Retention Based Practice™ with Dr. Jamie Richards

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.

1. Leadership

2. Team

3. 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/

When it comes to selling, without a doubt it's something chiropractors (and plenty of other small business owners) absolutely hate doing.

Why?

Why is something that is at the core of operating any business so frowned upon by chiropractors?

We wanted to know, so we asked you...

In this episode we break down the results of our recent survey that helped us understand the 4 major reasons chiropractors hate selling so much.

What we covered:

• Why selling has always been seen as "beneath" real healthcare providers and what the current landscape allows for.
• The fear that paralyzes chiropractors when faced with the opportunity to give their recommendations and how it completely derails success.
• How missing these fundamentals will steal your momentum and leave you without the tools to close the deal.
• You can't simply "fake it until you make it". The two requirements necessary for your certainty to be authentic.
• How to start bridging the gap between what they want and what you deliver without compromising your values.

-- Jamie

Click below for more information about our annual life event - Life Con '17:

http://bestlifeconever.com/

One of the very first pieces of infrastructure we either confirm is in place or start creating with all new clients we work with is a Productivity System.

Why?

It's simple…before you can begin learning a Day 1 framework, building a sales process, perfecting your table talk, developing a strategic planning protocol and more, you must have the time and capacity to do the work.

Within your productivity system, you will have a bunch of moving parts, requirements and strategies…there's a good chance it's your "email system" that's a massive bottleneck to your success.

Brendon Burchard's quote says it all. "Remember the inbox is nothing but a convenient organizing system for other people's agendas."

The question is how do you make your email work for you, not against you?

And how can you avoid becoming a slave to your inbox and turn it into an area that supports your productivity?

You've likely heard of the concept "Inbox Zero" before, this is nothing new. However, what you'll learn from today's episode will be for most.

What We Covered

• Why most chiropractors are not more productive.
• When to check your email and why.
• How to organize your inbox in order to make zero the probable outcome at every day's end.
• What to do with every email that comes your way.
• The advantages of the zero inbox and why you'll be thanking us!

Enjoy this episode of Life By Design For Chiropractors.

-- Jamie

For full show notes visit:

http://www.lifebydesignforchiropractors.com/inbox-zero

To check out the Chiropractic Productivity System visit:

http://www.lifebydesignforchiropractors.com/productivity

We ALL have stress in practice to deal with it...

Some of it is out of your control and therefore should stay out of your mind but for those challenges that seem to show up far too often, it's very likely you... or your systems... or your team, well, you get the point... :-)

Here is some low hanging fruit to help you get started. It won't be easy, but it is where you likely need to begin...

A. Improve your understanding of 3rd Paradigm Chiropractic.

Many challenges, especially handling questions at the table, start with a poor understanding of the context in which you practice chiropractic. Start with this and a large volume of your issues disappear.

B. Increase your certainty.

There's a reason chiropractors can say the "darnedest" things and get away with it. Imagine the incredible impact if you had certainty and you weren't saying crazy and insane things to your patients.

C. Boost your self-esteem.

Although this plays a big role in certainty, self-esteem is a stand alone issue. It needs to be cultivated and grown as part of a lifelong process.

Once those are in place, the skills, tactics and strategies to handle your practice stress will work exponentially better.

What We Covered:

How to handle these stressful situations in practice...

• Drop outs - is there anything chiropractors hate more?
• Unhappy patients - what to do when something goes wrong with your VIP experience.
• Regulating board issues - how to handle the stress of a potential licensing issue.
• Staff & team challenges - do you spend your week putting out team fires.
• Burn out - where will the energy come from when you're exhausted?
• Stress at home - learn to wipe your feet at the door.
• Medical doctor conflicts - turn this confrontation into an opportunity.

Enjoy this episode!

-- Jamie

For complete show notes visit:

http://www.lifebydesignforchiropractors.com/stress

When it comes to business principles and chiropractic practice, for some strange reason, we've been taught that they should never co-exist.

In most cases, it hasn't been overt, but the end product of the message being propagated across the profession (today and in the past) has been a reminder that "service" is the most important trait to build your practice on.

Any doctor who wants to build their practice with profitability as one of it's central metrics for success is looked upon as greedy and underhanded because the "true leaders" in chiropractic are in it to serve chiropractic and the world!

Of course, we'll pretend we don't know that many who profess to be servants would contradict their principles in a flash if it meant more cash flowing into their pockets.

How about we start having the impact we've preached about and be profitable, all the while…sticking to our guns and delivering what we say chiropractic is along with the life enhancing benefits that come with it?

How do we do that?

Learn to sell.

Selling? That's blasphemous! Chiropractors shouldn't even be talking about selling. What if someone heard us? What would they think?

Today's episode breaks the silence on selling. Let's start the conversation and make sure "selling" is no longer a 4-letter word in chiropractic.

Enjoy!

Here Is What We Covered

• The definition of selling that will change your mind and make you realize you've been missing the boat.
• The philosophical foundation that has plagued so many chiropractors and stopped them from embracing selling.
• Who you need to sell first in order to ensure you never have an issue selling chiropractic again.
• The single most important requirement to become an extraordinary sales person.
• Specific examples of where selling plays a key role in your lifetime care map.
• The point at which selling should stop in your practice life cycle.

Thank you for listening to Life By Design – The Podcast For Chiropractors… The voice of reason in Chiropractic.

— Jamie

For the complete show notes visit:

http://www.lifebydesignforchiropractors.com/selling/

How many times have you heard someone say "The time is now!" or "There's no better time for chiropractic than right now!"

More than enough right? It's a common mantra at most seminars and I believe it's actually TRUE but not because of chiropractic.

Let me explain what I mean and why it's important…

You can call me a pessimist, you can disagree with me or maybe just call me a realist…. but IMO, this profession is 0% better than it was 25 years ago.

There are a handful of aspects that have improved and just as many that have regressed or totally collapsed.

For all of that time our "leaders" have told us "serve chiropractic and everything will be fine"….."chiropractic needs you"….

Where has it gotten us? All of the effort, the investment, the campaigns, the attention, the focus that has gone into making "chiropractic" better and the end result…neutral….at best.

Apple didn't leave it's mark because Steve Jobs wanted to "save" the tech world. The side effect of global impact came from the relentless pursuit of his values…one of which was his company.

This has lead me to make 2 conclusions.

1. Stop trying to save chiropractic. It doesn't work.

2. It's a great time for chiropractic because it's a great time for just about any entrepreneurial pursuit.

Here Is What We Covered

• The fundamental starting point for creating YOUR Retention Based Practice (and the starting point for anything you wish to create in your life).
• You need to know THIS if you expect to successfully traverse the challenges of fulfilling your vision.
• The "missing link" to completing tasks necessary for building momentum and avoiding procrastination.
• The 6 step "how to" blueprint every new member must go through to all but guarantee choosing a lifetime of your care.
• One final tip from a business powerhouse that made all the difference for us and will do the same for you.

For full show notes visit:

http://www.lifebydesignforchiropractors.com/save-chiropractic/

Enjoy!

You've done the tests... Myers-Brigg, DISC and many others.

You know your personality type, you know your IQ and you've even started using them in your hiring process or team development.

It's wonderful to have detailed information about yourself, your team or a position you'd love to fill, BUT do you know the one piece of information that could be the missing link to successfully applying the data you've harvested?

How someone takes action is a primary determinant in achieving desired outcomes.

Even the most intelligent, driven team member could be restricted if their tasks don't match well with how they naturally get $%&T done.

Just think of all the times you've tried to launch or complete a project and found it painfully difficult or worse, impossible to gain traction. Maybe it wasn't you? Or at least not you in anyway you could modify or change.

The Kolbe A Index is a powerful test that streamlines the process of identifying how people take action.

On today's episode of Life By Design For Chiropractors, we interview David Kolbe, CEO of Kolbe Corp. to discuss the benefits of the Kolbe Index for the practicing Chiropractor and their business.

What We Covered:

• The part of the mind measured by the Kolbe A Index.
• The 4 action taking areas the testing will give you important information about.
• The best way to utilize the Kolbe Index for chiropractors and their businesses.
• The "secret" benefit of knowing your instinctive strengths.
• How to best apply this "inside information" when launching your hiring process.

Click below to visit the show notes page:

http://lifebydesignforchiropractors.com/kolbe