A patient ghosts you after three visits. Another patient disappears after weeks of perfect follow-through. Another enthusiastically embraces your recommendations and expresses interest in your annual care plan.
What do all three patients have in common?
It's tempting to believe that it was a shortcoming of yours that prompted the first two to stumble. And that it was your brilliance that caused the third to get the big idea.
That's one way to look at it.
A more likely explanation?
It was them, not you.
You and I are not nearly as influential as we may think. All three patients were probably delighted with their care, each getting what they sought. Thinking we can say or do something that will change someone else's agenda, motives or values is unfairly burdensome.
Instead, simply tell the truth, explaining your confidence in the self-healing capacity of their body by reducing nerve interference.
Bill Esteb has been a chiropractic patient and advocate since 1981. He is the creative director of Patient Media and the co-founder of Perfect Patients. He’s been a regular speaker at chiropractic gatherings since 1985. His 12 books explore the doctor/patient relationship from a patient's point of view. His chiropractic blog, in-office consultations, patient focus groups and consulting calls have helped hundreds of chiropractors around the world. Since 1999 Monday Morning Motivation has been emailed to over 10,000 subscribers each week.