Chiro PCP - Growing a Successful Patient-Centered Practice

Hey Docs,

It's a harsh statement, but that doesn't make it any less true.  Most of us are afraid of the word "sales."  Most of us are stuck in a discount/poverty mindset.  And most of us aren't growing enough to see the dial change from roughly 10% market share for our profession.

So, we are killing ourselves by thinking that we are worthless.  

Yet, there are so many people paying lots of money for services that we are best suited to provide.  STOP... I mean really, STOP!  Read that again.

If that is true (and it is), then the crime is not in giving too much care.  The crime is in giving too little value for the dollars the patient spends.  If you are afraid to treat a patient over months or years to give them the results they desperately desire, then get the hell out of the profession.

It's time to know our worth and be compensated for it.  Again, people are paying money to someone and generally someone who does only a fraction of what you can do.  Be the high value expert you are and don't be afraid to collect on what you deliver.

This podcast will help you change your mindset on the topic.  

Good Luck and #keepmoving
Dr.J

Hey Docs,

As a student and as a new doctor, life can be difficult.  You are surrounded by struggle and negativity all while amassing a ridiculous amount of debt.  Even better, you are continuously reminded of the statistics surrounding success in the chiropractic profession.  

Well, I can't help that.

But I can help you with something else.  I can help you with the realization and understanding of one concept that can unleash you from this crappy scenario.  

Self-limiting beliefs are at the heart of all suffering and stagnation.  And if that is true (which it is) then identifying these beliefs and shifting your mindset is the key toward building lasting success.

Enjoy this podcast as it dives into the 5 different types of self-limiting beliefs and shares a story of how they were needlessly hampering the success and confidence of a chiropractic student.  

Hopefully you can find a few gems that allow you to break free from your self-imposed cage.  Hopefully it will push you towards experiencing a better life.

Good luck and #keepmoving
Dr.J

Hey Docs,

This episode hits pretty hard for some of you.  Patient acquisition is very important, but patient retention is the lifeblood of a practice.  It doesn't matter how many patients come through the front door if they just sprint to the exit.

I recently discussed this concept with a chiropractic student.  He had just finished a fantastic seminar.  Many of the best and brightest minds in our profession provided him a great deal of solid information.  But there was a problem... a really big one.

"How are you going to get the patient to understand all that?"

It was a very simple question that was received by a very long silence and quite a lot of head scratching.  The answer was eventually, "we never really talk about that."

Boom!  

This podcast is dedicated to these unfortunate truths.  If we can't connect with the patient, the patient won't understand our value.  Even worse, if another doctor does connect with a patient, the patient won't even care about the value... they'll just say "yes."  

This is why there are many practices that provide little value, yet experience massive financial success.  Patients generally care more about connection than outcomes.  

The magic is when you deliver both.   When connection is established and value is delivered, your patients will do what we all want... stay, pay, and refer!

Enjoy, Good Luck, and #keepmoving
Dr.J



 

Hey Docs,

As promised we are going to discuss the art of "PRESENTATION" as the main topic of this podcast.  And yes, it is the one catalyst that will drive you towards lasting practice success faster than any other variable.

But no, this is not a "presentation" like the  solar system at the 5th grade science fair.  On the contrary, this is how you draw out the most important aspects of the patients existence while finding the epic conflict in their life.  Then how you formulate their perfect ending where they ride off into the sunset (telling everyone about you).  And most importantly, how you position yourself as the expert guide that will lead them through the many challenges they face on their quest to recovery.  

Sound familiar... as Donald Miller teaches in Marketing Made Simple, it is the basic construct to every "good" story/movie/series presented since the beginning of language.  

Listen and enjoy this podcast to understand how you can leverage the power of stories and the power of presentation for the benefit of your patients and your practice!

Good luck and #keepmoving

Hey Chiros,

When we leave school we are never smarter, yet never more unprepared to deliver that knowledge to the market.  This is why we struggle so much with attrition and success across our profession.

This podcast dives into that disconnect with specific focus on giving rehab/home exercise programs.

Too many times we see young doctors and students wanting to jump to the end.  They have so much awareness of assessment and treatment from school and seminars.  But, they neglect that real world practice is not like a test in school.  Jumping to the end does not get you an "A," it gets you a major problem.

Enjoy this podcast as we discuss dosing a patient's wants so that you can eventually attack what the patient needs.

Good Luck and #keepmoving

The One Thing To Understand Before Starting a Practice is...

Every chiro student will have to do the same things regardless of their practice decision.  In other words, whether or not you are an employee, independent contract, or solo practitioner, what you do to succeed will be the same.

If you've listened to this podcast, you know we push students toward business ownership unless they have a great opportunity as an employee.  But it is also very true that there are risks with this decision.

One of the metrics to consider is REVENUE/SQUARE FOOT/HOUR.  You don't have to be a math major to understand that this is really just a profitability exercise:

1. To be profitable I need to make a lot of REVENUE, "or"
2. To be profitable I need to make a certain amount of REVENUE per SQUARE FOOT of office space, "or"
3. To be insanely profitable I need to maximize the amount of HOURS I/we work to generate the maximum REVENUE per SQUARE FOOT possible with the lowest overhead.  

Again, it shouldn't be a surprise that this podcast will help you understand that the 3rd scenario is best.  Yet, that isn't what you see in most practices; especially, those stuck in "old school" thought.

Enjoy the podcast and remember to subscribe on ChiroPCP.com to get your copy of "The 5 Critical Things You Need for Practice that You Won't Get in Chiro School."  

Good Luck and #keepmoving.

Any new professional will have challenges.  Imposter syndrome, anxiety, depression, self-doubt, and many other emotions will gnaw at the best of us.

Many professions see their young graduates go on to quick and substantial success.  And while I wish I could say that is true for chiropractic, we both know that is simply not the case.

After nearly a century and a half in existence we are still eating our own young.  After that many years, we are still operating off the same practice management dogma, educating the same curriculum, and still providing dismal opportunities to our fresh graduates.

So, what’s the solution?

As we’ve discussed in previous podcasts, it is the duty of the successful chiropractor to start creating better opportunities for bright, new doctors.  But it is also important for current students and recent grads to understand some important areas of focus that aren’t discussed in chiro school.  

This podcast is dedicated to the 2 most important things a student or recent grad can focus on to change their immediate future.  Good luck and prepare to broaden your perspective.  

 Metaverse, Decentraland, and Chiropractic (You) 

Hello My Friends,

Welcome back to the ChiroPCP podcast. I apologize for the delay but I've been recovering from Covid-19. It was a relatively easy ride for me and my daughter, but I know that hasn't been the case for everyone. If you or a loved-one has struggled with the pandemic, my heart goes out to you.

Regardless, I had a lot of time to think and think I did. One of those thoughts was centered around the difference between Telemedicine and a Virtual Office. Specifically, the limitations of the Telemedicine platform and the unlimited adaptability and specificity of a virtualized office.

This podcast focuses on the current (unstoppable) trends in the market surrounding Facebook's transition to Metaverse Platforms and how companies like Decentraland are already cashing in. But more importantly, I cover the need for chiropractic to utilize such a great opportunity to move up the "hierarchy ladder" of healthcare. 

From streamlining your most commons, to standardizing your brand, to building great customer loyalty, now is the time to virtualize your office. 

Email me at [email protected] if you're interested in beta testing or visit telecarerx.com to learn more and schedule a demo. 

Good Luck and #keepmoving

Student Loans, Business Acumen, & Practice Competence

Hello Chiropractors,

Welcome back to the ChiroPCP podcast. Today we are going to talk about how you make the big 3 work once you are out of school. The big 3 are referenced above but in case you are adamantly against backtracking, here you go:

1. How will you manage your Student Loans?
2. How will you develop good Business Acumen?
3. How will you gain Practice Competence?

So is this more for the younger doc? Yup, but older docs can take practice inventory to ensure they are doing well and adapt where they aren’t. Regardless here are the main focus points:

• Figure out your best strategy for tackling student loans and never forget that becoming wildly successful so that you can pay them off at the end of tax season is a great strategy.
• Having a mentor or coach that helps you “burst at the seams” as soon as possible is a great way to achieve the aforementioned strategy.
• Be aware that the ticket to practice competence is ultimately patients/patience. You have to be patient with your progression but also never miss the opportunity to gain a small ounce of competence with every single patient encounter.

This is a long one, but I was passionate about it’s importance. Enjoy it and hopefully take something that will help you have the best day, week, month, and year of your life.

Good Luck and #keepmoving,

Dr.J

Was Chiropractic the Right Career Choice?

We all started with different stories in how we found chiropractic and how it impacted our lives. 

Then we started school and received roughly the same education, passing the same tests, and graduating with the same degrees.

Why then is there so much variance within our profession regarding earnings/salary?
Why is there a $100,000 swing from the average of the best and worst states?
Why does the income distribution of our profession mimic that of our country?

Don't get me wrong, I'm not calling for single payor, a free ride, or income redistribution.  But this podcast will discuss the ridiculous difference between our profession and that of dentists, NP's, PA's, PT's, and really any other health care specialist that enters the market.  They have relatively fixed and standardized opportunities (that are quite nice) and... we don't.

But there are a few solutions out there.
Enjoy the podcast and #keepmoving
Dr.J