TNR Happenings, February 27, 2018

MasterMind/TNR Seminar

Mastermind:                                                                 TNR Seminar:

Where: Norwood, MA                                               Where: Medway, MA

When: 3/16/18   3:00p - 7:00p                             When: 3/17/18   8:30a - 5:00p

 

Are you thirsting for growth and thirsting to help all kinds of people? As a result, would you like to earn 3,5,10x what other DCs earn? As with all things, there is usually a window of opportunity that won’t last forever! The fire of passion cools all too quickly after the original honeymoon phase wears off. "You mean I have to train and invest in myself to be a Once in a Lifetime DC?" Yes! Becoming a Once in a Lifetime DC is a whole lot more than just the acquisition of new patients, educating them, and having a great staff; it’s the seamless integration of all of this. It’s having systems in place and a big vision that overrides everything. Once this willingness wears off, it is natural to hide behind "I don’t need this heavy duty training". It's so easy to start to coast, find something easier, confuse activity with achievement levels, use family activities as excuses, or saying that going to license credit snoozefests are "good enough". Being the best version of yourself is reserved for people who are willing to do the work, not for people who just say they want this.

 

We would love to have you bring any of your DC friends to attend the TNR Seminar on Saturday, March 17th. The cost for a guest to attend is $199 (includes lunch). Have them call TNR to register.

 

MasterMind will be at Miyagi’s office for the first time ever. There are going to be some nice surprises that perfectly blend with this event being at his office.

 

If you are serious about your income, don’t miss this opportunity. All the big dogs of TNR past and present have gotten their chops from MasterMind. Speaking of animals, we got lots of feedback from the pony story in the MasterMind mailer. Thank you for that. One wanted a bike, another a drone, and a third, a new mother that wasn’t a witch. At MasterMind we talk openly and freely (with no apologies) about economics within the framework of helping people become healthier and how to contribute to the world at a higher level. Prepare to do your TNR shopping at MasterMind, as the highest discounts on events and materials are only offered at MasterMind.

 

Are you still asking for permission?

For the last few years, TNR has talked about the invisible social order that controls the masses and how not to get caught up in them. You’ve heard the terms "colonization" and "pussification", and you laughed nervously at high-level TNR events. Have you put these concepts into practice? It takes a Once in a Lifetime person to use courage and strength to resist social order.

 

Many of the different ways members still unconsciously ask for permission:

• Too much preoccupation with underperforming CA’s. This is a big red flag here. If you’re thinking about them outside of clinic hours, it's not a good sign. Your personal power will be wasted on something you don’t have direct control over. Remember, it's your vision, your office, and your economic investment...not theirs. When you get that great CA, enjoy them, but don’t expect all CA’s to want to do their best, respect you, and contribute to the cause. We are having a CA section at MM this time. You will learn about the counterintuitive approach of hiring slowly and firing quickly.

 

• Letting insurance companies tell you that seeing a practice member for over 6 visits is a bad thing. I had two such calls this week from members. If you think that insurance companies represent health or the best interests of the practice member, please go back and review the TNR newsletters, your H2H notes, etc. If you’re this scared about making a living and groveling for the insurance scraps, then attend each MasterMind for the next year and you will never take another call like that again. All TNR superstars of the past and present have decreased their dependence on insurance reimbursement.

 

• Letting other people’s opinions and expectations slow you down! It seems like everyone today wants to give you an opinion, from hours to insurance policies, fees, convenience, location, posters, emphasis on children, recommendations, Baseline Assessments, etc. You’ve been taught your whole life to carefully consider things, be sensitive, compromise, and do anything to make money, but when it comes to health, not many people know anything about it. It sure doesn’t stop them from commenting on something they know absolutely nothing about. They don’t get a vote on things in your office. The only vote they cast is the agreement to start or continue care. Now don’t be immune to any feedback and act arrogant because some feedback is valuable; just realize where it comes from. When you reach your Sweet Spot, your patients will just love your office the way it is and won't try to change it.

 

• Parents or spouses telling you how things should be! This is really difficult for many. Your spouse or your parents mean really well. It’s just that they don’t know about a big vision office. They attempt to impress you with what they know about their business and apply a business model to your office. You know, be all things to all people, do what everyone else is doing, blend in, and, at all costs, don't stand out or be different. Parents and spouses can love and support you, they can’t coach you…its not in the cards.

 

• Too much emphasis on the attraction of new patients. All practices need new patients, I get it. Plowing through low-quality new patients (disease model) for economic survival is an unsustainable strategy. Do you have systems in place that help practice members out of the world of disease to the world of health? Millennials see their practices as more marketing and less about the care of practice members or having a humanitarian vision. It shows up in many invisible ways…relationships, purpose, passion, and the adventure of life starts to fade. Over the years, many TNR members have actually said that they love to market more than take care of families. Marketing is more exciting than saving a life to them. They don’t mean anything by their words and actions since they don’t know any better. They are all about appearing great instead of being great. When you meet a doctor on a professional level, you will see the truth unfold very quickly of who they are. Professional compassion or a deep seated compassion? Self-interest or shared interest for a common good.

 

• Going to seminars that feature disease. These are great exercises in Millennial and Gen X Marketing 101: Autism, addictions, learning disabilities, etc. The academic approach of learning about disease will not help (see David Hawkins' Power vs. Force.) Learning about addiction will in no way, shape, or form help addiction. You won’t see any other Chiropractic seminars featuring what was presented at Super Academy last month, like the before and after contrast CT studies of metastatic pancreatic carcinoma. Other seminars use a super high marketing approach, they cram 600 DCs in a room, and have a shark infested moat of vendors ready to pounce on the wayward DC. There's lots of rah-rah talk about helping and activities to partner with medical groups (real doctors.) Everybody feels really good for a couple of days after the seminar and then all is forgotten; the digital notes are then added to the digital abyss of other seminars gone by. TNR members of the past and present haven't asked for permission to serve practice members with disease. They have learned through their training how to care for all people. Sick or well, the focus is the same: removing layers of accumulated damage to move the person towards health.

 

 

An unrealized opportunity!

With the advent of EHRs, many DCs are sitting on hundreds upon hundreds of email addresses. Many don’t correspond with practice members often enough or at all. Social media is great; but emails, if read, really convey more heart. Write a few at a time so you will have some pre-written, and communicate with them on a regular basis. Insert the dialogue in their mind and be relevant. Please: no recipes, exercises, nutrition tips, foot ware tips, or medical advice. Instead, make it edgy and well written. I realized one thing very early in my career: the written word is a powerful tool. Few DCs possess this. Most DCs communicate via social media today. Because of the competing messages on social media, the message is usually compromised with brevity. There is nothing bad or good about this. But when you do have something incredibly helpful to say to people, it won't have the impact that it should. Many TNR members have better oral skills, while some have better writing skills. You should strive to have both, not one or the other.

 

Some suggested regular emails to send to practice members:

• The Baseline Assessment: It feels almost redundant talking about this, but many used it for a few months and then forgot about it. This is kind of like a soldier forgetting about the bullets for his gun. You can do a reactivation campaign that features your complimentary Baseline Assessment on all kids 15 and under. Write about it to them. Let them know of your intent…a new patient or a true baseline assessment for their children. Millennials and Gen X parents especially love the threshold part where there is no pain or symptoms until it's observable by everyone.

 

• Blogs: These take time but those who draft them report great things. They see better retention, have more referrals, and their office feels more like a community.

 

• Events: Keep your practice members up to date on all of your community events. Let them know if you are speaking anywhere, etc. So many of your practice members do amazing things in your community. Let your online community know.

 

• Love Has No Color: Tell your practice members about the social cause that you support. List the dates of events and fundraisers. Show them that it's all year long, not just two times a year. Announce that you donate 5% of all pre-pays toward Love Has No Color and that the practice member will receive hand signed recognition. This is on parchment paper and in part states, "Every person who gets healthier at Your Practice Here in City, State here, helps Native American kids in Montana get healthy as well." How cool is that? Invite your practice member to come to Boot Camp and to bring their kids!

 

• Have a link to savethereservation.org: Encourage them to read LHNC blogs; they capture so much, both in words and pictures, our travels and our mission on the reservation. If you have a specific blog you want your practice members to see, cut and paste it into your email.

 

• Testimonials…another use? People love reading testimonials from other people. They love the raw power of human emotion in testimonials. Nothing speaks louder. Symptomatic ones are okay at the beginning, but they should contain more social and family dynamics as you mature.

 

• Let your practice members know about your TNR training: They are fascinated with your quest to become a Once in a Lifetime DC.

 

• Short videos: These are a great way of communicating with practice members. They can be announcements, "don’t let this happen to you" stories of how families let their health slip away, insurance outlooks, changing your hours, DCME, etc.

 

 

Parent Guides and Miracle books for patients

These are a great touch for your Important Patient Record Folders.

If you don’t want to invest in each and every one of your practice members, then at least give them to pregnant moms, referrals, pre-pays, etc.

This is also a great way to recognize VIPs in your practice.

Make sure to hand sign and write something beautiful on the front jacket for them.

 

 

 

 

 

DCME news

Why not email or write a letter to practice members asking them if they know of any parent that is about to give up hope. Add some nice, heartfelt testimonials from previous practice members, write about who you are looking for, and let the miracle happen. You’d be surprised about the response you would get from such a communication. Who is out there praying for a Once in a Lifetime DC like you?

 

TNR guessing contest

 

How much does Drs. Christy and Cliff Taylor’s dog, Roscoe (right) , weigh? Hint: the grand total is OVER 100 pounds! Pallis relatives are not eligible to play…ha ha! The doctor(s) who guess correctly will receive a prize at the next seminar.