Guest Post From Dr. Barbara Eaton
It’s my awareness that EVERY practicing chiropractor needs to hear the information.
Let’s start where ALL success begins. We’ll start with your mindset and your consciousness. The following examples are from real-life discussions and coaching sessions that I’ve had with countless chiropractors from around the world.
These discussions have led me to create my Top Ten “You’re Full of Baloney“ List when it comes to why a chiropractor’s business is NOT succeeding.
#1 on my list: “You Don’t Understand My Town/City”
You’re full of baloney!
Is there at least one other chiropractor in your town or city that is succeeding in practice? Well there you go. If there’s at least one other member of your profession who is succeeding in your community, then you’ve simply proven your theory wrong.
Now for those of you in small or rural communities where you ARE the only other chiropractor then let me rephrase the question. Is there at least one other SERVICE PROVIDER (whether it’s an accountant, lawyer, financial advisor, dentist or other health care provider) that is succeeding in your community?
The answer, I’m certain is “YES“! Again, you’ve just proven to yourself that you’re full of baloney.
Remember this, a lie is only a lie IF you believe it!
Now, if the honest to goodness truth of the matter is that there is NO ONE succeeding in ANY type of service industry in your area, then I have to ask you a question. Why did you settle in that town or city in the first place?
Realize this, if it truly IS your town – it’s not the town’s fault. It’s YOUR fault, you settled there. No one “MADE” you settle down in a depressed, no business to be found community. You made the choice.
So stop blaming your environment for your lack of desired success. Take responsibility and realize that you are where you are because of WHO you are. The great thing about choice…it’s free and you can make a choice TODAY to get out of your town/community if it was the wrong choice to begin with.
“Rejection is experienced by those unwilling to accept responsibility for the outcome of their circumstances.”
Chew on that one as you empty yourself of baloney.
#2. “I’m thinking of changing careers, professions.”
You’re full of baloney. While it may be true that you’re not achieving or accomplishing the results that you desire the reality is that the career or profession may be different – but you will NOT be.
You will be bringing the same “who” to a new form of “do”. So you don’t need a new profession, you need to learn the specific strategies and systems that lead to the successful operation of your business.
“Be successful right where you are and then take that mindset/consciousness, habits, and momentum into your new adventure.”
During a conversation with Pastor Kenny from our church he shared that he and his wife hiked the Appalachian Trail-all of it-from Georgia to Maine. It took them just over 6 months. He said that among hikers their commitment is that they can choose to quit the trail IF: their belly is full of food; they have had a good night of rest; the weather is good; and that they’ve spoken to someone from home.
In other words, they can certainly quit this arduous endeavor…but it MUST be when things are good, not when things are bad. What a GREAT philosophy to live by. It’s always easy to quit when we’re down or behind; however then that defeat follows us for the rest of our lives.
YOU can champion back. That will NOT happen just because you have that futile motivational talk with yourself that sounds something like this: “Ok, Barbara, that’s it! Tomorrow, you’re going to do all that you know you should be doing. You can’t keep losing money and disappointing others. That’s IT!”
Nope. That’s not gonna cut it. You already know that.
So, baloney master, do what you know what you must do to grow a new YOU…get help. Success has never been a solitary journey.
Want to chat? We can. Grab your spot here.
You MAY be “Full of Baloney“, but rest assured, you don’t have to be alone!
Reach out…you’ll be so glad that you did!
#3. “I’m really very good at what I do, but no one is coming into my office!”
You’re full of baloney. Listen, technical skill does not ensure business success. Only 15% of our success is dependent upon our clinical knowledge/experience. 85% is based on our business skills and follow through.
You may have all of the credentials in the world. As a matter of a fact, I see so many doctors running after certification after certification incorrectly assuming that by doing so their credentials will act as a rain dance creating a flood of new practice members.
The reality is that your credentials do NOT attract new business. The reality is that the general consumer doesn’t give a rat’s backside HOW many titles, accolades or letters of distinction you have following your name. I know doctors with DC, DACBO, DACBR, CCSP and a string of letters following their names. And plenty of them are literally starving.
They’re working part time and sometimes full time jobs just to keep food on the table. And yet every weekend, they’re off to the next, best, latest, greatest technique seminar. They are pinning wish against hope that this NEXT thing will be THE thing that drives the masses into their offices.
I am not bashing advanced training so don’t read into this something that isn’t true. I AM saying that your credentials are not the “magic” thing that will bring in consistent, predictable streams of NPMs that are vital to fully funding your ideal lifestyle.
I know plenty of good ole fashioned Doctors of Chiropractic who have mastered the art of attracting and retaining great clientele WITHOUT the alphabet pasted at the end of their names.
You’re full of baloney. You’ve been lied to and you’re lying to yourself.
#4. “Philosophy isn’t that important.”
Okay, you are REALLY full of baloney. Whether you choose to believe it or not, YOUR understanding of the philosophy of chiropractic is one of THE most critical components to attracting AND retaining success in practice. And when you observe passionate, determined chiropractors, their owning of chiropractic philosophy is the fuel for their passion and perseverance.
Now get this very subtle and yet VERY powerful distinction. Do you notice how I said “YOUR” understanding of the philosophy? I don’t expect my practice members to obtain a postgraduate doctorate in the philosophy of chiropractic. I DO expect that I will share the basic philosophy of chiropractic with EVERY member of my practice.
I offer them that the very simple, very beautiful principles of health and healing, from within is ONLY possible when there is no interference. If they choose to learn more, I’m willing to share it with them.
Offer them stories and analogies that are easy for them to understand and share with others.
Practice members don’t refer for 4 main reasons:
- They don’t know the way.
- They don’t know the how.
- They have no desire.
- You haven’t asked them.
MY understanding of the philosophy allows me to give instructions that are more long term, more holistic, more objective and more congruent. I don’t make my instructions based upon what people WANT to hear. I base my instructions upon what they NEED to hear all while blending the art of meeting them where they are and holding a bigger vision than the one they currently hold for themselves.
This starts with a VERY relationship-based, inquisitive Consultation that is directed towards uncovering the WHO that is experiencing the what. Believe it or not, three simple questions in your Consultation will yield your NPM telling you that they want chiropractic care for a lifetime. PERFECT!
If you need help with your Consultation, Confidence, and/or establishing your Care Instructions, let’s chat.
9#5. “I don’t want to sell my services or my care.”
You’re full of baloney. And one step further, you’ve got your head buried in the sand. Get this, and I mean REALLY get this, own it…
“NOTHING happens in ANY business unless FIRST a sale is made.”
Period. The End.
Perhaps some crackpot SOLD YOU on the idea that as a professional, as a doctor, you do NOT have to “sell” your services. You know what? That person was one HECK of a sales person because they got you to buy that foolishness!
Sales are what you do when you are face to face with ANYONE that stands between your service and their money. Remember that I told you, you may not LIKE what I have to say – you need to hear it anyway.
Somewhere, somehow too many chiropractors have bought into this idea that they don’t need to sell their care. You do – get it, own it, get over it. And until and unless you fully embrace this concept – you’re destined to a life of struggle in business.
And here’s the tougher truth. Even if you take a job as an associate – you STILL have to “sell” yourself and your service to your PMs. If you don’t you’ll get canned. People won’t stay with you, they won’t accept your recommendations and they won’t refer others to you.
NOTHING in business happens until a sale is made.
Grant Cardone says it best…SELL or BE SOLD!
NOW – are there HIGHLY effective ways to “sell” your services without being a salesperson? YES! And I have endless proof to support the FACT that I can and do coach chiropractors from across the globe who are doing just that. The moment you feel you need to justify yourself or your instructions, you are selling instead of extending opportunity. It’s up to you to uncover what your PM values and then to reveal their paradigm about care. After that, make your recommendations and give them the space and support to choose the health they want.
If you don’t know how to effectively sell chiropractic, I can help.
If you don’t know how to effectively close the deal so that your PMs can get the care they need and want. I can help.
If your team isn’t being trained consistently in the world of sales and closing, IPROMISE that you’re working WAY harder than you have to. Check out this quick broadcast about integrity and sales and then decide if you truly ARE “Full of Baloney!”
#6. “EVERYONE Deserves to Get Adjusted”.
You’re full of baloney. And if you’ve been practicing for more than about 30 minutes, you’ve come to this realization. You may not own it intellectually. You probably own it emotionally.
Sure, I’ll agree that virtually everyone likely needs to be adjusted. That does not mean they DESERVE it.
Chiropractic care is a privilege; it is NOT a right. You can argue with this concept until you’re blue in the face. Your belief in that statement is not necessary. It is what it is.
Too many well-intentioned chiropractors are burning themselves out, feeding their family to the stress shredder and driving themselves completely NUTS by buying into the concept that everyone deserves chiropractic care. They are working themselves broke all while touting that chiropractic is about abundance. Yah, it is and abundance is holographic! The abundance theme is to be a common theme throughout every fabric of our lives.
No one is entitled to your service. If you’re running a non-profit, charity practice and you can afford to do that – that’s AWESOME. However, you’ll find if you haven’t already, there are many people to whom you can GIVE your care away for free and they STILL don’t want it.
Life, liberty and the pursuit of happiness… those are concepts that every human deserves. What they do with that life, how they CHOOSE to liberate themselves and what they pursue as happiness is TOTALLY personal.
Let’s put this concept of deserving chiropractic into a different context. Does everyone deserve toilet paper? Sure, we all “need” it, but not everyone deserves it! How about a cell phone? Does everyone deserve one? No, it’s a privilege. And my gut read is that you probably haven’t purchased too many cell phones for strangers because you feel that they deserve one.
Don’t assume that the world deserves chiropractic care. It’s a privilege that must be earned.
Yes, it’s about your mindset. Check out how these doctors are using the boot camp to adjust their mindset and are LOVING the results!
Yes, the deserve to learn…because they invested in themselves to step up, take action, and radically shift their lives!
And if Dr Jordan’s and Dr Amy’s transformations are enough, check out ROCK STAR boot camper, Dr Quynh’s message to you!
If you can see yourself growing, shifting, and emptying your OWN baloney, the great news is that you CAN achieve it! You wouldn’t “see” it as possible if it wasn’t. You would just discount it. However, if you’re contemplating that you CAN live in abundance instead of giving away your care then it’s time for us to talk!
Being wealthy SMOKES being broke! Let’s talk about your abundance-centered life. Grab a coaching session here.