TNR Happenings November 12, 2018
2019 TNR schedule announced
Hot off the press: our calendar of events just announced. It is at the bottom of this TNR happening. While the rest of the profession searches for simple solutions to complex problems, the TNR warriors are riveted towards private school, experiential settings. Here they get one on one, personalized attention instead of the one size fits all, stuff as many DCs in a room mentality or the typical group coaching so prevalent online. Most DCs that you will see at a license credit snooze fests don’t tend to invest in themselves or their training. At TNR events, there is an urgency of being that once-in-a-lifetime DC with the earning power that goes along with it.
Practice tip of the week
A word about Head-to-Heads. Now that the 2019 schedule has been released, you will notice on average an event every 2 months. This leaves plenty of time to schedule Head-to-Heads during the year. We have mentioned elsewhere that only a couple of Head-to-Heads can be accommodated before and after training events. Head-to-Heads remain the single fastest, most personal way to achieve 3,5,10, even 20x, the income of DCs who want to figure it out alone, do the online substitution, or want to economize and leave out H2Hs.
When my mentor introduced me to the foreign world of H2Hs, it was a world I wasn’t prepared for. It was an adventure into the unknown where few are willing to pay the price and fewer see the need. Every superstar of TNR has one common ingredient: multiple H2Hs. Please note that H2Hs aren’t necessarily for when you hit rock bottom or the night of the dark soul. Of course, they can be used as such; but far more beneficial is a constant, continual input of them throughout the year, not just when you think you need them. It is kind of like your practice members only coming in when they think they need an adjustment: an outdated, allopathic, outside-in mentality to be sure. Having this kind of thinking won’t allow a person to be the best version of themselves!
Head-to-Heads don’t have to be all about your office (Xs and Os). Many times they have a focus on things that don’t make sense to you, including relationships, kids, money, a deeper depth of belief in Chiropractic, etc. A recent H2H revolved around the decision to send a child to an exclusive private school setting. There was lots of inconvenience with this decision, including the expense ($42,000 a year), getting the kid there, loss of friend base, etc. In spite of these factors, the parents decided to send the kid there and I am proud to say he is flourishing. They are proud of their child and their decision. They had the moral courage and economics to make the right decision, not the easy or convenient decision. The bottom line is: they made the choice that was best for their child.
From the mind of Miyagi
My son in law is on a constant quest to find the best eatery in his new surroundings (Massachusetts, by way of Idaho.) Every few weeks, he’s got the best place to eat. Most of the time, these places are good, bordering on great, but they usually underwhelm, rather than overwhelm. We went to the best pizza place and it was no better than the one we already had in town. The best diner was an antique railroad car that seated only 8 people and they were famous for their hot dogs. We had the hot dogs and they were good, but their cheeseburgers were to die for. The latest round was a diner that we visited on Sunday. Going out for breakfast on a Sunday at 9:30 a.m. is asking for trouble. The line was incredible. We were informed it would be a 45 minute wait and agreed to wait. When we got inside, the place was packed and everyone was in a great mood. Almost non existent were cell phones that were ditched for great food and for great relationships. The owner who dresses just like the other wait staff was enthusiastic about working there. They are all part of a team with a family atmosphere and she stressed the relationships she makes. There are no substitutions on the entrees. If you can’t wait, leave. The original diner, which had been around for 26 years, burnt down 1 1/2 years ago and the only thing left from the other site was their sign. The owner still feels the passion after all these years and is building up her family business once again. She said it all begins with putting the needs of the customer first. Dr. Julie commented, ” is she talking about TNR?”
DCME Confidential
Question 1: A practice member asked me this question and I didn’t have an answer to it. Instead of the upfront urgency and frequency, the practice member likes to take things easy and go at it more slowly. “Instead of 60 or more visits in a few months, isn’t it the same thing with 60 adjustments received over a few years?”
Answer: Are we talking about payments to purchase something (marketing and sales) or DCME? The upfront frequency and urgency are absolutely necessary to budge that person, if possible, out of the shark-infested waters of disease. Just like getting a car out of a ditch, the effort is huge up front. Then once on the road (wellness), you can continue to move the car with a few fingers. Comparing to weight loss: why is it so difficult for a chronic overweight person to lose weight? Because the longer this has gone on, the deeper ingrained it is into belief systems and acceptance of the problem even if it’s not what you want, etc. The process of losing weight is the same for a newly overweight person as a lifetime overweight person and yet the degree of difficulty is miles apart with these 2 people.
Question 2: What do you do when a DCME quits and demands their money back?
Answer: You refund them the unused portion after figuring in all the clinical care, exams, X-rays, etc. You also pro-rate your time invested in them if you are doing non-clinical activities with them. Outline this clearly on the sheet you gave them a copy of at your Report of Findings. With non-linear relative value units like your time and expertise, the numbers will in many instances not add up for the practice member. Don’t negotiate or continue to answer questions. This former practice member has opted out and it’s better to make a clean break.
LHNC News
Be on the lookout for our Christmas on the Reservation fundraising updates which are on video. There are so many things to report, donors, great ideas. Keep up the steam as we are heading into the home stretch. Here’s the link:
TNR 2019 Schedule Announced
With the private school model in mind, we have six intensive TNR events scheduled for 2019. These events are for TNR members only and all are hands-on events. In the uniquely EXPERIENTIAL TNR WAY, the emphasis at each event will be on your needs and issues so you will find answers to your challenges. Please note: I also recommended that you have 2 Head-to-Heads each year in addition to these events. Well-meaning spouses, practice members, insurance companies, governing boards, and society, in general, want you to ‘go with the flow’ and be a socially accepted pain doctor. Our Navy Seal training in TNR separates us from face-in-the-crowd DCs. For some, the H2H is attached before or after the event (space permitting); for others, a standalone H2H is preferred. As always, you can decide if you want to combine a H2H with an event on your trip to Boston.
January 19th & July 20th: Difficult Cases Made Easy, $1,895
DCME presents a glimpse into the underground world of difficult cases. We go over recommendations, problems with practice members, parents, fees, and insurance. We discuss the strategic and tactical tackling of cases that 99% of the profession avoids and turns their backs on with good reason: because they aren’t prepared to handle them. The fulfillment of clinical results and the economics of handling DCME cases are unrivaled in Chiropractic. We do this with no modalities or adjuncts, using PURE CHIROPRACTIC. This is simply unheard of in our profession.
March 23rd: Super Academy, $1,895
This year Super Academy will be a one-day seminar and the ticket price reflects this (the former price was $2,495 for a day and a half.) With Millennials and Gen Xs’ attention span dwindling to 140 seconds and characters, now more than ever it’s crucial to educate practice members and make the emotional connection. The #1 problem in Chiropractic is RETENTION, not new patients. Retention forever solves the problem of new patients with referrals, clinical results, and ECONOMICS inside or outside of insurance.
May 17th &18th & November 1st & 2nd: Mr. Miyagi Seminar, $1,895
Admit it, the Miyagi tee shirt is like a badge of honor. You wear it when you want to feel dangerous, adventurous, or like a badass. How would you know if your mindset and skill set were letting you down? Doing the same thing over and over and expecting different results is the definition of Acute Onset Retardation or insanity. There is sacredness to the Chiropractic adjustment that has all but been lost. When you recover or discover this lost dimension, each and every adjustment you give will be once-in-a-lifetime.
September 14th: MasterMind, $1895
MasterMind morphs into a full day! One-on-one attention to one of the most important and unspoken concepts of our lives, MONEY! Not only will you be privy to concepts only for MasterMind participants, you will share ideas and results with others going in the same direction. This topic has been avoided over the years in our profession and it shows with DCs earning allowances instead of rock star income. Nobody else in the profession shows you how to 3, 5,10x or more your income without becoming a salesman and betraying the trust of practice members. The strategies that we cover are absolutely crucial for DCs who are becoming less insurance dependent. You will not find the business model of profit over people in MasterMind; you will only find the humanitarian model.
