're standing for, they just can't resist making their voice heard.
Assuming you're not saying anything hateful or ridiculous, having a portion of the marketplace against you, gives those who stand with you something to put their passions behind.
Don't confuse everyone loving your brand for not knowing or even caring about you.
On today's episode of Life By Design For Chiropractors, we tackle trolls and how you can actually use their comments to help grow your practice.
What we covered
- What exactly is a troll?
- Why are trolls a good thing?
- How being a vanilla brand is killing you in the marketplace.
- 3 ways to use comments from your trolls in your marketing.
- Why you need to reply to comments and negative reviews.
We fielded a question this past week inside our Life By Design For Chiropractors ELITE Doctors group and it prompted a deeper conversation on today's episode.
How do you handle an unhappy client? The answer is..."It depends!"
As per the usual response, it depends on the context.
How we would handle a customer service issue with a long time patient who has shown their loyalty to our business, invested thousands of dollars and referred many thousands more, is going to be very different than how we address a prospect calling in and not happy with a policy of ours.
What We Cover
- Do you have a customer service culture? Is it conscious and planned? Do you have customer service rules & guidelines?
- Kreso's story of a prospect that messaged 5 minutes after leaving Day One. He was unhappy, unsatisfied and wanted a refund. Find out how Kreso handled this case and why it ended in a positive way (which was NOT starting care).
- Is there an acceptable refund limit? When would we give it all back? When do we draw a line in the sand and say "no way!"?
Could you imagine making chiropractic mandatory!?!?
Like car insurance, every single person with a spine would be mandated to receive chiropractic care.
It's a chiropractor's dream...or is it?
What would the profession or your practice look like if your community had no choice but to choose a chiropractor to see regularly?
On today's episode of Life By Design For Chiropractors we run this thought experiment and find out how this "utopia" might play out.
What We Covered
- Why you can't have your cake and eat it too. Being pro-freedom with your health choices must translate into the same position in all other areas. If not, you'll be left with a contradiction that could destroy or at least damage your life.
- We resurrect an old Saturday Night Live skit that looks to become a regular on the Life By Design For Chiropractors podcast.
- Why it's a really good thing that Jeff Bezos made 13 Billion in 24 hours and why you should care.
- Why making chiropractic mandatory wouldn't bring you riches and happiness, instead it would devastate your self-esteem and turn you into a sad shell of yourself.
RIP Subluxation Based Chiropractic.
Your time has come.
No longer will the market accept objectively based assessments, logical care plans based on science and clinical experience, and an ongoing relationship with a health care provider who can deliver extraordinary outcomes.
Subluxation Based Chiropractor, you're doomed!
Could this be true? Is it time?
Contrary to the belief of some, I believe the market is ripe for leadership and results...that makes a rational approach to Subluxation Based Care properly positioned for the success of the patient and chiropractor alike.
On today's episode of Life By Design For Chiropractors we discuss a comment left on one of our Facebook posts.
What We Covered
- Why the market is ready for your care, IF you position it effectively.
- The fallacy that exists with many chiropractors and how it crushes their success.
- How to start staking claim to the real estate in your prospects mind and make it your own.
- Why Subluxation Focused Care is a sound, logical and rational way to practice chiropractic.
You're just about to walk into the room to review results with a new patient and there it is... that pit in your stomach.
Does this ever happen to you?
Do you feel ill after giving your recommendations?
Do you almost wish that new person would cancel just so you don't need to have that scripted conversation?
There's a reason you feel like s#!t... actually, there's at least 3 really good reasons you feel this way and that's exactly what we cover on today's episode of Life By Design For Chiropractors.
What we cover
- How not knowing, what you don't know can be a major trap. Even though the words coming out of your mouth might sound good, there's something deeper making your feel terrible.
- The single biggest factor in practice success. We bring it up over and over in different contexts... here it is again and what to do about it.
- Every gurus preaches this from the stage (and avoid doing it in their own practices) and we start feeling terrible when we don't see it happening in ours.
One of my favourite projects in the Life By Design Training Systems is The Dream Life Project™.
While it's much too robust for a podcast, we can get you started down the path to correct thinking and feeling inspired or terrified about where you could be headed.
On today's episode of Life By Design For Chiropractors, we share a simple exercise, called the 100 Point Compass to spark the early stages of your project.
What We Cover
- Why do we have a practice in the first place?
- How many hours do you have available every week and what's the best way to allocate them? Your "instinctual" response might tell you more than you already know about your "dream life".
- What are your primary values? How do you apply them to practice and your life?
- How do you eventually live like no one else? You start today by living like no one else. I'll explain.
After nearly 20 years in practice, it's much easier to look back and see all those moments you wish you could change...
But what is that ONE thing you wish you could have told yourself then and it would have been carried out consistently only to yield incredible cumulative effects?
Would it be....
Work harder?
Find a mentor?
Start as an associate?
Learn to sell?
Study marketing?
On today's episode of Life By Design For Chiropractors we ask ourselves that exact question and unwrap our answers.
What we covered:
- What was Kreso's answer? How is it still affecting him today (good and bad)?
- The tale of two roads... what could have happened if we'd only told ourselves earlier?
- My answer might surprise you! Just about every significant improvement in practice and life came about when I actually did this.
- How, no matter what stage of practice you are in, you can heed this advice and apply it to your situation for immediate success.
It's a recurring theme at Life By Design For Chiropractors...
"If I can find you $2 for every $1 invested, you should be searching for more dollars."
Marketing principles are tried and true. They may evolve or find new applications but they rarely change.
What does change is the medium.
Whether it's Instagram, Facebook, Direct Mail, Public Speaking, Spinal Screenings or whatever is next...
Having a marketing strategy is your winning ticket.
On today's episode, we go live on a Consulting Call with Dr. Trent Hippard, one of our ELITE Docs, to help map out a marketing funnel that is currently thriving inside our own offices.
What We Cover
- An audit of Trent's current marketing system in order to find the gaps that need to be immediately filled.
- Important metrics you'll need to know for objectively controlling your ad expenditures.
- How to create a consultation ad that converts without giving away the farm (or even a chicken).
- Email marketing basics. What to say, how often and the call to action for each segment of your list.
- Exactly what Trent needs to do next. How to synthesize an excess of information into a single actionable step (which Trent actually completed the next day!).
"Start comparing yourself to others"
Just wait... did I mean STOP comparing yourself to others?
Nope. Start.
Albeit contrary to the mainstream advice, comparing yourself to others is simply human nature and to avoid it, could be detrimental to your business, possibly even devastating to your mental health.
Your entire world is based on discerning one thing from another.
Comparing a chair against a table is in part how you understand the difference between the two.
One piece of building a great brand is becoming an objective observer.
Comparing everything around you provides an opportunity to more deeply understand consumer psychology and how you want the world to see and interact with your brand.
On this episode of Life By Design For Chiropractors we challenge the idea that judgement is bad and apply the opposite to building a brand the customer can love (or hate).
What We Cover
- What you can learn from Donald Trump. Love him or hate him... doesn't matter. In fact, that's the point.
- How to become an objective observer who can judge and compare with the correct context in order to benefit.
- Why it's normal for the human mind to compare and how restricting judgement can seriously impair you.
Click HERE To learn more about the Life By Design Training Camp.
Do you find yourself frustrated that your practice members and even the local community, aren't acting as if you would act?
"Why are they doing XYZ instead of ABC?"
Even before the current crisis, were you saying "Why don't they get it?"
You see, we want people to do what we would do by telling them what to do. That simply doesn't work on any kind of scale.
You may find a handful of patients that don't like to think for themselves and they'll be motivated by your authority... that is until another authority takes your place and knocks the lowly chiropractor from the pedestal.
If you want people to act the same or even in similar ways as you, (and you do, otherwise why get involved in the first place), you must teach them to think.
The starting point is you and your viewpoint on life. Once you've clarified that, you can more easily teach it to others in ways that'll be consumable and actionable.
On today's episode of Life By Design For Chiropractors, we start with the flawed position that plagues most chiropractors...we address why chiropractic is NOT a philosophy.
What We Covered
- What is a philosophy and why doesn't chiropractic fit the definition?
- The extreme question that makes its shortcoming as a philosophy obvious.
- Where chiropractic fits in the application of philosophy and why it matters so much.
- How to define who chiropractic is for in your practice.
- Marketing your practice successfully starts with clarifying your position and removing contradictions.
Click HERE to learn more about Life By Design For Chiropractors LITE.
If you were guaranteed $2 for every $1 you spent, wouldn't you be looking for more cash to invest?
Every doc wishes a promise of return on their marketing investment but their hesitation from the lack of guarantee is massively restricting their growth.
When it comes to paid traffic or any investment for that matter, there is no promise of success, only a probability based on one's skills, knowledge and experience.
Once you understand this reality, it's much easier work within the rules and yield results.
On today's episodes of Life By Design For Chiropractors I talk about my own success and failures with scaling online.
What We Covered
- What return would I want on a $1 investment to make it a success?
- The mindset reboot needed to become a pro at generated traffic online.
- The real value in client acquisition. Understanding the numbers of the long game in order to dial in your front end investment.
- The truth... most docs are missing the growth mindset for uber success. How to start creating yours.
Click HERE to learn more about Life By Design For Chiropractors LITE.
The solution to feeling anxious and scared is clarity.
During times of chaos and craziness (such as now), nothing is able to settle our mind like a plan, a blueprint, some direction; and the action that follows it.
The Practice Survival Checklist was built by asking the question...
"What are the primary requirements necessary to slow the bleeding, stabilize and confidently move forward in our business?"
We came up with 6 boxes that need to be ticked if you want to start feeling better and I dare say it, good, about the current status of your practice.
What We Covered
- The OS that needs immediate installation before any other step can be taken with confidence.
- Why you should be analyzing your vault in order to put your mind at peace and avoid being sent down a spiral into a dark pit.
- Having an actionable blueprint in place will be an amplifier when the time is right. Starting this too late will cost you dearly.
- The asset that needs to be cultivated until it's time to explode. Without it you risk the opposite!
- What to do about marketing? An overview of the 2X Marketing Game Plan.
- Weeks from now you could be celebrating or you just be might kicking yourself. This will be the difference maker.
Click HERE to download your copy of the Practice Survival Checklist.
Click HERE to learn more about Life By Design LITE.
Communication is ALWAYS one of the requirements for success in practice, business and life.
During a crisis, what you say, how you say it and who you say it to becomes of the utmost importance.
You'll find three very unique groups that you'll need to be speaking to with unique narratives for each.
On today's episode of Life By Design For Chiropractors we cover how to communicate during a crisis.
What we covered
- The two fundamental starting points for every conversation during a crisis, but also when times are more chill.
- How to communicate to staff. What do they need to hear? How should it be said? How to bring them into the decision making process and allow them to regain a sense of control.
- The narrative for your existing patients. What to say in order to make them feel safe, position your care properly and avoid the one question you dread hearing from them!
- What should you be saying to your leads and prospects? What should you not be saying?
Click HERE for full show notes.
Click HERE for more information about Life By Design LITE.
These are crazy times.
No matter how to slice it, the current landscape for chiropractic and essentially every other business on the planet looks grim.
We're weeks into closures, quarantines, social distancing and the economy is in a downward spiral.
The worst part, not only is it bad, but we don't have any real idea as to when it's going to get any better.
Job losses, businesses closing their doors for good and major financial doom... how in the world can we stay "growth minded" during this turmoil?
That's exactly what we explore on today's episode of Life By Design For Chiropractors.
What We Covered
- These are unprecedented times for most of us and especially for chiropractors. What are the first steps to stabilizing yourself and you business?
- What financial actions can be taken to protect your family and give you a sense of peace in order to forge ahead.
- Perspective. Use this mathematical formula to access the power of perspective. No one was wishing for something like this to happen but when you understand your "number" you may find out you would have taken this break if it were offered under different circumstances.
- The exact action steps you can pull the trigger on to start feeling safe and move yourself into a growth mindset.
Click HERE for full show notes.
Click HERE for more information about Life By Design LITE.
We were all ready and fired up to start our foray into email marketing...
When to send emails, how often, how to create the content, follow up emails, funnels and much more...then we realized, we might be skipping an important step.
What is a list and why do you need one?
As it turns out we were putting the cart before the horse and taking a step back led to a fantastic podcast episode!
Enjoy this episode of Life By Design For Chiropractors.
What We Covered
- The importance of having a list and why great brands put time and attention on building one.
- Are your Facebook, Instagram and YouTube subscribers considered a list?
- The number one platform and source you need to build your list on.
- What is a CRM and which one do we recommend?
- The list of thousands you might already have right under your nose. Mine this database first before jumping onto social and testing your hand at lead generation.
To learn more about ConvertKit click HERE.
What do you say at Day 2?
What do you say at future reports?
What do you say at the table?
Let's start by saying, what I say isn't necessarily what you should be saying.
Personally, I made the mistake of copying what Reggie or other great communicators would say to their patients and it took me years to realize it wasn't just what I was saying but WHO I was that was saying it.
That's not to suggest having a well designed, strategic approach to your communication isn't helpful... it is...when it's authentically coming from you.
With that context, here it is. Exactly what you're often asking for...what to say.
This is a very small slice of what happens at The Life By Design TRAINING Camp. Take note, I said TRAINING, as that's what makes this event unique.
If you listen closely and more than once, and I suggest you do, you'll find important nuances that accumulate together to create an experience culminating in a strong win-win agreement.
What I Covered
- How to create an environment that encourages clear, distraction free communication.
- Why the 2nd report is likely making or breaking your practice growth.
- Learn an authentic communication strategy that almost feels like it should be illegal to use.
Click below to learn more about Life By Design Training Camp:
https://www.lifebydesignforchiropractors.com/tc
Do you have trouble sleeping at night because of what you wished you had said to a patient or prospect?
Maybe your insomnia is a product of the queasiness you feel from what you actually said but wished you hadn't!
We've all heard about the advice some consultants have given to determine your day one & two success based on whether the person sitting in front of you was left in tears or not.
On the flip side, some leaders propose chiropractic should be a decision based only on it's life enhancing benefits and positive outcomes.
What's right? What works? What will allow you to find that deep sleep and, at the same time, your patients to get what they need from you.
What I Covered
- What is a realistic level of concern you should, as a doctor, communicate to a patient or prospect?
- What are the lasting effects of manipulating a response such as crying or extreme upset? It goes far beyond the impact to your patient, it leaves an imprint on your brand that can be difficult to cleanse.
- Authentic Concern. What is it? How can you start to develop your own guideline for communicating it to a patient?
- Who does poor or a lack of communication hurt the most... the patient or you?
Could you afford your chiropractic care?
That's a question I was once asked by a speaker from the stage and unfortunately the answer was "no".
I say unfortunately, not because I couldn't afford my chiropractic care if I were the prospect, but because the thought that I couldn't afford it prompted me to start worrying that...
-
Others couldn't afford chiropractic care either and worse...
-
It was my responsibility to make sure that they could.
Like most responsibilities in my life, I took this one seriously and if you've listened to this podcast the rest was history.
Years of good intentioned but very bad business decisions led to low revenues, non existent profits and more stress than I ever could have imagined I'd be able to handle.
Fast forward a decade (almost two) and exposure to the right people with correct thinking... life and practice are much better.
The goal of today's podcast is to help you avoid the massive pitfall that destroyed my practice before it ever started and kept me fighting for my practice life for years.
What I Covered
- How "the question" and my vision for a dream practice come together to create a horrifying experience.
- The exact (and embarrassing) family plans I once lived by and why they were so destructive.
- The emotions I projected onto my patients... if you feel the same, it's time to take a deep look at your practice and make a change before it's too late.
- How it all changed. What was the turning point?
- How to correctly value and price your care to maximize impact, enhance the experience for your members and leverage the profits for your dream life.
Can you believe it's 2020?
It wasn't that long ago Y2K was going to be the end of the world as we know it...I mean how could we survive when our desktop computers couldn't register the year 2000?
Fast forward 20 years and the world is still here, it continues to evolve at an accelerated pace and that includes your practice!
You can either keep up or get crushed. Which will it be?
On today's episode of Life By Design For Chiropractors we share our practice predictions for 2020. What's hot, what's not and what we see on the horizon.
What We Covered
- Where will your leads come from? Is online the only way to go or will offline traffic make a comeback?
- This lever is the fastest and easiest way to increase your practice profitability...are you willing to pull it this year? We think you should!
- The one question that will spark a renaissance in the practice retention and birth more creativity than you've probably felt in years.
- Email marketing is dead... or is it? What we see on the horizon for showing up in your prospects inboxes and inspiring them to read and action your messages.
- What is your niche and how can you crush it?
When it comes to your brand and your practice... who is the hero?
Is it you, your business or is it the prospect and practice member?
Great brands find a way to create a customer focused culture and your chiropractic practice should be no different!
On today's episode of Life By Design For Chiropractors I share my experience from the past 6 months during which we've invested a large volume of time and energy into making our members the hero of the story.
What I Covered
- What great businesses do differently and how you can start thinking about your business in the same way.
- What do your prospects want and how understanding them on the deepest level gives you the upper hand over your competitors.
- How to start positioning your practice for prospects to begin the process of knowing, liking and finally trusting you.
- The one unexpected (and enormous) benefit to shifting the attention to creating an extremely customer focused environment.
- Why developing the "hero" mentality can help spark a movement in your practice.
Growth - expansion, more visits, more revenue, more new cases, more patients stockpiling in your practice.
These are not the only metrics but they are a key performance indicators that would indicate "growth".
Profitability - the bottom line, what's left after your gross revenue minus expenses.
While growth and profitability are not mutually exclusive, it is very difficult to put your attention on both at the same time.
A growth focus requires a certain mindset and a willingness to reinvest capital into developing areas within your business.
On today's episode Life By Design For Chiropractors, we map out the required information and action steps to determine which focus you should have and the consequences of each.
What We Covered
- Growth vs. Profitability mindset. Start by understanding your goal.
- The consequences of focusing on profitability too early in your business life cycle. Why it will massively slow your growth and cost you more in the long run.
- When it's time to shift from growth to retaining profit as your primary objective and what to expect in your business.
- How much profit do you need to keep and how much can be reinvested?
Wouldn't it be a "dream come true" if patients told you what their check-up frequency should be and they actually got it right?
There came a time in practice when we finally figured out how to build engaged patients who were committed to the beginning stage of care but at the time, we still struggled with how to keep that engagement high beyond the first few months and no surprise... growth was mediocre at best.
Not only did I not know how to explain what to do next, but I found myself feeling anxious about asking patients to continue down the path at an ideal frequency that I had in mind for their care.
After digging deep on why we were failing to stockpile patients following their corrective care phase, I developed and re-developed (and re-developed again) a framework that simply works.
Led by a massive reduction in stress and anxiety, the new model worked to transition patients smoothly into the next phase of care and even better, they told me correctly how often they should be getting checked!
I couldn't believe it, but after 8 years of using this communication strategy... it just works.
On today's episode of Life By Design For Chiropractors, I take you inside a live recording of this topic from our Life By Design Training Camp.
What I Covered
- The pitfalls and mistakes most often made at the end corrective care that will cut your acceptance rates drastically and leave you feeling frustrated.
- How to schedule for an end of phase review visit.
- Why the review at the end your first phase of care is the most important visit for your entire practice.
- My favorite and most successful communication framework. You'll be shocked at how well it works and leads patients to make decisions about their care that perfectly match with your expectations.
Is there a more confusing area of communication than results?
Is there an area that eats away at a doc's self-esteem more than results?
Is there a topic that confuses most docs more than results?
The concept of results and how they are communicated is responsible for much of the stress, strain and anxiety that plagues a chiropractors mind.
On today's episode of Life By Design For Chiropractors we discuss RESULTS. In the ins, the outs, the myths and more...
What We Covered
- Defining "results". What does it mean? What are the unique areas of that results encompass?
- What is the primary difference between results in a "second paradigm" chiropractic practice and a "third paradigm" practice?
- How does technique impact the results you are expecting?
- Results myths and how to communicate clearly to ensure your patient's understand what you want them to know.
Have you had enough?
- The staff is annoying you and their workload is falling on your plate.
- Patients just don't "get it" and you're beyond irritated with them.
- Your partner or spouse doesn't understand your situation and why you're so stressed.
- The bank won't give you the extra credit to make that practice change you know will make all the difference.
The endless list goes on and on... and guess what?
It always will.
That's the nature of being a business owner and entrepreneur. It comes with the job.
You may be wondering if you're cut out for leading a chiropractic practice and and rightfully so... it's an important question to answer!
On the flip side, once you've answered it and you're ready to move forward, the solution to your challenge doesn't come in reducing the amount of "stuff" you'll need to deal with (that never changes, it just becomes different stuff) it comes from handling that "stuff" better and easier.
On today's episode of Life By Design For Chiropractors I talk about exactly that... How to Be More Resilient in Practice.
What I Covered
- How being more resilient directly makes you more profitable.
- An extended and unbroken rant on the state of chiropractors today... much of which comes down to this lack of resiliency in practice.
- The blueprint to start developing your adaptability and capacity to handle the challenges of running a practice.
- How to overcome your hesitation towards adequate self-care by leveraging the power of your own integrity.
Failure isn't inherently bad.
We typically associate failure as a set back, something to be avoided at all costs and even an embarrassment.
It's our emotional affiliation with failure that can keep us from pushing the boundaries where incredible growth happens.
Need not fret... as failure, learning the lessons from failure and taking the next series of actions are trademarks of entrepreneurship and make up a fundamental cycle for development in nearly all successful businesses.
On today's episode of Life By Design For Chiropractors we share just some our failures over the past 12 months.
There's many more but these failures and the lessons learned (and still learning) will give you solace if you're making your own and in some cases, help you bypass the failure but still receive the lesson :)
What We Covered
- Why losing touch with your business, even if it's in the name of growth, will hamper you in the end.
- What happens practice is going so well, you can "take a break".
- The result of questioning your abilities and not taking action in a timely fashion.
- The lesson learned from diversifying your efforts when something is really working well.
- When to scale your team... soon than later? Later than sooner?
- The result of letting things slide instead of "stopping the buck"!
- The biggest mistake I might have made in the past 12 months... the jury is still out, but here's my prediction.
Has there been a period of practice (or maybe it's been your entire practice life) where you've felt like your Chiropractic Assistant's are holding you hostage?
I don't mean "putting a gun to your head" or even threatening to leave you... it could just be performing at sub-par levels, ignoring their full responsibilities or adding unwanted drama to your business.
You can't continue to operate and grow a successful, low stress practice without the ability to make fearless decisions that are in your best interest.
On today's episode of Life By Design For Chiropractors we give you actions steps to help preempt being held hostage and how to manage your mental state when it's time to make a change.
What We Covered
- Mike shares a funny but telling story about his 11 year old son Ashton taking over the front desk duties for a shift. What he surprisingly learned that changed his perspective.
- The cost of not making changes long before a crisis happens. This applies to team development and can be transferred to plenty of other areas as well.
- The 5 things that are an ABSOLUTE MUST if you want to preempt being held hostage by your CA or any team member.
- Why setting a deadline and timeline for decision making is uber valuable.
Pricing, practice visits, retention, expenses... are ALL practice levers with significant power to increase or abolish your bottom line.
Yet, pulling these levers in your favour depends deeply on ONE character trait.
This single character trait you'll find in the vast majority of the "ultra-successful" entrepreneurs, athletes and yes, chiropractors.
What is it?
Risk tolerance.
No I'm not talking about jurisprudence, about screening assessments or note taking... the type of risk tolerance we care about for today's episode is taking calculated action.
The reason it's such an important discussion is because at it's core are two pieces that are often avoided:
Risk and action.
The point of today's podcast is to give you a deeper appreciation for why you should consider improving your risk tolerance and help you overcome the anxiety that might be keeping you from pulling the trigger on to-do's that would have a massive impact on your ROI in all areas of life.
What We Covered
- Why risk tolerance is such a significant barrier to profitability.
- How your physical training program and risk tolerance development program are the same.
- The 6 specific areas your tolerance is holding you back.
- My strategy for overcoming the anxiety associated with making difficult decisions.
- The solution to maximizing your risk tolerance over the long run.
To learn more about the SSS visit:
https://www.lifebydesignforchiropractors.com/sss
It's nice to be paid well for providing value, doing what you love... I highly doubt many docs would disagree.
However, the thought of grinding out more patient visits or adding more days, especially if you're already feeling the pressure of your ceiling caving in, is haunting.
The stress, fatigue and anxiety builds just starting to think about it.
Thankfully, you saw a FB ad for the next, best product or service you can add to your practice and soon you'll be free!!!!
"It's a simple, turnkey system."....suuuure it is.
Forget the fact it has little to do with the Core Product you're delivering, that it's costing you precious time for a minuscule return or even worse, it's eating away at your credibility...
What if there was a way to increase your revenue without seeing more visits or working more days?
It's called ascension.
What We Covered
- The 5 segments of a customer pipeline you need to know and fall in love with.
- What is your Core Product and why do we keep talking about it.
- The missing link when calculating ROI with any investment.
- Special Tip: What your per visit fee should be equivalent to.
- Specific examples for you to apply the ascension strategy in your practice.
- The number one pitfall to look out for after listening to the podcast.
Enjoy this episode!
-- Jamie
For full show notes visit:
https://www.lifebydesignforchiropractors.com/ascension
To learn more about the SSS visit:
https://www.lifebydesignforchiropractors.com/sss
Why don't chiropractors know their numbers?
Are they terrified of what they might find out?
Too "busy" to figure them out?
They're already successful and don't need to know!
For one of the above reasons or possibly a reason even more ridiculous, the majority of chiropractors don't know their numbers.
I know what you're thinking :) I'm not talking about THAT number.
Nearly all docs know their weekly visit totals, as somehow, somewhere that became the pinnacle of chiropractic success.
300, 500, 1000 + per week...
What if you were finally seeing 300 visits per week...you've made it to the promise land but yet, you're still struggling to accumulate resources in your bank account.
You work harder, use the same approach to add more visits to your roster and still... no more cash building up.
Frustrated yet? I would be.
On today's episode of Life By Design For Chiropractors we review the numbers you need to know, why and what to with that information.
Here's What We Covered
- The 2 numbers both myself and Kreso independently agreed were the most important data points for measuring practice development.
- Why knowing your numbers can emancipate you from practice drudgery and deliver the freedom you wish you had.
- How to use your numbers for strategic planning and gaining the confidence to pivot in directions other docs would be too scared to try.
- The percentages you need to understand for creating and applying your online and offline marketing strategy.
Enjoy this episode!
-- Jamie
We're back with part deux of the Team Extraordinary Chiropractor Report Card.
In part one we covered your Team Avatar, The Hiring Process, Onboarding, Team Training and Staff Feedback.
These make up 5 of the 10 Requirements for a Successful Team.
On today's episode of Life By Design For Chiropractors we reveal 5 more and breakdown the highlights to get you started on building your world class team.
What We Covered
- How well do you know your staff? How well should you get to know them? There's an important difference between understanding what motivates them, becoming friendly, treating them with respect and becoming friends.
- The secret gem to developing team members who will be loyal and dedicated to your company and it's not how much money you pay them.
- How to grade your staff. What are the objective measurements to know your team is producing and being productive?
- Other than The Hiring Process, this is our most often asked question..."When it comes time to bonus your staff, what options do you suggest?"
Enjoy this episode!
-- Jamie
Click below for full show notes and to download your copy of The Extraordinary Chiropractor Report Card - Team Requirement.
https://www.lifebydesignforchiropractors.com/build-an-extraordinary-team/
At Life By Design For Chiropractors we love talking about your team!
In part, it's because we understand just how important they are to a successful business... and #2, because choosing, onboarding and developing a world class team is such an overlooked part for the majority of practices we see.
Check out this scenario and let me know if it sounds familiar:
A team member quits (again) for a host of reasons that could be avoided AND you had an idea it was probably coming but did nothing (again) to prepare yourself.
Finally you find someone who "needs" a job and they get thrown into the mix with little training and within a few weeks you're frustrated they're not meeting your expected needs.
...soon the cycle continues :(
Obviously it doesn't need to be this way, in fact, it can't continue like this if your goal is a successful, low stress, high profit practice.
On today's episode of Life by Design For Chiropractors we start with the first of the 5 Team Requirements for Success.
What We Covered
- What is more important when starting your search for that A++ team member...character or skills? Do you really need to choose one over the other?
- Mike highlights his often copied hiring process.
- The 3 Buckets we use to build the ideal team training system.
- Do you listen to your team? Are they heard? How to give your team voice without the extra drama that can come with it!
Enjoy this episode!
-- Jamie
PS. Click below to download the Extraordinary Team Report Card
https://www.lifebydesignforchiropractors.com/extraordinary-team
When was it set in stone that a successful practice required every doc see 300+ patient visits per week?
Who decided you shouldn't have a life outside your business until every man, woman and child was under chiropractic care?
Why is it that working less and making more gets such a bad rap from colleagues or even friends and family?
Somewhere along the way (or maybe right from the get go) the perspective on a successful business and practice went sideways.
It become about maximum numbers at all costs, even at the cost of profitability and your own happiness.
On today's episode of Life By Design For Chiropractors I interview LBD ELITE doc, Dr. Shawna Dingman.
Within the past year Shawna has redefined what "success" meant for her and has now created the practice to match!
I know you'll enjoy today's show and be totally surprised by what it really takes to have the practice of YOUR dreams.
Here's What We Covered
- The first question to ask yourself is "what do I want?" It's amazing how often we work endlessly towards something we've never really defined.
- Question #2... "How can it work for ME?" Not for someone else, not for a partner or spouse, but for ME?
- Question #3... " What's the least amount of time I can spend and the maximum revenue I can create in that time?" Is that enough to fuel your dream life?
- The biggest challenge that Shawna faced and how she triumphed with far less difficulty than expected.
Enjoy this episode!
-- Jamie
PS. For full show notes click below:
https://www.lifebydesignforchiropractors.com/low-stress-high-profit-practice/
Have you ever wondered how can some people be so ridiculously productive?
It's seems nearly impossible that they can accomplish all they do in such short time frames and still be happy, energized and excited to tackle more.
That was until I met Dr. Mike Gibson.
In the beginning I thought he was more alien than entrepreneur but once he revealed his secret ways and took me under his wing like a young Padawan...it all became clear.
It wasn't a trick, there were no smoke and mirrors. In fact, I was kind of sad it was a simple system built on principles and habits that when applied consistently, yielded NASA level results.
It was sad for me because I realized Mike didn't have special powers and my lack of success in the realm of productivity was, well, my own darn fault.
Fast forward 5 years later and I'm happy to say that more than any other area of growth, focusing on my productivity has, without exaggeration, revolutionized my life.
This includes more profitability, happiness and impact.
On today's episode of Life By Design For Chiropractors, Mike and I cover our top 10 ROI habits.
What We Covered
- How Mike uses technology to stop technology from distracting him from what's most important. You'll love this paradox.
- How early is early? The crazy hour I choose to wake up at and what I do first.
- The "off the wall" ROI habit that keeps Mike attentive to continued productivity. Without attention, it's easy for anyone to slip.
- A night time routine that helps to maximize the far too few hours that I sleep.
- A "to-do" management system that ensures you don't risk losing your napkin and every to-do on your list.
Enjoy this episode!
-- Jamie
For full show notes click below.
https://www.lifebydesignforchiropractors.com/profitability/
For more information about the Chiropractic Productivity System click below.
https://www.lifebydesignforchiropractors.com/productivity
At Life By Design we've been putting on "shows" since 2009. Whether it be the podcasts, live events, web trainings, videos and more... we hope that you've been thoroughly entertained while at the same time, gathered immense value from all of the materials. When I was "surfing" the web one day a few months ago, I came across a fellow showman touting the importance of a "show". The fact is, he'd taken it many steps further into creating entire trainings and a community all in support of his concept... "YOU NEED A SHOW!" After personally engaging in his content, I knew he was a perfect to introduce to the Life By Design For Chiropractors community :) On today's episode of LBDFC I interviewed long time radio host, podcaster and showman...Mark Kaye. What we covered: * Why you need a show. Not a podcast, not a Youtube, Instagram or Facebook video, not even just plain old email...but a SHOW! * The 3-step process thousands of people who make money online follow to make money online. This 100 year-old secret has made radio stations, TV networks, newspapers, and magazines BILLIONS of dollars. * The biggest mistake you're making with your show. It's not the even the content or the quality. * FOR CHIROPRACTORS...the strategy that makes you a local celebrity every time you leave the house. * How to create the kind of content your audience will crave more of and keep coming come back to watch, hear or read it.
In past episodes we discussed the importance of a Core Curriculum (CC) for your practice.
This CC would be a foundation to build your communication on and keep new members (and yourself) focused on the most important concepts... the concepts that would determine their ability to make the same decision you would regarding what's best for the health of their spine and nervous systems.
In today's episode of Life By Design For Chiropractors, we unwrap the CC and share some of practice lessons we consider fundamental in our offices.
What We Covered
- Are you disqualifying people by what you're saying? You may think you sound like a boss, but your prospect may very well think you're nuts.
- Regardless of how you disseminate the information from your CC, the BIG value is in thinking through the process and coming up with your own. Sure, there will be some crossover but knowing the why behind the what always pays.
- I introduce the concept of a Story Tree. Developing this single idea will produce more content and communication than you'll even know what to do with.
- A full off tangent discussion about the environment we all currently practice in and what is the absolute, no question, safest way to practice chiropractic without compromising your values.
- The number ONE thing you need to know, develop and exude in order to successful communicate...this is far more important than WHAT you say in practice.
- How to identify what a practice member NEEDS to KNOW and distinguish it from what you WANT to tell them.
Welcome to our first "Best of" episode of The Life By Design For Chiropractors Podcast!
From time to time we revisit some of your favourite, most downloaded episodes as the material is still relevant and it obviously had struck a chord then and we know it will again.
One of the cornerstones of Life By Design is the concept of requirements and strategies…
A requirement is something that you (or in this case your practice) NEEDS… these are non-negotiable. An example would be oxygen… As a human you need oxygen to live. It’s required for life and no amount of wishing, hoping, and dreaming is going to change that.
A strategy is a specific WAY in which you meet a requirement… there are many strategies. Let’s go back to our oxygen example. Oxygen is required BUT you can get oxygen in a variety of ways… breathing is one. But you can also use a respirator or you can get oxygen through an I.V.
The point is simple…
On today’s podcast we talk about the requirements for a successful practice and the most effective strategies for meeting those requirements.
What We Covered
- What are the requirements that you NEED to fulfill in practice?
- A homework assignment to help you uncover your BIGGEST GAP in practice.
- How to start applying this concepts in your practice.
Enjoy this episode!
-- Jamie
For full show notes visit:
https://www.lifebydesignforchiropractors.com/the-4-requirements-of-a-successful-practice/
Are you considering reducing your practice hours to enhance your life enjoyment, personal free time, or to spend more of those precious moments with your family?
One likely concern may be that working less will mean earning less and that's just not something you want or you can't have, given your current expenses.
How do we solve this dilemma?
Is working 60 hours a week in practice and on your business the only solution?
Ask Dr. Rachelle Jug.
Rachelle is a LBD Director, a mom, a wife and a chiropractor.
Over the past year she's dramatically changed her model and approach to practice and the results have been, well..., exceptional!
On today's episode of Life By Design For Chiropractors I interview Rachelle about the challenges and solutions to maximizing profits during her switch into part-time practice.
What We Covered
- Everything is a trade-off. How do you avoid giving up something of higher value for lower and sacrificing your happiness? Can you have a happy life and be happy in practice?
- With compressed time, there is less room for error. The major areas need to be blocked out before all others. Here's how to get it right.
- Rachelle shares the two fundamental pieces to optimizing efficiency in her part-time practice.
- A shift to part-time also requires a distinct change in mindset to make it work and not suffer from the anxiety that plagues most doctors when they spend less time in the office.
- The SECRET!!! The one take home that applies to all chiropractors whether you are in part-time or full time practice.
- Don't miss Rachelle's blooper at the end of this episode if you want full out belly laugh today :)
Enjoy this episode!
-- Jamie
PS. Click below to see the full show notes:
https://www.lifebydesignforchiropractors.com/part-time-practice
PPS. Click below to learn more about the Chiropractic Productivity System:
https://www.lifebydesignforchiropractors.com/productivity
No one is going to debate whether having a great team is important to your success…
Heck, we believe it’s one of the 4 requirements for a successful practice (along with systems, communication and leadership).
What happens when you think everything is in place and you can just let one of the requirements, like team, take a backseat?
It’s the same thing that happens when fitness, fuel or the brain-body connection doesn’t get fulfilled…you fail.
In one case it’s your health and performance that will suffer, in the other it’s your practice and business that will begin to fall apart.
That’s what started to happen when I shifted my attention elsewhere without ensuring this key requirement was being nurtured. Lesson learned!
On this episode I share my story about the past 6 months at The Life By Design Centre during which we changed 6 of 16 team members and took a deep introspective look at our hiring, on-boarding and training systems.
What We Covered
- You'll be surprised to know what the less obvious but very important benefit is of developing an exceptional team. If you want freedom in practice you'll love this.
- How to use your emotions regarding your team and practice as feedback to audit what's working and what isn't.
- Is your team suffering form your unrealistic expectations?
- The three fundamental areas you MUST have in place to ensure a quality hire and long term success with any team member.
Enjoy this episode!
-- Jamie
PS. Click below for full show notes:
https://www.lifebydesignforchiropractors.com/turnover/
PPS. To learn more about the opportunity to join my practice visit:
https://lifebydesigncentre.com/opportunity/
I've known Dr. Steven Gall for close to 10 years.
I've personally witnessed and had a ring side seat for many of the challenges, frustrations, hesitations, failures and now, I'm beyond ecstatic to say... successes, that Steven has experienced over his career.
In so many ways, he is the avatar for the majority of good chiropractors who in their mind want to practice in a 3rd paradigm model, but struggle to make it a successful reality.
You know deep down your practice could be better, much better.
You know "some" of the tools and tactics to make it happen.
You even have the willingness to work hard.
But you keep getting in your own way.
Sound familiar?
On today's episode of Life By Design For Chiropractors we meet with Dr. Steven Gall from Lindenridge Family Chiropractic in Winnipeg, Canada.
What We Covered
- What the struggle has truly been like for the past 27 years. Told in Steven's own words, his pain and difficulty in growing the practice of his dreams will very likely connect with your own.
- The ONE thing that changed. It wasn't a tactic or new marketing gimmick. It was ONE single change (that happened over time) that sparked a completely new outlook, approach and results.
- With successful head space, systems and more productive habits, these two tactical applications were now able to boost new patient numbers and leads through the roof.
- A few "gems" for all Docs to consider when scaling their success. You don't need to stop once you've found a formula that works!
Enjoy this episode!
-- Jamie
As you scroll through your news feed, skim your newest 100 emails or get lost spiraling through Instagram, this is your lifeline...
The HEADLINE.
A show stopping statement, a message that sparks curiosity or even a graphic that simply shocks you.
In each instance, your mindless consumption of information comes to a complete stop and you need to know more.
That's the purpose of the headline!
To stop the consumer and get them to pay attention to YOU in a sea of noise and clutter.
Your business is just one of millions and as a chiropractor, it's highly likely it's one they are NOT searching for...at least not yet.
On today's episode of Life By Design For Chiropractors I'm joined by our marketing pro, Dr. Michael Gibson, and we go granular on headlines.
We often discuss very high level ideas and concepts as they relate to your success in a Retention Based Practice but today we get into the nitty gritty of headlines.
Are you making these headline mistakes?
What We Covered
- What is a headline and what is its purpose? Specifically applied, what is the purpose to you as a chiropractor?
- How can a headline make or break your marketing funnel?
- When your headline works, how it can turn invisible prospects almost magically into prospects you can see and market more directly to?
- Where will you use headlines? It'll surprise you to realize you'll use your new headline writing skills from today's episode far more often than you'd think.
- The most common types of headline templates and examples you can use for yourself.
- The pitfalls of writing headlines...avoid these mistakes and start writing killer chiropractic headlines today.
Enjoy this episode!
-- Jamie
PS. For full show notes visit:
https://www.lifebydesignforchiropractors.com/headline-mistakes/
PPS. To learn more about the opportunity to join my practice visit:
https://lifebydesigncentre.com/opportunity/
The new year is right around the corner and it’s approaching fast!
As much as you’re probably tired and excited for an extended break (I sure hope you’re taking one), this is not the time to just shut down and shut off.
I’m not saying you can’t take that path but come January, you’ll wish you didn’t.
The new year is an incredible time for growth, with boundless opportunity and excitement. If you don’t use at least some of your free time wisely and plan ahead, you’ll be playing catch up from the start…again!
As with any extended pause, we can finally free some space in our mind to create and it’s this cyclical process of reflection, contemplation and only then, planning, that yields extraordinary results.
On this Life By Design For Chiropractors podcast we share 12 things you must do to make this upcoming year great.
It’s a mix of actions we’ve already been doing with some ideas we have yet to implement ourselves but think are wonderful concepts to put in play as soon as possible.
What We Covered:
- The starting point for nearly every positive change you’ve ever made and will make. It was even the starting point for this podcast.
- How to stop the overwhelm from the massive to-do list you seem to build every year (that never gets finished).
- What social media activity is worth the time and energy and what is a total waste of your time.
- How to ensure you and your family have multiple amazing vacations in 2019.
- Hands down, the #1 most important character trait of successful people and the one, if you don’t already have it in place, that you really need to in 2019.
Enjoy this episode!
-- Jamie
For full show notes visit:
https://www.lifebydesignforchiropractors.com/chiropractic-success-2019/
Despite what you may have heard or believe, social media can be an amazing asset to creating the practice that you've always wanted however, it needs to be used properly.
Properly, in this context, means creating and strengthening relationships over time.
Think back to when you were young, or maybe this is still true today...your family had one person in every field that they went to because they trusted them.
You had one doctor, you had one mechanic, you had a butcher, barber, dry cleaner, etc.
I've never met a truly successful chiropractor that wasn't 'the gal' or 'the guy' for their community of people. How do you get that way?
Trust!
How do you build trust? Get to know the people who live in your community intimately.
Before you would have had to meet everyone face to face, but now social media has made meeting people super simple and easy, just open up your phone and start connecting.
What We Covered
- The 4 main reasons you're not killing it with your social media presence.
- Why you really need to spend less time talking and more time listening and interacting with people. Yes it's true social media is more crowded now then ever before and I hate to break the news to you - it's just going to get more crowded. The best way to get someone's attention is to interact with them one on one. Stop worrying so much about how many followers and likes you have and starting worrying more about how many people actually care to hear what you have to say, that's what will lead to appointments and patients.
- Why you need to get them to say 'that's me' with the content you create. If you can't get that reaction from the person you're trying to reach, you're lost.
- Why you need to post more often than you are and how to go about doing it.
Enjoy this episode!
-- Kreso
If you're a Canadian chiropractor, you likely know about the recent hit piece regarding chiropractic in the Globe and Mail.
It's just one of many over the past couple decades and it definitely won't be the last.
What that means to us at Life By Design For Chiropractors, is that lessons can be learned from these articles...lessons that can help us design our practice approach in ways that deliver the impeccable level of care we imagine and keep us from risky behaviour all at the same time.
These are not mutually exclusive ideas.
Many chiropractors think that to see enough new patients we need to liter social media with ads and offers for low price examinations or other hooks to lure potential prospects close enough to snatch them up!
On one hand proponents would say "but they work!" and while I'd agree, I would also add in the caveat... "but at what expense?"
Is a stream of new prospects worth risking your license? Your reputation?
On today's episode of Life By Design For Chiropractors we explore the article's tenants and tease out which are completely false and which would could actually learn a thing or two about in order to protect us in the future.
What We Covered
- The basic argument supporting the Globe and Mail article.
- The 3 areas from the article we actually agree with. It's important we don't just to a defensive position...maybe we need to accept the hard truth that many chiropractors are doing and saying things they shouldn't be (and don't need to be).
- What steps you can take in your practice to transition into a third paradigm model of chiropractic. The model that will keep you safe and enable to practice chiropractic successfully and without compromise.
For full show notes visit:
https://www.lifebydesignforchiropractors.com/risk/
I received a special email in my inbox last week…
It was an email I look forward to getting regularly and one I rarely, if ever delete without consuming.
Most often this email is more than just a “good read”, it’s an email that instigates deep thought, introspection and in some cases a change or modified plan of action.
You can thank marketer extraordinaire Dean Jackson for today’s podcast topic…
What’s the type of practice most chiropractors are operating?
If we’re honest (and I’ve seen the stats time and time again to prove it), most of the profession is aiming to see as many new patients as absolutely possible.
Now that’s not a bad thing if you have the infrastructure to keep them and deliver an exceptional experience.
Unfortunately, in most cases that’s absolutely not what’s happening!
The majority NEED as many new patients as possible to make up for the lack of retention, the dilution of their fees and ongoing devaluation of their care process.
Retention seems harder until you know more about what it takes to build and grow a RETENTION BASED PRACTICE.
Once you get past the scary unknown and accept what you’re currently doing is unsustainable and tiring… (not to mention stressful and less profitable!) you can begin the transition to an easier, less expensive and far more profitable and enjoyable model.
On this episode of Life By Design For Chiropractors we talk about why the Retention Based Practice is the way to go and how you can get started moving towards the “light”.
Enjoy!
What We Covered
- Why pining for more new patients will wear you down and rob you of the joy chiropractic practice has the potential to bring to your life.
- The cost involved with running a revolving door practice.
- Don’t fool yourself…stats don’t lie. What type of practice do you honestly have?
- How to start the transition to a Retention Based Practice.
Enjoy this episode!
-- Jamie
Click below for more information and to register for the Life By Design Training Camp:
https://www.lifebydesignforchiropractors.com/tc
Click below for the full show notes:
https://www.lifebydesignforchiropractors.com/retention/
Now matter how wonderful you think your practice is, there's always room for improvement!
In some cases, you'd be very pleasantly surprised at how fixing, modifying or updating a deficient area of your business will massively impact your bottom line.
Recently we made a staff change at the team leader position. It wasn't due to poor performance...it was a change we made to stay ahead of the growth curve. We saw an opportunity that matched our values and quickly changed course.
In the process of training our newest team member we started an audit of our systems and realized a few key areas were being missed...we made the necessary changes and without having to increase our new patient volume we saw a 10% growth in visits per week in less than 14 days!
I was honestly shocked. Where did all these visits come from without having to attend a spinal screening or run an ad for the $27 exam?
They came from our team holding patients accountable to the visit schedule we originally agreed to and the majority of the contact was through the phone.
Old school right?
The take home point is not only that an accountability system is necessary but that every system in your office matters.
On today's episode of Life By Design For Chiropractors we recount the entire experience and the lessons I learned along the way.
What We Covered:
- Why making changes ahead of a crisis is a far better growth strategy than waiting for the disaster to happen.
- How to start auditing your practice and uncover deficient areas that could yield 1000's in increased profitability.
- One major system that regularly goes missed and why your staff hates doing it.
Enjoy this episode!
-- Jamie
PS. Click below for the full show notes:
https://www.lifebydesignforchiropractors.com/grew-my-practice
There’s an abundance of emphasis placed on delivering a strong day one experience and rightfully so… you only get one chance to make a first impression!
What about day two? That’s the close right?
Establishing a solid agreement on the second visit is a cornerstone to future retention and of course the obvious, if they don’t start there’s very little chance they become a lifetime client.
But, as important as those first two major practice visits are, they pale in comparison to “The Second Buying Decision”.
The review visit that occurs after the initial stage of care is the most important single visit for building your practice.
At this visit, all the smoke and mirrors are gone, no more bells and whistles, just an understanding from the patient that any CORE PROBLEM with the spine and nervous system is a problem and spending time and resources addressing it is a valuable pursuit.
On this week’s episode of Life By Design For Chiropractors, Dr. Kreso and I breakdown the highlights of the Life By Design framework for this critical patient interaction.
Enjoy!
What We Covered:
- The appropriate psychology to help you feel prepared and not stressed or anxious about this conversation.
- Too often we position the first phase of care as the final intensive period followed by "maintenance". The purpose of your first stage of care is to set the stage for FUTURE RESULTS. Learn how to start this process in your practice.
- The golden question you must ask every patient before agreeing to the next step in your process.
Enjoy this episode!
-- Jamie
PS. Click below for the full show notes:
https://www.lifebydesignforchiropractors.com/building-your-practice/
PS. Click below to learn more about the Life By Design Training Camp: https://www.lifebydesignforchiropractors.com/tc
It rare to find someone that has worked their tail off (even when doing just about everything else incorrectly) for an extended period of time and not had some level of measurable success.
Hard work is very often a missing ingredient and in the absence of knowing what to do, can be a replacement until the proper knowledge base is developed.
Now, imagine if you worked ridiculously hard and nailed every requirement for success as well?
That would be the ultimate success formula for every single area of life...
(Time + Consistent Action) to the power of Correct Principles = Extraordinary Results.
As a chiropractor we're told a successful practice comes down to "telling the story" and "delivering the goods".
"You too can soon work 1 day and have 500 visit per week practice with only 8 hours."
What is not often promoted is the incredible amount of effort it takes to truly excel. The jump from good to great is massive the gap between great to extraordinary is monumental.
Hmm, that sounds like a lot of work. LOL.
In a profession where good is almost always good enough to not worry about money or other stresses that plague most others, you're left with a decision...
What does success look like for you?
Is it just getting by or is it leaving a massive impact?
In today's episode of Life By Design For Chiropractors, we share our raw, unedited opinions about the work volume it takes to reach the peak.
What We Covered
- How your work load makes it far easier to fake it until you make it.
- How do you begin increasing your productivity and build up to the effort it's going to take for high levels of success.
- What we do when times get tough and we're ready to give up.
Enjoy this episode!
-- Jamie
PS. Click below for the full show notes:
https://www.lifebydesignforchiropractors.com/success/
ABC.
A - Always.
B - Be.
C - Closing.
To paraphrase this famous scene from Glengarry Glen Ross..."Always be closing."
The concept of closing haunts chiropractors for a long list of possible reasons from poor self-esteem to misunderstood semantics.
It seems much easier, with far less stress and pressure to just "hope" for a working relationship to emerge from being a good doctor, "telling the story" or in many cases, good luck.
The problem is, and I'll be as blunt as possible...it doesn't work.
Aside from the reality that I tried it myself for many years with little success, the research on consumer psychology verifies people don't just fall into a purchase, it's a complex decision making process.
If you want to the end result to be a win-win working relationship, you'd better be involved in helping your prospect make a choice that is in their best interest today and for their future.
Instead of "closing" and all the negative attachment you may have to the word itself, go ahead and replace it with "getting an agreement". You'll feel an immediate ease and a clearer view of the goal during your sales process (we'll save your attachments to the word selling for another time).
On today's episode we cover the need for authentically closing the loop and getting strong agreements with your potential clients.
What We Covered
- The 5 false beliefs chiropractors have about closing and why they are absolutely crushing your conversion and retention statistics.
- One massive shift in mindset that, if you take away nothing else, you apply this thought to every new case that you have.
- The painful truth of not closing. It may feel good now, but it's guaranteed to sting in the future and linger until you can fix it once and for all.
Enjoy this episode!
-- Jamie
Click below for full show notes:
https://lifebydesignforchiropractors.com/closing
It’s often assumed that once day two is complete and the agreement has been made, that you’re “in the clear.”
You can finally stop with the stressful ongoing education and no more selling the benefit of future care is required.
What a relief!
Unfortunately, that couldn’t be further from the truth…in fact, in this instance it’s completely the opposite.
Once you’ve build rapport and confirmed a strong agreement at your Review of Results, the long term communication strategy begins. This is what we like to call your Core Curriculum.
It’s all the information a patient NEEDS to know in order to pass the tests at the end of each stage of your care and make a new decision going forward.
In a past episode we discussed in general, what the components your core curriculum were and how to potentially implement them.
On this episode of Life By Design For Chiropractors we highlight in great detail, one very important strategy for sharing your core curriculum…email.
What We Covered
- How having a core curriculum helps your patients overcome preconceived ideas about chiropractic and solves the challenge of quality table talk in a higher volume practice setting.
- You can’t be perfect all the time, even if trying to be is worth the effort…a curriculum helps to fill in the gaps in your education process that may be missing if you depend completely on your memory and what each practice member has been told.
- The 3 biggest challenges you’ll face creating your curriculum and how to overcome them.
- The exact 7 step process we’ve used to build our own email curriculum that yields open rates of 61%!
Enjoy this episode!
-- Jamie
Click below for full show notes:
https://www.lifebydesignforchiropractors.com/core-curriculum/
Click HERE to learn more about ConvertKit.
Click HERE to learn more about having your Email Core Curriculum built for you.
Communication is at the heart of everything from marketing to conversion and retention. There's really not a single interaction on or offline that isn't improved by strengthening your abilities to communicate.
What I find interesting is that very few doctors actually practice this fundamental component to their practice success.
Outside of some coaching that only 'sort of' gets implemented or on the Monday following a spizzed up weekend at a seminar, those notes with strategies for improvement all end up packed away collecting dust and your practice never changes.
Today's episode is about the Feynman Technique for learning...
Dr. Feynman was a world-class, Nobel Prize winning Physicist but he was also famous as someone who was an expert in many different topics.
In his pursuit of knowledge, he was able to develop a method that was also developed into a technique for others to learn even the most complex of concepts as quickly as possible.
This is of obvious value to you, the chiropractor, as learning to simplify your communication to a population that understands very little about the benefits of your service could be just the catalyst you need for growth.
What We Covered
- Where to begin. The 4 step process Dr. Feynman used that you can apply to boost your communication abilities.
- How teaching your material in ways a child would understand can exponentially increase the amount of information your market consumes and acts on.
- What if you're already a great communicator (or think that that you are)...would this still benefit you?
- The specific multi-step process to apply this to your practice. We leave the guessing out of it and tell you exactly what to do.
Enjoy this episode!
-- Jamie
Click below to visit the show notes page and download your copy of the Communication Tool:
https://www.lifebydesignforchiropractors.com/table-talk/
I feel your pain.
You get the dreaded reply to an appointment reminder, call or even Facebook message...
"I need to stop my chiropractic care...."
"How dare they!"
"Don't they know how much time I've invested in them?"
"Subluxation is bad, how will they survive?"
"What did I do wrong?"
You know exactly what I'm talking about and you know it's shortly after every dropout that you find yourself reinventing your practice.
New forms, new coach, new website, new technique and none of them make a single lick of difference.
What will make a huge impact is understanding why they left and what, if anything you can do to minimize the chances it happens again.
On today's episode of Life By Design For Chiropractors we explore the mental side of practice dropouts and give you a system you can activate right away.
What We Covered
- The number one, absolutely most important thing to remember that will ultimately set you free from the pain and struggle of new patient dropouts.
- Why a patient drops out and what part of the rationale could be about you and something you did.
- The fundamental starting point for every piece of practice and life success.
- How my experience playing college football prepared me for managing my mindset and surviving new patient dropouts (eventually).
- A top level overview of the LBDFC System for managing dropout requests. Having your system in place will not stop every patient from following through but it will help you sleep a heck of a lot better at night.
Enjoy this episode!
-- Jamie
Click below to visit the show notes page:
https://www.lifebydesignforchiropractors.com/patient-dropouts/
The majority of business owners get excited about the thought of a thriving business…
Success, personal growth, profits, freedom and all the other “stuff” that comes along for the ride.
And it’s the fulfillment of the requirements of a successful business consistently over a relatively long time frame —> leadership, team, systems and communication that makes that success a reality.
But what do you do when it actually works? When growth is happening right before your eyes? When growth begins to outstrip your ability to keep up.
You’ll need to make the decision, “Am I happy with my practice the way it is or do I want to scale my practice.”
That’s exactly what this episode of Life By Design For Chiropractors is all about – how to scale your practice!
What We Covered
- Do you want to grow your business? It's a legitimate question and one you really need to answer prior to putting in the ridiculous amount of work it's going to take in order to see it through.
- What forms of scaling a business is there? It doesn't just mean more visits! What if you could have the same number of visits but more profit, or less days of practice?
- What are the mental precursors necessary to manage this growth? Nothing can stop your growth faster than not being mentally prepared. You'd better deal with this issue long before investing cash flow and time into your project.
- What are the physical and tangible steps that need to be completed? When you do hire more staff? When is it time for an associate or to expand your space?
- What NOT to do that most Chiropractors are notorious for doing first!
Enjoy this episode!
-- Jamie
Click below for more information about the Success Surveillance System:
https://www.lifebydesignforchiropractors.com/sss
Click below for more information about the Chiropractic Productivity System:
https://www.lifebydesignforchiropractors.com/productivity
Click below for full show notes:
https://www.lifebydesignforchiropractors.com/scale-your-practice/
In the drive to gain every advantage, it’s common for new chiropractors and docs struggling, to start their practice or make the switch to an open concept arrangement.
The assumption is that the best and biggest practices (which are not one in the same) are built on an open floor plan in the check-up area.
Is this true?
Is the open concept practice the best approach to garner practice success?
Is the open concept style even right for you?
On this episode of Life By Design For Chiropractors we give you the pros and cons of the open style practice layout so you can decide if it’s right for you!
What We Covered
- Open concept can be great, we wouldn’t have it any other way, but that doesn’t mean it’s right for you. There are plenty of successful offices with semi-open and fully closed spaces.
- Why do you want to operate in an open concept practice or change over to one? There’s a misconception that it’s ‘one of those things’ that busy offices do and it’s what makes them busy. Make sure your practice layout matches you and your personality and it’s not just a gimmick you think will short cut your success.
- Pros include: social proof, saves you repeating conversations, enables you to educate all at once, better flow, assuming you’re organized…you can serve higher volumes better, it changes the environment of your office.
- Cons include: it’s a potential disqualifier, patients might not feel like they can tell you uncomfortable things, it lacks privacy.
- How to make the change to open plan if you currently have closed rooms.
Enjoy this episode!
-- Jamie
For full show notes visit:
http://www.lifebydesignforchiropractors.com/open-concept
Do you spend hours every week creating what you think appears to be great content?
Your videos are full of valuable tips and instruction, your blog posts are detailed and well researched, maybe you host a podcast every week that takes hours to prepare for... but no one is showing up at your door asking for help!
With the exodus from television and radio to social media, the marketing climate has changed drastically and it's likely you haven't followed suit.
-
Information is available and it's free.
-
Your market doesn't want to be bombarded with more content they don't care about.
-
The same old recycled chiropractic ads just won't cut it anymore.
On today's episode of Life By Design For Chiropractors we give you a blueprint to help your transition into making content that people care about AND content that motivates them to seek your help.
Insanity is doing the same thing over and over again expecting a different result.
Stop the road to insanity and start down the path to creating professional, authentic, appreciated and welcomed content.
What We Covered
- The state of the internet has changed the mechanics of marketing. What does it mean to push vs. pull?
- What a high quality, high converting funnel actually looks like.
- How to position yourself properly as it is ONE of the fundamental components to successfully marketing Third Paradigm Chiropractic.
- As difficult as it may be for the average chiropractor, knowing who this group is and what they care about is the MOST important beginning point for your strategy.
- Kreso's take home message. Heed his warning; without this, all else fails.
Enjoy!
-- Jamie
Click below for full show notes and to download The Ultimate Chiropractic Blueprint.
http://www.lifebydesignforchiropractors.com/content-that-converts/
I'm not sure there could be a more important topic than the one covered on today's show.
It's the NUMBER ONE character trait I personally see in successful people that is missing in those who struggle.
I'm not just talking about Chiropractors...I'm talking about ALL PEOPLE.
My suggestion is to listen closely to this episode, and if you've realized you're deficient, take immediate action to start building this trait.
What trait am I pointing out?
Integrity... aka doing what you say you're going to do!
More specifically carrying out the appropriate action steps with regards to your own lifestyle blueprint.
If you have big plans for your practice and hopefully your life, you know a healthy lifestyle...fuel, training, sleep etc. all MUST play a central role in giving you the physical and mental resources for success.
Are you consistently meeting all your requirements? If not, why not?
What are the challenges holding you back?
The great news is after 15 years of entrepreneurship I've faced many of my own challenges in successfully implementing a blueprint that works and I've also brought on a guest who has done the same...
On today's episode of Life By Design For Chiropractors, myself and Dr. Mike Gibson share our strategies and tactics to help you solve this BIG problem and start living it to lead it.
What We Covered
- The major struggles you're likely facing as a Chiropractor and why you're not alone.
- Your starting point. Do not pass go until you have taken the time to complete this assignment. Without it...you're just wasting your time.
- How Mike overcame his "hate" for training and turned it into a consistently successful pillar of his blueprint.
- Why using a "time-blocking" strategy can be your simple starting point and the trigger for success.
Enjoy this episode!
-- Jamie
PS. Click below for the full show notes:
http://www.lifebydesignforchiropractors.com/lead/
PPS. Click below for more information about the Chiropractic Productivity System:
http://www.lifebydesignforchiropractors.com/productivity
The marketing landscape is changing rapidly.
30 years ago is was direct mail, then came email marketing and finally social media has taken the world by storm... Facebook, twitter, YouTube, and Instagram.
We've repeatedly made it known that while the tactics and best places to grab attention may change, marketing principles do not.
There will never be a time when positioning, differentiation, segmentation, knowing your target market or follow-up are not at the centerpiece of your marketing plan.
Yet, that hasn't stopped chiropractors from chasing the shiny penny from one social media platform the next using the same old marketing tactics (and some new sleazy ones too).
It's not that social media can't be a valuable asset in your marketing arsenal..at this point in the game, it's going to need to be a foundational component.
That said, there's a way to use social media, there's a method to the madness that can yield some insanely incredible results for the chiropractor.
On today's episode of Life By Design For Chiropractors we're joined by LBDFC Director Dr. Kreso Jug to discuss his success using Instagram for his practice.
What We Covered
- The first and most important reason to use Instagram or any other platform where your market's attention is trending.
- A realistic timeline and expectations for success using Instagram.
- Stories vs. timeline - where to spend your time and focus your efforts.
- How to become the "voice" of your brand and your business.
- Learning to leverage Instagram to connect with other local businesses and build relationships that will prosper.
- You're going to need to anti up and make an investment to scale your attention - how should you allocate your ad spend on social media.
- The number one tip from Kreso for your ultimate success on Instagram as a chiropractor.
Check out the full show notes here:
http://www.lifebydesignforchiropractors.com/instagram/
Don't be frightened..."The Chiropractor's Curse" is not one that needs Harry Potter to break the spell, it's something you can tackle yourself if you know what to look out for.
Our profession loves the next shiny penny and I mean LOVE it.
We're constantly in the search for it and when we find it, we snatch it up like it's gold...until it's magic wears off and the search for a new one ensues.
This cyclical activity that dominates the marketing radar for most chiropractors keeps them attentive to new ad tactics popping up on Facebook, new ways to bot social media followers, click-bait, bait and switch tactics...essentially anything that looks and appears new and claims to deliver 100's of new patients.
Aside from the obvious fact that even if it did work, the majority could never process that many new cases properly. It also soaks up the time and energy that could be allocated towards building a lifetime strategy and follow up systems to support it.
In today's episode we give you tools to avoid this trap and build a strategy that yields big ROI over the long haul.
What We Covered
- Why the "shinny penny" approach will never work in the long run and how it's probably hurting your brand today.
- How this model is not unique to chiropractic and what we can learn from other docs that are currently applying it.
- Why principles will always outlast tactics.
- The first question to ask yourself when starting any new business.
- How chiropractors break the cardinal rule in marketing (there's no way not to in chiropractic) and how to best mitigate the effects.
Enjoy this episode!
-- Jamie
Click below for the full show notes and to download The Ultimate Chiropractic Marketing Blueprint:
http://www.lifebydesignforchiropractors.com/chiropractor-curse/
Handling objections is generally one of the least liked components of a successful practice.
I say successful, because without handling objections, your chance or growing and developing the practice of your dreams is nil. Zero. Zilch.
Love it or hate it, that's just the way it is and the sooner it's realized the sooner your practice can move the needle.
The question is how to do you best handle the types of objections you would get in practice? It could be at day 2 during the agreement, maybe you're getting push back on the daily visits or no one wants to come to your workshops!
As much as there are some tactical steps and conversation frameworks that would benefit you to know, it this one, single piece that outperforms all the rest...
Surprise, surprise, it's mindset. However, the mindset I discuss on today's episode is not the head-space you would typically hear.
"Fake it til you make it" or some variation.
It's building your foundation by developing your self-esteem and knowing where your line in the sand has been drawn.
On today's episode of Life By Design For Chiropractors I'm joined by Dr. Kreso Jug and we tackle this extremely important starting point for addressing objections in your practice.
What We Covered
- What pivot points in your practice typically yield the most objections and why you need to have a unique strategy for each.
- What it looks like when you have low self-esteem in practice - enjoy laughing with (at) us as we share our personal (painful) examples of doing everything the wrong way.
- How learning to "draw a line in the sand" sparked a complete revival of practice success and has continued to be the primary driver behind handling objections, as well as making great agreements in practice.
For full show notes visit:
http://www.lifebydesignforchiropractors.com/handling-objections/
Click below to learn more about The Chiropractic Sales Playbook:
http://www.lifebydesignforchiropractors.com/sales-playbook
“Welcome to a new era of marketing and service in which your brand is defined by those who experience it.” - Brian Solis
Times are changing! In days past you could depend on direct word of mouth from your clients. People trusted the word of their friends and family more than any other source.
Now...
- 97% of consumers read online reviews for local businesses in 2017, with 12% looking every day
- 85% of consumers trust online reviews as much as personal recommendations
- Positive reviews make 73% of consumers trust a local business more
This new landscape makes gathering 5 star reviews from your clients more important than ever before.
If you're like us, we hate the trend of bribing our patients to leave a review. We want them to want to leave a raving statement about how much they love us and our team.
Unfortunately, your competitors don't care. They're willing to compromise their values by giving away the farm just to stack their online review platforms with glowing comments regardless of whether they are fully true or false.
On today's episode, our in-house marketing "guru" Dr. Michael Gibson joins us to discuss his strategies that regularly yield fantastic reviews without bribing his clients to do it (at least not in an unethical way).
Check out the free download too...Mike was kind enough to share his actual copy!
What We Covered:
- Who leaves a review?
- What stops people from leaving a review and how to help overcome their resistance.
- What are the main platforms for online reviews and where should you begin?
- When do you ask for an online review? Is there more than one opportunity?
- How can you ethically bribe someone to leave an authentic review and should you?
Enjoy this episode!
-- Jamie
Click below to visit the full show notes pages and download the Google review email templates:
http://www.lifebydesignforchiropractors.com/google-reviews/
On today's episode of Life By Design For Chiropractors we bring you inside a coaching call with Dr. Matt Pennetti.
Matt has been a client for 12 months, has completed a full 2.5 intensive Training Camp and has made tremendous gains in his knowledge and implementation of the LBD Retention Based Practice Model.
He's recently embarked on the exciting journey of opening his own practice along with his wife Lauren in his hometown of Denver!
Given the new challenges that face a start-up, we decided it was the perfect time to revisit and expand on The Lifetime Care Map™ with specific emphasis on nailing 3 incredibly vital components...
- A single target market.
- A front end offer.
The core product.
Each one is important and plays a fundamental role in moving a prospect to a lead into a new client and ultimately to become a lifetime practice member.
What we covered:
- Hear how "triaging" allows a client to clear brain space and get on with the most important tasks at hand.
- What is The Lifetime Care Map™ and how to create yours.
- Why you need to know and understand your single target market before you can create lead acquisition strategies. You must avoid the trap of simply copying other docs and wondering why a strategy works for them and not you.
- What are the criteria for a great front end offer? Why chiropractic doesn't perfectly fit and how to solve this dilemma.
- How identifying your core product can completely alter how you approach care delivery and save you ridiculous amounts of stress and frustration (and boost your reputation in the process).
- How developing Facebook groups could turn out to be a wonderful lead acquisition strategy for one target and will totally fail for another.
Click below for full show notes:
http://www.lifebydesignforchiropractors.com/coaching-call
Click below for more information about The Life By Design Training Camp:
http://www.lifebydesignforchiropractors.com/tc
Whether we like or not, it's normal for patients to fall off track, be affected by their financial and scheduling situations, have challenges that need addressed or drop out of care all together.
In most cases, doctors or their teams simply let people walk away.
I'm not suggesting you "twist anyone's arm" but without an honest conversation, do you really know what their ACTUAL concern is?
What if they simply needed to be heard outside your regular check-up?
What if they didn't want to drop out, but facing some life stress, didn't know how to react?
What if they wanted to stay under your care for a lifetime but required a different schedule to make that happen.
You can accomplish each of these without giving up the authority, credibility and trust you need to lead your community.
Done well...the results can be more of each and a reinforcement of your patient's commitment to the process. Done poorly or not at all...your patient is all but gone forever.
The "Special Visit" protocol is a MUST have system in your practice.
On this episode of Life By Design For Chiropractors, we give you the basics to get you started creating and implementing this important system into your infrastructure.
What we cover:
- Why the "Special Visit" system can save you time, energy and money.
- What are the 4 types of special visit?
- How to make sure your staff takes the appropriate steps in scheduling the special visit.
- Game planning 101: What is the the general strategy and preferred outcomes for your special visit interaction?
Are you reacting to the current business landscape or are you ahead of the curve?
Staying on the pulse of what is happening and what will happen is always a challenge for business owners and entrepreneurs…but one that needs to be successfully managed.
After nearly 10 years of working with Chiropractors, coaching with some of the best entrepreneurial organizations and growing our own businesses, we feel confident in making predictions for 2018 that will help you be on the offensive this year!
Enjoy this episode of Life By Design For Chiropractors.
What We Covered
- More than ever, interactions are happening online and through automation, leaving the door wide open for more community development and personalization. We give you examples of projects worth adding to your initiatives list.
- Less and less simply a good product will do. There is a need for more emotional engagement and story telling, brand development and positioning. We tell you what platform this works best on and some strategies to get you started.
- We all love Facebook (or should!) for business purposes but changes to the Facebook algorithm are making your ability to pivot and stay on top of those changes more vital than ever. Learn what Facebook has done, why and what that means to your business.
- With your time at an extreme premium, emphasis on productivity will be a huge area of opportunity for growth. This means knowing the tools, strategies and infrastructure to implement a powerful productivity system.
- Since brands tend to see better engagement on Instagram than any other social media platform, and because of great advertising controls, Instagram is poised to become the go-to channel for brands interested in social media marketing. How do you get started? What have we learned from our Instagram marketing that will give you a boost in 2018?
Enjoy this episode!
-- Jamie
Click below to learn more about The Life By Design Training Camp:
http://www.lifebydesignforchiropractors.com/tc
Click below to learn more about The Chiropractic Productivity System:
http://www.lifebydesignforchiropractors.com/productivity
The bulk of the Chiropractic profession utilizes a practice approach that was built on the premise that subluxations are the cause of health problems and by correcting them, health challenges will improve or disappear.
This concept has led to most of the practice styles and practice management models in existence.
Some leaders, specifically Dr. Reggie Gold, recognized the contradiction of this approach and worked tirelessly to change it. He dedicated his entire life to creating a new model of chiropractic practice built on the simple principle that all human beings were better off not subluxated.
Based on this idea…it didn’t matter what someone’s symptom or condition was, only if there was the presence or absence of vertebral subluxations.
The concept is now recognized as Third Paradigm Chiropractic.
Today’s episode of Life By Design For Chiropractors was born from a question we repeatedly receive…
“I have an existing practice (purchased a practice) but it’s definitely not Third Paradigm. How do I transition my current practice to the Third Paradigm practice style?”
What We Covered
- What are the defining features of Second Paradigm (2PC) and Third Paradigm Chiropractic (3PC)?
- The pros of 2PC and why most chiropractors choose to play it safe, avoiding the transition to the practice they know they really desire on the inside.
- The challenges with practicing in the 2PC model and how they could crush your self-esteem (and success) in the long run.
- The character traits of a 3PC practice that attracts chiropractors and gets them dreaming of "what could be!"
- It's not all butterflies and rainbows - the pitfalls of 3PC and what to look out for if you want a successful (and pain-free) transition.
- The 5 principles of an ultra-successful practice transition.
Enjoy this episode!
-- Jamie
Click below to see the complete show notes:
http://www.lifebydesignforchiropractors.com/3rd-paradigm-chiropractic/
Click below to learn more about the Success Surveillance System:
http://www.lifebydesignforchiropractors.com/sss
Do you think it would be valuable (and helpful) to have a conversation with one of the best and most skilled experts in the world at what you're trying to achieve?
If you said yes, we agree!
So when the opportunity to interview Perry Marshall, you better believe we jumped at the chance.
If you're one of the seven people in sales and marketing (and since you're a chiropractor you ARE in sales in marketing) who don't know Perry Marshall, the knowledge and the principles he shared, could completely change your practice.
Perry's rise to glory came through mastering and writing about how to use Google Adwords in your business. He is also the author of 80/20 Sales and Marketing, which is more than just a book...it is a way of looking at your business and focusing on the most important factors (the 20%) that bring you the best and most impactful results.
The purpose of this podcast is to get Perry's take on crucial marketing and sales principles (which he applies to chiropractic) that you could plug into your practice and get immediate results.
What We Covered
- What would Perry do if he was starting a chiropractic practice from scratch, with no money? Where would he spend his time and how would he begin communicating with his community.
- The importance of listening to what your prospects want and how understanding and leveraging their language back to them is vital to helping you achieve success in your practice.
- Three must ask questions that - if they answer correctly - will give you predictability as to whether or not they are going to buy from you.
- The five conditions that need to be met (in order) to make the sale happen. Perry says that if just one of these things is missing, it will drastically hurt your chances of making the sale.
Enjoy this episode!
-- Jamie
Visit the full show notes page:
http://www.lifebydesignforchiropractors.com/perry-marshall/
Thank you very much for all the amazing and positive feedback for The Life By Design For Chiropractors Podcast.
It’s been an overwhelming and rewarding experience as well a wonderful opportunity to share our best content with you.
That said, one of the questions we receive from time to time is “what about us?”
That “us” is women.
The challenges, struggles and difficulties that women face in chiropractic practice are unique and, since I’m not a woman, I will never fully appreciate or have direct experience in solving.
The good news is right here at Life By Design, we have an extraordinary woman!
Our guest today is Life By Design Director, Dr. Rachelle Jug.
Since the birth of her two beautiful boys Ari and Vedran, Rachelle had decided her top priority was spending as much time as possible with them.
Once Ari was 3 and Vedran 1, she began to consider stepping back in to practice.
The decision was a difficult one, but it’s turned out to be incredible!
You definitely won’t want to miss this episode of Life By Design For Chiropractors.
What We Covered
- Not right or wrong, yet many female chiropractors jump back into practice as quickly as possible...what were the determining factors in choosing to stay away from practice for so long?
- The 4 pivotal questions Rachelle asked herself that led to her return into chiropractic practice and allowed her to leave the mother's guilt at the door.
- What strategy did Rachelle apply when transitioning from her role as a full-time stay at home mom to nearly maintaining that same role AND adding in her chiropractic practice again?
- Rachelle shares her organizational "hacks" to food prep, looking great and even offers advice to every husband that will keep them in their spouses good books for the foreseeable future.
Enjoy this episode!
Click below for the full show notes.
http://www.lifebydesignforchiropractors.com/motherhood
Learn more about The Chiropractic Productivity System:
http://www.lifebydesignforchiropractors.com/productivity
I'm sure you've heard of the term "fake it 'til you make it"?
While there's some merit in the concept (specifically taking action even if you haven't perfected your particular activity), far too often this line of thought will undermine your long-term success.
Why?
The reason is, you can't fake one of the most fundamental psychological states required for success in practice, sales and entrepreneurship...and that's confidence.
Authentic confidence, as opposed to the superficial BS that most people can see directly through, makes it very difficult for the person sitting directly across from you to deny your position or object to it.
Therein lies the incredible value of The Assumption Play.
Yet another play from The Chiropractic Sales Playbook that when developed, will yield tremendous, almost unbelievable results.
Having this play in your repertoire is one of the central reasons some chiropractors can say the craziest things and still motivate and move people.
I would even go as far as saying it's THE MOST important determinant in your success as a chiropractor. The confidence and strong belief in yourself, your product and your skills sets the stage for everything else.
Of course, matching authentic confidence with solid communication, a great team and well organized systems (the LBD way!) will give you the upper hand.
What We Covered
- The two main pivot points where The Assumption Play is applied and how your interaction will make life easier than ever in practice.
- How to apply The Assumption Play to your day to day visit and help ensure they come back again next time.
- One major mistake nearly all chiropractors make during an end of stage review and how to fix it quickly.
- The fastest way to fill your workshop seats with practice members and their guests.
- Hear exactly how applying this play would sound in your practice.
Enjoy this episode!
-- Jamie
Click below for the complete show notes.
http://www.lifebydesignforchiropractors.com/big-practices/
One of the absolute best parts of my "job" is working with chiropractors to help grow themselves and in turn, grow their businesses and leave a much bigger legacy than they had ever expected.
BUT, I don't love working with every chiropractor (no offense)...
What really gets me excited is to partner with driven, ambitious and hard working docs who are willing to put in the effort AND do the long work in order to get results.
I'm energized every time I get off a call with a doctor who is taking full responsibility for their success and only sees me as an assistant NOT the primary cause of their outcomes (good or bad).
One of those chiropractors is Dr. Alex Ritza.
Alex had followed Life By Design For Chiropractors for a few years prior to working with our team. He consumed the free content, gathered up piles of value (and implemented what he could) until he reached the point where he knew the next step was a more intensive relationship and what he hoped would be an extremely fruitful one.
His situation is not unlike many of our listeners, and as such, I know you'll get value from this episode of Life By Design For Chiropractors.
What We Covered:
- What Alex's practice was like one year ago and how that made him feel (you probably know the feeling).
- Where, as a younger chiropractor, was Alex falling short on moving towards his vision at a speed he could be happy with?
- The major discoveries he made about his practice that gave him hope things could change rapidly.
- When it came time to implement, Alex was able to do it at breakneck speed... what was the secret to his success?
Connect with Alex here:
https://www.instagram.com/dr.alexritza/
https://www.facebook.com/dralexritza/
Learn more about The Life By Design Training Camp:
http://www.lifebydesignforchiropractors.com/tc
Learn more about the Success Surveillance System:
http://www.lifebydesignforchiropractors.com/sss
Strategic planning for your practice is easily the most overlooked component of future practice development.
Most docs we cross paths with dream up their vision when they start practice and yet only revisit it very briefly after an annual “spizzing” at their favourite chiropractic seminar.
That’s not going to cut it… At least not if you’re serious about being successful and seeing your vision become a reality.
If you want to reach your practice goals, you must systematically determine your needs, projects and the daily action steps that will move you incrementally closer to your vision.
You need to enroll your team into the vision and assign actions that will get the most of out your A+ players.
You need to stay on course and not fall prey to the trap of busyness that is keeping you from your dream.
You need somewhere (and not a bunch of sticky notes!) to keep all of this information organized and at your fingertips.
Say hello to The Perfect Practice Planner™.
What We Covered
- The most important read prior to planning any portion of your practice.
- How often you should tackle this project and how much time it’ll take you the very first time you dive in.
- A breakdown of the Perfect Practice Planner™ including the areas of focus.
Enjoy this episode!
-- Jamie
Click below to learn more about The Chiropractic Productivity System:
http://www.lifebydesignforchiropractors.com/productivity
Visit the show notes page to download your copy of the Perfect Practice Planner:
http://www.lifebydesignforchiropractors.com/perfect-practice-planner/
Drug prescription rights, blood-work requisitions, diagnostic ultrasound, minor surgery?
Scope expansion has either happened in your jurisdiction, it's happening or it will very likely happen.
Your solution...get ready.
How in the world do you get ready?
You begin by asking the fundamental question - is it good for your practice?
Once you answer that single question, everything else will follow...
If you don't you'll be subject to consequences that you will not like.
What We Covered
- Why Kreso is happy about the potential effects of scope expansion in his market and what to consider when deciding whether you're for or against it.
- How your deficiency or sufficiency in self-esteem will be one of the primary determinants in deciding whether scope expansion is good or bad for you.
- The issues with diagnosis. Are we capable? Do we have the training? What are the dangers? What are the upsides?
- MD's have a license to do almost anything but don't. Why not? Why wouldn't they if they could?
Enjoy this episode!
-- Jamie
Click below for the show notes.
http://www.lifebydesignforchiropractors.com/scope-expansion
What is hyperclarity?
Well, it's exactly what you think it is...being extremely clear.
In the context of a Chiropractic practice, it means communicating in a way such that your patients will understand exactly what you mean with zero uncertainty.
Why wouldn't a chiropractor or any health care provider (or any person) not want to do that?
It most cases, it's not a case of not wanting to, but instead a case of not having the strength of character to see it through.
What We Covered:
- The 5 reasons many chiropractors are unable to apply hyperclarity to their practices and how this negatively impacts their business growth and development.
- Mike introduces you to the "friend test". An easy to use thought experiment that can be applied to every single aspect of your practice. It can tell you very quickly if your systems are appropriate for your prospects or if they need to be fixed immediately.
- How hyperclarity is applied to the first phone call and how it can help you avoid some common visit one issues.
- Apply hyperclarity to Day One and Two in order to sidestep the 2nd paradigm chiropractic trap and all of it's future problems.
- Use hyperclarity during your examination to set the stage and manage patient expectations.
- How the hyperclarity play led Jamie to create "The 3 Choices Conversation" and why this has become a power play for the practices using it already.
- The most important place the hyperclarity play applies...don't miss it!
Enjoy this episode!
-- Jamie
Click below to register for an upcoming Training Camp:
http://www.lifebydesignforchiropractors.com/tc
This episode is an extra special one! I’m coming to you live from Life Con ’17…the annual live training event hosted by Life By Design.
This years topic “The Chiropractic Sales Playbook” put a cap on our three year run addressing the trifecta of major areas your business needs to excel for long term success – Marketing, Sales and Retention.
The concept of selling in health care is an especially sensitive topic and even more so in the Chiropractic profession.
That made this first presentation so vital the outcomes for the rest of the event…I needed to set the stage for what was to come and ensure the attendees were interested in learning more and were ready to dig in to the content.
What We Covered
- A way to view “selling” that requires only a simple shift in language but completely changes any business owner’s relationship with sales to a positive and profitable one.
- The actual, deep seeded reasons Chiropractors hate selling and why the premises are total BS.
- The fundamental traits that make up an extraordinary sales person and how to cultivate them.
- Why selling is an irreplaceable cog in the wheel of your business and life.
- The exact steps you need to have in place for a seamless sales process that yields repeat yeses from your prospects.
- A glimpse into the opportunity cost of being inadequate at influencing people to say yes, follow through and take massive action.
Thank you for listening to Life By Design – The Podcast For Chiropractors… The voice of reason in Chiropractic.
— Jamie
Click below to pre-order The Chiropractic Sales Playbook and SAVE $200!
http://www.lifebydesignforchiropractors.com/sales-playbook
Welcome to Episode 50!
It really is amazing just how fast time flies when you’re having fun and no question about it…this podcast is fun. At least it is for us and based on your feedback…it’s the same for you.
Now, what exciting topic did we decide to cover on this historic episode of Life By Design For Chiropractors?
Recall Systems!!!
What?
You read that correctly…
The always entertaining, controversial and ground-breaking topic of recall systems.
Clearly you can sense my sarcasm but truth be told this is one system that every doctor has a semblance of, however, in my experience it’s rarely exceptional.
In fact, for the most part it’s in the doctors head and when numbers drop they also drop the need to make recalls on their team.
Needless to say, this is not the ideal way to implement a recall system.
As usual the optimal approach to this system (and all others) is to understand the purpose, outline a process, break down the steps, simplify and take action.
What We Covered
- We do the math on why a recall system is far more important than you’d expect. Teaser…it’s costing you in the ten’s of thousands to not have a solid one.
- Rule #1 when it comes to recall systems – everyone fits into one of these three categories.
- The three major pitfalls of most recall systems and how to side step them.
- Our timeline template for when each move in your recall system should be made.
- The 9 words that could make you some serious cash. This one strategy will account for over 50% of your recall success.
Enjoy today’s episode of Life By Design For Chiropractors!
-- Jamie
LAST CHANCE TO REGISTER FOR LIFE CON '17!
http://bestlifeconever.com/
Click below to download the exact 9 word email we use in our recall system:
http://www.lifebydesignforchiropractors.com/recall-system/
You've probably read this article or at minimum seen it posted on various Facebook groups followed by streams of commentary.
Chiropractic is BS.
Now, you've been told to look away, don't draw attention to the article, do not comment on it or "share" it.
For many of those reasons, I agree. There's nothing worth starting an online debate about. It's a recycle of the same old s&*#.
That said, I do believe there is value in using the article for our own education and personal development.
Much of what the author says is built on straw men, cherry picking, appeals to authority and ad hominem attacks.
There's a clear misunderstanding, misinterpretation of information or a blatant attempt to just leave out some of context.
At first read, the scathing commentary about Chiropractic would make nearly any chiropractor defensive...the author is blasting the profession saying it's BS, it's been linked to injuries, stokes and death...
But the deeper you go, the more you move past the easily dismantled arguments and find a source of truth. The likes of which we need to accept and begin to address.
If you find yourself struggling for certainty, feeling defensive every time an article blasting chiropractic is posted or anytime someone you know has a negative comment about your profession...this episode is definitely for you.
Knowing in your mind what is correct gives you the ability to live in reality, accept your shortcomings and grind ahead solving the problems that keep you from an extraordinary practice and out of the trenches battling your (and other people's) demons.
Here Is What We Covered
- What are logical fallacies and why understanding them will help you avoid falling prey to weak arguments.
- How to instantly dismantle the faulty arguments proposed by the author and the many who came before her... (and many who will come afterwards).
- The core argument that, although it stings, is very true. Denying this argument leaves you on weak footing in any debate.
- How to use the process of defeating ideas with ideas to build your certainty and practice success.
Enjoy this episode!
-- Jamie
Click here to register for Life Con '17 >>> http://bestlifeconever.com/
You may have noticed…
We’ve been talking at length about “sales” over the past couple months.
Yes, that’s the topic of our upcoming live event called Life Con AND it’s also one of the most important fundamental components of your success infrastructure.
Let’s not forget that selling is a good thing. It’s getting people engaged in a future result that is good for them…it’s a win-win in every single way.
Because of that, not having a sales process or skill set will tank your business as fast as not having any new prospective patients.
In a Retention Based Practice, which we strongly endorse, you will depend on guiding people through the decision making process and getting an abundance of yeses.
Without strong agreements, you’ll need a constant stream of new prospects just to survive.
We have identified 10 situations that require a specific sales strategy, however, there are 3 areas that most often go overlooked and are probably costing you countless amounts of profit and potential impact in your community.
Here Is What We Covered
- How to nail the most important patient interaction and avoid pushing new patients away who have already said yes to you as their doc.
- How knowing exactly what your objective is can help you side step the potential for wasted time and energy (and likely total failure too!)
- The 5 step Perfect Visit Template that will keep you selling them on the future benefits of your process without sounding like a robot.
- The single visit that should be repeated every year if you expect to establish new agreements that continue to include you!
- How to leverage this key overlooked opportunity into new prospects you would otherwise be missing out on.
Enjoy this episode!
-- Jamie
Click below to register for the LIVE webinar:
"10 Patient Interactions You Must Master To Get Patients To Say Yes To Your Recommendations (& Stop Them From Quitting!)"
http://www.lifebydesignforchiropractors.com/webinar
The reality is, you can do everything right…
Create an extraordinary business, deliver a VIP experience to everyone, care about your customers, get results, become the best darn chiropractic office on the planet and you could STILL get a bad online review.
For better or worse, online reviews come with the territory. If you’re operating a business in “modern” times, you should and likely do have an online presence.
An online forum or review sites like Yelp, Google and Facebook are all platforms designed for your customers and prospects to interact with your business, which includes leaving their deepest thoughts and experiences for the rest of the world to read and make their judgement about.
Sometimes the reviews are simply the rantings of an apparent lunatic who has never even been to or remotely close to your office. What can you do about those? Not much, they typically speak for themselves and your possible clients can recognize that too (hopefully).
In other cases, you or your team made a tiny omission, a misstep, or some miscommunication. It happens. Address it like a good business owner and move on.
Far worse are the reviews that just might be…well, true. I know that stings a little (or a lot). Sure, you may have a different side to the story, but somewhere along the way you or your team made a mistake.
How do you handle each of these unique situations without escalating the problem and disqualifying 1000’s along the way?
That’s exactly what we cover on this episode!
What We Covered
- The #1 step to nearly eradicating the chances of getting a bad review that will continue to affect your business for years to come.
- Exactly what to say and do if you WANT to get multiple bad reviews online.
- How missing these fundamentals will steal your momentum and leave you without the tools to close the deal.
- What to do first when a legitimate review is written.
- The one word that will guarantee escalating the complaint instead of ending it.
Enjoy this episode!
-- Jamie
To register for Life Con '17 visit:
http://bestlifeconever.com/
There are 4 requirements necessary to create a successful chiropractic practice.
-
Leadership
-
Team
-
Systems
…and if we had to pick the one most important, it would have to be 4. Communication! “The successful conveying of feelings or ideas.”
Consider just how important this is to the growth and impact of your practice, not to mention the effect on your life as an entrepreneur!
Can you imagine what life and practice would feel like if prospects understood your objective, patients really “got it”, happily told others, and you had a flourishing community that looked to you for leadership?
It goes without saying, this would feel wonderful…yet the VAST majority of docs are not experiencing this and have no idea where to even start.
Today’s episode is about the 3 necessary requirements you MUST have in place if you expect to develop into a master communicator.
NOTE: This process takes time, there are few shortcuts, but the results are worth every second of time, every dollar invested and every ounce of energy expended.
What We Covered
- The single most important aspect of a successful “mindset”.
- The BIG problem with scripts and how they can fail when you need them most!
- What you should do with all your notes, great ideas and content from workshops and conferences to ensure they get put to good use.
- The “chapter” analogy that will change they way you think about training on communication.
- Start learning HOW to know what communication option to use and when, in order to get easy yeses from prospects and patients.
Enjoy this episode of Life By Design For Chiropractors.
-- Jamie
Click below to download The Communication Tool
http://www.lifebydesignforchiropractors.com/scripts/
Early Bird Registration for Life Con '17 ends July 15, 2017. Click below to register now and save $100.
http://bestlifeconever.com/