Moment of truth 9 of 13: the first adjustment.

Many chiropractors have forgotten their first adjustment. This loss of beginner's mind can make it difficult to appreciate a patient's emotional state.

Prepare patients by explaining "adjusting room etiquette."

Preparation – Do you want patients already lying face down on your table when you enter the room? Or not?

Visualization – Is there anything you want patients to visualize or think about during the adjustment?

Conversation – Do you invite conversation during the adjustment?

Collaboration – Congratulate patients when there is good joint movement. "You did great!"

Surprise the patient with a phone call that evening as they are physically and emotionally processing their adjustment(s).

"I'm just calling to follow up after your first adjustment," you announce.

There are only three likely responses: better, worse or no change. Regardless of their answer, begin your explanation with, "I was expecting that." And then share your explanation.

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.