ABC.

To paraphrase this famous scene from Glengarry Glen Ross…“Always be closing.”

The concept of closing haunts chiropractors for a long list of possible reasons from poor self-esteem to misunderstood semantics.

It seems much easier, with far less stress and pressure to just “hope” for a working relationship to emerge from being a good doctor, “telling the story” or in many cases, good luck.

The problem is, and I’ll be as blunt as possible…it doesn’t work.

Aside from the reality that I tried it myself for many years with little success, the research on consumer psychology verifies people don’t just fall into a purchase, it’s a complex decision making process.

If you want to the end result to be a win-win working relationship, you’d better be involved in helping your prospect make a choice that is in their best interest today and for their future.

Instead of “closing” and all the negative attachment you may have to the word itself, go ahead and replace it with “getting an agreement”. You’ll feel an immediate ease and a clearer view of the goal during your sales process (we’ll save your attachments to the word selling for another time).

On this episode we cover the need for authentically closing the loop and getting strong agreements with your potential clients.

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Handling objections is generally one of the least liked components of a successful practice.

I say successful, because without handling objections, your chance or growing and developing the practice of your dreams is nil. Zero. Zilch.

Love it or hate it, that’s just the way it is… and the sooner you realize it the sooner your practice can move the needle.

The question is how do you best handle the types of objections you get in practice? Whether it’s on day 2 during the agreement, daily visits or it’s that no one wants to come to your workshops, this is an essential skill that you MUST master!

As much as there are tactical steps and conversation frameworks that would benefit you to know, it’s one, single piece that outperforms all the rest…

Surprise, surprise, it’s mindset. However, the mindset I discuss on today’s episode is not the head-space you typically hear about…

It’s not “Fake it til you make it” or some variation.

It’s building YOUR foundation by developing your self-esteem and knowing where you draw your line in the sand.

On today’s episode of Life By Design For Chiropractors I’m joined by Dr. Kreso Jug as we tackle this extremely important starting point for addressing objections in your practice.

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There are 4 requirements necessary to create a successful chiropractic practice.

1. Leadership

2. Team

3. Systems

…and if we had to pick the one most important, it would have to be 4. Communication!

“The successful conveying of feelings or ideas.”

Consider just how important this is to the growth and impact of your practice, not to mention the effect on your life as an entrepreneur!

Can you imagine what life and practice would feel like if prospects understood your objective, patients really “got it”, happily told others, and you had a flourishing community that looked to you for leadership?

It goes without saying, this would feel wonderful…yet the VAST majority of docs are not experiencing this and have no idea where to even start.

Today’s episode is about the 3 necessary requirements you MUST have in place if you expect to develop into a master communicator.

NOTE: This process takes time, there are few shortcuts, but the results are worth every second of time, every dollar invested and every ounce of energy expended.

Enjoy this episode of Life By Design For Chiropractors. Read More

You’ve done the tests…

Myers-Brigg, DISC and many others.

You know your personality type, you know your IQ and you’ve even started using them in your hiring process or team development.

It’s wonderful to have detailed information about yourself, your team or a position you’d love to fill, BUT do you know the one piece of information that could be the missing link to successfully applying the data you’ve harvested?

How someone takes action is a primary determinant in achieving desired outcomes.

Even the most intelligent, driven team member could be restricted if their tasks don’t match well with how they naturally get $%&T done.

Just think of all the times you’ve tried to launch or complete a project and found it painfully difficult or worse, impossible to gain traction. Maybe it wasn’t you? Or at least not you in anyway you could modify or change.

The Kolbe A Index is a powerful test that streamlines the process of identifying how people take action.

On today’s episode of Life By Design For Chiropractors, we interview David Kolbe, CEO of Kolbe Corp. to discuss the benefits of the Kolbe Index for the practicing Chiropractor and their business.

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