Monday Morning Motivation | The Second Right Answer

Posted by Bill Esteb on Apr 6th 2024

Monday Morning Motivation Masthead

“It sounds like you’re an excellent candidate for chiropractic care. We’ve helped many people with problems just like yours. In fact, it’s practically routine around here. So, I think you have every reason to be hopeful.

“As you look ahead and imagine your health being restored, how do you intend to use it? In other words, think of health as a resource; a potential or a means to accomplish something.

“Do have an idea about what you hope to be able to do, or enjoy more, when you recover your health?”

This is classic NLP future pacing, which can accomplish several things:

1. Anchor the patient to the outcome they are seeking, and

2. Reveal what the patient wants even more than mere symptom relief.

If you want to enhance your ability to inspire patients and use chiropractic care as a long-term lifestyle adjunct, focus on the second right answer.

Bill Esteb Headshot Photo

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, coaching program, 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.