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!

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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!

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

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Tags: excellence, high performance, Leadership, olympics, Rosen Chiropractic Coachin g, vancouver 2010

As Valentine’s Day has just passed, many of our clients did Valentine’s internal referral promotions where they ask their clients, “What Do You LOVE About Chiropractic”? and gave them an opportunity to refer family and friends.

Coaching chiropractors and interviewing many who are struggling, I have seen that there is a huge portion of our profession who are burnt out, unmotivated and off purpose.

So I am asking you to contemplate what you LOVE about being a chiropractor? Please post it as a comment to this blog and let’s help clarify our purpose of why we do what we do.  Without this purpose, it is easy to be drained and burnt out with the ins and outs of running a practice and hard to stay motivated to do so.

At Rosen Coaching we want you to LOVE what you do! If you find yourself a little off purpose, a little unmotivated or a little out of love with being a chiropractor, we’d love to offer you a FREE 30 minute consult to see if we can help!

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Tags: Chiropractic Coach, Chiropractic Coaching, Chiropractic Consultant, Chiropractic Practice Management, chiropractor, Leadership, Love, Passion, Purpose, Rosen Chiropractic Coaching, Success, Valentine's Day

So the New Year is upon us!  We have a reflective perspective of last year and what we accomplished or didn’t. And we have a vision, hope and goals of what we want 2010 to be like.

Have you taken the time to do an inventory of your life? Where in your life are you incongruent or not performing and leading how you’d like to? Paraphrasing Dr. Patrick Gentempo, the level of incongruency leads to a proportionate level of destruction. As chiropractic coaches, we at Rosen Coaching help chiropractors reach new levels of success in all areas of their lives, including how to thrive in a true wellness model.

I speak to chiropractors day in and day out. And I truly feel it is time that our profession stand up and lead by example.  Are you the epitome of health, energy and vitality?  Is your diet full of rich, whole foods? Do you exercise daily? Do you live a healthy, vitalistic chiropractic lifestyle?  If you don’t, it’s time. And don’t try and hide it - take a stand to share with your office the lifestyle changes you are making. The time is now to create excellence in YOUR health. And ask them to join you.  If you do, good for you! Set some new goals and ways you can push your healthy lifestyle to the next level.

Excellence, leadership and health are not created by chance, but by choice: Every day and in every moment.  Choose to be a true leader in your community who leads by example. Actions are so much more powerful than words covering incongruence.  Be the change you want to see.  This is your year to lead your community to health and wellness!

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Tags: Certainty, Chiropractic Coach, Chiropractic Coaching, Chiropractic Consultant, Chiropractic Practice Management, chiropractic profession, Congruency, Goals, Health, Leadership, rosen coaching, Success, Wellness Chiropractic

Thanksgiving is my favorite holiday. No gifts, no pressure. Just family, friends, and loved ones. The idea of just getting together to be together, being present, enjoying each other’s company and being grateful for what we have.  The most important thing in our lives are the relationships and love we have.

The first key to having the life and chiropractic practice of your dreams? Be grateful for what you have. What you focus on, expands.  So if you focus on what you don’t have… guess what?  It grows. So why not focus on what you are thankful you already have?  It will naturally expand. This mindset and feeling of gratefulness will bring you to an entire new level of attraction and success.

My suggestion? Write down 5 things you are grateful for in your personal life and 5 things you are grateful for in your chiropractic practice at the end of each day. This is the starting place for explosive growth and success in a TRUE Wellness Model. Have a mindset of abundance and satisfaction drive your decisions and actions, not from a place of lack and fear.

At Rosen Coaching, we are so grateful to have you be a part of our lives and to have you be a part of our mission to have chiropractors be the recognized leaders of TRUE healthcare and the wellness revolution!

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Tags: Add new tag, Chiropractic Practice Management, Chiropractic Practice Success, Gratefulness, Leadership, Success, Thanksgiving, True Wellness Model

Why haven’t chiropractors marketed chiropractic as well as ShamWOW has marketed a stupid sponge cloth? That thing is a global phenomenon in a microcentury and chiropractic is 1000x more amazing and has been around for 114 years! (If you don’t know what I’m referring to, click here).

One of my favourite leadership gurus is Robin Sharma who’s coined the term, Merchant of WOW.  And I think it’s time chiropractors started acting like Merchants of WOW.  It means obsessive attention to detail in every aspect of your office, it’s decor, the chiropractor’s healthy image, the “red carpet” service to every person that contacts or comes into the office. It means refining your technical skills, growing your understanding of our philosophy and taking your communication skills and procedures to the next level.

Every step of the way we want people to think and to say, “Wow”.

The trouble is, a lot of practice management companies teach chiropractors to make their patients say, “Wow, I had no idea things were so bad”.  And from our perspective, there is no place for Scare Tactics in a TRUE wellness chiropractic practice.  We feel people should say, “Wow, I had no idea chiropractic could help me in so many ways! Wow, I had no idea you could affect my nerve system and my entire body”!  We want to be motivating them by what they want, as opposed to motivating them with fear and what they don’t want. It’s subtle, but has huge ramifications on the relationship long term. Sure you might be short term compliance with fear, but it doesn’t last and the relationship is tainted.

So how do we do that? We teach them under the radar, planting seeds and asking questions to help stretch their consciousness with every interaction in the office: How the CA answers the phone, your First Visit Forms, the look and feel of your office, your communications and procedures of Visit 1, Visit 2, Daily Interactions, Re-Evaluations and Re-Reports, how you handle difficult questions and situations, and how you manage your team.

It’s time that people start saying ChiropracticWOW! The wellness revolution is upon us and it’s time we step up and lead it.  If you want to know more about our chiropractic coaching and how to THRIVE in a TRUE wellness model, let us know. We’re here to help.

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Tags: Chiropractic Coach, chiropractic marketing, Chiropractic Practice Management, Chiropractic Wellness Model, communication, LAASR, Leadership, merchant of WOW, Robin Sharma, scare tactics, Success, Wellness Chiropractic, Wellness Chiropractors, wellness revolution

What do successful chiropractic practices around the world all have in common? Chiropractic technique? Size and shape of the doctor? The politics of the area? Nope, none of those things.  We find, across the board, there are two things that make chiropractors successful and have the practices of their dreams.  What are they?

1. Certainty and Congruent Beliefs

2. Communication Skills

3. Congruent Procedures

I’ll get to the second point in a later post, but let’s start with the foundation of certainty and beliefs!  Recently, I spoke at Dr. Tedd Koren’s KST Seminar on this exact topic and felt like it was one I wanted to share with all of you.

As a chiropractor, you may have unshakeable certainty about who you are and what you do. Or, like many other chiropractors out there, might have some doubt and uncertainty about what you offer. Why?

Don’t you think that after years of education and practice that chiropractors would know who they are and what they offer? That they would be certain about what they deliver? Well across the board, day in and day out, we coach and speak with chiropractors on the phone who are not. And when we survey audiences around the world (with their eyes closed to keep it anonymous) most chiropractors have some uncertainty.

Why?  We believe the original sin in chiropractic is the rah-rah seminar that makes the audience yell out, “Chiropractic can help everything”! And then there is someone in your office who doesn’t get any response to your care. Then what? Either chiropractic failed or you did. So in creeps the doubt and uncertainty!  In our LAASR process, we help you make a promise to truly help people, and to keep your promise!

Here is our Rosen Chiropractic Coaching’s Formula for Certainty:

· Who are you as a chiropractor?

· What do you offer?

· What would you like to deliver?

· What are you certain you deliver?

· How do you monitor what you deliver?

· How do you communicate what you deliver?

· What is your vision and mission?

· Define your persona statement (and become it)!

We suggest sitting down with yourself and your complete honesty and completing the above sentences. Then we suggest that you sit down with your team and do the same. See what truths, insights (good or bad) or “ah-ha’s” that you get from doing this! Once we can get your beliefs congruent, then we install congruent procedures and communications to have the practice of your dreams!

We feel it is healthy to have a difference between what you would like to deliver and what you are certain you deliver. It is always a good thing to be striving to become better at your technique, to grow and evolve your skills as a chiropractor. The truth is, the more you do, the more certain you will be. Only a closed mind is 100% certain, so it is always important to keep growing!

Here are some resources to develop your life purpose, vision and mission.  For those of you who are interested in completing the entire Certainty program, click here.

It’s time to be the best chiropractor you can be, so that chiropractors can become the leaders of true health care!

It’s your choice! It’s either one or the other:

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Tags: Beliefs, Certainty, Chiropractic Coach, Chiropractic Coaching, Chiropractic Practice Management, communication, Health Care, Leadership, Success, Wellness Chiropractic, wellness practice management

September 18th, 2009 is chiropractic’s 114th birthday!  On that day, Daniel David Palmer made the connection between the spine, nervous system and overall health and well-being. And the trusting deaf  cleaner Harvey Lillard allowed DD to adjust him, which resulted in his hearing being restored.

We’ve come a long way since then: chiropractic is a household name, from the original Palmer Chiropractic schools there are now dozens around the world including Australia, New Zealand, U.K and most recently Barcelona Spain! We’ve done a great job getting our name out there.

But where we’ve failed miserably in chiropractic is letting the public know what we do. I dare you to go outside your practice and ask 100 people what chiropractic is. What would they say? Neck pain? Back pain? Check out this video of someone who braved the streets and dared to ask:

What about inside your practice?  If Dr. Rosen and I sat in your reception area and asked the next 100 people who came in, “What are you hear for?  What is chiropractic?” What would they say?  If you don’t like the answers you are hearing, it means they don’t get the whole story.  You might be educating them, but they way you are educating them isn’t working. If they can’t articulate the whole story themselves, we’re in trouble. Our practice and our profession.

We feel there is a communication crisis in that the public does not know what we do. And our profession is stuck at a minimal percentage of the population utilizing our services. And the ones who do don’t really know that we are health and wellness doctors. They think we ‘crack bones’ to help back pain.

So what can you do to celebrate chiropractic’s birthday? How about commit to yourself to clearly define your Certainty as a chiropractor?  How about learning how to communicate the simple chiropractic truths in a way that people ‘get it’ and stay, pay and refer?  It is time for chiropractors to become the leaders of TRUE healthcare.  If you’re interested, we can help!  We are committed to helping the profession grow to lead the wellness revolution and transform the way the public perceives chiropractic care. We want you to THRIVE in a TRUE wellness model!

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Tags: chiropractic, Chiropractic Coach, Chiropractic Coaching, Chiropractic Consultant, Chiropractic Practice Management, chiropractic profession, chiropractor, communication, Leadership, Wellness Chiropractic, wellness re

We hear again and again that our profession has an identity crisis, but from our perspective, we have a communication crisis!

What chiropractors know (no matter if they practice in a pain-based model or a wellness-based model) is that we help people have better lives! We’ve surveyed hundreds and hundreds of chiropractors around the world, and no matter how they practice, they all recognize that we can not only help people with their pain and symptoms, but also with improved function and a better quality of life!

Our problem as a profession is that the message that we’ve communicated and marketed to the public isn’t unified or clear.  Not like the tequila marketing sign above.  The public thinks that we help with neck and back pain and we know we help people get healthy and stay healthy to essentially have a better life!

As a profession, what we’ve been doing for communicating the chiropractic message isn’t working. Otherwise, at this 114th birthday of chiropractic, we’d be seeing more than 8-10% of the population.  If people understood what we do, because our communication and marketing was working, we’d be a lot further along right now.

If you are interested in finding out more about how to communicate in a true wellness model, in a care vs. scare approach, we encourage you to check out our LAASR program and seek out the support of a coach.  Lecturing and telling people until you’re blue in the face isn’t working. We need to figure out what people really want and then show them how to get it.  Let’s find a better way and start to move our profession into the position of leadership in the wellness revolution we deserve.

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Tags: chiropractic, chiropractic birthday, Chiropractic Practice Management, Chiropractic Practice Success, chiropractic profession, communication, communication crisis, identity crisis, LAASR, Leadership, Wellness Chiropractors, wellness model, wellness revolution