Fred DiDomenico, DC
Practice Coach and Mentor
Most management groups teach you scripts of how to talk ABOUT a subluxation to a person at your ROF. What does this imply? You are talking about the facts of a suluxated posture to a person. It is as though the patient will understand the facts, see their x-rays and commit to care because it makes sense. Unfortunately it doesn’t always seem to work that way, because there continues to be people walking out your door who, “just don’t get it.” Have you noticed talking MORE about the same thing doesn’t make you more effective? Successful business people don’t use the excuse, “they just don’t get it,” so why should we?
People make decisions and buy based on an emotional progression of thought and feelings. There are 5 steps a patient or any person who is going to make an empowered action toward a life change MUST progress through in a specific order. These 5 steps incorporated into your patient management system will raise your percentage of people committing to your spinal corrective programs to SOAR HIGHER than ever before.
- They MUST SAY they have a FULL spine problem:
Entrepreneurs solve people’s problems for money. This means people MUST know their problem and be very clear. In a spinal corrective program we correct the WHOLE spine. Every spinal problem involves the WHOLE spine. The question is, “Do you have the systems that have the HIGHEST percentage of patients understanding their WHOLE spine needs correcting?” The next question is, “Do they tell YOU they KNOW their WHOLE spine and posture is weak and subluxated?” The fact is you can’t tell them. They MUST Say it to you so they will understand. It’s not what YOU say that matters. It’s what THEY say that changes their behavior.
2. The MUST say, “I don’t want to be like this anymore.
Out of our GREATEST crisis comes our greatest breakthrough. Before people are willing to make a change in their life they MUST want to leave the condition they are in. They must reach the point of ultimate frustration to change and be ready to move. Many patients that don’t commit NEVER said, “I don’t want to be like this anymore.” This is a CRUCIAL EMOTIONAL decision people MUST make to be ready to move in another direction. They must have a strong emotional desire to change or they will stay in their misery, whether it is their pain or their disease.
3. Eliminate ALL other options:
Once a person makes the emotional commitment to move in another direction, they need guidance as to the proper direction to move. You don’t achieve this by telling them “What to do.” You achieve this by telling them “What NOT to do.” Research shows that people with chronic back pain who do only exercise have a greater probability of becoming disabled than if they did nothing at all. This eliminates traditional physical therapy, medical care, yoga, Pilates, gyms, and all the other exercise related excuses, including, “Getting a second opinion.” If you don’t eliminate all other options, you will receive common objections to care and non-commitment at your ROF. Elite Coaching provides these answers in systems so the HIGHEST percentage of people commit to corrective care by directing their actions.
4. They MUST know what they DO want:
Once a person is ready to move in a specific direction they MUST have a goal. Without a goal they do NOT know what they want and will not buy and say, “I have to think about it.” The problem is you didn’t direct them to have a vision in advance. “Where there is no vision, people perish,” right out of your office. Over 80% of people DON’T write goals. Without a vision of what they want they will not have the emotional commitment or a clear destination to move toward. For this reason we have patients write 20-30 year health/life goals. We “coach” them to see the life they desire with GREAT emotional attachment and they also see they can’t live that life if they allow their subuxated spine and posture to remain and progress. NOW your program becomes the vehicle to get what THEY want. This is one of the many reasons Elite Coaching clients receive greater value for spinal corrective care. We teach you how to TRULY “coach” your patients.
5. Prove your correction:
Show them a post rehab, corrected x-ray of their spine. This is physical proof that builds trust, faith and confidence that proves your result without words. Their check for your program relates to trust. When you follow ALL these steps and finish with a post rehab x-ray they lose the ability to object.
These steps are in a very specific order with intention based on how people act emotionally and make decisions. Follow these steps and you will have the opportunity to help and serve MORE patients in 2013 than EVER BEFORE! Attend the Elite Coaching ROF Boot Camps and create the MOST FULFILLING practice of your life! Call Dr. Fred DiDomenico for more information, 253-851-8353.