Seduction or Attraction?
As a follow-up to last week’s post about the “stall” tactic, there are, of course, other “stall” tactics that patients employ that you may be guilty of as well. It’s important to remember, as an underlying principle, the difference between attraction and seduction so let’s start with that and then I’ll give you a concrete example.
Attraction is the formulation of a relationship based on what you have to offer the patient (or for coaches, what you have to offer the prospective client).
Seduction, conversely, is the formulation of a relationship based on what you need from the patient (again, for coaches, what you need from the prospective client).
Again…attraction is based on what you have to offer and seduction is based on your own need. Regardless of your circumstances, no one is attracted to a “needy” doctor or a “needy” coach.
Got it? Good. So what other “stall” tactic is on the table today? Have you ever gotten through the ROF with a prospective patient, they’ve said “yes” to you and you’ve scheduled their next appointment of series of appointments and then they cancel?
Me too…both in practice and as a coach. And, of course, there is always an excuse. The most common are:
- Something came up
- I feel better
- I went somewhere else
- No time
- No money
I call them excuses because they are common and predictable and rarely mean what they say. Even if they do mean what they say, the reason they cancelled is very often the very reason why they should come in to see you.
Two quick examples:
No time or money (really the same excuse). The questions for a patient would be if they thought the problem would likely get better or worse on its own and, if it gets worse (always does) then did they think it would take less or more time/money to handle later?
Here’s a recent coaching experience. A new doc signs up for the program but when it comes to sending in his paperwork, he stalls and then writes:
“I got too busy lately. So I will wait a month or so because I know it will just sit there now if I sign up.”
Here was my response…
So, I thought I would take a moment to let you know that that is perfectly fine with me and that my program will be available to you when you’re ready….and for your benefit…
I did just want to caution you about mindset as I’m sure you hear the same thing from time to time from prospective patients. This is the time worn and classic “I’ll call you when I need you syndrome” and is indicative of an inherent contradiction. The contradiction is that I want to change, grow or succeed with something (practice or health) but that I am too busy now to take charge of it. This also assumes, as so many do, that there will be more time in the then than there is the now.
Bottom line…if you’re too busy, you cannot change, grow or succeed because your focus is on taking care of what is instead of what you want to become.
Just thought I’d share this…hope you find it useful.
Ready when you are,
Need help? ASK: firstname.lastname@example.org
Dr. Alan just got back from Alex’s Mandossian’s Mastermind in San Diego and said that it was amazing. The Mastermind costs $50,000.00 to join and you have to document you make over a $1,000,000 to get in. If you fall into this category and would like to know more about it, get in touch with Dr. Alan at email@example.com.
So why am I telling you this? It is the affiliate and joint venture relationships that are developed and forged at these events that make them worth every penny you have to pay to attend.
How about you? Are you building relationships in your community that will pay you big dividends in your practice?
Alex Mandossian, the most successful marketer in the world, always says that the concept that we are all connected in 6 degrees of separation is not correct. It is more like 1 or 2 degrees. Here is perfect example.
JV Genius Mohammad Siddique, considered the most important joint venture partner in the country is a JV partner of Alex Mandossian’s who is a JV partner of mine and Dr. Alan’s. Dr. Alan met Siddique through Alex and now we are JV partners of Siddique’s. Turns out that Siddique lives in Atlanta GA and he met Matt Loop, whom most of you know, at a seminar in Atlanta. Siddique arranged for Matt to do a Live Google+ Hangout with Alex (if you don’t know anything about Google+ Live Hangouts this is something that we teach as part of the SYSTEM and is the most important Social Media you need to be doing to build your business).
Having spent the week with Alex and Siddique at the Millionaire Mastermind and with both Alex and Siddique JV partners in the VIP App, Dr. Alan said he would broadcast Matt’s Live event in the VIP App everywhere. The rest, as they say, is history.
The VIP App is the same application that brings you live Hangouts from the top marketers in the world as well as the top leaders in
Healthcare in the world. The best part is the VIP App streams these live events while they are going on and then they are converted into YouTube videos automatically right in the App so you never have to worry about missing any important event.
If you missed Matt’s live event with Alex, have no fear, it is still available inside the VIP App for you to watch it now and all you have to do is download the VIP App if you have not done so already. To download the VIP APP go to http://planning.2ndcousinmedia.com/widget
Want to know more about the VIP App used by the best of the best
to bring their live Google Hangouts to the desktop of all the people
that follow them without the challenges of email Open Rates and
Click through rates?
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What’s Your Problem?
Nothing submitted this past week. I hope it’s because you all are doing awesome. If there are issues that you would like me to address…send it on over. Or you don’t think your issue is important enough to solve. Please email me at firstname.lastname@example.org
MC2 Calendar Update
April 12 in ATLANTA, GA
Contact me for details or visit:
April 26 in HALIFAX, NS
Contact me for details or visit:
July 19 in RICHMOND, VA
Contact me for details.
This will post on the website as soon as details have been finalized.
September in MONTANA
Contact me for details.
This will post on the website as soon as date and details have been finalized.
These are the first confirmed MC2 Dates for 2014. More will be added as they are confirmed. Current and ongoing discussions are being had with Los Angeles, San Francisco, Denver and Europe (England and Ireland).
If you, your local philosophy group or your State Association would like me to present any of our motivational, business development or Mastering Chiropractic with Certainty (MC2) seminars….NOW is the time to contact me for details or to
simply discuss the possibility.
I would love to have you, your group and/or your community on my speaking schedule for this year.
First schedule opening is June 7 from a cancelled date.
Let me know…we’ll talk :-)
Please email me at email@example.com
A friend of mine recently sent me an email request that sparked an idea for the PracticeTip. The request was to share with him a favorite text/verse/prayer/poem/meditation/motivational quote that has lifted you up during challenging times. It should not be something you have to hunt for but rather what immediately comes to mind.
Here’s one I’ve received and I am going to encourage you to share your favorite text/verse/prayer/poem/meditation/motivational quote with me so I can, in turn, share it with others.
This week’s motivational moment is:
“Never doubt that a small group of thoughtful committed citizens can change the world.
Indeed, it is the only thing that ever has.” -Margaret Mead
Please do take a moment to send in your motivational quote so that I can share it here.
Email me at firstname.lastname@example.org
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