Getting into the patient zone (part 1)

Most of us realize head-space is vital for both success and failure, and as Zig Zeigler points out: “if you think you can or you think you can’t you’re probably right”.  The most successful DC ‘closers’ are those who attend to their patient’s head-space needs…they have a knack of getting inside their zone and more-often-than-not ‘fulfilling’ their needs. Some have an intuitive ability and need little coaching others spend a lifetime never quite perfecting it. The famous (4) personality types (amiable, analytic, expressive & driver) give a great framework to create affinity, uniformity-of-purpose and matching needs with the patients’ needs. It does seem that charismatic people (typically self-confident, positive and vivacious) just attract more people to and, with minimal training “close” and retain more new patients. We all recognize often the best, most erudite “doctors” may well be less successful than their charismatic and mildly less-competent colleague. There is no question a single-minded purpose works (which often means finding ‘one’ technique, one-ROF, one recommendation of care-plan and sticking with it almost dogmatically). In addition making money THE major priority are necessary attributes of long-term success. “Take care of the patient and the money takes care of itself” works well as rhetoric but typically fails in a real-world clinic. The only way it works is IF you hire someone with money as their single-minded purpose. SOMEONE in the office needs that as their priority…! That purpose, though appearing ‘in conflict’ with the patient’s needs must be understood and made a central attribute. The law of fair exchange mitigates this ‘cross-purpose’ and NO patient who is unwilling or unable to understand it fully should ever be accepted…except perhaps for emergency care only.

So what to do? Like inherent pessimistic vs. optimistic personality traits, charism might be in-born, but recognizing the traits and having a model/mentor to rely on is the best starting point. A practice coach may be necessary as well as practicing “closing” with staff, family and friends. These practice sessions can really hone your skills and start to help you ‘create’ your charism. Goals of new patients and cash flow are of course as vital as clean headrest paper. The great country song title: “if you don’t know where you’re going you might end up someplace else” puts a fine point on it.

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