MMM Summer 2013
The Monday Morning Motivation theme this summer is the 13 ways the busiest chiropractors outshine their colleagues.
Monday Morning Motivation | Outshine by Outlistening
June 3, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine is they: outlisten.
One of the biggest myths about effective communicators is that they are especially knowledgeable, eloquent or possess a deep inventory of well-crafted statements. (Or recite a well-practiced script that used to work back in the day.)
It's not true.
Effective communicators are profound listeners. How? By showing up "empty." They trust themselves enough so they don't feel compelled to have their answers ready in advance. They are available to receive; to take in. By showing up in this confident, nonjudgmental way, patients feel safe to share details that other chiropractors miss, gung-ho in getting down to business.
Without effective listening you can rely on your superb diagnostic skills like a veterinarian must. But in the process, you miss the all-important emotional channel that modulates trust, respect and eventually follow through and referrals.
Monday Morning Motivation | Outshine by Outadjusting
June 10, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine is they: outadjust.
These are chiropractors who hold the adjustment in high esteem. Their profound respect for the majesty of the adjustment means they have become masters at delivering their chosen technique. They have turned their adjustment table experience into high art—without succumbing to idolatry or hubris.
How? By having 100% presence, crystal clear intention and clarity about what an adjustment does and doesn't do. In other words, they know that adjustments don't treat headaches or back pain or other symptoms. They know that what the patient's body does with the energy delivered by the adjustment is outside of their control. They know that it is not necessary to adjust every articulation of the body.
They are profoundly respectful of the wisdom of the patient's body and strive to remind its owner of the same.
Monday Morning Motivation | Outshine by Outfocusing
June 17, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine is they: outfocus.
Struggling chiropractors are easily distracted—by the news, the mail, the Internet, worries and countless shiny objects.
Being fully present is essential because patients are distracted too—by something more convenient, by doubts, what others think and the demands on their time, money and attention.
If you have any hope of being influential you must strive to be 100% present when you're with patients. When you surrender to them, making your interactions entirely focused on them, shunning your worries or other personal concerns, you're able to detect the smallest nuances and that "wee tiny voice" that only the best healers can access.
Patients can tell whether you're fully present or simply going through the motions. Being focused on them is seen as confidence and certainty—something patient's value almost as highly as hope.
Monday Morning Motivation | Outshine by Outplanning
June 24, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine is they: outplan.
What's your plan to get new patients in October? Or March next year? Besides the care plan you create for each patient, the second most important plan is your marketing plan.
Without one you're likely to experience the stress of a classic roller coaster practice, promoting your practice only when you need new patients. While this childlike level of faith is admirable, when you're motivated by your needs (more new patients), rather than your desire to serve, your overtures exude a selfish aroma making securing new patients even more difficult!
Operating a small business (practice) without a plan to introduce new people to your services is risky—for you and your team. Making it up as you go, trusting the generosity of insurance carriers, government policies or the economy is an unaffordable luxury.
Monday Morning Motivation | Outshine by Outspeaking
July 1, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine is they are: outspoken.
If you're constrained by what others think (why did you choose chiropractic?) or you're inclined to fit in or be accepted, speaking your mind appears far too risky. Yet, the confidence displayed by chiropractors who are willing to confront the mass hypnosis of our culture or the blindness of the herd mentality are handsomely rewarded.
It's so counter intuitive. Yet, when you take an unpopular stand based on the truth, you benefit two ways. First, you tend to attract a tribe of like-minded individuals who can resonate with you once they know where you stand. Second, you broadcast a confidence and comfort in your skin that lets others know that you can be trusted.
Showing up as a chameleon, besides being hard work, blunts your impact and actually makes you less attractive!
Monday Morning Motivation | Outshine by Outleading
July 8, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine is they: outlead.
One aspect of leadership is to help others see the promise of a better tomorrow. This means overcoming the appeal of the instant gratification promised by drug makers. It means persuading patients of the wisdom of fixing, rather than patching. It means inspiring others to shun the temptation of the path of least resistance; to look long term not short term.
This is unpopular, but also difficult and challenging. Which is why there are so few leaders. Which is why your willingness to embrace your multitude of opportunities to lead and inspire can be significant and fulfilling.
This week become a vision caster. Paint a picture of what's possible. Help each patient move closer to their dream and reach their destiny. When you do you become far more than just a back doctor!
Monday Morning Motivation | Outshine by Outinvesting
July 15, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine is they: outinvest.
When you think of investing you probably think stocks, bonds and real estate. Regardless of their return, there are far more lucrative investments!
Your mind. The skills you learned in chiropractic college are amongst the most valuable you could acquire. Whatever your outstanding loan amounts are, it's a bargain.
Your team. Those who support your efforts and keep things organized and flowing are more precious than gold. Invest in them and their confidence and certainty will produce a 100-fold return.
Your practice. Reinvesting in your table, equipment and infrastructure are critical. Having the best tools and keeping up to date reveals your optimism for the future.
Your patients. The patients you're currently seeing know enough people who need your help to fill your practice to overflowing! Investments here can produce a profound return.
Monday Morning Motivation | Outshine by Outsmarting
July 22, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine is they: outsmart the competition.
Many chiropractors have been misled into thinking that their competition is the chiropractor down the street. Or the MD. Or drug manufacturer. Or even the shortsighted mentality of insurance carriers. If you're seduced by these minor players, you're likely to overlook a far greater adversary: the health beliefs of the typical patient.
Turns out that if you're interested in creating a long-term relationship with individuals and families who value their health enough to willingly pay for it out of their own pocket, you're actually in the belief changing business. Not the spine straightening business. Not the cervical curve restoration business. Not even the pain relief business.
Don't show up at a gunfight with a knife! Know who your actual enemy is or you're likely to use wrong weapon or tactic.
Monday Morning Motivation | Outshine by Outrespecting
July 29, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine others is they: outrespect others.
It must be one of the greatest challenges of being a professional caregiver: to avoid caring about a patient's health more than the patient does. Mess this up and you'll find yourself investing your life spirit in something you can't control, in other words, what patients do.
What patients do is based on how they prioritize their health amongst the other demands on their time and money. Everyone prioritizes their health differently. And in my three decades of tracking patients, there doesn't seem to be anything you can say or do to change their prioritization.
This creates considerable tension among some chiropractors. Rather than merely serve, they want to save the patient from themselves. Rather than respect each patient's decision, they want to impose their health-centric worldview. Which is rarely appreciated.
Monday Morning Motivation | Outshine by Outloving
August 5, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine others is they: outlove.
If you're a little crispy around the edges and the behaviors of patients produce a draw on your emotional checking account, chances are you've overlooked the distinction between caring and loving.
As a professional caregiver it's important to care, but not care too much. Care too much and you'll produce an "overdraft," characterized by fatigue, exhaustion and a "is this all there is?" sign of resignation. It's the occupational hazard of all caregivers.
But you can love without such burden. No strings. No expectations. No quid pro quo. No judgment. Just simple acceptance and the willingness to honor the free will choices of each patient without attachment.
Love is the primary technique of humble servants. It is power without force. It is influence without coercion. It is service of the highest calling.
Monday Morning Motivation | Outshine by Outplaying
August 12, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine others is they: outplay.
Taking time off will grow your practice. It's a spiritual law. You can break it for a season, but eventually "all work and no play make Jack a dull boy." Lose your mental sharpness and the quality of your adjustments slip.
Regular time away permits introspection and a way to see the forest, rather than just the trees. With your head down for too long, it's easy to lose context and perspective, succumbing to being little more than a "meat computer" knocking down high spots.
As for your practice while you're away recreating, restoring and renewing? It'll do just fine. Whether you shutter it or bring in a replacement, it doesn't seem to matter. You'll quickly recoup your production from the excitement leading up to, and the restoration after, your time away.
Monday Morning Motivation | Outshine by Being Outgoing
August 19, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine others is they're: outgoing.
This is where having an expressive personality may help advance one's practice. Because chiropractic is a highly personal service, within limits, extroverts seem to have an advantage.
If you tend to "live in your head" and lean toward the analytical side of things, it's easy for patients to misread your emotional distancing. If patients see it as aloofness, judgment or even contempt, it's as unhelpful as when they assume it's a lack of confidence or certainty.
Yet, there are pitfalls at the other end of the spectrum too. Too much talking, besides slowing you down, is often seen as a sign of insecurity. Further, the most outgoing are often tempted to get their social needs met from patients.
Whether introvert or extrovert, be friendly, without becoming friends; be communicative without being chatty.
Monday Morning Motivation | Outshine by Outperforming
August 26, 2013
Chiropractors who enjoy great success do what other chiropractors won't. One way they outshine others is they: outperform.
Many are deceived, believing that ultra-successful chiropractors possess some secret procedure, script or personal power over patients. They don't. Unless these three characteristics are considered secrets:
Purpose – To be on purpose, you must know your purpose! Outperformers know their purpose (reason for being) and it isn't to adjust patients. They know that adjusting patients is merely a means to a greater end, helping fulfill, advance or achieve their purpose.
Boundaries – Being fastidious about establishing and honoring the social covenant governing the doctor-patient relationship reduces friction, clarifies responsibilities and serves both parties.
Discipline – By being strict with themselves, even when no one is watching, they earn the respect of others. They walk the talk. They do what they say they're going to do. They don't look for shortcuts—there aren't any.