TNR Happenings, March 26, 2018
The pulse of TNR!
Spring means growth!
There is something magical about Spring: it’s a rebirth. Let your office parallel nature. Freshen it up and change some things around. Get more emphasis in your office towards children. Make a kids area to make them feel welcome. Millennials love dogs. If you have a socialized dog, bring it into the office. They interject energy into any office. Having a changing table in the bathroom is absolutely essential. These are some things to keep in mind to bring exponential growth to your office:
You can’t change without changing: Don’t fall into the trap of doing the same thing and expecting a different outcome. Do a quick check of the major TNR clinical and patient education procedures necessary for growth, retention, and referral. Clean them up as needed. Some of the easy procedures that are forgotten about include, of course, the Health Awareness Seminar each week for practice members and guests; the 10th visit; too much clinical during the Report of Findings; keeping your website current; emailing your existing practice members and your email list; making sure your CAs are growing also; and the first phone call (remember, the doctor should make this call, not the CAs.)
Take a good look at your metrics: Look at the number of new patients and then see how many of them actually begin and complete condition-based care. This surprises many members to see how many people are falling through the cracks. Dropout and declining care need to be considered. While everyone needs great, quality new patients, ones that don’t begin care are not new patients. With the national average of visits in a DC’s office at 6, any way you look at it, this common belief strategy (more low-quality new patients) doesn’t work. They will never experience the benefits of Chiropractic and you will never experience the economics you deserve. The emphasis for growth should be towards retention. As you learn to create relationships of trust and educate your practice members, your patient visit average will go, as will referrals and income
Are you using concentric circles and the Baseline Assessments? Use these two proprietary TNR concepts with all practice members. This dramatically increases retention, referral, and paying inside or outside of insurance. Make a laminated copy of the BA and put it on the walls of your adjustment rooms. With a dry erase marker, you can go over this with thousands of practice members. Layers of accumulated damage should be the focus, rather than symptoms. If it isn’t relevant to a Millennial or Gen X, they will only participate for pain relief. These tools allow you to enroll and engage your practice members. The quickest way out of the outdated pain model is to use concentric circles and BA.
Record your Report of Findings: Sending in recordings of your ROF is the declaration of wanting growth in your office, immediately. The bravery needed to be critiqued by Miyagi is considerable. How does he know the future behavior of practice members at the ROF? Experience, expertise, and knowing people. One of the scariest things is owning your blunders and triumphs in the ROF room. Contrary to popular belief, you don’t have to use business tactics like closing, fear tactics, etc.; but you do have to be clear, concise and not cave to negotiation.
Devour TNR material as often as possible! Get as much fuel as you can. Newsletters should be put in 3-ringed binders and have notes, highlights, questions, and comments on them. Checking out the blogs, videos, and training videos on the TNR website are indispensable to growth. Being all in gets you the benefits and results you crave. In the world of substance abuse and alcohol, the single biggest obstacle to recovery is resistance to joining a 12-step program. Figuring it out on your own and resisting guidance are the hallmarks of behaviors that don’t produce results. The ones that are all in get the best results, period. I suspect this is as true in TNR as well as any chosen endeavor.
Reach out to members you meet at seminars: Checking in and forming relationships with members is the TNR way. Dr. Christy Taylor recently offered to help translate information for Dr. Tammy (a new member originally from Vietnam.) Dr. Tammy was commenting that many TNR concepts were not understandable to her. They simply didn’t make sense and sounded counterintuitive. Even though she didn’t understand Miyagi, she trusts Miyagi and felt very welcome at the last MasterMind and TNR Seminar. The community of TNR has always been tight, having created many BFFL. If you need help, reach out; and if you have concepts and things that are working for you, share them.
Lots of Head-to-Heads!
With no TNR event until May, the H2Hs keep happening: Dr. Chelsea just graduated from Life U last week and she had her first H2H a few days before graduation. Dr. Mark, Dr. Teri, and Dr. Helena also just had H2Hs. There are lots of themes to H2Hs, including practice issues, personal challenges, CA upgrades, special projects (this is becoming increasingly popular), DCME development, buying buildings, and other high-level stuff. H2Hs are completely customized to whatever you desire to achieve. There is nothing like it in our profession. I recommend at least a minimum of two per year for most TNR members. The top tier TNR members demand more. It keeps you, your office, your marriage, your parenting, and your motor razor sharp. And it doesn’t let you lose momentum or be sucked into the drama which is so easy to do.
Lastest Big Vision writing out of custom TNR shop
This is the twelfth writing of this nature and it’s a beauty. When the doctor first sees and reads the writing, the response is quite predictable. There is a deep, emotional wave that overcomes them. Having someone who knows you sometimes better than you know yourself and who can weave the descriptive words to create a fingerprint or DNA of your essence is priceless. The writings don’t ever go out of style or age. When practice members see this or potential practice members, the response is the same: "I want her/him in my life!" The referral possibilities are endless. Only a handful per year are produced. If you are interested, call headquarters or talk to Miyagi.
More practice tips of the week
Go back to the Sweet Spot diagram. Outside the sweet spot people equate convenience with results. Inside the Sweet Spot, they equate commitment with results. This is a HUGE DIFFERENCE! Be aware of this in your office with negotiating people. Outside the Sweet Spot people will think it's not convenient to earn the things that really matter, so they do without or make fun of people who are willing to put in their all to achieve results. College degrees are given away like popcorn online (convenience), and yet, sooner or later, these people will usually need to have social contact (offline) with people. There is nothing wrong with an online degree, but who would you want to hire: an online or offline college applicant if you really wanted to achieve results? I wonder when it will be possible to acquire a DC degree online or partially online. Don’t laugh, there are no more cadavers in Chiropractic Colleges, only virtual kiosks.
Dr. Teri Road Warrior!
What do you do when you are traveling in the winter with so many plane cancellations, plane breakdowns, missed flights, etc. Recently, for a H2H, Dr. Teri’s plane was not available and she drove 13 hours from Virginia to Massachusetts. She didn’t complain, she took action. She was a bit under the weather with health challenges. She didn’t chronicle herself on the internet, she made it happen. She took decisive action to accomplish results. No drama, no complaining, she just took action. She is an inspiration to DCs inside (as well as outside) TNR. She also just completed yet another LHNC fundraiser. And yes, she reads every word of the newsletter and binges on the TNR website with the videos and writings.
Send us cosmic tidbits of how beliefs are so blind!
Almost every person will agree that children’s needs should be at the forefront of our thinking. Have you ever wondered why school buses don’t have safety belts for the children? Maybe the experts are busy creating more important things, like more drugs and armed conflict. These things we speak of are not meant for your practice members; they are meant for you as a big vision DC to realize that we live in a backward, upside-down world. It should create a thirst or a hunger in members to help more people become awakened from the societal narcosis that has people convinced that they were born to be sick, limited, and in poverty.
The collective consciousness of children
If you don’t think the world is different today, think back to your high school days. Remember what was important to you at the time and how difficult it was back then just to get to classes, pass them, play a sport or two, and, of course, the social interaction and drama. Today, high school kids are coming up with nationwide plans to march and protest gun violence and lack of safety. These kids are taking matters into their own hands to force change because they feel abandoned and let down by adults. They can’t vote but they are making their voices heard much more than an individual or collective vote. They are dictating the terms of their lives. They don’t feel safe, are challenging the system, and they're not in the mood for stalling. Imagine if a few higher consciousness kids would wake up and understand how HEALTH is the solution for all problems. Imagine a healthy person wanting to use deadly violence against children. It just doesn’t happen. If these kids can mobilize an army for change, sooner or later, they are going to discover for themselves the power of being healthy and encouraging others to become healthy. Remember, thirteen years ago LHNC was started on one reservation. Start mobilizing an army of kids in your office who know that being healthy is the answer!
LHNC news
Dr. Helena came bearing gifts for her latest Beyond Branding Head-to-Head: a $2300 donation to LHNC that she and her husband raised in their office and a box of goodies from Mike's Pastry (a landmark in Boston.) Instead of bowling, she raised the money this year with a quilt-a-thon. It was a hit! Dr. Teri is at it all year round. Her donations roll in all year long. The 5% donations in your practice members' names for pre-pays doesn’t seem like it adds up, but it does in a big way. Your practice members will be so surprised when they receive their parchment paper recognition. Some offices are making an entire wall of these parchment certificates. You’ll be amazed at how many kids and teenagers want to see their certificates and show them to friends. It's kind of like social cause street cred.
DCME news
The two tiered recommendations are starting to gain traction. I have a few comments for people who are currently using them or others considering using them. You must know what an insurance company is going to pay for and the rest the practice member will be responsible for. If there is any blurring of this, you are going to meet with resistance and this will, unfortunately, take the focus off of the results and put the focus on the financial and insurance issues. Be very clear about this. You don’t have to include lots of time outside the office with most DMCEs. Make a goal: for example, in 3-6 months you will do something with them like rock climbing, working out, running, playing golf, etc., provided they make their adjustments and do their at home homework (the 21- Day DCME Video Program.) In other words, they need to hold up their end. TNR DCs will be tackling what other DCs will never see or don't want to see. Remember that DCME patients don’t necessarily have an exotic diagnosis. Anything that has been around for awhile or has not responded to conventional treatment is a great candidate.
