Chiropractic Practice: The Way To Friction-Free Patient Compliance
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Chiropractic Practice: The Way To Friction-Free Patient Compliance
Hello, everybody. And welcome to Thrive in Five I’m Dr. Dennis Perman, and I’ll be your chiropractic coach for today. The subject matter in this thrive in five is the way to friction, free patient compliance. And you might be thinking, Dennis, come on, friction free. Well, let’s talk about this for a moment and you’ll see if I’m right. People do what they do either because they have to, or they want to. And when a patient first comes to see you, they usually coming in because they have to, oh yeah, there are a few outliers that come in because they’re interested in wellness care and quality of life. But the huge majority of patients that come to you at the very beginning is because they have some kind of a painful problem and they’re seeking relief and they heard that chiropractic. Or you personally are the right, are the right person for them to consult to see if they can get this relief.
So in the beginning, there’s not a whole lot of friction because they, they have to, they have to come to see you because they don’t know any other way to get well, the problem comes in when the patient starts to feel better. Now, obviously that’s not a problem for them. They’re glad they feel better. But the issue is that your grasp on them diminishes when they no longer have to come in. So it falls to you to create a feeling of wanting to come in. And that’s where the friction disappears, because if they wanna come in, there’s no friction whatsoever. Well, what causes them to wanna come in? Good question. My experience over 40 plus years of doing this is that when you do an outstanding intake, a consultation history exam that causes them to feel engaged and elicits the information that you need. And then you do a quality report of findings that helps them to recognize how serious their condition is and what they need to do in order to fix it.
That’s gonna get you up to the point of pretty good patient compliance, but the ultimate inpatient compliance happens. When you include one small distinction at the end of your report of findings, you see people do what they commit to. And if you don’t exact a commitment from them sometime toward the end of the report of findings, then what typically happens is they go until they get tired of coming in and then they find some convenient excuse, whether it’s not having enough money or not having enough time or being too far away. Those are the typical complaints that people make when they discontinue chiropractic care. Now, in order for you to transcend the friction, you have to generate enough passion. This was the content of the seminar that we just taught in Orlando. And unfortunately you missed it. You’re gonna have to wait until super conference before you get to see us live again.
But the value of knowing that enough passion breaks through friction, you wanna make sure, make sure that your patient feels passionate about their sense of commitment to what you are doing with them. Now, why does this fall short in so many chiropractic experiences? Well, the problem is doctors do everything they need to do up to the line of the commitment. And then they don’t quite ask for watch I’ll show you. So you give your recommendations to the patient. The patient seems to be not in agreement. And at the end you say, so sound good. Patient goes, yeah. And you say, okay, let’s go. Now that might be a source of some shallow agreement, but it is not a commitment. And you can be sure that the moment that they’re feeling better, the commitment that they were feeling at the time that they said, yeah, I’m ready to go is going to be diminished.
You need to create a formal agreement between you and the patient, a formal commitment. Now formal doesn’t mean a contract and it doesn’t mean signing it in, in, in blood or etching it into stone. Even though you can do that if you want to, but it’s usually not necessary. What you do need to do is at the end of the report of findings, you wanna say to the patient. So Mr. Patient, now that I’ve answered your questions, and now that I’ve explained our program of care, we’re approaching an important moment of truth. I can’t want your health and recovery more than you do. This is your body and your life. So I need to know that you’re as committed as I am to following through in this program of care. So tell me, can I count on you to follow through on all the details that we’ve spoken about here?
Are we in agreement and are you as committed as I am now, if you can make your mouth say that your patient compliance is gonna skyrocket, cuz you’re gonna know right there at the first, at the second visit on the report of findings, you’re gonna right there is this person in or not. It’s very easy for them to nod yes, to something you say without having to go the extra mile. But when you, when you exact a commitment from them, when you talk to them in a way that demonstrates how very important this is and how their lives will be altered, their course of their destiny will be altered. As a result of this commitment. There’s much more of a likelihood that they will generate that kind of passion. And when they do then your program of care, your compliance gets friction free. Now, um, we talk about stuff like this all the time and chances are, you wanna find out more about how this relates to you specifically, we offer an absolutely free practice growth calculator that gives you the opportunity to enter four simple statistics things you already know like how many days a week do you work and how many people you see a day, really simple stuff.
But our calculator morphs that into specific information that you might need to know in order to grow your practice. Now we’ve been doing this for 30 plus years. We’ve had tens of thousands of people through our program. We know this works, the question is, will you work it? So what I’m gonna ask is that you consider committing right now in this moment to hitting this QR code or going to the link that you’ll see on the screen right after the slide comes down, I’m asking you to commit on your own behalf to work this practice growth calculator, find out the details of your practice and practice management language and discover what you might need to do to help more people make more money and make a bigger difference in your community. This is Dr. Dennis Perman. It’s my pleasure to serve you. I’m signing off now for Thrive in Five.
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