I have just finished reading this book by the Health Brothers, Chip and Dan, and just like their former book Made To Stick, I found this book to be packed full of great concepts, real life scenarios and a great framework that I have already shared with many of my chiropractic clients at Rosen Coaching.

Many chiropractors out there want to make changes to both their personal lives and their practices.  At Rosen Coaching, our mission is to help chiropractors become the recognized leaders of true health care (where we help people get healthy, stay healthy and have the best life possible) worldwide!  To do so, we need chiropractors to become extremely successful in their practices and serve as many people in a true wellness model as they possibly can!

The reality, is that we are far from the mark of achieving this, so we have work to do!

Not only do I highly recommend that you read this book, I do believe that using these principles will help individual chiropractors make the changes that will help them be more successful!  This will result in our profession being stronger with many more people successfully practicing principled chiropractic, and truly helping humanity the best way we know how: through a clear functioning nerve system and making lifestyle choices to support greater health and not recreating their subluxations over and over.

Whether you choose to use these principles to make personal changes or changes in your practice, there are 3 components that we must address, for sustainable change:

1. We must direct the rational side  (The Rider) by looking for bright spots, scripting the critical moves and pointing to the destination.

2. We must motivate the emotional side (The Elephant) by finding the feeling behind change, shrinking the change, and growing the identity of the people.

3. We must Shape the Path (the environment) to support the change by tweaking the environment, building better habits, and rally the herd!

By applying these principles to any change, large or small, we can become more successful and save our profession!  That is our mission at Rosen Coaching!

Tags: change, Chiropractic Coach, Chiropractic Practice Success, Leadership, Switch

Dr. Rosen and I had the honour of speaking a few weeks ago at the UAC (Ultimate Achiever’s Club), founded by Dr. Patrick Gentempo. These are the most visionary, heart-centred and ‘wild’ chiropractors we have ever had the privilege of speaking to!

I am inspired by this group, in many ways, in which I hope to summarize (yet not oversimplify) here.  Despite each chiropractor in this group coming from a different part of North America, with different techniques and backgrounds, there were three common denominators that I observed:

1.Big Vision & Purpose ~ First and foremost, each chiropractor had a vision of what they wanted to achieve. Not just padding their bank accounts, but truly serving and bettering humanity.  Their purpose of why they do what they was very strong and guided their actions.

2. High Executors ~ When people ask me why some chiropractors are successful, and others are not… taking action is the answer.  It’s simple, but not easy.  Knowing your vision and purpose has to come first, but taking consistent action, literally doing what you say you will do, is the largest factor in success. Each person sitting in that room was a success because they took action (and continue to do so) to create the practices of their dreams.

3. Blur lines of work and play ~ Having fun at what they do, blurring the lines of work and play are essential to keep their energy high.  A Ferrari going with the pedal down to the floor will eventually burn out, and so will you!  These chiropractors understood this, and they know how to work hard, and to play hard. And they don’t need to be exclusive of one another!  How much fun can you have in your office?

Both Dr. Rosen and I are honoured to have been able to spend time with and share our insights to this group.  We know that these folks are on the path to help us achieve our mission, having chiropractors be the recognized leaders of True Health Care worldwide!

Tags: Chiropractic Practice Success, Dr. Angie Meyer, Dr. Russ Rosen, Rosen Chiropractic Coaching, Success, UAC

In recent coaching conversations with Rosen Coaching clients, as well as in our Wellness Practice Blueprint program, it’s becoming more and more clear to me a key distinction in communication in the chiropractic profession.

Most of us were taught to communicate by telling, teaching, and downloading information with a one-way monologue.  This method can be frustrating as people don’t seem to ‘get’ what we are trying to get across, therefore the chiropractic practice results we are seeking (retention, referrals etc.) don’t seem to follow.  Eventually we start to doubt our ability and our certainty waivers.

Instead, how about opening up a human-to-human, two-way dialogue?  It will take time to learn to communicate this way, to literally re-wire your chiropractic brain to ask instead of tell, but it is worth it.  The dialogue instead of the download is the way to help people really understand your message, and also be empowered to take action from it.  It will generate the practice results you desire when you master your communication starting with Visit 1, and Visit 2 all the way through your Daily Interactions, Re-exams, Re-reports and how you handle Difficult Questions.

Rather than just downloading and telling them what you think and getting them to ‘YES’ you, how about having a conversational dialogue so that you can also find out what they think, what they want and find ways to show them how to have it?

This dialogue approach leads to greater practice success and being able to help more people, as well as less frustration and less burnout.  Do you want to master the dialogue?  Check out our training materials or send us an email for a free 30 minute consult.

Tags: Ask vs. Tell, Certainty, Chiropractic Coach, Chiropractic Practice Management, Chiropractic Practice Success, communication, Rosen Chiropractic Coaching, wellness practice blueprint

The first quarter of 2011 comes to a close today. Today is the future you’ve been creating for the past three months. How does it look? How does it feel?

I often have a discussion with our Rosen Chiropractic Coaching clients about a Magic Wand. I often ask our coaching clients if they’d rather have a Crystal Ball or a Magic Wand?  (We have a poll right now on Facebook if you’d like to vote!)

Many people say right away, “A crystal ball, of course!  Then I could see into the future of what will happen.”  After discussing the value of seeing what is going to happen to adapt or prepare for it, up comes the discussion of the Magic Wand.

What if you held, in the power of your heart and hand, the ability to create the future?  What if  you could waive your Magic Wand and, voila!

The reality is, you do hold the power in your head, heart and hands of a Magic Wand.  But instead of just waiving it, you have to get clear on what you want, set objectives and take consistent action and do the work to achieve it!

Sometimes when our Rosen Coaching clients get stumped by an obstacle or a roadblock, I love to come back to the Magic Wand.  I say, “IF you had a Magic Wand right now, what would you create, what would you do?” It opens up a world of possibility that wasn’t there before.  It’s not a stroke of coaching genius, just a simple way to see what is possible.

Oh, how I truly wish I had a real Magic Wand!  I’d waive it and make the world a happy, peaceful place where chiropractors are the recognized leaders of true health care and the wellness revolution.  A world where people trust in their bodies, and in life itself.  I’d make every chiropractor’s office as busy as they could handle!

The reality is, I have the power of a Magic Wand to envision what I want to create and the dedication and drive to do what it takes to get there.

Do you want to borrow my Magic Wand? It’s simple, but not easy.

What will you create for your future next quarter?

Tags: Chiropractic Coach, Chiropractic Coaching, Chiropractic Consultant, Chiropractic Practice Success, chiropractic profession, Crystal Ball, future, Goals, Magic Wand, Rosen Chiropractic Coaching, rosen coaching, Success, wellness chiropractic practice management

In any profession or sport, there are those who play safe within the boundaries of what is ‘known’ and what is ‘possible’.  And then there are those who are out there, close to the edge, innovating and creating what is possible, doing what has never been done before. Or doing it differently than it’s ever been done before.

In mountaineering, being the first to climb a mountain is deemed a First Ascent. The climber pushes their skill on the unknown route, charting the way as they go. The danger is high, and the glory is high. And it is what evolves the sport. As soon as one person climbs it, it opens up a whole new realm of possibility for other climbers.

In surfing, there are those who surf the known spots. And there are those who explore and test what most deem ‘impossible’.  I prefer warm water surf myself, but this is a beautiful short film about pushing the limits of surfing.

At Rosen Coaching, we interact with many different types of people who are chiropractors.  Are you going to be a chiropractor who is evolving our profession? Or one who plays it safe with what you’ve always done?

My question is, “What are you going to do this year to better yourself as a chiropractor?”

Here is our Top 10 Ways to Be A Better Chiropractor:

1. Lead by example.

2. Be in the best physical shape of your life! Eat, exercise and move how your body was designed to, daily! If you are not the epitome of health, how can you lead pepole to health and wellness?

3. Clear up any mental or emotional weights from your past. Get therapy, support, coaching, or whatever it takes to allow yourself to be present and free!

4. Clean up any relationships that aren’t 100% happy or healthy.  Be present and loving to your family. Spend time with those you love.

5. Strengthen your team at the practice. Create a strong vision that everyone supports. Design a powerful mission that you all work towards each and every day. Click here for a powerful presentation for you and your team!

6. Deepen your understanding of Chiropractic Philosophy. Pretend like you are getting a Ph. D. in Chiropractic Philosophy: read, write, and think critically. Our philosophy is the ‘why’ behind what we do.

7. Study the science of what it is that we do. Without a thorough understanding of neurology, physiology and anatomy fresh in your mind, how can you feel certain on what effects are created from an adjustment, let alone convey that to your patients or the public?

8. Master your art.  Do you love your technique? Do you get great results? If yes, than learn more of it.  What would take you to the next level in your skills? If you don’t, find a technique that resonates and you can immerse yourself in. Learn all that you can to clear nerve interference and help those in need in your community.  If you were a professional athlete or musician you would practice daily. You are a professional chiropractor, behave like one and practice your butt off!

9. Spend time learning how to communicate effectively.  All the knowledge, philosophy and skill does nothing unless you can share your message in a way that people can hear it. Learn to communicate in a way that is congruent with our philosophy and healing. And in a way that empowers rather than controls.  If you can share your message better, you can help more people, guaranteed!

10. Develop your certainty.  Increase your confidence.  Address any doubts, fears or demons so that you be clear on who you are and what you offer. Get your passion, motivation and excitement back for what this profession can do for the world.

If you dedicate yourself to being a better chiropractor by the end of 2011, tackle each of these things and work diligently on them, you will be!  Train like a professional at your craft. Play like you mean it. It’s your life, what are you waiting for? It’s time to help the masses!

Tags: Chiropractic Coach, Chiropractic Practice Success, communication, first ascent, Leadership, pushing limits, Rosen Chiropractic Coaching, rosen coaching, Success, True Wellness Model

At Rosen Coaching, we speak with chiropractors around the world, day in and day out, about how to improve their communication so that people ‘get’ the chiropractic message.  Initially this concept arose out of a conversation with one of my doctors who was working on the ‘Whole Story‘, one of the most powerful parts of our visit 1 and visit 2. But it’s become a theme as of late and I’ve distilled three important pillars of communication that I’d like to share with you.  They are, what I have been calling, the 3 C’s of communication:

1. Clear

2. Concise

3. Concrete

None of this is going to appear like rocket science, but it’s important to look at each one closely and realize the bigness of small things.

If we are going to convey or transmit communication, it is essential that it is clear. We need to be 100% clear on what we are trying to accomplish, what we want to say, and be sure we articulate it with clarity. No fair having a communication subluxation when you’re trying to transmit your message!

Next we need to be sure it is concise.  If a Ph.D in biochemistry was trying to explain a concept to you, it is important that he doesn’t go into a 30 minute monologue about many different aspects of biochem. It is essential that he  keep it not only clear (so that you can follow), but also concise (so that your brain does not go into overwhelm).  Many chiropractors, when I ask them to tell me what they can offer, they give me a 30 minute lay lecture, sidetracking with research, vaccinations, health care stats etc.  We need to keep it concise, especially if we are going to ask them to repeat back to you what they understand so far!  Set them up to succeed, not to fail.

Lastly, but not least importantly, is making our communication concrete.  This means making it real for people! It is not to your benefit to use big latin words and appear ‘smart’ to the patient, at the expense of  not being able to articulate or understand what you are talking about.  It is to your benefit to use concrete examples and real world analogies, so that they can understand and share their new understanding with others. Chiropractic itself is an abstract concept, so let’s help them understand a paradigm shift by integrating new concepts within their current framework of how the world works.  For example, a great analogy to describe a subluxation is ‘static on a cell phone’.  Everyone has experienced this, or could at least imagine it.  So I challenge you to use real, concrete analogies at every step of your communications.

If you have any questions about the 3 C’s of communication, please comment below or join our global community on Facebook where we are happy to answer any and all of your questions!

Tags: Chiropractic Coach, Chiropractic Coaching, Chiropractic Consultant, Chiropractic Practice Success, communication, Leadership, Rosen Chiropractic Coaching, rosen coaching

Do you remember the Chiropractic Safety Pin Cycle from philosophy class 101? You know, Brain Cell (B.C.) has efferent transmission to Tissue Cell (T.C) and it has afferent transmission back to brain cell?  If not, I’ve included a diagram from The Chiropractic Textbook by R.W. Stephenson from 1927.  (If you don’t own it, I highly recommend it)!

However, when it comes to most chiropractor’s communication, they usually have a monologue or just the ‘efferent’ part of transmission, telling people their chiropractic story and wonder why they don’t stay, pay and refer?  Why don’t people ‘GET IT’?

With our Rosen Coaching clients and group coaching programs, we look at our communication from both the efferent and afferent sides.  As a profession, what if we could communicate in a way that was more congruent (inside-out) by asking questions and getting their input, as opposed to outside-in education?

How most of us communicate is merely the ‘efferent’ part, we never check in with the person and say, “Just to make sure we’re on the same page, what do you get so far?”  We never ask them questions, we just tell people what we think and leave it at that.   Our profession doesn’t, as a rule, close the safety pin cycle of our communication. No wonder we’re not shifting consciousness yet… It’s time we closed the safety pin on every communication we have! It’s time people really understood what we have to offer them and it’s time for chiropractors to start leading the wellness revolution, becoming the recognized leaders of true health care!

Tags: Chiropractic Coach, Chiropractic Coaching, Chiropractic Practice Management, Chiropractic Practice Success, communication, Leadership, rosen coaching, Safety Pin Cycle

Is there a difference between wellness and maintenance care in today’s chiropractic practice?

As a chiropractic coach, I speak to chiropractors around the world day in and day out about their practice and life challenges, wins and how to create the life of their dreams.  And I get a good idea of the head space of what is going on in our chiropractic profession. This is a discussion that arises frequently and feel the distinction between Wellness Care vs. Maintenance Care is an important one to clarify.  From the standpoint of practice management, as well as from a person’s experience with care.

We have a Wellness Revolution that has fallen onto our laps.  The public truly wants what chiropractic can deliver, they just don’t know we do that.  They instead view us as pain relievers and back pain specialists, because that’s what we’ve educated them on in the past 90 years.

And the truth is, our chiropractic profession is still stuck in the antiquated 3:2:1 communication model of, “We’ll get you out of pain: then do corrective care: then onto maintenance”.  The only difference is now, we substitute the word “wellness” for “maintenance”.

So are they the same thing?  I think not!  From a definition perspective, maintaining something at the same level is much different than increasingly enhancing and moving towards new levels of health and wellness.  From a care frequency perspective, you might be able to “maintain” someone’s level of symptoms at a once a month frequency but you certainly won’t be helping them move forward towards greater levels of health and well-being.

Wellness care would have to be much more frequent to evolve someone’s nerve system and optimal health, depending on their lifestyle of course.  And from a person’s perception: if we are providing maintenance care at a maintenance frequency, is it possible that they have settled for their lower level of symptoms as ‘normal’? That they finally feel that chiropractic “didn’t work” because they still have x,y,z?  Or that they feel chiropractic care is only for symptom-relief care?

The big question is, how often do you and your family get checked? Isn’t it time that we told the people we care for the truth and offered them the chance to live the lifestyle and levels of health and wellness that our families do?  What’s the worst thing that can happen if they come in more often to get checked? That’s right, they don’t need to be adjusted!  We need to celebrate and educate them that this is EXACTLY what we hope for – to be functioning at 100% for that period of time.

I challenge you to look at what you are recommending for ongoing care.  Is it congruent with your understanding of chiropractic, our vitalistic philosophy and the goals of what you are trying to accomplish with people?  If you are still focused on pain relief, it might be time to recognize that people want TRUE wellness, not just an expensive aspirin.  A profession will step up to lead the wellness revolution, the question is, “Will it be chiropractors”?

If you want support and coaching, how-to’s on communicating this message, please contact us and see how we can help. Our mission is to have chiropractors be the leaders of TRUE health care and the wellness revolution!

Tags: Chiropractic Coach, Chiropractic Practice Success, maintenance care, Rosen Chiropractic Coaching, Wellness Care, wellness chiropractic practice management, wellness revolution

What is the one thing that successful chiropractors do at the Holiday Season? Yes, they have fun, regenerate and relax with family and friends.  But more importantly? There are some basic steps that the ones who are creating the life and practice of their dreams do routinely at year end. Here they are:

• Take some time to reflect on 2009.  What did you set out to accomplish? What was your intention for the year?  Did you accomplish those things? What were the wins? More importantly, what needs to be improved upon? What didn’t  you accomplish but you learned something about yourself? How did you deal with challenge and adversity? Overall, how did you show up this year? In life and practice?
• Set a theme or intention to 2010: Maybe it’s practice growth. Maybe it’s the year of leadership.  Have an idea how you want 2010 to end before it starts
• Define your mission for 2010. In a written paragraph and look at it every morning to remind yourself of this big picture thinking you’re starting the year off with
• What are the Top 5 goals that you have to accomplish to make 2010 your best year yet?
• Set time aside each day (preferably the morning) to review your Top 5 goals and write the 5 things you must do today to move you towards those big goals
• Lastly, be disciplined and committed. Take your success seriously.  Get a coach. Show up big. Get organized and focused on making your goals a reality.

Have a very Happy Holiday with your family and loved ones.  From us at Rosen Chiropractic Coaching, we’re wishing you a safe and happy New Year and that 2010 is your best year yet!

Tags: Chiropractic Practice Success, Goals, New Year's Resolutions, Success, Successful Chiropractors

Here is a post from one of my heros, Seth Godin, an author, marketer and thought-leader, on the lifetime value of a customer.  Too often when we’re coaching chiropractors or when chiropractors are considering coaching, marketing or any other ‘cost’ to growing a practice it is seen as just that – a cost vs. an investment.

At year end, have a look at your retention (Patient Visit Average) for the year of 2009.  We consider 60 PVA a bare minimum for a wellness practice.  Then calculate how much a new person is worth to you.  Not because we see people as dollar signs, but so that you can make good decisions on investments to grow your practice.  If a new person is worth on average $2000, don’t you think it’s important to have your systems and communications wired so you don’t blow it when they come in?  How about ROI and marketing decisions?  Without this knowledge, as Seth Godin states below, $50 investment can seem expensive.

Enjoy the read!

Embracing lifetime value

Tags: chiropractic, Chiropractic Coach, chiropractic communication, Chiropractic Consultant, Chiropractic Practice Management, Chiropractic Practice Success, chiropractic systems, Chiropractic Wellness Model, Lifetime Value, PVA, Retention, Rosen Chiropractic Coaching, rosen coaching, Seth Godin