Chiropractic Coaching: Consistently Identifying The Real Influencer… The Decision Maker

Chiropractic Coaching: Consistently Identifying The Real Influencer… The Decision Maker

Welcome to this Week’s Thrive in Five. I’m Dr. Bob Hoffman for The Masters Circle Global, where legends are made in legendary practices are built through chiropractic coaching. And today I want to ask you if you can consistently identify the real influencer, the decision maker, so that you could be more effective in communicating with them. Today’s most successful business model is based primarily on the six essential concepts, and yet 99% of our profession is unaware of any of these concepts or how they support or more likely interfere with your ability to grow your practice. To remind you, the six essentials are friction pricing, clinic operations, becoming a passion brand, persuasion, and getting inside the head of the decision maker. Today we’re going to discuss why it’s so essential for you to master identifying the decision maker so you can effectively communicate with them and become far more persuasive.

We’ve discovered that too many of your patients see your care as a luxury and not as a necessity, and when that happens, roadblocks like, I don’t have enough time, it costs too much, or you’re too far away, enter into the relationship and the picture. We’ve also discovered that the patient’s primary motivation to start care is pain, and they’re hoping you can help them relieve or minimize their pain. However, when you are successful and you help the patient’s pain, reduce or minimize what then causes your patient to be motivated to continue with care. Or worse, if your patient has an expectation that you should resolve their pain in two or three or four visits or less, and their pain is not gone by that preconceived time, they drop out of care unhappy and another black eye for our profession. I tried that and it didn’t work for me.
You must develop the communication skills that consistently influence how the other person thinks and then behaves. But you must also aim your communication to get inside the head of the real decision maker. And in every family there is a decision maker who controls the family’s finances. 

We’ve discovered that all docs think that they’re great communicators, but there is overwhelming proof that that’s an illusion and just not true. In fact, we’ve determined that nine out of every 10 doctors have no idea how to consistently influence how their patients think and behave and equally have no idea how to target their communication at the decision maker. And this is a huge problem. It sabotages or slows down your growth, your success, your reputation, your impact, and even your income. It isn’t just clinical skill, it’s social and communication skills. That is the common

Denominator of practices that are crushing it today. As a result, nine out of every 10 dcs get sucking into and stuck in the endless search for more new patients, more new patients, and more new patients. After that, these same doctors then are vulnerable to the endless emails that promises us 30 new patients in the next 30 days and fails to materialize for 98 out of every hundred of us who jump in and onboard hoping that this is what I’ve been looking for. There is actually a science and a skill to get inside the head of the decision maker that you could learn. In fact, we dedicated an entire three day seminar to this very topic a year or so ago. The ability to convince others that your ideas, beliefs, your healthcare recommendations matter, is truly the single greatest skill that instantly will give you a competitive edge.
Have you mastered the art of getting inside the head of the decision maker or targeting your communication or becoming far more influential? The short and painful answer is no. The odds are overwhelming that you never realized how important this subject is and probably considered yourself a good communicator. And yet the unfortunate truth is that most of your new patients don’t accept your care plan. They drop outta care prematurely and you have files filled within active patients. This is another example of the benefits and the reasons why it’s so important for you to have a chief operating officer. And I’m certain that if you’re honest with yourself, you know I’m talking about you. The most important question is this. Is it possible for you to succeed or express your potential or to feel the joy in the fulfillment you were meant to feel every single day in practice?

If you’re not even aware of any or all of these six essential concepts, The Masters Circle Global has tremendous experience helping doctors just like you have their best year ever, year after year after year by acting as their Chief Operating Officer and helping them become masterful communicators. Having a Chief Operating Officer who has a deep understanding of any and all types of chiropractics, doing it with remarkable results for decades and doing it at a fraction of what COOs typically earn in the marketplace. Expert Chiropractic coaching will focus you on what is the best and the easiest way to get from where you are to where you want to be. So here is my first suggestion. If you want to reclaim your passion and purpose and reclaim your joy and happiness, and if you’re finally serious and realize you need to adapt to grow your practice like never before. Right now on your screen, you’re gonna see a QR code take out your camera, go ahead, do it right now while I’m speaking.

Take out your camera on your cell phone and aim it at that QR code. It will take you directly to a site where you could learn more details about these Six Essentials. I’m urging you to get off the merry-go-round of continuing to do the same thing over and over again and hoping and praying that now magically it’s gonna all come together and get better. Take action my friend, not for me, but for yourself and for the people you serve. Place your camera on that QR code. Go ahead and do it if you missed it the first time, and learn about the six essentials and learn about the discovery form that you should complete and fill out so you could see where you are in relationship to these six essentials and how you can more rapidly and sustainably grow your practice once and for all in today’s ever-changing marketplace.

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