Retention Based Practice™ with Dr. Jamie Richards

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/