I was having an exchange on facebook yesterday with a Chiropractor I really admire...totally switched on, constantly promoting TIC as it should be, a spirit and energy that is contagious...a practice based on pregnant moms and kids.
She was saying that she had not been feeling well and in fact had slept over 30 hours over the weekend.
When was the last time you gave so much and played full out for the principle? When you played so hard that Innate just shut you down to recover so that you could go out and serve more?
George Bernard Shaw said "This is the true joy in life, being used for a purpose recognized by yourself as a mighty one. Being a force of nature instead of a feverish, selfish little clod of ailments and grievances complaining that the world will not devote itself to making you happy. I am of the opinion that my life belongs to the whole community and as I live it is my privilege - my *privilege* to do for it whatever I can. I want to be thoroughly used up when I die, for the harder I work the more I love. I rejoice in life for its own sake. Life is no brief candle to me; it is a sort of splendid torch which I've got a hold of for the moment and I want to make it burn as brightly as possible before handing it on to future generations."
Let me tell you...when you get there, when you use yourself up for the principle, you get to be at a place closer to Innate...and if you listen very carefully, that wee sma' voice deep inside will guide you to greater things.
Thanks Cynthia for all you do, thanks to ALL Chiropractors who are out there giving, loving and serving out of abundance for a better world. Lasting Purpose is that splendid torch you carry for our profession and humanity will benefit from it by being cared for and inspired by you.
Keep on keeping on...
Monday, March 1, 2010
Thursday, February 25, 2010
Empty the Tank...
To my friends, it's probably monumental to them that I haven't mentioned Bruce Springsteen in one of my posts yet. It would be modest to say that I'm a big fan...and it's only a recently developed fanaticism (a few years), at least for Bruce fans. I've traveled all over the southeast in recent years attending as many concerts as I could (4 on the last tour), meeting people who were attending their 45th show, and sharing the front row with three generations of fans.
My adoration for The Boss prompts many questions: mostly, why so much attention? What is it about him, the E Street Band, and the music that is so special?
Like Chiropractic, the music speaks to my heart, it's about struggle and hope, it's about overcoming fears and rising to greatness, it's about tapping into the genius in all and empowering others to become extraordinary. It's about removing the interference and becoming 100% of who you are.
It's "that special something."
As a performer (if you've had the privilege to see The Boss you completely understand), there is no better concert experience. I can see the eyes rolling and hear the guffaws now...and I get it, you have your favorites as well, but I've never seen energy like this coming off the stage...and it's always a marathon show.,.we're talking 3+ hours every show.
John Stewart summed it best when he introduced Bruce for his induction at The Kennedy Center Honors last year..."whenever I see Bruce Springsteen do anything, he empties the tank...every time..." That's the power he creates on stage, in his music, for me.
So I gotta ask, when was the last time you emptied your tank?
When was the last time you gave everything out of love and ambition and pride and service and humility?
Can you do it today? Please? The power you will create for yourself and those around you will be magnificent. The attraction into your life of the things you want will be effortless.
Go out and empty the tank today, and tomorrow and every day you have after that and watch your life be magical.
My adoration for The Boss prompts many questions: mostly, why so much attention? What is it about him, the E Street Band, and the music that is so special?
Like Chiropractic, the music speaks to my heart, it's about struggle and hope, it's about overcoming fears and rising to greatness, it's about tapping into the genius in all and empowering others to become extraordinary. It's about removing the interference and becoming 100% of who you are.
It's "that special something."
As a performer (if you've had the privilege to see The Boss you completely understand), there is no better concert experience. I can see the eyes rolling and hear the guffaws now...and I get it, you have your favorites as well, but I've never seen energy like this coming off the stage...and it's always a marathon show.,.we're talking 3+ hours every show.
John Stewart summed it best when he introduced Bruce for his induction at The Kennedy Center Honors last year..."whenever I see Bruce Springsteen do anything, he empties the tank...every time..." That's the power he creates on stage, in his music, for me.
So I gotta ask, when was the last time you emptied your tank?
When was the last time you gave everything out of love and ambition and pride and service and humility?
Can you do it today? Please? The power you will create for yourself and those around you will be magnificent. The attraction into your life of the things you want will be effortless.
Go out and empty the tank today, and tomorrow and every day you have after that and watch your life be magical.
Wednesday, February 24, 2010
The Curse of Competence...
"Good is the enemy of great," reads the first line of Jim Collins' book Good to Great (a classic in the business community).
Great is understanding what you can be the very best in the world at while also understanding what you cannot be the best in the world at.
Good shows up in a variety of ways: lacking conviction, turning to outside-in approaches, doing the minimal necessary to skate by, being comfortable, etc...
Here's how it can unfold in an office? In an effort to create additional revenue sources and be "good", you think "maybe I'll start selling some vitamins, and pillows, and begin some therapies, and join this program and do this and that...even to the point of some incorporating laser hair removal and cellulite therapy in their practice," during which the essence of your practice gets diluted, causing you to lose focus and intent on why you're there and what services you provide.
Don't you see external damage this does? That the mindset of the public is already so outside-in?? Their paradigm of achieving health is that something must come from outside of them to "cure" them...and when you bring all that outside stuff into your practice, the message gets garbled...and it's no wonder the public is so confused about what we do...it's no wonder billboards and buses in Connecticut can have ads on them "warning" the public of how dangerous we are...
And I can hear some now say, "well they need this stuff, it makes them feel better and I'm achieving success in my business by doing it, and the patients are happy...and and and...
Collins sums it up perfectly "to go from good to great requires transcending the curse of competence. It requires the discipline to say, 'just because we are good at it - just because we are making money and generating growth - doesn't necessarily mean we can become the best at it.' The good to great companies understood that doing what you are good at will only make you good; focusing solely on what you can potentially do better than any other organization is the only path to greatness."
I'll throw it out to you...and I expect answers back!!
No more distractions for you, okay? Keep it simple, pure and unadulterated, then watch your practice explode!
Great is understanding what you can be the very best in the world at while also understanding what you cannot be the best in the world at.
Good shows up in a variety of ways: lacking conviction, turning to outside-in approaches, doing the minimal necessary to skate by, being comfortable, etc...
Here's how it can unfold in an office? In an effort to create additional revenue sources and be "good", you think "maybe I'll start selling some vitamins, and pillows, and begin some therapies, and join this program and do this and that...even to the point of some incorporating laser hair removal and cellulite therapy in their practice," during which the essence of your practice gets diluted, causing you to lose focus and intent on why you're there and what services you provide.
Don't you see external damage this does? That the mindset of the public is already so outside-in?? Their paradigm of achieving health is that something must come from outside of them to "cure" them...and when you bring all that outside stuff into your practice, the message gets garbled...and it's no wonder the public is so confused about what we do...it's no wonder billboards and buses in Connecticut can have ads on them "warning" the public of how dangerous we are...
And I can hear some now say, "well they need this stuff, it makes them feel better and I'm achieving success in my business by doing it, and the patients are happy...and and and...
Collins sums it up perfectly "to go from good to great requires transcending the curse of competence. It requires the discipline to say, 'just because we are good at it - just because we are making money and generating growth - doesn't necessarily mean we can become the best at it.' The good to great companies understood that doing what you are good at will only make you good; focusing solely on what you can potentially do better than any other organization is the only path to greatness."
I'll throw it out to you...and I expect answers back!!
- What are Chiropractors the best in the world at??
- And of equal import, what can we never be the best in the world at?
No more distractions for you, okay? Keep it simple, pure and unadulterated, then watch your practice explode!
Tuesday, February 23, 2010
Seeing and Believing...
The old statement goes, "I'll believe it when I see it!" And in this life of ours we too often take this jaded, outside-in point of view.
Don't you see how wrong that is?
Our belief systems and how we view the world is what manifests as our lives. It's becoming more and more accepted that researchers have a profound tangible impact on the studies they're performing because they simply desire that specific outcome.
Here's a real life example. The patient that has been inactive for months flashes through your mind and you spend a few moments thinking about their health and life...what happens??
They "magically" end up on your books that afternoon...how many times has that happened to you??
I suggest taking your appointment book and filling in all the blank spaces with the names of the family members who aren't under your care, all the inactive files you have and the people you've met at events and visual them coming to see you. Don't you believe that they need to be checked for vertebral subluxation?
If you do, watch those people begin calling. Watch your books start to fill up. Watch your practice explode. See your town get to new levels of health. See yourself creating a life of success and significance.
But to see it...first, you gotta believe.
Don't you see how wrong that is?
Our belief systems and how we view the world is what manifests as our lives. It's becoming more and more accepted that researchers have a profound tangible impact on the studies they're performing because they simply desire that specific outcome.
Here's a real life example. The patient that has been inactive for months flashes through your mind and you spend a few moments thinking about their health and life...what happens??
They "magically" end up on your books that afternoon...how many times has that happened to you??
I suggest taking your appointment book and filling in all the blank spaces with the names of the family members who aren't under your care, all the inactive files you have and the people you've met at events and visual them coming to see you. Don't you believe that they need to be checked for vertebral subluxation?
If you do, watch those people begin calling. Watch your books start to fill up. Watch your practice explode. See your town get to new levels of health. See yourself creating a life of success and significance.
But to see it...first, you gotta believe.
Monday, February 22, 2010
Holding Crucial Conversations...
I recently sat through a program about holding crucial conversations and how to have them effectively. There is a five-step process that we must take into consideration when holding them, and the awareness of the process is important to create the outcome you desire.
There's no better example of holding crucial conversations in your office than the report of findings. It is simply the most critical conversation you will ever have with a patient and effective communication and awareness will make the desired outcomes for all parties that much better.
Step One
Sense Data -- Great communication occurs when there is a meeting of meaning. What I say and attempt to communicate with you hinges on what your paradigm is and what meaning you give to what I'm saying. And it's not just the words, in fact the words only account for 7% of sense data we receive. 58% of communication is non-verbal body language and 35% is the tone, inflection and volume in which we use those words. Are you using techniques essential to effective communication? Altering your body language, changing your voice and physiology, etc...?? Do so and watch your effectiveness catapult to new levels.
Step Two
Thoughts -- what do you think about the message you're communicating? Do you think what you're attempting to communicate is beneficial to your patient. Are you withholding from them because you think they won't accept your recommendations? We often get so intimidated because we don't think a patient will pay or come in as frequently as we think they should. Stop it! You are doing such a disservice to you, your profession and most importantly to that patient. If you think they need to be checked three times a week, why would you recommend anything else? Why would you pre-judge a person and their ability to pay your fee? Your fee is your fee is your fee!! When you negotiate your fee with someone, you diminish the value of what you do. Don't you know there could NEVER be a fair exchange for what you do?
Step Three
Feelings -- what are the emotions attached to your message? To you? Your patient? Once we have complete conviction about Chiropractic, it feeds our passion for it...most think you have to get passionate about something and then you can commit to it. It's just the opposite, once you make a commitment to something, it drives your passion even higher. Check in with yourself, you may need something to feed your commitment and passion. If so, take action now!
Step Four
Wants -- what do you want for yourself out of the conversation? What do you think your patient desires? And then what do you want for your business? Most patients want their pain to go away. We want to create a lifetime patient, and our business benefits from it. You see the disconnect and how we have different wants from the beginning of the relationship? Maybe you need to approach the ROF differently to move your patient from what they want to where you want.
Step Five
Actions -- based on what you communicate, what actions can be taken? Will it be blatantly obvious to your patient that Chiropractic should be an important piece of their health for their family? Or was there confusion?
Make a point to be aware of each piece in this cycle...perhaps you want to record your ROF to observe your communication style as objectively as possible.
How you communicate is the difference between someone accepting your recommendations and making Chiropractic a part of their life, or walking away...
That's crucial.
There's no better example of holding crucial conversations in your office than the report of findings. It is simply the most critical conversation you will ever have with a patient and effective communication and awareness will make the desired outcomes for all parties that much better.
Step One
Sense Data -- Great communication occurs when there is a meeting of meaning. What I say and attempt to communicate with you hinges on what your paradigm is and what meaning you give to what I'm saying. And it's not just the words, in fact the words only account for 7% of sense data we receive. 58% of communication is non-verbal body language and 35% is the tone, inflection and volume in which we use those words. Are you using techniques essential to effective communication? Altering your body language, changing your voice and physiology, etc...?? Do so and watch your effectiveness catapult to new levels.
Step Two
Thoughts -- what do you think about the message you're communicating? Do you think what you're attempting to communicate is beneficial to your patient. Are you withholding from them because you think they won't accept your recommendations? We often get so intimidated because we don't think a patient will pay or come in as frequently as we think they should. Stop it! You are doing such a disservice to you, your profession and most importantly to that patient. If you think they need to be checked three times a week, why would you recommend anything else? Why would you pre-judge a person and their ability to pay your fee? Your fee is your fee is your fee!! When you negotiate your fee with someone, you diminish the value of what you do. Don't you know there could NEVER be a fair exchange for what you do?
Step Three
Feelings -- what are the emotions attached to your message? To you? Your patient? Once we have complete conviction about Chiropractic, it feeds our passion for it...most think you have to get passionate about something and then you can commit to it. It's just the opposite, once you make a commitment to something, it drives your passion even higher. Check in with yourself, you may need something to feed your commitment and passion. If so, take action now!
Step Four
Wants -- what do you want for yourself out of the conversation? What do you think your patient desires? And then what do you want for your business? Most patients want their pain to go away. We want to create a lifetime patient, and our business benefits from it. You see the disconnect and how we have different wants from the beginning of the relationship? Maybe you need to approach the ROF differently to move your patient from what they want to where you want.
Step Five
Actions -- based on what you communicate, what actions can be taken? Will it be blatantly obvious to your patient that Chiropractic should be an important piece of their health for their family? Or was there confusion?
Make a point to be aware of each piece in this cycle...perhaps you want to record your ROF to observe your communication style as objectively as possible.
How you communicate is the difference between someone accepting your recommendations and making Chiropractic a part of their life, or walking away...
That's crucial.
Friday, February 19, 2010
Are You Getting an Abundant Harvest?
The concept of "planting seeds" has been with us forever. We ask on the initial phone call (or should!) if this appointment is for you or your entire family, expecting the caller to catch on that they should be bringing their family in to be checked for subluxation as well. And there are several variations and other examples of the manner in which we plant seeds.
But the thing that most of us forget is that just because we plant a seed, doesn't necessarily translate into that seed sprouting and growing. Saying something like the example above may just be noise for that person on the other end of the line.
In order for the seed to germinate and grow it needs other things, yes?
Sunlight, nutrition, water, etc...
These occur in our practices through relationship building, being convicted and authentic about Lasting Purpose, and providing information that the individual may need to grow in health and Chiropractic.
And maybe most of all, Principle 6 always creeps in...there is no process that does not require time.
Putting all these things together will ensure long term success for you and your practice. Providing all the resources your patients need to grow may take extra effort and may take longer to build, but the long-term effects will certainly be rewarding.
Higher retention and entire families of committed patients who tell other families about you. I'd be willing to wait for those seeds to grow into an abundant harvest. How about you?
But the thing that most of us forget is that just because we plant a seed, doesn't necessarily translate into that seed sprouting and growing. Saying something like the example above may just be noise for that person on the other end of the line.
In order for the seed to germinate and grow it needs other things, yes?
Sunlight, nutrition, water, etc...
These occur in our practices through relationship building, being convicted and authentic about Lasting Purpose, and providing information that the individual may need to grow in health and Chiropractic.
And maybe most of all, Principle 6 always creeps in...there is no process that does not require time.
Putting all these things together will ensure long term success for you and your practice. Providing all the resources your patients need to grow may take extra effort and may take longer to build, but the long-term effects will certainly be rewarding.
Higher retention and entire families of committed patients who tell other families about you. I'd be willing to wait for those seeds to grow into an abundant harvest. How about you?
Thursday, February 18, 2010
Know That Nothing Stays the Same...
It never has and never will.
So yeah, I've been on a Peaceful Warrior kick the past couple of days, but the book and accompanying movie have so much insight and wisdom in them. In one particular scene Dan and Socrates are hiking up the mountain and Dan is excited to find IT. The big reveal that Soc has been promising, the answer to it all...only to come to realize that it's not about finding IT.
This is IT.
The journey you're on is IT. Oversleeping for class and missing your midterm? That's IT for you. The patient that dropped out of care when you thought they understood? That's IT for you. The joy of a child whispering in your ear "Daddy, I love you sooo much" and the feeling of overwhelming emotion you receive from that unconditional love. That's IT. The goosebumps you get from listening to music that inspires you, the expression of exhilaration when you watch an athlete who competes at high degrees of excellence. That's IT.
You see, it's all IT. Everything that happens to you in your life is IT.
And so while positive dreams and goals and vision are absolutely necessary for your success, do not forget to enjoy and be grateful for the ride that you're on. No matter how bumpy or out of control it may seem at times, it's still your LIFE.
Hopefully you won't have to wait 'til the end to finally realize that it's the journey that brings us happiness.
Enjoy!
So yeah, I've been on a Peaceful Warrior kick the past couple of days, but the book and accompanying movie have so much insight and wisdom in them. In one particular scene Dan and Socrates are hiking up the mountain and Dan is excited to find IT. The big reveal that Soc has been promising, the answer to it all...only to come to realize that it's not about finding IT.
This is IT.
The journey you're on is IT. Oversleeping for class and missing your midterm? That's IT for you. The patient that dropped out of care when you thought they understood? That's IT for you. The joy of a child whispering in your ear "Daddy, I love you sooo much" and the feeling of overwhelming emotion you receive from that unconditional love. That's IT. The goosebumps you get from listening to music that inspires you, the expression of exhilaration when you watch an athlete who competes at high degrees of excellence. That's IT.
You see, it's all IT. Everything that happens to you in your life is IT.
And so while positive dreams and goals and vision are absolutely necessary for your success, do not forget to enjoy and be grateful for the ride that you're on. No matter how bumpy or out of control it may seem at times, it's still your LIFE.
Hopefully you won't have to wait 'til the end to finally realize that it's the journey that brings us happiness.
Enjoy!
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