USING THE NO NEW PATIENT SOLUTION

Over the years many studies have been completed to determine the ideal DC to use the No New Patient Solution.  Why can one DC be wildly successful, yet another DC on the same street in the same town with the same degree is barely surviving?  Class rank, location, years in practice have nothing to do with it.  Professional psychological profilers have spent large amounts of time and capital to identify the characteristics of successful DC’s who are able to educate their patients.  To understand how well a DC will do in practice, one must look to the four essential characteristics of successful DC’s.  You can actually predict success if you know what to look for.  This is especially important in light of the current economic circumstances DC’s find themselves in…these are essential and not optional.

People Skills

DC’s must have the ability and desire to deal well with people.  If they treat their CA’s and supply people with respect, they will probably do the same for their patients.  Communication skills are not developed on the computer screen.  Successful DC’s using our system actually enjoy spending time with patients and people in general!  DC’s who don’t enjoy a lot of human interaction tend to become stressed.  Such as overly analytical DC’s they will often appear rude, aloof, or distant to patients, which will tear down the practice instead of building it up.

Follow the No New Patient Solution

DC’s must have the ability and desire to follow a proven system.  By following the No New Patient Solution, DC’s are able to enjoy and reap the rewards of a proven winner.  If the DC attempts to integrate a holistic approach (a little of this and a little of that), the whole thing breaks down.  Too many DC’s insist on either going into practice blindly and unprepared, or they want to waste their time, energy and money by re-inventing what is already available in a user-friendly form.

Good Attitude

DC’s attitude is more important than technique, insurance coverage, or location.  Do you dwell on external factors such as the economy, competition, being shut out by insurance networks or are you focused on what it takes to be successful in today’s dark economic circumstances?  Being self-motivated is an all important-ingredient to rising above mediocrity and average achievement levels.  DC’s must have a great work ethic and a profound sense of earning instead of ‘entitlement’.  A laid-back ‘hakuna matata’ attitude is deadly.  “I’ll find a way to get it done” is the mantra of the successful DC in this economy. 

Purpose, passion and connection to people

These are not mentioned often with success type characteristics, however they are essential.  To not get ground down by the rejection, the negotiations of people who either don’t believe in Chiropractic (especially for children) or are naturally skeptical, cynical or just plain resistive, you have to love what you do.  If you are not receiving from your practice (income, fun and passion), you will eventually start to resent the very people you serve and treat your office like ‘a job’.  There will actually be resentment in your voice when you say, “I have to go to the office”.  DC’s with high levels of purpose, passion and connection not only are successful in the short term, as well as successful in the long term.

Perhaps the central figure in DC’s lives is they were never told how critical, imperative and crucial communication skills are to their practices, their lives and their relationships.  One-on-one communication skill separates DC’s in income, enjoyment of their practices, and their overall quality of life.  It’s about effectively articulating your ideas in a way that people are inclined to follow.  The vast majority of DC’s learned a lot about being a DC but not much about forming relationships and the art of communication.  The absence of such skills creates CDD and renders even the most powerful Chiropractic degree useless.

How can this be you ask?  It’s simple when you step back from the stifling and suffocating effects of this disorder.  It becomes an addiction of sorts.  The less able you are to communicate effectively to your practice members, the less they ‘get it’.  You have to jump on the new patient treadmill and continually plow through low quality new patients over and over with the same predictable results.  This builds frustration, doubt and the lost love of Chiropractic in the doctor and perpetuates the myth of Chiropractic being only for adult, low back pain.

Did you know that Harvey Lillard is alive still alive?  It’s true.  Harvey Lillard and all his relatives are alive and well…in your office.  They are all DEAF!  If their understanding of Chiropractic is removal of pain, they are limited and handicapped by this belief and they won’t deviate from this.  They can’t hear you when you attempt to educate them.  They only care about relief from pain, not forming a lasting relationship with you.  Failure to grasp this concept will invisibly become the bane of your existence, as well as add years of unnecessary frustration to your life. 

With all the technological advances, Blackberries, Blueberries, iPad, texting, instruments that do the adjusting for you, bright shiny objects like teeth whitening, weight loss, etc, the astute among you must objectively ask:  then why are DC’s willing to endure the historic lows of achievement, income and status?  Do these technological advances directly increase your practice?  Be careful of how you answer this question.  Having 900 friends on Facebook almost guarantees you that you will have a small, frustrating, and fiscally unrewarding practice.  Success in practice is done face to face, not on a computer.  Your patients are real, live human beings, not virtual beings.  If you don’t know how to attract and retain buckets of new patients, you will be relegated to accept the consequences of CDD.

 Today DC’s think 75 patient visits a week is being like a rock star.  The anticipated practice levels of new graduates ‘guarantees’ the ‘newbie’ will be in debt for the next 30 years with no way out.  The accepted income levels of DC’s have never been lower.  Debt of the DC has never been higher.  Overhead makes simply ‘getting by’ a difficulty.  Many DC’s are barely breaking even.  This is the result of CDD.  The longer that DC’s don’t wake up and understand this downward spiral in purpose, income and stature the more permanent this disorder becomes.

Once you realize that you must use communication to form relationships with your practice members, you can begin to win the game.  CDD is a curable malady.  In our program, the majority of our teaching is experiential and hands on.  While the rest of the profession watches video clips and ‘coaching in a box’ programs on their computer screens and avoids live events, like seminars, our members know the truth…your communication skills dictate the success of you practice.  Our people actually acquire the ‘hidden’ tools of success to overcome their CDD.  The hidden tools of success are focusing on communication skills so that your people ‘get it’.

Not only do DC’s with great communication skills earn more, enjoy their practices, they enjoy their lives more also.  They report more satisfaction with significant others, children, take more vacations, live a more affluent lifestyle and enjoy their hobbies, sports, and activities with passion.  CDD is only a disability if you continue to ignore it.  Once you commit to getting rid of it, your spouse, significant other, practice members, CPA and friends will all be amazed at the difference you’re creating in your life.

By Dr. Garrett Soldano:

We have all been there. During our recommendations we see the light bulb go off in the patients head and the victory bell sounds loudly as we hear, “Oh my God, I have to get the rest of my family in here ASAP.” Three days later the family of five is signing up for 18 months of care at full price. You pat yourself on the back realizing you are going to make a positive difference in this family and to our vision.

You have a new found confidence and energy now. Nothing will stop you. There is not only a chip on your shoulder, but a whole bag of Doritos, extra spicy. While you walk down the hallway doing your “Julius Caesar Strut”, you are calculating in your head if you attract 5 more families of five it will be only a matter of time before you reach your goal of patients seen/week.

When you walk through the door you see the next contestant. You lick your chops as you dive right into the “Yes Yes” Consultation. She goes through all of your procedures and sits through your NPO and even though she has great insurance that will even pay for her and her family she still does not bring in her family.

There are highs and there are lows, but like many of you this bothers me. My ego gets all fired up and I ponder this question to myself, “What did I do wrong?” Did I not tap when I was supposed to tap, mention referral when I was supposed to mention referral etc. 

I needed to find out the answer for my own insanity. Why in all mighty God can one patient snap out of the “Allopathic Cult” and how the other will continue to be brainwashed. So, I decided to do what I do best. Read and study and immerse myself into TNR.

I have been reading all of Dr Joseph Flesia’s recommended readings in the, “Last Philosophical Writings”.  One book in particular stood out to me, “Snapping”. In this particular book it explains America’s epidemic of sudden personality change. Back in the 70’s and 80’s there were numerous cults preying on young men and women. This book talks about Deprogrammer, Ted Patrick trying to snap the people back into reality.

He explains how people get programmed in these cults. When they program a person they use repetition. They give it to them over and over again, day in and day out. There is just so much the human mind can take. When you hear the same thing over and over again it will start to break you down. If you tell a lie long enough people will start to believe it. Can I remind you of Hitler and the persecution and execution of millions of Jews.

I could not help but notice all the programming our society receives from the “Allopathic Cult”. It starts way before we are even born as these genetic beliefs are passed down to us at conception. It continues in the womb when mom takes medication or when the fetus listens in onto mom’s conversations. After we are born the brainwashing continues. We get sucked into the “Allopathic Cult” from the repetition of our family, friends, media, newspapers, magazines etc. A 24 hour a day, Mike Tyson knockout, mind beating on why you need this drug or get this vaccine for your child (36 vaccines now recommended by the CDC before the age of 18 months). If you don’t succumb to this pressure you are labeled as an outlaw parent or hippie. You hear the comments, “Wait until your child dies from a horrible disease, we will see what you think then.” The parents start to feel guilty and will be terrified of the consequences from not following the herd mentality. So they give in.

It reminds me of lemmings jumping off the cliff.  

When you deprogram people you must force them to think. The TNR procedures do just that. By using medical research that proves VSC exists, it forces the patient to start to ask questions in their own minds, even though they have never heard of VSC. You provide them with inspiration and energy as you link they are a being of greatness and they should be full of health, vitality, and hope. This experience continues with the emotional roller coaster of the NPO as they link Chiropractic and children.

After you get the patients to snap out of it you must continue a period of rehabilitation (chiro talk during the adjustment or the energy visit) to counteract an interim condition we call “relapse” into their old dominant allopathic belief.  This ensures that the Allopathic cult member does not return to their cult state of mind.

Deprogramming is like taking a car out of the garage that hasn’t been driven for a year. The battery has gone down, and in order to start it up you’ve got to put jumper cables on it. It will start up then, but if you turn the key off right away, it will go dead again. So you keep the motor running until it builds up its own power. This is what happens during the energy visit. Once we get the mind working, we keep it working long enough so that the person gets in the habit of thinking and making decisions again.

This is why it is crucial you control the environment in your clinic with TNR, talking walls, energy visit etc so the patient does not return to the old dominate allopathic belief.

The point of this writing is to keep my sanity to know that I am doing what is right. I will continue to study and enjoy not only the good times, but enjoy the challenges of the bad times. Thanks for your help guys.

You’re getting frustrated because you’re not getting enough new patients.  I’ve been there.  The very thing you’re focusing on is exactly what you’re going to get: lack.  See, you’re not focusing on new people walking in your door and loving your services, you’re thinking over and over again all day long about the lack of new people coming into your office.  How’s that for unproductive, everyday-is-the-same, fretting?  So you spend too much time filling out treatment cards to take up time.  You chit-chat and gossip for far too long with the small amount of patients that do come to see you.  You wander aimlessly up and down the halls, bugging your CA’s (if you have any), or you’re playing on the computer all day long.  The same old thing is definitely dragging you down, as it once did me.

Get up!  Get out!  Learn a new system that automatically drives in referrals and teaches patient education so you can have FUN on a daily basis.  Everyday should be different from the next; an adventure.  A new special case, a surprise long-lost practice member popping back in…there should be something fun and exciting every single day to look forward to in your office, whether you know what that little event(s) might be or not.  

Nobody is going to do this for you.  You have to make your life fun again and the rest will take care of itself.

“Hey! I joined the program and paid good money…aren’t you supposed to fix it all for me?  I shouldn’t have to lift a finger!”

See, that’s the reason your practice is shrinking.  That’s the reason you see plenty of new patients but can’t keep them or even get them to pay you.  I’m not calling anyone lazy here, it’s just that your work ethic is out of line with what you truly need to be doing to grow/sustain a profitable, fun Chiropractic office.  Think working smarter, not harder.  Nobody is going to fix anything for you.  Nobody is going to get you new patients, including that ad you placed in YellowPages…YOU have to go get them yourself.  That means going out in public and showing the world what you stand for proudly.

Nobody said joining our program was easy.  Filling out the sign up form and handing over your credit card information is actually the easy part, believe it or not.  The work you do once you join will determine your level of success and will bring it all together.  Dr. Ed, Dr. Heather, Dr. Kenny, Dr. Scott, and myself do not do anything for you.  We hold you accountable, we motivate you, and we give you great ideas to begin living the prosperous life you’ve always dreamed about.  Think of a sports team: the coach doesn’t play on the field during the game, but he sure as heck had better be there or the team would fall apart.

Rethink why you have not joined this program, or rethink why you’re a member and your practice hasn’t grown to the level you know you’re capable of at this time.  Nobody said it was easy, but they sure as hell said it’d be worth it when you put the work in.  And it will be…now get to work!!

The downwardly mobile Chiropractor keeps a dirty little secret that sometimes even their spouses/significant other don’t know…they’re broke.  They must keep up appearances so they still have the two high end cars (they make the minimum payments), they have yanked all the home equity they could out of the house (pre-recession days) and now must pay the piper with a devalued house and must pay back the home equity loan.  How’s that for double jeopardy?  Being hundreds of thousands of dollars in debt and making peanuts is the reality for the downwardly mobile Chiropractor. 

They carry less than $50 cash in their wallets…they graze at the ATM machine that dolls them out their money in increments of less than $200.  The new economy has spoken and the Chiropractor without a unique identity is in deep trouble.  They will drive across town to save a nickel in gas price per gallon and never give a thought to investing in an upgrade of their own skills.  How did this downward spiral happen?  The emphasis went off relationships and patient education and on to giving patients whatever they want, whenever they want.  An air of desperation began to creep in.  Even though the unsuspecting DC never thought this would happen…it was inevitable.

To combat skepticism and a lack of identity and patient education, DC’s continually marched in new pieces of equipment and gimmicks becoming a jack- of-all -trades and an expert at none.  This is an outdated, unsustainable, inefficient model that will eat its young.  These new who do’s and who dats are expensive and raise the overhead of the DC to points of no return.  In addition to lowering the net profit, purpose and passion to record lows, it also confuses the patients.  They don’t know who you are and what you stand for.

Remember you learned in school subluxation has no age.  Yet in your practice, you only see adults with short-term conditions that need a quick fix.  You are violating universal law here because you don’t have a system that educates your people to who you are, what you stand for, and what relevancy does Chiropractic have for me.  You tried patient education in your town once, and it didn’t work so you abandoned your unique factor (kids) and ‘settled’ on being a common back doctor with a downwardly mobile income to match.  You may have enjoyed the pre-recession years outside of a recession, because there was no concern because you could make an ok income with acute, adult care.  The new economy has spoken and if you don’t have a unique factor, you are replaceable…and vulnerable.

In case you didn’t learn this in school, there is no recession when it comes to kids.  Parents will do whatever it takes to get the job done.  Once they understand who you are, what Chiropractic is and what you stand for, coming in for adult ‘conditions’ won’t do the trick.  They won’t stick around, they question you, hassle you, negotiate with you and something inside you dies each time another one walks out the door without understanding what Chiropractic is. Parents will drive for hours and pass dozens of ‘common’ DC’s on the way to an uncommon DC.  The penalty for abandoning your true roots is financial and social turmoil…otherwise known as the downwardly mobile DC.                

There are however some brave DC’s that refuse to join the ranks of the downwardly mobile DC.  Their battle cry is relationship, retention, compliance, referral and patient education, not continually getting in more low quality, demanding, complaining new patients only to use them up in a few forced visits.  Having a system in place that proudly communicates, articulates and demonstrates to the patient who you are and what you stand for.  It portrays you as an expert along with all the rights, privileges and income pertaining to of an expert, deservedly so.

Have you had enough of being downwardly mobile, or do you wish to make it a permanent lifestyle?  You didn’t go to school to be paid like a physical therapist.  Act like a DC and get paid like a DC.  Purpose, passion and oh yeah, prosperity.

“I was reflecting back on an amazing letter that a young lady named Pheonix Attkinson wrote about the impact that our group of doctors have made on her and her community, and how we have changed her life.  But what I realize is how this reservation has changed my life.  I am so humbled by all of the people of the community and our amazing doctors.  This is the type of project that keeps purpose in my life and allows me to be a better human being, husband, doctor, and mentor.  I am so proud and honored to be a part of a group of such phenominal people and I want to thank each and everyone of you for changing my life and adding so much to it.  Anyone searching for more love in their life, to be a better spouse, father, friend and human being- why wait any longer to get to the reservation to see your love grow?  To make a difference in the children’s lives of the future.  this will provide you with the opportunity to enable yourself to create stronger relationships with all in your life.  This event will remind us all how to come into contact with our true inner self.  If i can help you in any way understand better the importance of your participation please call my office at 734-529-8600.  There is nothing greater than changing a child’s life.  We need your hlep.   Thank you for all that you guys do.”   -Dr. Kenny

You don’t need the newest gimmick Chiropractic ad or sworn-by marketing tool…you just need some purpose.  What’s yours?

Let’s clear the air here…marketing and advertising are only as powerful as the avenue in which they are executed.  So maybe that doesn’t clear up much, let me explain further.  The New Renaissance is comprised of hundreds of Chiropractic offices that do very little to no advertising whatsoever.  Advertising is not the answer.  There is no magic ad that will bring quality new patients to you without lifting a finger.  Period.  Sure, from time to time, an ad is useful in at least getting some people through your doors, but then keeping them and ultimately closing the sale is up to you.  Do you really know what to do once you have them in your office?  90% of you reading this do not.  I know that for a fact, I’ve coached enough of you.

I sure didn’t know what to do with a new patient that was brought in from an ad.  I couldn’t keep them for the life of me, until I met my mentor Dr. Joe.  The New Renaissance’s system of patient education and retention is all the advertising and Chiropractic marketing you could ever need.  It’s an internal marketing system based on referrals and relationships, rather than chasing new Chiropractic patients that won’t stay anyway.

I hope that clears it up a little bit more, and I hope those of you seeking my help will be brave enough to ask for it.  Off to Boot Camp 2010!

No, nobody died.  Nobody is sick.  And no, my wife isn’t leaving me…I found out through the magical world known as Facebook that a dear friend, and former associate, is still lost almost beyond redemption in his imaginary Chiropractic world.  You see, Dr. XXX was given everything I have inside me.  I worked with him closely, spent countless hours, and went above and beyond to help ensure that this guy was a superstar DC who would make 7 figures annually and give Chiropractic to hundreds if not thousands of people every single week.  I took such pride in this young, wild, and compassionate DC.

Now I don’t know how to do much on Facebook, but I saw his name come up and I clicked his page just to see what’s been going on and how he was doing.  Unfortunately, he was let go a few years ago due to underperformance.  And if that did not break my heart enough, I clicked the link to his website and was brought to a WEIGHT LOSS site.  Pictures of weight loss drugs plastered all over the page and NOTHING about Chiropractic.  Zip.  Zero to do with the very thing he went to years and years of schooling for.  Nothing to do with what he used to claim his sole purpose on this planet was.  Chiropractic was no where to be found.

Since when did we become ashamed of what we are?  It’s embarrassing to think that there are DC’s out there who can’t stand up for themselves enough and believe in themselves enough to sell soley Chiropractic.  You don’t need anything else.  No machines, miracle vitamins or pills, none of the sort…it usually only brings you further and futher into debt and kills your dreams faster than anything I’ve ever seen.

Poor Dr. XXX…sometimes I find myself wishing we could rewind a few years and I’d try this with him, or maybe that would make him great…only to catch myself in a lie.  I did everything I possibly could.  I gave him everything I give the members of my program that do make 7 figures, that do make high 6 figures….it was him (and still is him) that is prohibiting him from achieving anything he wants in life.  Please don’t let Dr. XXX be a role model for you, take action starting today.

Think of two cars that look fairly similar, were made in the same factory, even have the same paint job.  But one of them has a 400-hp engine and the other is simply a stock model, priced to sell.  Sure they both have leather seats, and they both have 30 cupholders…but when it comes down to it, that 400-hp is gonna blow the stock model out of the water; all while having a heck of a lot more fun, I might add!

So you see, it matters entirely what’s under the hood.  I don’t care if you’re overweight, have bad teeth, can’t adjust a doll…if you have the horse power to build lasting relationships and create meaningful bonds of trust with every single person that you meet (yes- even outside of your office), you are going to be successful.  Patients will flow through your doors.  It’s a universal law.  The flip side is this: if you are skeptical, negative, jaded, or anything along those lines you’ll forever be stuck in a mediocre or barren practice.  The choice is yours, and my help is here for the taking.  Request an info pack from the girls in my office today and find out how The New Renaissance can put you on the path to success in all areas of your dream life.