The cycle must end, and the trick to ending this cycle is to get every Chiropractor on the planet savvy about how to get patients to pay them. 

In other words, teach them how to close.

Here is a debate I often hear when this is brought up.  You will like this one.

DEBATE QUESTION 1

à Why should I care about closing patients if MD’s and DO’s and other medical doctors don’t have to?

 DEBATE QUESTION ANSWER

à My real answer is always something like this:
 

“Are you kidding me?  You really don’t understand? 
What rock have you been hiding under for the last 100 years or so?

à My debate answer is like this: 


“Medical doctors in any field have a totally different persona to the public.  They are considered true primary care doctors.  This means that people do not think about whether they should go, they just do. 

The public, including the media, government and even some Chiropractors have labeled the profession as alternative care.  So as a whole, most of the public doesn’t think about strolling into a Chiropractor’s office for treatment.  The term “alternative” gives them the idea that it may be good but not necessary. 

The purpose of having a true closing procedure is to give the Chiropractor  a way to communicate the message of health to the potential patient in a way that will be effective and easy to understand.

Whew!

Having said that, it must be easier said than done right? 
Oh, we’ve established that already. 

But here’s the thing I haven’t told you yet, when you learn just some of the key elements of this particular real closing technique it really isn’t that hard, and your results will be awesome. 

Imagine if you mastered it?

Let’s get to the meat…

The purpose here is so you to learn some knowledgeable information, RIGHT NOW, that you can use IMMEDIATELY to help you when you are talking to your patients. 

So I am sharing with you what others are doing wrong so you won’t repeat it? 

Part Four:  The 2 Biggies

The 2 biggest mistakes listed below are made every day, and single handedly account for millions of dollars lost collectively each year to Chiropractors, and many without even realizing they were doing anything wrong.

Hopefully now you can avoid being a part of this nasty statistic.

Mistake # 1 – Insecurity (aka) Lack of Confidence

This isn’t really a mistake in itself.  When personality comes into play it is hard to overcome some personal obstacles.  Everybody has hang ups.  The actual mistake happens when the doctor chooses not to do what it takes to get a patient to pay for services. 

It is shocking how many Chiropractors are scared to ask for money.

When they finally do muster up the courage to go in there and get the job done, a very common thing happens.  It is called the “oversell” and it will kill 90% of your business. 

Here’s what I mean:

Have you ever seen someone that is scared to death to get in front of people to speak about something?  They usually end up talking 90 miles an hour and telling you everything about everything that they can remember at the time, relevant or not, to get off the stage faster.

The same thing happens inside consult rooms too. 

If the doctor is scared to ask for money, they will typically try to oversell the potential patient by giving them a ton of information why they should become a regular patient in the office. 

This causes a few different problems:

A.   The patient is overloaded and cannot process anything about what is actually wrong with them.  It basically leaves them in the dark and they usually leave more confused than when they came in.

B.   It doesn’t give the patient an opportunity to ask questions because they are confused about what to ask.  Not to mention, by seeing the rambling of the doctor, they may not want to say anything to avoid another outbreak of “happy tongue”.

C.   Out of fear of losing a patient, the doctor will usually give away services because they think that will hook them into staying around.  What’s the point if you are losing money?
 

The key to dealing with your insecurities is to just slow down and be calm.  This will at least make you look more professional so the patient will take you more seriously.

Half the battle is won right there.

Mistake # 2 – Lack of Training

We have covered this already, and to be honest it’s not the doctor’s fault at all for not knowing closing techniques, especially if no one is teaching them properly.

And trust me, management companies that think they have a closing procedure to offer you don’t have a clue what they are talking about.

Ok wait a second…I must add this…

So before you start getting upset, I am well aware that in the right situation, when you go over the subluxation complex and relate it to their problem, use X-rays, MRI’s and other visual stimulants, people will accept care some of the time. 

But the questions still remain:

What do you do when they put up a wall and you don’t know how to get around it? 


Do you know without a doubt exactly how long they will continue treatment in the long run if they agree to anything?

 

è Wouldn’t it be nicer to know that they will be a patient for the length of time you designate and know that you will get paid for everything they do? 

Well it is possible to have these securities by implementing an actual real closing procedure.  And not one that is designed to replace your ROF or consultation you already know, but one that will add value and a much higher percentage of everyone accepting care.

Re-Evaluation Of The Situation At Hand

If you happen to fall into the “big” mistake categories, I am really sorry.  But don’t beat yourself up to bad for too long.  I mean everyone at some point goes through this stuff during their career and no one knows everything no matter what they say. 

God knows I have struggled while practicing and had to figure out where the next patient was coming from.  I have made more mistakes than I can count in my practices. 

All I knew for sure was something had to change so I wouldn’t keep making them.

Part Five:  The Nuts And Bolts

The Master Class Closing System
featuring...The Adaptive Close

The adaptive close technique let’s you do what it says, “adapt”.  There is no stuffy rigid scripts that offer failure if you deviate.  Instead, you will be able to feel your way through every aspect of every conversation to respond accordingly, with confidence and assurance, because you already know what the patient is thinking.

I have actually had some of my patients tell me that it was very scary how well I knew them.  The fact was, I didn’t know them at all, not personally.  I just knew how to interpret what they were saying without them actually speaking anything at all.

The adaptive close offers freedom!


Here are just some of the highlights (pretty good huh?)

·        You finally get to take complete control of your practice

·        You get to decide what the patient should be doing instead of the other way around and do it without having to justify yourself for an hour in debate

·        You get to be their “doctor” for a change and not just someone there to watch over the place and to give the occasional adjustment

I can still remember when I first discovered the adaptive close, and how it blew me away.  It was scary!  I knew that it wasn’t normal for me to be closing this many people so easily.  From that day, I began to have more fun in my practice than I ever had before.

Part Six:  Desperation Act Hits Big In The Market