It Should Have Been an Invitation

Coaches Corner

Just received an email from my good friend and fellow Michigan Chiropractor Extraordinaire Richard Bend and, simply, he is right.  It is short and sweet and here’s what he had to say after last week’s Coaches Corner article entitled “This Is Not an Invitation”:

But it should be.
A bunch of years ago we used to try to promote professional camaraderie as a tool 4 growing the Michigan Chiropractic Council.  Many locals will commit to an opportunity to “see the other guy’s operation up close and personal”.  We would have a finger food, alcohol driven “GATHERING” at your office so all the doctors in your immediate area could first hand see how the other guy operates.  This was always a good opportunity for the host to see who and what was being taught on your flanks. 

Good hearing from you, thanks for your help. 

Dick

    ps Thanks for helping the brothers stay on FOCUS. 

So, if this sounds like something YOU would benefit from, let me know and I will see what I can put together.  If this is all out of context for you, here’s a summary of last week’s article:

 

I just completed the 4th Mastermind meeting at my residence and based on the responses from the participants, I am considering offering this to the profession.  So, while this is not an invitation-BUT NOW I’M THINKING IT SHOULD BE, I am asking you to read these reviews and let me know whether or not you would be interested in me opening this up for docs outside my coaching program.  Thanks.

“I think this program is vital to get to the root cause of WHO you are.”

“I received clarity and a sense of ‘I CAN DO THIS’ … and the WHY discussion helped me clarify and crystallize my goals and my vision for the future.”

“The most valuable piece for me was reconnecting with where and when I have been successful in the past.”

“I got clarity on my purpose and vision while isolating some root causes of challenges.”

“This program helped me clarify who I am and what is most important in my life.”

“This was very valuable and put many of the pieces of the puzzle together for me.”

They have loved it and I think you will too.  What do you say?  If these brief statements from the program have stimulated you to wonder…email me and let me know your interest in me opening this program up to non-clients.  Email me at
drsteve@drstevehoffman.com
Need help?  ASK:  drsteve@drstevehoffman.com

 

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MarketingTIP

Have you heard of Dr. Mercola?  Of course you have.  Ever count how many times he emails you in a month?  Does it bother you? No?  Why not?  Because he sends out important and valuable information.  And, he sends it out so often that he has succeeded in building a relationship with you without you even realizing it.

 I’m not here to promote him.  I’m here to get you to understand that that is a great way for you to promote you and build an information based relationship with your database as well.

Early on, Dr. Mercola sent at least 2 emails a week and that’s what I’m going to suggest you do too.  And your response…I’m to busy to do that.  Listen up…if you’re too busy to do that then you’re too busy to grow so figure it out.

I can help…here are your 8 emails with valuable content that you can send every month:

  1. Every month has a holiday…send a themed message
  2. Find one article and send it out with a short summary that you write
  3. Announce your Practice Member of the Month to inspire them
  4. Send details about one “in-office” or outside the office program you are doing and invite them
  5. Send a weekly HealthTIP newsletter

Here’s where I can help.  I still produce the HealthTIP of the Week one page Newsletter for patients and public that can come from you every week with you simply personalizing the bottom panel and sending it out to your patient list.

And, I want you to try it risk free for the next 60 days.  All you have to do is ask and as soon as we get it spooled up, we’ll start sending them to you…current eta for the first issue is the beginning of May so this offer ends at the end of April.

BTW-This offer is available to ALL your friends and colleagues as well…all they or you have to do is email me and ask.

Just email me at drsteve@drstevehoffman.com

 
For more details on how 2nd Cousin Media and Marketing could help you be more attractive in your community, click this link to email me and ask: drsteve@drstevehoffman.com

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What’s Your Problem?

For the past two weeks I have attempted to stimulate many the readers to support Chad Hawk’s upcoming mission to the children’s prisons of Uganda to deliver his chiropractic care to this vast and unfortunate population.  Many of you have responded and I thank you…the thank you gift I offered of my “FORMS” package will go out in ~ 1 week so…

If you’ve read the articles.  If you’ve put it aside to “do later” or if it has just slipped your mind…time will run out on this this coming week so please act now.

Here’s Chad’s open letter to YOU once again:

Dear fellow chiropractors,

I have been traveling to Africa for ten years serving the poorest of the poor. This year I will be in Uganda serving thousand of children between the ages of two and twelve who are in prison for reasons that make no sense.

These children have been abandoned by their families. They are beaten, raped, and abused beyond anything you can imagine.  My small team of Chiropractic warriors and I will be doing all we can to serve them but we need the professions help.

I need you to help.  I need 100 offices to donate $100.

I have to pay a “fee” to enter the prisons.  Each prison costs about $1500.  I know this type of heart-wrenching work is not for everyone.  Time away from your practices and families is too great.  But, you can have a huge impact by a $100 gift.  Please help!

Time is so short. I must have the funds by April 20 so they can be wired to Uganda by the 25th.

To donate visit www.epikmissions.com. As a thank you, I will send every office that donates a print-ready file from Atlas Media Group that tells the story of global Chiropractic. If you would like to do an in-office fundraiser, contact me for a flyer to post at chad@atlasmediagroup.org

That’s all this week.
If there are issues that you would like me to address…send it on over.  Please email me at drsteve@drstevehoffman.com

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MC2 Update – Directory Listings

Currently scheduled LIVE seminars are as follows:

April 12 in ATLANTA, GA – DONE!  Though the response was so heartwarming from the so many students that attended, we are contemplating another one in the fall…either in Atlanta or in Spartanburg, SC….stay tuned.


NEXT UP!!
April 26 in Halifax, NS – Great Venue!!

Some space still available…Contact me for details or visit:
http://mc2technic.com/home/halifax-nova-scotia/

July 19 in Newport News, VA
Details worked out…venue set.  Pre-registration discount is now in effect…don’t miss this one.  Contact me for details or visit:
http://mc2technic.com/home/newport-news-va/

September 13 in MONTANA
It’s going to be beautiful and intimate.  Make sure you join us for this one.  Contact me for details or visit:
http://mc2technic.com/home/billings-montana/

 

AND…There will be a Southern California MC2 (possibly at my house!!) in late June or early July.  No details posted yet but if you’re interested, email me at
drsteve@drstevehoffman.com 

AND…there will be a special JOINT (not the group and no pun intended) MC2 and Pediatric Wellness Seminar with Dr. Kristina Stitcher in SLC also in late June or early July.  Also, no details posted yet so email me and let me know your interest:  drsteve@drstevehoffman.com

I would love to have you, your group and/or your community on my speaking schedule for this year.  The first schedule opening is June 7 from a cancelled date.

NOW is the time to contact me for details or to
simply discuss the possibility.

Let me know…we’ll talk :-)

Please email me at drsteve@drstevehoffman.com

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Motivational Moment:

Here’s this week’s Motivational Moment and I encourage you to share your favorite motivational quote, verse, prayer, poem or meditation with me so I can, in turn, share it with others.

This one is so true and so applicable that I am delighted to not only share it…I’m going to adopt it.  This is one of those parallel issues that, if the DC doesn’t embrace, the practice member won’t embrace either and IT MUST BE embraced for “them” to get the greatest value from what “we” provide.  Here it is:

“Resist change and die.
Adapt to change and survive.
Create change and thrive.”

- Ray Noorda

Please do take a moment to send in your motivational quote so that I can share it here.
Email me at drsteve@drstevehoffman.com

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Resources:

Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php


FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/


Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/


Current Circulation:
1213 subscribers

To your success,

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use

 

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Posted in Coaches Corner, Epik, Marketing, MC2, Uganda, What's Your Problem? | Comments Off

This is NOT an Invitation

Coaches Corner

We just completed the 4th Mastermind meeting at my residence and based on the responses from the participants, I am considering offering this to the profession.  So, while this is not an invitation, I am asking you to read these reviews and let me know whether or not you would be interested in me opening this up for docs outside my coaching program.  Thanks.

“I think this program is vital to get to the root cause of WHO you are.”

“I received clarity and a sense of ‘I CAN DO THIS’ … and the WHY discussion helped me clarify and crystallize my goals and my vision for the future.”

“The most valuable piece for me was reconnecting with where and when I have been successful in the past.”

“I got clarity on my purpose and vision while isolating some root causes of challenges.”

“This program helped me clarify who I am and what is most important in my life.”

“This was very valuable and put many of the pieces of the puzzle together for me.”

What is and has been most gratifying to me is that every doctor that has attended the full day Growing Your Why Mastermind at my house has opted to do it again during the next year.

They have loved it and I think you will too.  What do you say?  If these brief statements from the program have stimulated you to wonder…email me and let me know your interest in me opening this program up to non-clients.  Email me at
drsteve@drstevehoffman.com
Need help?  ASK:  drsteve@drstevehoffman.com

 

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MarketingTIP

 What do Starbucks, your bank, your credit card company, the newspaper and magazines you read and almost every other major company have in common?  

They all have their own App that is sitting on your smart phone, your tablet and your computer.

In fact, any business today that does not have their own App really can’t compete. Not to worry you will have your own App very soon.

For now we just want you to watch a 60 second video that was actually taken from one of Alex Mandossian’s Live Google Hangouts and imagine that instead of Alex popping up on the iPhone, iPad, Mac and PC of his clients, it is you popping up on the device of choice of your practice members.

Our mobile APP is just out of the oven and is almost ready for you…stay tuned.

 

That’s all! Go watch 60 seconds of Alex now by CLICKING HERE or going to:
http://marketingpearloftheweek.tv/video/video-marketing-tip-of-the-week-bring-your-g-hangouts-to-everyone

Dr. Alan and Dr. Steve

For more details on how 2nd Cousin Media and Marketing could help you be more attractive in your community, click this link to email me and ask: drsteve@drstevehoffman.com

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What’s Your Problem?

 

No question submitted this week so I am going to use the space to communicate my thanks and to ask please…

Last week, I forwarded a letter from my friend and colleague Dr. Chad Hawk and solicited your help in funding his timely and important mission in Uganda.

So, thanks to everyone that responded and dug into their pockets to make a tax deductible donation.  I was surprised at both who responded (none of them needed the incentive I offered as they already had it so they gave out of their own abundance) and by how many did not.  Of course, it is always up to you to decide what is worthy of your attention and what is not.  However, if you intended to but somehow it escaped your attention, I asked Chad to write a brief note to you (instead of to me) and he did so…please read on:

Dear fellow chiropractors,

I have been traveling to Africa for ten years serving the poorest of the poor. This year I will be in Uganda serving thousands of children between the ages of two and twelve who are in prison for reasons that make no sense.

These children have been abandoned by their families. They are beaten, raped, and abused beyond anything you can imagine.  My small team of Chiropractic warriors and I will be doing all we can to serve them but we need the professions help.

I need you to help.  I need 100 offices to donate $100.

I have to pay a “fee” to enter the prisons.  Each prison costs about $1500.  I know this type of heart-wrenching work is not for everyone.  Time away from your practices and families is too great.  But, you can have a huge impact by a $100 gift.  Please help!

Time is so short. I must have the funds by April 20 so they can be wired to Uganda by the 25th.

To donate visit www.epikmissions.com. As a thank you, I will send every office that donates a print-ready file from Atlas Media Group that tells the story of global Chiropractic. If you would like to do an in-office fundraiser, contact me for a flyer to post at chad@atlasmediagroup.org

That’s all this week.
If there are issues that you would like me to address…send it on over.  Please email me at drsteve@drstevehoffman.com

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MC2 Update – Directory Listings


Currently scheduled LIVE seminars are as follows:

April 12 in ATLANTA, GA – This Weekend!!
Last minute registrations accepted until the end of the day this Wednesday…Contact me for details or visit:
http://mc2technic.com/home/atlanta-ga/

April 26 in Halifax, NS – Great Venue!!
Some space still available…Contact me for details or visit:
http://mc2technic.com/home/halifax-nova-scotia/

July 19 in Newport News, VA
Details worked out…venue set.  Pre-registration discount is now in effect…don’t miss this one.  Contact me for details or visit:
http://mc2technic.com/home/newport-news-va/

September 13 in MONTANA
It’s going to be beautiful and intimate.  Make sure you join us for this one.  Contact me for details or visit:
http://mc2technic.com/home/billings-montana/

AND…There will be a Southern California MC2 (possibly at my house!!) in late June or early July.  No details posted yet but if you’re interested, email me at
drsteve@drstevehoffman.com 

AND…there will be a special JOINT (not the group and no pun intended) MC2 and Pediatric Wellness Seminar with Dr. Kristina Stitcher in SLC also in late June or early July.  Also, no details posted yet so email me and let me know your interest:  drsteve@drstevehoffman.com

I would love to have you, your group and/or your community on my speaking schedule for this year.  The first schedule opening is June 7 from a cancelled date.

NOW is the time to contact me for details or to
simply discuss the possibility.

Let me know…we’ll talk :-)

Please email me at drsteve@drstevehoffman.com

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Motivational Moment:
Here’s this week’s Motivational Moment and I encourage you to share your favorite motivational quote, verse, prayer, poem or meditation with me so I can, in turn, share it with others.

Here’s one from actor Danny Thomas and…he didn’t send it in either but it’s worth printing just the same:

 

“All of us are born for a reason,
but all of us don’t discover why.

Success in life has nothing to do
with what you gain in life or
accomplish for yourself.

It’s what you do for others.” 

Please do take a moment to send in your motivational quote so that I can share it here.
Email me at drsteve@drstevehoffman.com

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Resources:

Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

 

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php


FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/


Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/


Current Circulation:
1213 subscribers

To your success,

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use

 

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Posted in Coaches Corner, Epik, MC2, Motivation Moment, Uganda | Comments Off

A Most Noble and Worthy Mission

Coaches Corner

While I almost never get on someone’s band-wagon, when it comes from a trusted friend and colleague and the PURPOSE is BIG enough…I do what I can to support them on their most noble of missions.  I just received this note from my good friend and certified MC2 instructor, Dr. Chad Hawk.  I donated and want to help him get some help from you too.  He needs your help and I will make sure you’re rewarded for your generosity.

Dear Dr. Steve,
I will be leaving for Uganda again in one month.  Opportunities for this year’s trip have opened in ways I did not expect for several years. What has happened is that the part of the Ugandan government that is responsible for the children’s prisons has decided to give me clearance to all six of the prisons. This is unprecedented! The Ugandan government has historically only given very limited access to foreigners. The prisons are a black eye for the country and they hate admitting that they exist. The prisons are normally treated with secrecy and miles of red tape to gain access.
However, thanks to the efforts of several NGOs and a wave of new political climate in Uganda, I have been granted the first access to all of the prisons for any outside health related organization.  Even the UN has been denied this level of access at once! This is a monumental step for Epik Missions and has received this permission from the Vice President of Uganda.

While I am humbled and in awe of this opportunity, it has one major hurdle that I need help with.
I need to raise nearly $10,000 by April 20.
Each prison requires just over $1,500 in “fees” to be granted access. These fees are various “incentives” that must be paid to many branches of governmental officials. Everyone from the regional Minister of Health to the local warden has a fee. If you have ever done work in Africa, you understand that this is how everything gets done.
Each prison houses about six hundred children between the ages of two to twelve. Each prison has at least four halfway houses that have a total of 250 children. This means that 850 children will be cared for at each location. Over 5,000 children will served on this trip plus most of the support staff.
These children live in the most horrific conditions imaginable. I have been there. I have seen first-hand their struggles. I have held the young girls that are dying from AIDS. The deadly HIV was given to them from guards that rape them. I have cared for young boys who have collapsed skulls where metal clubs have beaten them into submission because they did not move fast enough for a guard. Broken arms, open wounds, keloid scars on their backs from beatings are everywhere.
So how can you help?
The simplest way is to go to the Epik Missions web site, www.epikmissions.com and make a TAX FREE donation online.
Time is short and I really need your help.  God has opened this door and I am confident of His provision. I know I must take quick and immediate action.

Will you help me serve the children?  Please let me know if you can help.
My phone number is 434-825-7562 and my email address is chad@epikmissions.com
Under the mercy,

Chadwick Hawk, DC

Director, Epik Missions

Now, as I said, I want to reward you for your generosity.  Dr. Chad is busy readying his site and the links, as of this moment, are not yet working right.  Click the gold colored “donate” button to make your TAX FREE donation.  Dr. Chad will provide me with a list of people that have donated by April 20…names, not amounts.  I will then send a download link so you can access my forms library.  It normally sells for $147.00 but will be my gift to you for supporting this most noble and worthy of missions.
More info about the forms library is on:

http://drstevehoffman.com/FormsLibrary.php
Need help?  ASK:  drsteve@drstevehoffman.com

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MarketingTIP
Two great offers from Dr. Alan this week.

The first is that 2ndCousin Media can get you in to speak anywhere you want and literally get your entire local community to know you are the best and most well known in your area.

Schools, nutrition stores, fitness centers, businesses.
No problem!

We have perfected how to do it and if you check this out we’ll even give you a step by step to follow.  How cool is that?

I’ll tell you how cool.  Just watch this video or click this link:

http://marketingpearloftheweek.tv/video/video-marketing-pearl-of-the-week-simulcasting-google-hangouts

This doesn’t just change the number of new patients and clients you get each month, this changes your business.
The second is a boat load of no strings attached gifts for you to help you get where you want to go.  I hope you download all the gifts that Dr. Alan has created for your practice.

Just the Ultimate Question document will stop most of you from losing patients after the first visit that so often happens and you don’t know why, guaranteed. (HINT:  see “What’s Your Problem” section below)
Click here for the links to get everything.  Or, use this link:

http://marketingpearloftheweek.tv/blog/video-marketing-pearl-of-the-week-youtube-channel-revealed-other-goodies

There is no catch!
For more details on how 2nd Cousin Media and Marketing could help you be more attractive in your community, click this link to email me and ask: drsteve@drstevehoffman.com

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What’s Your Problem?

Here’s this week’s question:

I get more and more emails these days and fewer phone calls when practice members want to communicate. A couple of questions arise from this.

1. How can I turn this around and communicate that we prefer/only accept phone calls as the primary mode of communication?

2. When someone emails me they are stopping care, what is an effective way to communicate with them that they have a chance to stay in chiropractic?  Most people site financial difficulties. I don’t like to back away from a care plan schedule, however, I believe some chiropractic is better than none.
I have responded in the past by telling people to come in for a re-exam to establish the progress thus far, but emails and/or phone calls go largely unanswered. Thank you. Enjoy the day!
#1- Don’t think you can as the world is moving towards less personal and more text communications.
#2- If finances are the obstacle then my suggestion would be to text them back that, while not an optimal care program, we all recognize budgetary obstacles.  Then make them an appointment to discuss what their health budget looks like so you can prepare a care program that not only works for them health-wise but fits into their budget too.
That said, realize that this is a band-aid approach that doesn’t address the cause of this problem which is the value they have placed on their care has eroded and it is likely because you and they never formulated specific and concrete expectations of one another.

They’re out of pain.  You, likely, are doing less each visit. They are paying as they go.  You have not shifted their attention from using you to get rid of a problem to using you to gain a better health future.  I could go on and on but I think you get the idea.  The expectations formula is:

1-  Formulate

2-  Communicate

3-  Create agreement around why-what-how and when

4-  Verify 
That’s all this week.
If there are issues that you would like me to address…send it on over.  Please email me at drsteve@drstevehoffman.com

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MC2 Update – Directory Listings


Currently scheduled LIVE seminars are as follows:

April 12 in ATLANTA, GA – COMING SOON!!
Contact me for details or visit:
http://mc2technic.com/home/atlanta-ga/

April 26 in HALIFAX, NS – GREAT VENUE!!
Contact me for details or visit:
http://mc2technic.com/home/halifax-nova-scotia/

July 19 in RICHMOND, VA
Details…finalized location, registration, etc by next week.
This will post on the website as soon as details have been finalized.

September 13 in MONTANA
Contact me for details or visit:
http://mc2technic.com/home/billings-montana/
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.  The first schedule opening is June 7 from a cancelled date.

Let me know…we’ll talk :-)

Please email me at drsteve@drstevehoffman.com

 

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Motivational Moment:
Here’s this week’s Motivational Moment and I encourage you to share your favorite motivational quote, verse, prayer, poem or meditation with me so I can, in turn, share it with others.

Here’s one from Plato…he didn’t send it in but it’s worth printing just the same:

“People are like dirt.

They can either nourish you

and help you grow as a person

or they can stunt your growth

and make you wilt and die.” 

Plato

Please do take a moment to send in your motivational quote so that I can share it here.
Email me at drsteve@drstevehoffman.com

 

Scroll to top

 

Resources:

Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php


FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/


Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

 

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/


Current Circulation:
1213 subscribers 

To your success,

Dr. Steve Hoffman
Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use

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Posted in Coaches Corner, Dr. Chad Hawk, Epik, Marketing, Motivation Moment, Uganda, What's Your Problem? | Comments Off

Why They Quit or Never Start

Coaches Corner

A month or so ago, the Coach’s Corner addressed the “stall” tactic of “I have to think about it” and that article garnered a lot of feedback from a lot of docs.  One variation on this theme has been submitted and I think it is better addressed here than in the “What’s Your Problem?” section below so here goes…

To paraphrase multiple inquiries, the issue is simply that a prospective patient contacts you because they heard something good about you or, more commonly, they are out of other options so they are willing to “try anything” and you’re it.

You welcome them in, do the history, consult and exam and it’s time for the report of findings.  You educate them about what you have to offer and how you work and, perhaps, even provide a few options for them to begin.  They pick one of the options offered and even book their next appointment where they will bring in the completed paperwork or agreement and then…

and then…

and then…

they just disappear…do not return calls…do not show up…do not explain…they’re just gone.  What’s up with that?

Well, let’s eliminate the obvious and the forgivable…they did not die and they are not hospitalized somewhere so what went wrong?  And, what to do about it since they are unresponsive to your follow-up?

What went wrong?
There are so many possibilities that it’s hard to be certain that it was just one thing but among the most common I’ve found are:

  1. They’re looters and often take without putting anything of value back in return.
  2. Another variation on this theme is that they think they’re entitled to something for nothing.
  3. They’re weak and cannot face the new reality you may have offered them.
  4. They carry a burden of shame with them because they realize that they really DON’T WANT a solution to the predicament that they find themselves in.
  5. They find comfort in being stuck where they are.
  6. And, I’m sure you can easily think of 5 or 6 more.


What to do about it?
Clearly the issue here is simple and simple to fix.  You simply got their verbal commitment and let that be enough after the ROF.  If they had completed the agreement, made payment arrangements right then and there and had a bit of skin in the game, you could believe they would never just disappear.  It is in our effort to be nice and accommodating that we let this happen not realizing that it is not just our loss of a practice member but their loss of the help they said they were seeking.

What not to do about it?
Is dwell on it and punish yourself.  Focus instead on those that WANT and APPRECIATE your help and assistance.  In fact, would you really even want this individual back in your office if they did decide to re-appear?

A word to the wise…
And I did share this with the doctors that submitted their version of this inquiry…I simply asked, “Do you do this?”  Do you give your word after taking another person or businesses time and resources and then, carrying the burden of “shame” avoid them because you know you took something without putting anything of value back in return?  This is the law of reciprocity and I encourage you to always attempt to create balance in your give and take with others and it is more likely that you will have far fewer (I actually don’t know how to eliminate this completely) people that waste your time.

Need help?  ASK:  drsteve@drstevehoffman.com

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MarketingTIP

Last week, Dr. Alan produced a brilliant video on how to use testimonials within your community among other professionals, business leaders and businesses.  It was awesome and a great way to not only forward existing connections but to make new ones as well.

This week, Dr. Alan addresses internal testimonials from patients, practice members, clients, etc.  Dr. Alan’s position on patient testimonials is 100% correct in that they can make or break your business and marketing efforts.

We, of course, recommend video testimonials and the issue with most docs is that they have no clear idea or strategy about how to do it or, worse yet, how to do it so it is effective.

Dr. Alan put a 5 minute video together on this to teach you the strategy we recommend when producing a patient testimonial video.  Check it out by CLICKING HERE or by going to:

This video is a 5 minute investment of your time that will show you exactly how to create patient/client video testimonials that work. You can do this…check it out at:

http://marketingpearloftheweek.tv/video/video-marketing-tip-of-the-week-why-testimonials-can-kill-your-business
 

For more details on how 2nd Cousin Media and Marketing could help you be more attractive in your community, click this link to email me and ask: drsteve@drstevehoffman.com

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What’s Your Problem?

Here’s this week’s question:

I have one other philosophy/science/technique question if you wouldn’t mind. You say that bones only move if muscles move them and muscles only move the bone if the nervous system tells them to…
But why would the nervous system do that?
Wouldn’t that contradict our view of the body being self-healing?
I get that it’s a loop but what’s the point where it breaks down?
Why can’t the body just realign the subluxation?
I know it’s a bit of a silly question but in 4 years of chiropractic college nobody has been able to answer it.

Not silly questions…I wish more docs would ask.  We do actually go into this in some detail in MC2 but let’s look at your questions piece by piece:

Why would the nervous system create a subluxation?

If the nerve system cannot appropriately comprehend itself or constructively adapt to information in time, space or both, it attempts to adapt as best it can…imbalance in the muscle system is one way which causes a distortion in the skeletal system which then negatively impacts the nerve system and a downward spiral ensues.

Does this contradict our position that the body is self-healing? Where’s the breakdown?

Not at all if you consider it to be an attempt to adapt.

Why can’t the body just re-align the subluxation?

When you think of subluxation as primarily the bone out of place, this question comes up and the answer is that the body does indeed re-align on a continuous basis…it’s when it cannot do so effectively that an adjustment becomes necessary.

BTW-I think we adjust way too much and way too often.


When you think of a subluxation primarily as what causes the bone to be misaligned…then we have a completely different scenario and this is where the stress component of lifestyle fits in as well as our ability to adapt to those stressors.

Hope this helps.  MC2 would help even more.  Details available at: http://mc2technic.com/home/


That’s all this week.
If there are issues that you would like me to address…send it on over.  Please email me at drsteve@drstevehoffman.com

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MC2 Update – Directory Listings


Currently scheduled LIVE seminars are as follows:

April 12 in ATLANTA, GA – COMING SOON!!
Contact me for details or visit:
http://mc2technic.com/home/atlanta-ga/

April 26 in HALIFAX, NS – GREAT VENUE!!
Contact me for details or visit:
http://mc2technic.com/home/halifax-nova-scotia/

July 19 in RICHMOND, VA
Contact me for details….ALMOST READY!!
This will post on the website as soon as details have been finalized.

September 13 in MONTANA
Contact me for details or visit:
http://mc2technic.com/home/billings-montana/

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, Austin and Europe (England, Ireland and Austria).

 

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 drsteve@drstevehoffman.com

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Motivational Moment:
Here’s this week’s Motivational Moment and I encourage you to share your favorite verse/prayer/poem/meditation/motivational quote with me so I can, in turn, share it with others.

Here’s an oldie, but a goodie and totally worth remembering as well as repeating:

 

desiderata - 

Go placidly amid the noise and haste, and remember what peace there may be in silence.


As far as possible, without surrender, be on good terms with all persons. Speak your truth quietly and clearly; and listen to others, even to the dull and the ignorant, they too have their story. Avoid loud and aggressive persons, they are vexations to the spirit.


If you compare yourself with others, you may become vain and bitter; for always there will be greater and lesser persons than yourself. Enjoy your achievements as well as your plans. Keep interested in your own career, however humble; it is a real possession in the changing fortunes of time.


Exercise caution in your business affairs, for the world is full of trickery. But let this not blind you to what virtue there is; many persons strive for high ideals, and everywhere life is full of heroism.

Be yourself. Especially, do not feign affection. Neither be cynical about love, for in the face of all aridity and disenchantment it is perennial as the grass.

Take kindly to the counsel of the years, gracefully surrendering the things of youth. Nurture strength of spirit to shield you in sudden misfortune. But do not distress yourself with imaginings. Many fears are born of fatigue and loneliness.


Beyond a wholesome discipline, be gentle with yourself. You are a child of the universe, no less than the trees and the stars; you have a right to be here. And whether or not it is clear to you, no doubt the universe is unfolding as it should.


Therefore be at peace with God, whatever you conceive Him to be, and whatever your labors and aspirations, in the noisy confusion of life, keep peace in your soul.


With all its sham, drudgery and broken dreams, it is still a beautiful world.


Be cheerful. Strive to be happy.

Max Ehrmann c.1920

Please do take a moment to send in your motivational quote so that I can share it here.
Email me at drsteve@drstevehoffman.com

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Resources:

Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php

FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/


Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/


Current Circulation:
1213 subscribers

To your success,

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use

 

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Posted in Coaches Corner, Marketing, MC2, Motivational Moment, Subluxation | Comments Off

I Must Have Struck A Nerve

Coaches Corner

I must have struck a nerve with last week’s Coaches Corner because we had a lot of subscribers drop out…I can only assume that it was uncomfortable for them to face facts and realize that if they don’t change, their practice won’t change.  Kind of like patients that won’t face facts.

And, of course, we had more accolades and forwards and new subscribers than in a long time as so many of you saw the value and the importance to your practice and your community to the message of laying care on instead of layering care off.  By the way, to forward this email to a friend or colleague, CLICK HERE

The practice analogy, of course, is to focus your attention on those that want what you have to offer them instead of putting your attention on those that don’t.  Celebrate those that GET IT rather than lament those that don’t.  Rejoice in everyone that comes in today instead of beating yourself (or your staff) up over those that didn’t.

And, don’t let the minority dictate to the majority.  Never, Never, Never water down your message to appease those that will never get it.  In this decade, you must be authentic, you must tell the story and you must NEVER water it down for acceptance.

Further, this column and your practice are not about being liked. This column is about growing your practice and your practice is about growing the health of your community.

All that said, the next best Coaches Corner TIP can be found in the MarketingTIP directly below this article.  Dr. Alan does such an amazing job showing you how to leverage your practice with your alliances…go to it!!

To Send to a Friend…CLICK HERE

Need help?  ASK:  drsteve@drstevehoffman.com

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MarketingTIP

Getting professional testimonials from others in your market niche or space is the most powerful way to fill your practice with new patients and clients.

Do you know how to get them?
Everyone always tells you that everything they suggest gets you 15 to 30 new patients a month but nothing is more powerful than this simple strategy.

This requires no selling on your part because the testimonial you get does all the selling for you.
Spend 4 minutes with Dr. Alan to learn this strategy now.

Click here to watch now!

For more details on how 2nd Cousin Media and Marketing could help you be more attractive in your community, click this link to email me and ask: drsteve@drstevehoffman.com

By the way, this is so good, we’ve made it part of our Mastery Coaching curriculum and our clients love it.  What they get from me is how to DOUBLE THE RESULTS with just 2 minutes of extra work.

Want more of that?  Tell me a little about yourself and your practice and I will give you not 30 but up to 60 minutes of my time…BUT, I only have time on my schedule to speak with 6 of you in April so if this is something you want, act now by clicking http://drstevehoffman.com/wp3/vip-app-coaching-form-free-30-min-call/ 

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What’s Your Problem?

 

Here’s this week’s question on the xiphoid:


A couple of quick MC2 questions.

 

1. In which directions does the Xiphoid subluxate?

 

2. TRT teaches “resetting the display” prone. They flex both legs a couple of times and claims it replaces the normal waiting period for processing the first adjustment so you can keep moving to the next check. What is your thot/experience with this, if any? I use one table so not letting people lay around processing would be handy. Thx.

These are great MC2 questions…here are my thoughts:

 

Interesting questions….

Xiphoid-I view it not so much as a subluxation as a reflex point

to release the diaphragm when it is spastic contracture pulling

T12 anterior.  From a listing standpoint though, it would be

right or left lateral and inferior because you would use a

combination vector with i-s and l-m components.

Whether resetting as described works or not, I do not know.  I

want to see a change in the patients “state” so I know that at

least the beginnings of intelligent adaptation have occurred

before I move on….this includes them sighing or moving or

involuntary muscle changes, deep breathe, etc.  I know it can

be excruciatingly slow on one table.

That’s all this week.
If there are issues that you would like me to address…send it on over.  Please email me at drsteve@drstevehoffman.com

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Final Week for Open Enrollment Notice for MC2 Directory Listing…


The MC2 (Mastering Chiropractic with Certainty) online referral directory is a self-policing directory in that MC2 docs only go there to find other MC2 docs to refer their patients to.  Today, with social media, there are more requests than ever before for a great referral doc.  

That said, if you are already in the MC2 Referral Directory, great! Check by going to http://mc2technic.com/home/locator/

If you’re not currently listed, please send me an email requesting entry.  Please provide your name and office contact information and send it to drsteve@drstevehoffman.com

All you have to do is be proficient in MC2 so that you can accept our referrals. Again, it is self-policing so please only list yourself if you feel you can deliver the MC2 adjustment with CERTAINTY. There is no charge to be listed.

If you’re not currently an MC2 doc, you can attend a live event or learn the technic on DVD…details follow.

To order the MC2 DVD, go to 
http://mc2technic.com/home/mc2-products-3/

Currently scheduled LIVE seminars are as follows:

April 12 in ATLANTA, GA
Pre-Registration Discount Has Ended
Space is Still Available….
http://mc2technic.com/home/atlanta-ga/

April 26 in HALIFAX, NS
Contact me for details or visit:
http://mc2technic.com/home/halifax-nova-scotia/

July 19 in RICHMOND, VA
Contact me for details.
This will post on the website as soon as details have been finalized.

September 13 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 drsteve@drstevehoffman.com

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Motivational Moment:

Here’s this week’s Motivational Moment and I encourage you to share your favorite verse/prayer/poem/meditation/motivational quote with me so I can, in turn, share it with others.

After last week’s use of the James Dean quote, I was asked if I knew the entire quote…you bet and here it is for you:

 

“Remember:

Life is short, break the rules (they were made to be broken)

Forgive quickly, kiss slowly

Love truly, laugh uncontrollably

And never regret anything that makes you smile.

The clouds are lined with silver and the glass is half full (though the answers won’t be found at the bottom)

Don’t sweat the small stuff,

You are who you are meant to be,

Dance as if no one’s watching,

Love as if it’s all you know,

Dream as if you’ll live forever, 

Live as if you’ll die today” 

James Dean

Please do take a moment to send in your motivational quote so that I can share it here.
Email me at drsteve@drstevehoffman.co

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Resources:

Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

 

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php


FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/


Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/


Current Circulation:
1213 subscribers

To your success,

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use

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Posted in Coaches Corner, Marketing, MC2, Motivational Moment, What's Your Problem? | Comments Off

When Will The Pain Go Away?

Coaches Corner

Something that’s come up more than once this week is the subject of adding value to care over time rather than letting the patient or practice member’s perception of value and priority diminish over time.

This is actually not that difficult but it requires a paradigm shift on the part of the doctor from throwing everything at the new patient to actually layering their care over time.  Let me use an analogy here…

What if you were only interested in using free weights in a gym and found a suitable gym nearby so you joined it and you were happy.

Then, a few months later they added a whole new wing with all stat-of-the-art Cybex equipment and your monthly fee stayed the same?  How would you feel about that?  Good, I imagine.

Then, shortly thereafter, they added a yoga studio, racquetball and basketball courts along with a spinning studio and your fee stayed the same.  How are you feeling about your gym choice now?  Even better I would think.

Then, just a couple of months after that they have a big open house where they introduce your new, beautiful, locker room with sauna, steam, whirlpool and towels and lockers for your use. And, you guessed it, the fee stays the same.  I’m betting you’re loving this gym at this point.

OK

Stop now

Go back and play this tape backwards…it might look like this:

What if you were only interested in using free weights in a gym and found a suitable gym nearby that included free weights, Cybex equipment, a yoga studio, racquetball and basketball courts along with a spinning studio.  And this gym also featured a new, beautiful, locker room with sauna, steam, whirlpool and towles and lockers for your use.
 

Then, a few months into your membership, they close the locker room and your fee stays the same.

And, shortly after that, they close the yoga studio, racquetball and basketball courts and then spinning studio and your fee stays the same.

Then, you show up and, all of a sudden, the Cybex machines are gone and your fee stays the same.

Even though the initial intention was free weights, how are you feeling about the value you receive for you dues in this gym?  I’m betting you’re looking for a new gym.

So why do we act like the second gym instead of the first gym with our clients, patients and practice members?  What if you kept it simple up front and added value month after month after month.

It just might be good for your retention.

 

Need help?  ASK:  drsteve@drstevehoffman.com


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MarketingTIP

 Many of you have noticed your practice in a squat as a result of the unseasonable weather…BTW…many of you have not noticed a squat but that’s a coaching question and not a marketing one.

For those of you that have noticed a squat in your practice…don’t panic!  Squats in your statistics mean you have more time on your hands than usual so use that time to prepare for the growth you planned for your practice.

You could….

  1. Review and revise your marketing plan for the year
  2. Prepare an inactive recall system
  3. Develop a systematic internal referral system
  4. Create a “Healthy” Board of Directors for your practice
  5. Meet and learn about potential alliances you can build
  6. Develop a conversion program to create more families in your practice
  7. Catch up on your coaching assignments
  8. Train staff
  9. Train a PR CA
  10. Train a screening team
  11. Imagine what you would stop and start doing if the practice were FULL

I’m sure you will notice that many of these fall into the realm of marketing and some into the realm of coaching and practice development.  Whichever…use your time to plan instead of lament.

A word of caution….the lament of every “failed” business is “there are so many things we could have done…we just never did them.”

And, by the way, having an automated follow-up system as the SYSTEM provides, has been shown to DOUBLE your results over the 12 months following whatever marketing effort you put forth.

 For more details on how 2nd Cousin Media and Marketing could help you be more attractive in your community, click this link to email me and ask: drsteve@drstevehoffman.com

Or, ask about Mastery Coaching to insulate your practice from squats and developing your business to go where you want it to go…check it out at
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

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What’s Your Problem?
     

Here’s this week’s question:

How would you address the ”How many visits before my pain goes away” question ?  I always have a lot of problem answering this ”number of visits” question because they are too many factors to take into actions here.

But I also understand that I usually get this question in the first visits with a new patient, and also I understand that they have something that they don’t want (usually pain) and they want that to go away as soon as possible.

But my question here is how to enter this conversation into a Socratic approach and return the question on them to make them realize that many years of abuse on their nervous system won’t make the pain go away in 2-3 visits. 

That’s a great question…and I would start my answer with “see the Coaches Corner” above.

Also, this is something that should actually be handled in the consultation with questions from the SuccessFormula like:

  1. If your health could be perfect what would it look like?
  2. What have you done and what do you think you will need to do to have that level of health?
  3. How would you benefit if your health could be as you described it?
  4. How would you measure your progress?
  5. Would you be interested in discussing how we could help you have the level of health you just described?

​​And/or…what if your initial recommendations were short and designed to simply get them as much relief as possible and see if you could be effective at turning the direction of their health around.

And/or…discussing expectations.

And/or…using the broken wrist analogy…how long before it stops hurting?

As you can see this is a common issue and we use many different approaches in our coaching program to help people find the strategy that fits them the best.  I suggest you book some time with me so I can review some of these with you in detail.

If you go to http://drstevehoffman.com/wp3/vip-app-coaching-overview/ and, after reviewing the syllabus based coaching program, click through to our practice questionnaire.  After completing it and submitting it, you will be taken to my schedule page where you can book up to an hour with me, on me, to discuss this and more.

That’s all this week.

If there are issues that you would like me to address…send it on over.  Please email me at drsteve@drstevehoffman.com

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MC2 Update – Directory Listings


The MC2 (Mastering Chiropractic with Certainty) online referral directory is a self-policing directory in that MC2 docs only go there to find other MC2 docs to refer their patients to.  Today, with social media, there are more requests than ever before for a great referral doc.  

That said, if you are already in the MC2 Referral Directory, great! Check by going to http://mc2technic.com/home/locator/

If you’re not currently listed, please send me an email requesting entry.  Please provide your name and office contact information and send it to drsteve@drstevehoffman.com

All you have to do is be proficient in MC2 so that you can accept our referrals. Again, it is self-policing so please only list yourself if you feel you can deliver the MC2 adjustment with CERTAINTY. There is no charge to be listed.

If you’re not currently an MC2 doc, you can attend a live event or learn the technic on DVD…details follow.

To order the MC2 DVD, go to 
http://mc2technic.com/home/mc2-products-3/

Scroll to top

 Resources:

Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php


FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/


Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/Current Circulation:
1213 subscribers

 

To your success,

Dr. Steve Hoffman
 

Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use

 

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Posted in Coaches Corner, Marketing, MC2, What's Your Problem? | Comments Off

Can You Just Be You?

Coaches Corner

Can You Just Be You?

While I would love to address patient (and doctor) tactics as I have been doing the past few weeks, my daughter-in-law, Dr. Lindsay Hoffman had something so profound to say to the students at LifeWest recently that I just have to share it.

Of course, while she was speaking to students, I would encourage you to take her message to heart…it just well may be the step towards authenticity and transparency that will help you and the profession win BIG in this decade….

“There’s usually a reason we come into school, and sometimes that gets lost a little bit, and it’s hard to see beyond that.

So I want to remind you today that every experience that you’re going through, every moment that you spend in class, every moment that you spend studying, every moment that you are filling your brain with so much powerful information, there’s somebody on the other side, who’s going to be waiting, for hope.

They’re going to need you to be transparent, not to apply so much to their educated brain. Sure, they need to know you’re a competent doctor, they need to know that you know what you’re talking about, but they are looking for hope, and a lot of times, you’re going to be someone’s last hope.

And just by being transparent and allowing your experience to transform you into the best, biggest, most amazing version of yourself, and showing up as that person, and offering that…people will see that, they feel it, they know it, and you’re going to help them by just being who you are.”

-Dr. Lindsay Hoffman

So proud of her.  And, proud of you.  Take up the gauntlet!!

Need help?  ASK:  drsteve@drstevehoffman.com

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MarketingTIP

Everyone knows marketing is about new patients and most docs are wanting as many new patients as they can find.  This is a failed vision because if I put 239 new patients into your office this week, you’d go nuts.

What if marketing was about your ability to predict the new patient flow that would create the business and practice so that it was ideal for you?

While we’ve talked about the 3 TIER Marketing Strategy here before (it is gone over in depth in our APP Based coaching program- visit the overview for more details at:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

What if marketing was about attraction rather than seduction?

What if your marketing was more about creating more awareness and more value for you and what you do?

So, here are a few questions to ask yourself about the value you create for others – but think of these in the public’s mind…not yours:

  1. What kind of problems do I solve for people?
  2. Why should people seek solutions to those problems from me?
  3. How can I provide hope to those that may have none left?
  4. What are their frustrations with the disease care they have received so far?
  5. What are their fears and doubts?
  6. What questions may they have?
  7. What objections might they raise?
  8. How can I get them to envision a brighter future for themselves and their family?
  9. If their health could be restored, what would be so good about it for them?

Think about marketing from a “them” perspective rather than a “you” perspective and see what you would stop doing that’s not working for you now and what you could start doing that would address the questions above.

For more details on how 2nd Cousin Media and Marketing could help you be more attractive in your community, click this link to email me and ask: drsteve@drstevehoffman.com

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What’s Your Problem?

It’s not really a question or a problem but I could use your help. I’ve seen you post an occasional classified for a practice sale and wondered if you’d publish mine.

Why sure….Here it is:

Well established (25 years) and highly profitable practice for sale in the Jackson, MI area.
Took over last year and brought in 240K and its growing. Hate to sell it but family obligations are bringing me back to the Detroit area.
Please contact Dr. Steve by email at drsteve@drstevehoffman.com and put MIPX in the subject line.

That’s all this week.
If there are issues that you would like me to address…send it on over.  Please email me at drsteve@drstevehoffman.com

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MC2 Calendar Update


April 12 in ATLANTA, GA
Contact me for details or visit:
http://mc2technic.com/home/atlanta-ga/

April 26 in HALIFAX, NS
Contact me for details or visit:
http://mc2technic.com/home/halifax-nova-scotia/

July 19 in RICHMOND, VA
Contact me for details.
This will post on the website as soon as details have been finalized.

September 13 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 drsteve@drstevehoffman.com

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Motivational Moment:

Here’s this week’s Motivational Moment and I encourage you to share your favorite verse/prayer/poem/meditation/motivational quote with me so I can, in turn, share it with others.

“Following the path of least resistance is what makes rivers and men crooked.” – BJ Palmer

Please do take a moment to send in your motivational quote so that I can share it here.
Email me at drsteve@drstevehoffman.com

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Resources:

Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php

FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/


Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

 

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/


Current Circulation:
1213 subscribers

To your success,

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use

 

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Posted in Coaches Corner, Motivational Moment, What's Your Problem? | Comments Off

Seduction or Attraction

Coaches Corner

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:

  1. Something came up
  2. I feel better
  3. I went somewhere else
  4. No time
  5. 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 bc 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,

Steve

Need help?  ASK:  drsteve@drstevehoffman.com

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MarketingTIP

 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 dralan@healthnewspodcast.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?

Go now to:

http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

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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 drsteve@drstevehoffman.com

Motivational Moment:

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 drsteve@drstevehoffman.com

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Resources:

Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php

FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/


Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/


Current Circulation:
1213 subscribers

To your success,

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use

 

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Posted in Coaches Corner, MC2, Motivation Moment, Motivational Moment, What's Your Problem? | Comments Off

ACA and Medieval Killing Fields

Coaches Corner

Do you ever get contacted by a prospective patient…put in the time to consult with and examine them…give them a report of findings and then they say, “well, I think I need to think about this before I do anything?”

Me too…both in practice and as a coach.  Just think about the parallels we often talk about between what the docs are going through and what their practices attract.  Recently, I discussed how if YOU need someone to keep you accountable to do what you know needs to be done;  is it really a surprise to find out that you have attracted many practice members that need to be held accountable so that they will do what needs to be done?

That said, how do you handle the “stall” tactic that prospective patients so commonly use and, if its common in your office, the bigger question of the day is how often do you use the “stall” tactic yourself?  And, to really get to the bottom of this so you understand how to deal with it is the question, “WHY do you use this tactic?”

Sure, no doubt, there are sometimes legitimate excuses but remember…they contacted you.  Didn’t they expect you were going to look for and hopefully find a solution to their problem? Sure…so why do they balk when you offer to provide it to them?

The best place to look for this answer is to look inside yourself but for our purposes today, we’re going to keep it simple Steve.

The biggest underlying problem around this behavior is they (and you?) don’t want to get better or why else wouldn’t they (and you?) embrace the solution being offered to them?  The second biggest reason is that you never clearly embraced one another’s expectations of each other.

Give this some thought.  If you use this tactic, it’s time for some soul searching yourself so that you stop attracting this kind of prospective patient and once you’ve solved the issue for yourself, you will be in a far better position to productively confront it in others.
Need help?  ASK:  drsteve@drstevehoffman.com

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MarketingTIP

Not only is Facebook broken but isn’t it a real pain to keep up with the near constant (and sometimes crazy) changes that they make when all you want to do is use it to build your business by getting people to like, share and comment on your posts?

Watch out FB because 2ndCousin Media just took it to the next level.  Videos are the most liked and shared posts on Facebook and we’ve just “broken the code” to get people to watch, give you their email, share your videos and take them to your website or anywhere you want them to go.

In this brief video, you can get a glimpse of Tomorrow’s FB today. Click Here

What’s Your Problem?
ACA And Medieval Killing Fields

Here’s one that is, or should be, on most doc’s mind.  This comes from a California doc with a California slant but I’m sure his issue and question will resonate with many of you…especially given how much HYPE this subject has been receiving.

 “I wanted to pass some information on to you that affects all DC’s in CA. The dust is settling from the (ACA) affordable care act, and it isn’t good.

 Pretty much all the new plans out there are excluding chiropractic coverage. That’s because California is using the Kaiser 30 model, which does not cover chiropractic.

As a result, many if not all carriers are excluding chiropractic from the family plans and they are not recognizing the non-discrimination clause.

It is as if the CCA (California Chiropractic Association) is powerless in this situation. I suppose even if Chiro coverage was covered, most people will have plans with larger deductibles, and would have to pay cash anyways.

It is sort of a kick in the stomach that DC’s in CA are excluded from affordable care act. It is sort of a professional dignity issue.

I would be interested to hear what your thoughts on this, as far as future practice. It means we will have to be better at cash, and instilling value. But we also have to sometimes explain that the insurance people are getting won’t cover them for the care they need in our offices.”


Let me start my response with the Wikipedia definition of a “Killing Field” because this is a very similar concern brought up in the 1970′s (recognize the 40 year trend?) regarding Medicare and inclusion of chiropractic within it.  Get this picture in your mind because it’s easier to see looking backwards than forwards but it makes my point…

The Killing field was an area between the main wall and a secondary wall (of a castle), so when the first wall was breached the attackers would run into the killing field to be confronted by another wall from which soldiers bombarded them. Soldiers would be positioned atop the second wall and armed with any variety of weapons, ranging from bows to crossbows to simple rocks.

And…now my response:

The ACA issue seems like a no brainer to me.

To begin I would ask, “Why would anyone want to be part of Obamacare?”  Even if they were, the ability to see a Chiro will be determined by their primary care who would determine how many visits, and what they could see you for, and maybe even how much you get paid.

Would you like to only see a patient 4 times at $15.00 a visit for only minor back pain issues?  That is Obamacare!  Good luck.

As far as explaining to people why you are not included, that is simple.

Obamacare is based on a symptom based model and what there are tests for, they call preventative. Of course if you follow, what has been going on in the world of preventative medicine, you will find that mammograms, PSA tests and the like are so rife with false positives that even the MD’s are questioning their value.

Real healthcare is about function and there is no place for functional experts in that model.


With that said, the only thing that is truly healthcare is improving function which is the business we are in.

It is the most documented model.

So how do you combat that the entire health profession is not promoting you in Obamacare and all of the people are going to have to pay you because they won’t have coverage?  

Make yourself the best and most well-known doctor in your area.


If you have an issue you feel I may be able to help you with, please email me at drsteve@drstevehoffman.com

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MC2 Calendar


Here are the first confirmed MC2 Dates for the Spring of 2014. More will be added as they are confirmed.

Atlanta:    April 11, 12 – Details will be posted shortly on the website

Halifax:    April 25, 26 – See NewsFlash Below

L.A.:       DATE TBA

**************NewsFlash:  Halifax MC2**************
“Mastering Chiropractic with Certainty” has been approved for 12 “A” hours for the extended version and 8 “A” for the short version hours of continuing education.

The website has already been updated with Halifax and the others will be added shortly.  Feel free to check it out at:
http://mc2technic.com/home/

And, more requests coming in.

April is BOOKED.
May is BOOKED.

First schedule opening is June 7 from a cancelled date.

Requests are being processed from Montana, South Carolina, Denver, San Francisco, England, Ireland, and Virginia so far and the schedule is taking shape.

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.

Let me know…we’ll talk :-)

Please email me at drsteve@drstevehoffman.com

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FEES:

Here’s the Conclusion of this Series from Dr. Steve Below:

 “I could sum all this up with the proverbial saying, “do unto others as you would have them do unto you.”  It’s really that simple.  Provide a valuable service at an affordable fee—a fee you’d be willing to pay, and a fee that’s profitable for you.

Steve, I would agree with all of your points, and, as I’m sure you’ve noted, I approached this more from an “intention” perspective and note that your emphasis is more on building family practices with annual commitments.  I would not argue that this is probably the best type practice to build, as it is far more rewarding than a revolving-door type practice that desperately depends on an influx of new patients.  If I were to go back into practice, I would require only committed, pre-paying patients.  So I hope it doesn’t sound like I’m bashing a practice like that.

Oh, and one more thing you might find of interest.  Determining your fees.  We came up with a geographical equation that represents a good starting point for a per-visit cash fee years ago.

Basically, you would determine the average income per person (per capita) in your area and multiply that by a factor of .1% or .001.  for example, if the average income was $40,000 in your area, the fee for just an adjustment should be in the range of $40, give or take a few bucks.  Other services would be extra.  We’ve had a lot of feedback on that over the years, and it’s pretty accurate, and almost always has to be tweaked a bit to get at the optimal fee relative to economic realities in any given market”   

Please do take a moment to appreciate Dr. Below and, if you would like more information on PCD (now, perhaps, more than ever before) email me at drsteve@drstevehoffman.com

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Resources:

Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

 

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php


FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/

 

Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

Preferred Chiropractic Doctor (PCD):
https://www.bewell2.com/index.php?option=com_content&view=article&id=47&Itemid=71

 

 

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/


Current Circulation:
1212 subscribers 


To your success,

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman since 1998 with News You Can Use.

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Posted in Affordable Care Act, Coaches Corner, Fee's, Marketing, MC2, What's Your Problem? | Comments Off

And You Said…

Coaches Corner

It’s hard to imagine how many of you sent emails with BOTH your thoughts on the solution to the Law of Attraction Violation AND, even more of you, sent emails wanting your questions answered or a solution provided.

So, we will do both this week.  First let me address a sampling of the emails and then I’ll give you my thoughts:

You pegged me! What IS that all about?? 

Big-wide open question :-)

When arbitrary goals (without prior clear visioning) are set that have no “meat” on their bones other than the seemingly insatiable quest for more, most soon lose their motivation to continue to pursue their goal(s).  What it’s all about is actually quite simple.

Create a crystal clear vision of exactly what you want to create. Think “end zone” rather than “first down” and then determine what you have done and will need to do to get from where you are to where you want to be.

THEN, decide WHY you want what you say you want.  BY being unclear about vision, it becomes almost impossible to stay motivated to do what needs to be done…especially when there is no reward for getting there.

Then, the other two pieces are resources and planning.  Way too many have plans without exploring vision, skills, motivation and resources first.

So, how then do you construct the thought of gaining more of whatever it is you want? How do you say that properly?


Be specific and assign a metric to it so you can be certain of when you’ve accomplished what you set out to.  Perhaps another answer to your question would be to suggest you figure out when ENOUGH is what you want.  We can all get on the rats wheel but I want chiropractors to not only have a clearly defined practice but also a clearly defined business and a clearly defined life.

What would it take to have the life, business and practice of your dreams instead of “more”?  I have repeatedly maintained that most make a lifestyle based on what they earn.  Consider constructing a practice and business that permits you to have the lifestyle you’ve always wanted and the TIME to enjoy it.

And here’s one that offers the best solution I received with which, I could not agree more:

 “I believe the greater problem does not lie in accountability, but in purpose and vision. Many chiros, including myself, have borrowed some other successful chiropractor’s vision and tried to make it our own. We must understand who we are as individuals, who God created us to be, the talents and strengths that He has given us.  When we understand that then we can begin to operate within those strengths, rather than focusing on our short-comings. We combine our strengths with the passion that we have, not that of someone we heard at a seminar (which I/we all have done), then the vision begins to take form.  When our focus shifts to the vision that takes form from within us we begin to focus less and less on what we don’t want.  We have less of a need for that accountability.  We also understand that we need a coach and a team that has strengths that we do not.  When we operate within our strengths and passion and vision we start enjoying the process again.  

 

This is a journey that I am on now.  Four of my top five strengths are in the category of strategic thinking.  It’s exciting and interesting to see how that fits in with chiropractic as this journey continues to unfold. Thank you for being a part of my journey and thank you for all you do!”

I believe my answers to the questions above along with the last doc’s response pretty much cover it.  If you’re still confused, start with determining EXACTLY what you want the result of your efforts to look like.

Need help?  ASK:  drsteve@drstevehoffman

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MarketingTIP

Bottom line … we are now at the stage where business owners need a new way to communicate with their audience. A way that is far more effective, and doesn’t rely on making your tribe have to jump through hoops to get to your online events (Google Live Hangouts or webinars) and lectures.


Well, just imagine being able to have a pop up alert that displays your “Google Hangout On Air”, event, lecture video or blog. In other words you bring everything to your patients, clients or customers, instead of getting them to come to you.

It’s just like having hot pizza delivered to your door, instead of having to drive through rain and snow to pick it up.  Make sense?  Sure…check it out below:


CLICK HERE

or
Go To:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

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2014 EHR: The Year You Can’t Hide From!


Tuesday, February 11, 2014 10:00 AM - 11:00 AM PST

Hot off the presses…With Medicare, EHR Stimulus Requirements, PQRS, and ICD-10s, 2014 is not like any other year! Did you know that the Medicare EHR program has been updated? Are you aware of the new deadlines? Join us for an informative session designed to provide you with REAL info to gain a REAL understanding on the changes, requirements, and deadlines that will affect ALL of chiropractic in 2014.

Don’t miss this special session!

Webinar Registration:

https://www2.gotomeeting.com/register/349114898

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What’s Your Problem?

This is a BIG ONE with no EASY answers but let’s jump in:

“My practice is not thriving currently it began December, coinciding with the Thanksgiving weekend. It seems like my phone has stopped ringing. I call it occasionally to make certain it’s working.

This fall things were going very well, I was seeing 120 125 pt per week. Like most practices busier MWF 25-30 and slower T 20 and Saturday 20.

Today Monday I have 4 appointments in the morning and 12 in the afternoon.

Other details:

  1. I have two staff members, but only one working at a time.
  2. I am meeting with someone to look at my Google search, Facebook page, Angie’s list, LinkedIn, Pinterest etc.
  3. I am at a loss. It has never been like this. 
  4. I have been here at this location since 1991.
  5. I have a cash and insurance practice. 65% insurance.

Any ideas, or should I sign up for truck driving school?”

Do not go to truck driving school.

What used to work, doesn’t.

Unless you’re an early adopter, you’re behind the 8 ball.


And…


OK…so there are real problems here and really cannot be adequately addressed in this forum.  Here is the brief response I gave this doctor and the suggestion I made given that this will take some time and energy to turn around…

Since the practice clearly made a significant turn at the end of November, my immediate question would be to take stock in two things that likely happened shortly before the turn:

  1. What did you STOP BEING or DOING that was working for you?
  2. What did you START BEING or DOING that may have put the “Do Not Enter” sign on your door?

In my opinion, none of the other details provided really help but I would ask:

  1. What was your marketing last year that worked?
  2. Being there as long as you have, what did your referrals look like last year?
  3. Has it always been a “symptom” practice? 

There’s lots of room for introspection and I would encourage some frank discussion….Let me offer you up to an hour of my time so I can see where you might put your time, attention and energy.  Go to:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/  and see what we have available to all clients and then click through to get to our Practice Analysis Questionnaire.  Complete it and submit it and you will be taken to an online calendar where I invite you to book an hour with me, on me.

If you have an issue you feel I may be able to help you with, please email me at drsteve@drstevehoffman.com

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MC2 Calendar


Here are the first confirmed MC2 Dates for the Spring of 2014. More will be added as they are confirmed.

Atlanta:    April 11, 12

*********Halifax:    April 25, 26************See NewsFlash Below
L.A.:       DATE TBA


**************NewsFlash:  Halifax MC2**************
“Mastering Chiropractic With Certainty” has been approved for 12 “A” hours for the extended version and 8 “A” for the short version hours of continuing education.

The website has already been updated with Halifax and the others will be added shortly.  Feel free to check it out at:
http://mc2technic.com/home/

And, more requests coming in.
Add Montana, to requests received from South Carolina, Denver, San Francisco, England, Ireland, and Virginia so far and the schedule is taking shape.


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.

Let me know…we’ll talk :-)

Please email me at drsteve@drstevehoffman.com

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FEES:

Here’s Part III from Dr. Steve Below:

“And kids aren’t the only thing that can skew the equation…there are always unexpected expenses that pop up, and in the absence of crisis, each time an unexpected expense pops up, we generally move down on the totem pole in terms of importance.

So is discounting fees a good thing or a bad thing?  I guess it depends on where you stand, how you look, and what you want to see.  Your intention.  Your perspective.  Your vision.  Allow me to pose a few of the more common observations to address this:

1.       I’ll lose money if I discount my fees—that’s correct, if you’ve discounted them too much, or if you’ve created an overhead beyond your capacity.  What’s more true is that by reducing your fees (especially for family/wellness care) you create an environment more conducive to expanded care.  I’ve personally done it, and I’ve talked to hundreds of docs that have done it, and the conclusion is that we all made more by charging less.  We saw more people, more times, for one simple reason—they could better afford the care.  Patients were confronted with a lower per-visit fee and ended up, on average (my personal numbers), spending over twice as much as they did the previous year.  And I don’t mean to present that like it’s some kind of prophetic observation or reality.  I mean it’s not like virtually every retailer in America (probably the world) doesn’t use pricing as an effective tool to move their merchandise/service.  As a business person, why wouldn’t you do that, as well?

2.       Lower fees cheapen my serviceThat shouldn’t even be in the lexicon of a chiropractor.  The question should be: What is the optimal range of fees that will produce greater revenue for my practice? I would not argue the fact that there are some docs that charge higher fees and have ultra-busy practices.  I mentioned exceptions earlier in this draft.  That would apply here.  At least once a week, I talk to a doc who’s hung up on this particular fee issue, and I recognize that as more of a head-space issue than any kind of business reality.  If you’re stuck believing that lower fees equal cheapened service, then the Henry Ford maxim comes into play—you’re right.  The universe will give you a road map to provide those “cheaper” services.  But if you believe that fee modification will result in more patients and the ability to provide better care that creates positive survival values for the universe, I have to tell you, you’ll just get busier and busier and your bank account will reflect that.
3.       
I’m only going to offer my services based on an annual feeover the years we’ve actually surveyed cash patients about this very subject.  Annual fees are a good option to have in your practice, and even if it’s the exclusive payment option in your practice, there are many practices that have flourished using this option.  But what we found in our surveys was that only around 6% of the cash-patient population wanted this option.  Again, it kind of gets back to the intention aspect of your practice.  It’s really not too difficult to recruit two or three hundred families to participate in an annual family care plan.  You can get to 400+pts/week pretty quick, depending upon your marketing and sales abilities.  And there’s nothing wrong with doing that.  Just be aware that if your intention is to help as many folks as possible, you’re severely limiting your market if you’re exclusively utilizing annual fee plans.  And don’t get me wrong, I like annual fee plans and have used them myself.  But what I found is that most folks would rather have a monthly payment plan (go figure—since our entire society is built on monthly payment plans and folks are comfortable with that).  And in a global financial policy in your office, what we found to have the greatest utility for most practices was to offer a variety of things and let the patient chose which plan they preferred.  Annual care with annual fee or annual care with monthly (recommend auto-debit) fee. All others are subject to a per-visit fee, and those patients either get a discount as PCD members, or paid full fare.”   

Next…a summary and Dr. Below’s take on determining your fees. Don’t miss it!

For more info on PCD, email me at drsteve@drstevehoffman.com

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Resources:
Click on any of the links below:


Ready for coaching?
Check this out:
http://drstevehoffman.com/wp3/vip-app-coaching-overview/

Mastering Chiropractic Online Store: http://www.drstevehoffman.com/onlinestore.php

FREE STUFF:
http://drstevehoffman.com/FreeStuff.php

Past Issues of the PracticeTIP:
http://drstevehoffman.com/blog/

DC Practice Market Newsletter Link:
http://www.dcpracticemarket.com/public/main.cfm?affid=drstevehof

Free Garrett Gunderson Book:
freedomfasttrack.com/livingwealthy/fbo-hoffman/


Practice Metrics:
http://get.backbonepro.com/hoffman-december-5th-2013-replay/

VIP APP:
http://www.yourcontentbank.com/public/Google-Hangout-and-Webinar-VIP-App.cfm

 

Stay In Touch:


We’ll send the FREE PracticeTIP Newsletter to ALL that subscribe.  To refer a student or colleague, register online at: http://www.drstevehoffman.com/


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To your success,

Dr. Steve Hoffman

Copyright 2014-
All Rights Reserved -
Dr. Steve Hoffman/Mastering Chiropractic

Continuously Published by Dr. Steve Hoffman Since 1998 with News You Can Use.

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Posted in Coaches Corner, Fee's, Marketing, Resources | Comments Off