Empowering Women in Chiropractic – Caring for Our Military – F4CP

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  We suggest you watch the video while reading the transcript.

All right. Welcome ChiroSecure. So excited to have you with me today. Number one reason in November to give thanks is caring for our military. Those that have fought for our freedom, our veterans, and our active duty military. And that’s really what November is going to be about. We just looking at veteran’s day and adopting all of the benefits to those veterans and active duty military that we can because we know how desperately they need the care of a chiropractor. So we’re going to go to the slides. We’ve got a lot to cover today, and I am truly happy to be able to share with you how we’re going to be looking at building out this November, encouraged an education. So as we go through, never forget ChiroSecure is our friend, and we thank every single corporate sponsor on this, but particularly to ChiroSecure, thank you for all you do.

The next portion of this is we’re going to be looking now at the foundation, launched a military toolkit to support the PR theme of November. What is that peer thing? Well, you guessed it. It is looking at active duty military and our veterans, and how do they find chiropractic care? And what importance does chiropractic care have in their lives? Well, the only person they’re going to hear that from is you you’re the community expert and they are our target audience. So we want to ensure that the doctors of chiropractic are able to reach out. And this roadmap for veterans is an overview of the steps to encourage veterans, to utilize the chiropractic benefits and the guide to do so. So where are we with getting that information out? Well, we put together the, get the care you deserve. And I think as we look at some of the unfortunate statistics and suicide that’s happening right now, chiropractic is so steadfast in helping those that are suffering.

And a lot of times it’s an open ear and a heartfelt care for them that makes a difference in their lives. So I want you to know that as a chiropractor, you’re serving those active duty military and those veterans with true admiration for the job that they are doing or have done and being able to work with them. So getting the care you deserve is a tip sheet, but it also doubles down because it can actually be used as a fire to your office. Maybe you want to put that into your newsletter, use it as a digital resource to outline to the vets where they can get the care and how they can find someone that is going to need that care. As a member of the foundation, many of you out there are going to be in our find a doctor directory. That’s a critical component.

Why? Because if they don’t know where you are, they won’t be able to find you. They don’t know you exist and they need your care. So let’s now move to our infographics. We have a dozen new infographics. You heard me right, a dozen new infographics in our toolkit this month that have uploaded to print out and you can put them on your website and you can put them in your newsletters. You can text them. If you know, there’s a vet out there that may need a little extra care, let them know that you’re thinking about them and that they can share this information. Look, neck pain from military helmets. I mean, think of the stress that they have in their current occupation, or that served in that current occupation. And also looking at low back pain and the gear that they actually had to move around with in fast and obviously very difficult terrain and environment.

So this information is provided to you to ensure that they understand the importance of how injuries result. And also, what does it look like when the injury happens in, they’re not getting the care that they need so desperately. And that’s part of post-traumatic stress disorder is chronic pain may actually lead to PTSD. How does chiropractic fit into that mix? How do we get that veteran or active duty military, the care that they need? Well, let’s start talking about it. Let’s start sharing with our colleagues, with our healthcare providers, with our community, so that we have an open line of transparency and communication with them so that they feel our caring hands. They hear our caring words and they, we network with our community to get the care that they need. Nearly 20% of Americans suffer from chronic pain. Startling fact here is that 65% of our veterans are in chronic pain.

And that is a significant problem. But remember this, they’re not alone. And as you can see, Shiloh Harris is an amazing individual. And we have on our YouTube, this video, PSA, this public service announcement and sharing these important videos, reach out to other veterans who may be suffering. You know, this is an incredible man who lost a lot of, um, his quality of life based on the injury sustained, but he kept moving through and finding options and finding ways that he can himself through and really grow through what he has gone through. So our toolkit today that we set up for you is to ensure that we can help those, especially those that have done so many fabulous things like us, army staff, Sergeant shallow Harris, get that story out. He could save someone else’s life that may in fact be suffering and you cannot miss the importance of actually learning and sharpening your skillset.

What are we talking about? Here are webinars series. They are free for everyone listening right now. This one was hosted by Dr. Nathan Henkel day, and the presentation was caring for veterans considerations for the private practitioner. Now Dr. Hinkle day, fantastic individual served internally at the VA as the point of contact for pain management. He’s cheering various committees at the VA in a serving as the VA central Iowa integrated chiropractic residency program director, and the whole health program management. You will learn a great deal from Dr. Henkel day’s presentation. Remember, again, there’s no cost when they’re live. However, if you’d like to do it on your time, very simple silver sponsor members get to access the recording. So why wait, consider upgrading your membership by visiting our website? And you’ll see all of the other important information that comes with membership such as this new and fantastic episode on adjusted reality, a podcast series trusted by the adjusted in a time for you to reach out to your patients and share these podcasts.

Why? Because it grows awareness of chiropractic in a fun, relatable way where we bring in celebrities and healthcare providers thought leaders, and just fun information that your audience can learn from. And it keeps you top of mind all the time when you share the podcast and let’s face it 12 to 29 year olds are using podcasts. Like in my day, we use the radio. So this brand new podcast that we have here is featuring retired Brigadier general, Becky Halstead. The first person you must lead is you and it dives into Becky’s leadership tactics and how those tactics can be applied to help veterans during this global opioid crisis. We’re also in a mental health crisis. Following those 27 years of service with us army Becky diagnosed with fibromyalgia, the military solution was paying prescriptions and it led her to finding a fabulous chiropractor, Dr. Caroline Malaysia.

And she was a board member of the foundation. Unfortunately, she passed away, but her light and transcendence into everything we do is inspired by her willingness and passion to give all that she gave to the foundation. So we’re very blessed to have Dr. Caroline Malaysia as part of our, our board in the past. And it brought Becky Halston to us, which is fantastic. So please do listen to this episode. I think you’ll find it engaging. And she almost brought me to tears in that podcast. It’s just that touching now, we never leave you without an ebook. And with this military toolkit, we also have the future of wellness and how to provide chiropractic care to improve the lives of veterans. And you can download this book and share this resource with your staff, or maybe you have a conference or a health fair or a community outreach that you could bring this with because you never know who’s going to enjoy or learn from a ebook.

It’s just an amazing next step to help your community do great things. And with this new CU toolkit, there’s a snapshot of the front page of the military toolkit. We tackled on the webinar. It was designed to compete with the resources needed in order to treat and educate the veterans and active duty personnel on chiropractic care. You can find this in the print material sections on the FRCP website, just remember that this toolkit was specific. It was intentional. And it was our opportunity to reach out to those that are suffering. This campaign is only successful. If you help us get it out to the public, sharing it and having your staff understand it and what the messaging is all about. That’s what makes us the fastest growing profession in healthcare, because we’re making amazing moments happen and we cannot do it without you. So joining the team and being out there, sharing the materials and investing in the future of chiropractic is critical.

That’s why the roadmap is such an amazing next step for your staff and you to go through together. I like to think that when you prepare your staff, well, you’re preparing the future of your practice because they’re out there daily talking about you and the amazing results that you get in practice. So this roadmap weeks, one through four showcase all of the necessary pieces that you need to market yourself effectively and treating the veterans in your community and making sure that they know that you care. Now, speaking of caring, one of the best things we can do out there is continue to push forth and really start to, uh, address the marketing part of what we do. And one of the major moments has just happened. And I will share with you, this press release was brought out. And one of the big pieces was it was picked up on several different news sources, Philly, voice, and others that we didn’t expect right out of the gate.

And it’s, it’s an amazing moment when we get these pickups. These, we put out a press release talking about gen Z and the young millennials, and all of a sudden other, um, publications start picking it up and showcasing the benefits of chiropractic care and how that generation Z and the young millennials are more likely to say they will be willing to visit a doctor of chiropractic than a medical doctor for the neck and back pain. Wow. That my friends is what the foundation is all about, bringing forth information. That’s really going to help make a difference in that, remember the release, which is found on our website, you can share it with, um, on your newsletter, but 54% of gen Z ages, 18 to 24 and 52% of the younger millennials, 25 and 32 answered doctor of chiropractic to the question. If you experiencing neck or back pain, would you be willing to see a DC or a medical doctor?

So some very exciting next steps there, new tip sheets, all about getting those tip sheets out, because the more your patients know, the more they’re able and willing to share with others in their family and friend group, this particular resource, the benefits and costs and effectiveness of chiropractic care. It outlines the cost savings associated with including the studies that show how excellent chiropractic is. And this can be used with stakeholders in your particular community or legislators or third-party payers, just an important piece to have at your ready to share. We love the billboards because we know they’re making a huge difference. And we saw that when we did the Olympics. And we also saw that as we see our numbers on find a doctor directory go up and during the Olympics, we had 133,000 people going to find a doctor directory. And we love, we love keeping the billboards up because they, they really nationally make a big difference, but also locally, where they can find a doctor of chiropractic when they’re driving down the road and their back hurts.

All right. So we had them in Ohio. We had them in North Dakota and don’t forget, we also have them in Wisconsin. So five doors in Wisconsin, this is all about bringing it together. There’s not one way to perfectly market anything. And so we have to be creative. We want to be bold. We want to be brave, and we want to get those messages out in whatever medium we can. And I want you to do the same think creatively, how you’re going to get your message out and where are you going to take it? Is it going to be a podcast? Listen, there’s a lot of different podcasts in our season one. And as you know, we launched season two and we were an award winner. If you didn’t remember here, the fact that we were chosen out of 700 healthcare podcasts with judges 58 judges that brought us to a bronze level winner.

And some of those judges were in fact from the AMA ARP, Optum blue shield, blue house, blue cross health. So many, many ways to build out the excitement. And the podcast is one of them. A lot of people suffering with trauma and addiction emotions that will heal. And don’t forget analog key. What a fabulous speaker, author of drug dealer MD so many different ways of looking at the opioid epidemic and how it impacts our social media and the social media dilemma that our, our youth are actually experiencing right now. So I want to thank each and every one of you for being part of the foundation, making a difference today. And as you know, one of the keys to success is sticking together. And, um, we all win when we share chiropractic across the world. And if we think for a moment what we’re doing that week, and that moment to communicate how effective we are at balancing the benefits of chiropractic care with the triple threat that we’re in opioid crisis, a pandemic in a mental health crisis, that’s where we win. When we start to take care of those that are suffering and to try to optimize those that really do the very best they can right now from the youth to our aging seniors. So I want to thank each and every one of you at the foundation for chiropractic progress, come on over to frcp.org and see what is in store for you each month. We appreciate you. We’ll see you in December.

Isn’t it time you joined the most powerful team of successful doctors and chiropractic and go for the goal. Simply go to www.F4P.org/package and get your customized practice success solution.

Empowering Women in Chiropractic – What You Need to Know About Dyslexia!

Click here to download the transcript.

Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  We suggest you watch the video while reading the transcript.

Hello world. It’s Dr. B and Elizabeth to bring you a fun and exciting show today, Elizabeth, I want to say hi to everybody. She’s been so excited to see everybody. Okay. So we are here. You ready to do this girlfriend? I’m ready to rock and roll. So I want to thank ChiroSecure again for giving us this platform and for giving us the ability to bring you this incredible information, um, that we are going to dive into dyslexia today. And why did I choose this topic is because it seems like I’ve been getting pinged right, and left with messages on Facebook and messenger and all those things that we have these days about what is the deal about dyslexia and what do we look as chiropractors? What can we look for and what can we possibly do to bridge the gap? So that little fiddle farts don’t end up having issues with reading, writing, spelling, and those things that are associated with dyslexia in the academic years.

So I’m going to deep dive in dive and dive in to a, uh, a presentation. I’m going to throw some PowerPoint slides up here, and we’re going to walk and rock through this. Um, so again, thank you ChiroSecure for being, um, a part of my life and a part of the chiropractic profession and giving us this amazing platform to bring this incredible information to the world. So things that, um, we’re going to start with things to look for, like a C like where’s Waldo kind of thing in your practices and your clinics. What are some things that you might see in the developmental trajectory, starting from infancy forward? These are red flags that I want you to get comfortable looking at, um, through a different window of if I see these things, what might that little fiddle part struggle with in the academic years?

So one crossing the midline, being able to, uh, know we have a right and a left, which is called laterality, um, knowing I have a right side of the left side, right side of my body left side of my body who writes out of my brain left side of my brain and being able to cross that midline. We often see those with quote, unquote, dyslexia, have trouble recognizing right and left. They often have times with directions, like, um, saying, go turn right at the light or turn left at the street. Um, oftentimes you’ll see them still doing this thing for left and right. So these are things. These are characteristics we might see in our practice paradigm, but let’s back up a little bit and look from early years from infancy on, um, some things that are associated with dyslexia, but we don’t know to look for our language delays, speech delays, fine motor delays, fine motor delays are associated with later on being diagnosed with difficulty, with reading, writing, spelling.

Those are things that are associated with dyslexia trouble with, um, auditory interpretation of sounds, visual interpretation. Um, and, um, so reading, spelling, writing, things like that, and ear infections as a chiropractic profession, oftentimes that is one of the most common things parents will bring their kiddos to care practice for are for ear infections. Again, not that we treat ear infections, not that we treat dyslexia, but what I want to bring together is how to look at this from a global masterpiece kind of standpoint. So these are some of the things that are seen with those later on, um, uh, being said to have dyslexia. So let’s talk about foundations, obviously the chiropractic adjustment. Why is this so important? Because it’s the foundation of what we do of connecting the brain to the body and the body to the brain. But I want to give you a little bit different perspective.

Oftentimes with those that struggle with dyslexia, they, they don’t know for instance, they might confuse B’s and D’s and PS and QS. So obviously reading and reading comprehension, spelling. Those can be issues that is because they don’t understand spatial orientation. So how does chiropractic fit into this message? A if we don’t know where we are in space, because subluxations, um, are, are create, um, dysfunction of information coming into the brain of where our body is in space and how we fit into space. So we might not for lack of better term, nowhere we’re oriented in space that makes it difficult for us to, um, figure out how other things within our world are situated or orientated like letters or words. So the adjustment helps to fire information into the brain and to the area we’ll call the prefrontal cortex, which drives down more stabilization of the, of the, uh, spine, the muscles that find muscles and ligaments of the spine to help stabilize the spine, orienting us, especially our core, core stabilization of where we are in space that leads into fine motor control.

So, as we said in our previous slide, fine motor control is one of the things that is associated with a little fiddle fart later on having struggles such as dyslexia, the adjustment, it helps bring on board our core stabilization of know, and our joints of knowing where we are in space. That step number one, and to help us know where other things are oriented in our space and in our world. So as infant, we want to look at as, as Kairos, that working with little fiddle farts, whether you went implement neuro work in your practices or not cool beans, whatever works for your practice paradigm bet. We should be savvy enough to pick up on some of these clues that we might see on these little fiddle farts at different ages and stages in our practice. So the infant, one of the things we should be looking for is, um, do they have the ability to cross the midline by about three months or so?

You know, they’re bringing their hands to the midline. They’re looking at their hands. They’re very intrigued. This is called bilateral coordination, bringing both sides of our world together into the center and by about five or six months, like miss Elizabeth will show you, we should be able to take an object and bring it to midline and then pass it from one side to the other. So we want to look for that in our little fiddle parts, when we’re doing an evaluation, um, maybe they brought a rattle with them or a, um, English word. I’m going back into my German brain, uh, pacifier. So they’re called in, in, in, uh, English. Um, maybe they bring a pacifier with them to the appointment or so forth and see if they have it in one hand, do they have the ability to look and pass it over to the other side?

Do they, um, present with plagiocephaly? This is a red flag that we should be aware of because oftentimes a plagiocephaly their visual spatial orientation is to the side of the Flathead plat school. So they’re only seen that side of their world and they’re negating information from the other side. These are things, these are red flags. These are precursors to things that we can be concerned about later, academic, social, emotional learning, um, and a diagnosis of dyslexia. So we want to make sure that that little fit apart that infant understands and knows and recognizes. They have a right side of the body on the left side of the body and they can cross the body. So oftentimes as chiropractors, we advocate parents to start promoting this at every diaper change at every diaper change, we ask the, to take the infants, right, maybe the right arm and left leg and cross the midline and match them together in the midline and do that, you know, 10 to 20 times, depending on what that little fiddle fart will tolerate some tolerate more input than others.

And then we switch into the other side. All right. So we’re making them aware of their right side left side, and they’re able to cross that midline. These are some things we can do proactively in order to help that train from derailing later on in the later years. Um, the other thing that we want to be looking at in our practices and educating parents who do at home is some engaging activities set in your opposites, set them on the floor, this little picture. You can see there’s, these are those stacking kind of disks that need to stack on this pole right here behind him, um, and staff in a certain order. So you can use a thing like this. You can use, um, a bucket on the left side that say and blocks on the right side and play a game to where they pick the block up and cross the midline and put it in the bucket.

Or in this case, they take these disks and cross the midline and stack them there. So in your offices, you can see if they’re able to do that. Okay. A six months ish like no later than eight months, can they sit independently? Do they have good core stability? Because that core stability needs to come on control before on, on board before fine motor control, which we said fine, motor control is associated with developmental dyslexia, poor, fine motor control. So sit and observe. That’s part of your examination, observation as part of your examination. And then these are activities. We also advocate for parents to do at home with their little fiddle parts to foster optimal neuro-development and they’ll think you’re brilliant. Okay. So visual motor and crossing the midline, do they, can, they do a motor task and visually see how to manipulate that object to stack it and put it on that pole.

Then we want to work up into visual spatial games, these little, um, when I was little, they were sold. I am through Avon actually, but you can get them pretty much online. I’m sure Amazon has them that those, the little balls with the little different shapes get toys like this, that advocate visual spatial games, where that little fiddle part has to look at an object and it into the right shape and hole. So these are built building blocks to the brain is what you’re doing essentially. So from infancy, these are things we want to advocate, and these are things we want to look for in our opposites. If they have the ability to do that for the older child, we want to see, can they cross the midline and can, can they, um, simply have their arms up in the air like this and match the opposite arm, the opposite leg.

Can they do that with their eyes open and their eyes closed? If they have struggles knowing right from left, you can figure that out. And it’s not simply knowing say, Hey, raise your right hand or, Hey, tap your left foot. We want to know if they know spacial orientation of their body moving through space. So one thing you can do is, um, I call this the arrow traffic controller. Obviously I fly too much, right? Um, or used to play more pre COVID, but you have a series of arrows orientated to the right, to the left up and down and level. Number one would be for that little fiddle fart, or you can use the letter, you either you or an arrow, whatever you prefer. Um, and you have them use their arms, their body because they have to know where their body is in space and where it’s oriented in space to read.

So, to speak, to go visually from left to right across the sport and tell us which way, which way those arrows are pointed. So they use their arms and they call out right down, left up. Oftentimes those with trouble with reading, writing, spelling, dyslexia is also associated with ADH attention struggles, which stands to reason because if they’re frustrated and can’t, um, it can interpret their world, they will, can display more inattentive, um, behavioral issues. So you have them call out and that’s, that’s an issue with them standing still. And then you can have them jump. So they’re using their arms and also their entire buddy body to jump in that direction and tell you which way they’re jumping left right forward or up and down. So these are some general screening tools you can, you can use, and you can use them as exercises at home for parents to give to their little fiddle farts.

Um, the other thing I do is a thing called cross cross claps. So we play a game of, um, I am old. What was patty-cake, that’s it? Um, so you might have the child sitting across from the parents and they had to cross the midline and the parent crosses my life cross, cross, and in the middle of clap. So they have to cross the myth, cross class, clap again, fun games. You can do a song with that. You can play music with that, make it fun, but very simple things to help bring, um, both sides of the body and brain on board and help learning attention and behavior. Now, the other thing I want to just hammer out is the ATNR reflex asymmetrical tonic, neck reflex. This is one that is, um, uh, so has been associated with those with crossing the midline, um, hand eye coordination and dyslexia, um, issues.

It should integrate. It should no longer be active past about four to six months. And this in the little one is that fencer post. So when it’s active in the infant, you’ll see it as that fencer pose. Um, it’s this, this reflects, um, if it stays active is also associated with scoliosis. So your clinical skills or clinical observations should be, do they have postural stability, good, poor control. How is their fine motor control development? Can they cross the midline? Do they have a history of, um, um, uh, academic struggles or behavioral struggles? Is there ATNR reflex, still active, very general screening tools, um, to look at their neurological status. So for the little fiddle fart, some things to do to advocate integration deactivation, so to speak of this reflex is have them lie. Prone. Elizabeth is here demonstrating for us, had turned so that the ear is on the ground. One ears on the ground. You can have them looking at themselves in a mirror or such, or I’ll show you a little video here that Elizabeth was so a good

Lie prone in that fencer pose position. So the, the head is rotated ear to the ground. This arm is extended legs extended, and you just bring there and to there, to there those.

So you play a little game with them. Again, that’s advocating the integration of this reflex. Don’t want to do it before that 46 month window. Right? Um, but if you see a little fiddle fart, eight months a year, you know, 12 months, these are some games that you can play. A mom or dad can lie on their belly with them. And so they have that social engagement while they’re doing, bringing that hand, um, to the nose and make a game out of it. So again, we want to foster good, optimal neural development. And for the older fiddle fart, we often use what is called Childers test to test. If they have an active, a persistently active ATNR, this is where I call it the floppy monster. So their arms are straight out. Risks are flopped. The goal of this exam is that they’re able to keep their arms up at shoulder height.

They don’t start to, to drop and drag. They don’t have a lower tone, um, and they just can’t hold those arms up. And when you turn their head, their arm should stay forward with the body and not rotate to the side that that had has been rotated. And we do this, we turn the head to one side and hold for a count of 10, then bring it back to midline and hold for a count of 10, and then turn the head in the other direction and hold for a count of 10. You will do that. Slow pass twice. Again, looking at the arms, drift downward or drift to the side that you turn the head. You don’t not want that. And then I do one quick pass where I do just a quick turn of the head. And the reason for that quick pass is you might not pick up a lot on the slower head head turn.

It might be some slight deviation of the arms, but when you do a quick turn, that’s when you provoke it more. And so you can really see if that reflex is hanging out. So this is good for the kiddo. That’s four and a half, five ish, um, that older child, before that you can still, um, do the fencer pose where you have them lying, supine, turning their head and seeing if they actually go into that fence or pose themselves. Um, and that’s going to be where the head, where the head is turned, that arm and leg stakes extended, and the opposite side goes into flection. All right. So we got the little, we got the infant, we’ve got some things to do to help, um, mitigate this reflex and promote optimal development in the infant. We looked at the older fiddle, fart four and a half-ish and older, and some things we can do to help that age group integrate calm down an active persistent ATNR.

I call them star flours. So you can them, this is my little demonstration little kiddo. This is actually, she’s kind of like my granddaughter actually. And she she’s much older than this. Now, anyway, you can start them out in a chair, either seated or supine or in a bean bag, wherever you can get it to work. And I’m going to show you some ways to adapt these procedures to the more diff the, the lower function, a little fiddle fart, and you simply have them looking one way. And then when either to the beat of a metronome, to a clap, um, to, uh, the cue switch, whatever you want to be, they switch sides. Okay. So that’s a good exercise to do there. And then I saw what I call mountain climbers. And so, oops, that slide, that gift goofed up. Um, but I would call this mountain climbers and I will show you how to do these in just a moment though. Basically you had them in the well I’ll show you right now. Okay. Step number one. Good.

So essentially they’re in the 18, our position step number one is they straightened the flex hand flexed arm. Step number two is they straighten that leg. Step. Number three is a bend, the straight leg step. Number four is they flex the arm while they’re keeping their eyes on their fingers, as their hand is coming to towards their head. Um, and then they turn their head to the opposite side and do it. Um, so that is called the mountain climber. And for some reason I goofed and it ended up at my site. Sorry about that. So I want to just run through parts of this real quick. This is the lower functioning little fiddle part that we have to learn to adapt our protocols and our screening tools to fit the individual that comes into us. So we’re just going to chug through a couple of things here.

All right. So we’re going to do the ATNR and we call this the floppy monster test. Okay. What I’m going to do is I’m going to have, I have the kiddos facing a mirror because I’m going to have their eyes closed. And I want to be able to see their expressions on their face. And if they’re able to keep their eyes closed, what would do this?

So some expressions I want to see are they grimacing? You know, are they clearly frustrated, scared, unsure themselves. You can see her low muscle tone here. You can see how her postural instability is very evident here.

So we’re going to put you in, can arms go out like this and our risk of floppy like this. That’s why we call it the Bobby monster. Can you put him straight out, straight out? Just like that. Okay. Now stay right there. Okay. Can you put your feet together? Okay. Now your only job is trying to keep your arms there. Okay. Kevin, close your eyes. Can you close your eyes? I know it’s a little tricky. Okay. Keep your eyes closed. It’s hard to keep your eyes closed at night. My eyes closed. Okay. Do you want to make, even if it’s floppy, Peter. Okay. There we go. All right. Do you want to move away from the mirror? Will it be easier if we don’t face the mirror? Oh, it’s the only problem and makes it like this. When you close your eyes, it makes it floppy.

Well, that is one of the things we look for because the ATNR it’s going to, um, we’re looking at, um, the stipular propioceptive visual and auditory systems. Lot of proprioceptive issues. Remember when we take vision away, it proprioception is weak. Um, the personal struggle, because we use our eyes to compensate if we have weak proprioception. So, um, can we try it for just a second real quick? What do you want to leave your eyes open? Okay. So we’re going to let her leave her eyes open, but ultimately we want the eyes closed. Okay. He said I used to open for a minute. Okay. And I’m going to move your head. Can I turn your head? Okay. So what we’re looking for, if the arms move in conjunction with the way we build the head, can we bring them up again?

So that’s a good example. I just want to show you that how to adapt your procedures of that. When we let it leave her eyes open, it was more of an accomplishment for her. You saw her arms turn, but then she did bring them back to midline. That’s what I call the slow dot kiddo. That means that that processing of information, she was, she knew what she was supposed to do is keep her arms midline. They turned and then the brain kind of catches up and says, oh, that’s right. I’m not supposed to be there. I’m supposed to be back at midline. So you might see them jump back to midline. And that, to me indicates, um, a little fiddle part with slower sensory processing. Um, so just some ways to accommodate and adapt your, your procedures. Um, this would be a case where I would have the parents assist her in doing some of these exercises.

They would move the extremities for her. And let’s say, it’s the mountain climbers. They would move the arms and legs for her and turn her head at step number five until she could get the hang of it. Um, so that hopefully this gives a little information, uh, things to think, things to look at from a broader perspective, a to help foster optimal neural development. What might it mean when a little fiddle fart comes into your practice and, um, is not recognizing they have two sides of the world is not passing things over, um, doesn’t know, right from left is still doing this kind of thing. These are all indicators that their brain is having trouble processing, where they are in space and where other things are in space. And that may lead to their learning challenges and difficulties. So, um, again, ChiroSecure. You’re amazing.

Thank you so much for all you do, um, to all of you out there on behalf of me and miss Elizabeth hair. And we want to thank you and we want to wish you an incredible Thanksgiving, happy Thanksgiving, and to all a good night, a little bit too early on that one, that would be Christmas. And I will see you here. And Elizabeth, we’ll see you here. Uh, the third Thursday of December, we’ll see you right before Christmas and you will see the amazing Erik Kowlake on the first Thursday of December until then keep saving lives and keeping being amazing. Say bye Elizabeth. Bye!

Today’s pediatric show to my children was brought to you by ChiroSecure.

Empowering Women in Chiropractic – Long COVID Part 3

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  We suggest you watch the video while reading the transcript.

Hello everybody. And welcome to this. Week’s Empowering Women. I am Dr. Julie McLaughlin, your host. And today we’re going to be talking about the season of long COVID Part 3. So if you missed my other talks, go back and watch them. But I have some slides to share with you, um, here. And so first thing we want to do as always is thank ChiroSecure. They have provided so much educational information and so many experts, um, on Facebook, YouTube, Twitter, you name it. They are everywhere. So let’s do some thumbs up some little hearts. Uh, let’s let’s get the ChiroSecure, uh, videos boosted up on the feeds because they are really, really so helpful in our profession. So the season along COVID so, you know, if you’ve seen some of the videos before that I myself have long COVID, um, I got COVID last spring, so I’m going on six months with this.

And I have learned along the way. So I want to share with you some things. So if you’re experiencing this, if your patients are experiencing this or you’re not quite sure, um, if some of the symptoms that you see are kind of crazy, if it is long COVID. So what we’re going to talk about a little bit, I’m going to give you a little bit of overview in case you missed my other videos of what long COVID is. So the timeline of COVID is when you first get it, it’s acute for about two weeks of symptoms. And some people just get better after that. Some people get no symptoms. We know this, right, but the post acute COVID can be symptoms up to 12 weeks. Once you go beyond the 12 weeks of symptoms, it’s going to become chronic COVID or long COVID, or they call it post COVID sequella.

So those are the timelines. So if you have patients, if you’ve had COVID somebody in your family, that’s where you want to know if you’re falling into what category. So the most common symptom of long COVID is that your symptom will change. So there’s more than 50 symptoms of this post acute COVID syndrome. And the most common one is that it changes. So the symptoms that you have in the beginning that you think are so terrible, they’re going to change, and you might get a better one, or you might get a worst one. Um, but they’re always, always changing. And when you look at some of the statistics, 39 million plus people have been infected with COVID and then about 30% of them are going to get long COVID. And this is the deal you can get long COVID. If you were sick in the hospital, you can get long COVID.

If you’re on a ventilator, you can get long COVID. If you’re asymptomatic, you can get long COVID. If you had a very mild disease and you might not even realize it because you let’s say you had the mild disease and you get over it initially. And then a couple months later, maybe a symptom pops up, you really fatigued, or you have brain fog, or your ha your heart is racing and you don’t understand why, and you don’t link it back to COVID because you figure you got over it. But the truth is that maybe you didn’t get over it and you have long COVID. So if you’re having, if you had COVID and you have symptoms that are strange, and there’s no other explanation for them at all, and you’ve had them really checked out, I want you to think about possibility of long COVID.

So according to the American heart association, one of the biggest problems with COVID is not the virus so much, but it’s the inflammatory or cytokine storm that occurs in that reaction in our own immune system. So that is what we’re really worried about is that cytokine storm. So one of the things that we’re going to talk about today is something called mass cell activation. So there’s some studies out and I’ll show it to you here in a second, but are the cytokine storms triggering this dysfunctional mass cell and causing long COVID? Because as you know, in my other videos, I’ve been on this quest to see what caused this long COVID. I was perfectly healthy. I took no medications. I’ve never had any health issues in my life, and yet I still came to live on COVID. So I’ve been on a mission and I’m sharing that mission with you guys to find out.

So this is a study from November, 2020, that shows that COVID-19 hyper inflammation and post COVID-19 illness long COVID maybe rooted in mass cell activation syndrome, right? So what are the symptoms of that? And these are the highlights from that study that much of the COVID-19 hyper inflammation is consistent with mass cell driven inflammation. What that means is the symptoms of long COVID and the symptoms of mass cell activation are the same. And I’ll show you those here in a second, the prevalence of severe COVID-19 is similar to the mass cell activation drugs, inhibiting mass cell activation. And they’re mediators are a promise with co COVID. I’m going to go over some of the over counter things and some of the natural things that you can do later on in this presentation as well. So hold on for that. So none of the authors currently treat, um, mass cell activation syndrome patients with COVID-19, um, that had the severe forms or had increased mortality.

So the dysfunction of the mass cells in the mass cell activation may be an underlying cause for this long COVID condition. So exactly what is mass cell activation syndrome. Now I’ve had, because I do functional medicine in my practice. I’ve had patients in the years past, come in with this condition, and this is what it is. It’s a multi-system inflammatory syndrome. It’s the same thing as long COVID. If you look up what is long COVID is a multi-system inflammatory syndrome. Now this is a microscopic, uh, photograph of a mass cell. So mass cells are cells that are responsible for the immediate allergic reaction from these little circles in here, they release something called mediators. I know it’s a weird thing for them to call it, but they release these mediators. One allergic reaction is triggered. And so the mass cells can be activated by medications, infections like COVID right, a certain foods insect or a reptile venom.

It can also be genetic. And guess what else, if those mass cells, even aren’t activated, they could just get triggered and become abnormal. And then they grow uncontrollably. So they call that mastocytosis. When the mass cells just kind of go crazy and form almost like an autoimmune condition. So when we’re looking at this, what are some of the symptoms? So it’s going to be heart-related symptoms, skin related symptoms, lung related symptoms, and gastrointestinal track. So those are all symptoms we’re seeing in long COVID right? So in the heart is tachycardia, rapid heart rate, low blood pressure and syncope or fainting in the skin related. What are we seeing? We’re seeing hives, we’re seeing rashes. We’re seeing swelling. We’re seeing flushing. We’re seeing COVID toes and long COVID right in the lungs. We know COVID causes, you know, SARS, Kobe pneumonia. Like I got because wheezing, shortness of breath and stridor.

Those are from the mass cell activation. And we know that long COVID and Colby can cause gastrointestinal tract symptoms like diarrhea, nausea, vomiting, and abdominal pain and mass cell activation can cause the exact same thing. So what lifestyle changes and supplementations can we do to help with the mass cell activation symptoms and with long COVID? So like I said, when COVID has 50 symptoms, but this relates specifically to the mass cell activation symptoms. So if you’re getting some of these symptoms, some of these things could help you. So over the counter, if you’re you have that tendency to want to over the counter medication, there’s different types of anti-histamines, there’s the H one and there’s an H two, and you want to take both types. So in the H one classification, it would be Benadryl or hydroxyzine in the H two class, it’s going to be Zantac or Pepcid.

And I know it seems really crazy that you would take two different types of anti-histamines, but these symptoms are really, really significant and severe. I can tell you, I couldn’t walk from my bedroom into the bathroom without my heart rate, going up to 150. So, and if it’s triggered by all of this mass cell and all this histamine in our body, we need to kind of suppress it. Some of the natural remedies. And these are things that I actually take that have been really effective is Perilla seed extract at 150 milligrams twice a day. History set, which is a product from a pure Encapsulations two capsules per day course to 10,000 milligrams, twice a day. Um, stinging nettles 300 milligrams per day, bromelain 500 milligrams, three times a day, and butterbur at 75 milligrams twice a day. So those are some of the things that are going to help control the mass cell activation symptoms.

And it will help with those same symptoms if you’re experiencing long COVID. Now, one of the things that you can do with lifestyle is do an anti-histamine diet. Now we all talk about like an anti-inflammatory diet. We know what that is, and this kind of overlaps it a little bit, but there’s some added things. So I’m not going to make you sit here and listen to me, read them all. But if you want to see these, pause the video and take a look at these. The other thing that’s not on this list is an interesting little side note is that, did you know that leftover food can have high histamines in it? So if you prepare, you know, something for dinner, you prepare chicken for dinner and you have leftovers and you have it the next night, that’s going to have histamines in it. So be really careful of that. Or if you go to the deli and you buy something that was prepared, that’s basically a leftover watch out for that because they have high histamines. And I can tell you from experience avoiding these foods really, really do reduce your symptoms. So in today is veteran’s day. So I want to thank you all you veterans out there, and we know that freedom doesn’t come free. So thank you very much. And thank you, chiropractic care for having us. I’m Dr. Julie McLaughlin from Vital Health Protocols, and I will see you next time. Bye

And join us each week as we bring you the best in business growth, practice management, social media, marketing, networking leadership, and lots more. If it’s about women in practice and business, you’ll hear it here.

We hope you enjoy this week’s Facebook live event. Please like us on Facebook comment and share. We look forward to seeing all of you next for another episode of Empowering Women in Chiropractic. Now, go ahead and hit the share button and tell your friends and colleagues about the show. Thank you for watching. Have a beautiful day. This has been a ChiroSecure production.

Empowering Women in Chiropractic – How to Attract New Patients from the Fastest Growing Medium on Social Media

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  We suggest you watch the video while reading the transcript.

Did you know, that video is one of the fastest growing platforms on social media and what if you could leverage it to help you attract new patients into your practice? And over a hundred million hours are watched on Facebook every day over. And the average time people spend on YouTube per day is eight minutes and 41 minutes per day. And it’s the second most visited website in existence, for example. So what we’re going to be talking about that to help you with leveraging this, to attract patients. And this is Chen Yen, six and seven figure practice, makeover mentor @introvertedvisionary.com and your host of the ChiroSecure show today. So when also Instagram is they’ve, they’ve talked about this recently about how likely their platform is going to move primarily towards being on video and Facebook also executives where were quoted years ago saying things like they also expect Facebook to be primarily more of a video platform in the upcoming years too.

So this is, this is not just like an overnight thing that, that, uh, trend kind of thing it is, it is likely going to happen. And so if you don’t catch on the bandwagon, then you’re going to be left behind. If you’re not using this as an opportunity to leverage, you’re reaching more people at once, then you’re going to be left behind. So let’s talk about how you can, can leverage this, to grow your practice more effectively as a chiropractor. And let’s talk about, um, I’m going to talk about each video platforms that today we’re gonna cover each video platform that it’s the most popular right now. And then, uh, we’re also gonna talk about, well, what if you don’t like to be on, on camera and then how do you increase? How do you increase patient bookings, uh, through the videos? Cause it’s one thing to do the video and another to, to actually bring in new patients from it.

So the different platforms and what to think about the distinctions, the pros and cons, so that you can decide, oh, which one might make the most sense for me to be on. So let’s first talk about Facebook. So Facebook, um, that says, you know, that back in the day, you could pretty much create a Facebook business page and most of the posts that would, would it be posted on there? Um, people who liked your business page would see it, but did you know, have you ever noticed there were actually, uh, studies done on that? Did you know that recently in the last, even the last couple of years, it’s like as low as how many, what percentage actually will see your posts if you post on Facebook, sometimes even as low as 3.5% of the people who, who like your business page might actually even see it.

So what does that mean? No wonder I’ve ever thought about how sometimes you post on the business page and then you wonder, gosh, how come there are very few people liking it or seeing it or engaging with it and certainly not translating to patients either. Right? So, uh, that’s because of how Facebook is trending to be more, cause now it’s more of a pay to play platform, uh, than it was before, but there is one kind of platform within Facebook that can spread out the word of what you’re posting organically much further than any text posts would ever give you for organic traffic. What is it is to do a Facebook live? So not an uploaded video, not one that you create. And then you upload later if, but one that you do as a Facebook live, did you know that Facebook lives are seen by up to 10 times more than a text post by ended up getting seen?

So when I say text posts, that means like a written post, um, instead of a video post. And so, uh, that’s why it could be good to consider being on Facebook live. And the pros of this platform is that it’s pretty easy to go live. And I, I’m just going to answer a couple of the commonly asked questions I get about this. So one question that I get is how long should my video be? So if I were to do things on Facebook live, ideally it would be at least 10 minutes, if possible, why is that? Because for those of you who feel like, well, but I like to be concise, why do I need to be, you know, 10 minutes at least because people might hop onto your Facebook live at different times during the time you’re on. And so when Facebook sees that there are more people on during the time that it’s live, it’ll push it out, it’ll send it out to as, at least from what I’ve noticed, you know, it’s tends to send it out to more and more people.

Um, so that’s one benefit of, of, um, it being on the longer side. Right? For, for the, in terms of over 10 minutes compared to over at compared to like 30 seconds or something or a minute. So that’s one hot tip. They, um, other thing I’m just trying to think of what else to mention to you about, oh yes. One hot step also is to do it on your Facebook business page, but make sure you share it on your personal Facebook page so that, um, that way it ends up being shared in both places while you are going your life. So it seems like from observation, um, personal experience with this, that Facebook tends to push it out more to people when, again, when people are watching it while it’s live, right. If there’s more people watching it while it’s live. So it’s good to share it on those pages.

Oh. While it’s live. So there’s likelihood of more people watching it. Okay. So that’s when one hot tip about Facebook and now let’s talk about the, uh, cons from what I’ve seen in terms of Facebook. And, um, so Facebook lives that the cons of it is that it doesn’t, it’s not like people are, you know, in, in Facebook, people aren’t necessarily searching for solutions to their issue there, which is why we’re going to talk about YouTube and that’s a better platform for that kind of thing. Right? So that’s, that’s a con of, of a Facebook live. Um, so that’s, that’s one main consideration. So now let’s talk about the YouTube and how you could utilize that platform to, to reach more people. So the, the benefit of YouTube is that it’s, it’s a search engine and it’s an organic traffic search engine where people are typing in specific things that they’re looking up.

And if they end up liking what you’re talking about, then you’ll end up showing up in their feed next time they watched a YouTube video. So then that just builds more of that loyalty of, of seeing your video, if they liked your previous video. Right. Or just had they’ve, even if they’ve watched your previous video many times, um, it’ll end up showing up more likely, or, you know, especially if you subscribe. So also you can go from, uh, having like no videos that you do at all, and then being spot on with one video and in that video getting a lot of views. So it’s not like you have to post on YouTube all the time in order for it to work well, by the way, Facebook one, one, um, thing that I mentioned was that about the pros is that it’s, it’s pretty easy to get going and, and you could, you could literally get one up right now and then be, you know, even getting, getting new patients, um, or new leads from it when you have, for example, a, um, a following on Facebook already.

Right. So, okay. So as far as YouTube though, it, the, one of the pros of it is it, it is a robust search engine and you it’s like free traffic to your video and then subsequently, or your website too, if you set it up appropriately, that gets indexed in the search engines and it can be working for you over and over and over again. And what are some of the, um, the, let me just think about what to share tips related to, to YouTube is to, um, the key here in terms of getting ranked higher in, in YouTube and in fruit videos to be found is to do videos that are more, more keyword, um, SEO based, like do basically do videos on topics that people tend to search about in YouTube, but one quick way for you to get started, you know, you don’t have to get everything perfect.

You don’t have to feel like, oh, now I need to go research this thing. And I don’t know how to research and now I have to hire someone and then you don’t do it. And you don’t need to be that complicated at all. Just get one video up and going. And what kind of topic do you talk about? It’s a question I get asked. So what the, a good framework for questions in YouTube is more related to a specific question that someone might have to think about that, the common questions your patients ask you, um, perhaps about chiropractic or about nutrition or about particular health issue. Right? So, or it could be like, uh, does chiropractic work for, and then X, Y, Z such and such health issue, you know, so those kinds of things that people might be wondering about, and I, there was, are good topics to, to start off with.

You could also do topics related to challenges that people typically have or concerns that people have about chiropractic, like, um, will, what can chiropractic cause cause serious side effects things for series a is chiropractic bad for you. You know, something like that too, like things that people have a concern about, but again, it could be a commonly searched topic. So that’s, those are some hot tips about YouTube. Um, then we’re going to come and talk a little bit about Instagram next, but before we do that, because for some that he’s still listening, you might be thinking, okay, I’m I like the idea of educating people. And I like the idea of, cause the cool part about, about getting on video is that you can set, you can create one video and then it could be there for good, like you don’t have to create it again and yet it’s there and people can watch it.

I remember I, um, I was attending this, uh, so this is in my like previous, well, uh, kind of like previous life kind of thing in a profession ranking, I’m originally trained as a, as a pharmacist, don’t have a doctor of pharmacy degree. So I was attending this conference as pharmacy conference where, uh, where there in new Orleans, where there are over 10,000 pharmacists in town for this conference. And I went into this FedEx Kinko’s, this woman comes up to me and she says, Hey, I know you, I looked at her and I thought, really, who are you? And then she said, I’ve seen you on YouTube. And I thought, wow, because back then, it’s not like I was creating that many videos. I, I probably created just a couple of videos at that point in time for my other business. And that moment just left a lasting impression on me about how one video can literally end up reaching someone like that, who I, you know, I would have never imagined.

And, and that’s the power of video where, uh, I didn’t have to create it again, but she saw it. Right. So, I mean, I didn’t have to keep creating new stuff all the time, but she, she knows seeing it. So for those of you who feel like, well, you know, I liked the idea of educating, but then I get nervous being on camera. Let me just tell you that I used to be terrible on camera or just terrible. When I felt like people would be watching me because when I was little, my, um, I had very well and very strict Asian parents. Um, my parents were, were first-generation immigrants from Taiwan and they were very strict. My dad’s PhD research scientist, and, and he was just very, very strict, same with my mom, any case. So my dad, when I was little, when I was around six years older, it might be eight years old.

I remember Sunday mornings, very vividly. Why? Because I remember feeling kind of jealous of other kids. I would think that when they got the Sunday paper, they would be able to open it up and check out the comic strips and get, you know, and be like, you know, relaxing Sunday. But whereas note for me, what was my Sunday, like I would feel like I dreaded it every week. Why? Because my dad made me do current event talks every Sunday. And I remember crying so many moments when I cried because my dad was very strict in how he critiqued me. And he also has a very different style of speaking than I do. He’s very rigid, very factual, and it’s gotta be like this kind of thing. And it, it gave me so much performance anxiety to the point where I said to myself, I will never speak, I will never speak when I grow up because I would literally get on in front of an audience and that I would completely make a fool of myself because I didn’t even know what I was saying.

Uh, when I set it to the point where it literally didn’t make sense. And then my face would get really hot. And I felt like I wanted to, my heart would beat really fast. I just felt like I wouldn’t run off stage or melt under the rug because it truly was that inspired busing because I felt like I made a fool of myself and I did, you know, it really did so, but why did I end up speaking or even being on video is because I love to teach. So when I was a little kid, I used to, my idea with fun was get worksheets for my third grade teacher and then get, uh, give them to my friends and be, basically be their teacher right. And grade their homework and things like that. So that was my idea. I love teaching ever since I was little.

So it was because of that desire that I decided, okay, I want to, I’m going to try this. I’m going to try being on video. And I still remember doing my first videos. And I remember, first of all, the lighting was terrible. I don’t typically wear makeup. And I, you know, I, I’m the kind of person who actually didn’t wear makeup to my wedding. That’s how much I don’t like makeup. So, um, so then I, I remember doing these first videos where I would look at myself and I think, oh, I look terrible. Oh my gosh, I want to delete this. Or, um, I don’t, you know, I didn’t say anything that was really worthwhile to, to hear about. And so the reason I bring this up is that if I came from being so terrified and so nervous and not good at it at all to now being invited to speak on national stages, if I could do that, then you could do it too.

And same thing with, you know, getting on video. And, uh, so the weight one hot tip for you. I mean, there are two hot tips, uh, if you’re, if you don’t like to be on camera, if you’re concerned about it is to think about how like look at the camera directly and then just imagine someone who you’re very comfortable with a friend or someone, you know, and just talking to that one person, um, or talking to like a cat or dog, that’s one hot tip, your cute little cat, a cute little dog, fuzzy little animal. Um, you know, so then the second tip is that I’ve got these like aura sprays that I like actually have one right here. I like to put it, use it. Um, these are wonderful sprays and, and like to spray myself with this wonderful, like energetically just lighten things up right before for, um, echo, for example, on video or camera. In fact, I did that right before today. Right? The other thing is, um, the, is this okay? You could do this with me right now. And this will, this will help you, regardless of whether you do video, but it will help you in life. Where have you forgotten nervous about something that you felt like was important, it’ll help you with that. So this is what you can do. Stick your tongue out, go like this, to do it with marionette, stick your tongue out, go like this.

So then that way, it just releases all these thoughts about, um, you know, I’m nervous or I’m in good, do terrible and all these kinds of things. So that’s one hot tip for you. Okay. So let’s wrap up here. Let’s talk about the Instagram hot tip. Hope those tips were helpful. I mean, they found it helpful, go ahead, type in a comment or like this right now, if you’re finding this helpful. And so the Instagram platform is see the cool part about this is whatever create on Facebook or YouTube. It can be repurposed. You can just create one video and then repurpose it and put it on Instagram or, or YouTube or, or, or have it on Facebook live. And as far as when it comes to Instagram, um, longer videos are usually on HGTV. So just, just, just know that and that’s good enough for you to know right now.

So, um, so then now as one thing I want to leave you with is what if you’re booking any patients from your videos, let’s say you’re doing the videos and you feel like, well, I’m not getting as many patients as I’d like, or, um, or you haven’t done it. And you’re like, well, should I, is this worth really worth my while? So what you, one hot tip that many chiropractors make the mistake of is not having a good call to action. Do you have a good call to action at the end of your Facebook live? Do you have a good call to action at the end of YouTube? And it’s slightly different with a call to action needs to be in different platforms, because for example, YouTube, if you go too long with a call to action that people click off and then your attention, rate’s not going to be as high and YouTube scores you on that.

Whereas Facebook, um, you know, you could do call to action somewhere in the middle and then do it later. You know? So there are some slightly different strategy with that. So what I decided to do cause most chiropractors, aren’t good with call to actions. Also, even if you never do a video, if you want to know, how do I have more new patients booking from social media posts that I do? How do I have more patients booking from an email newsletter or something that I send out, um, or something that I, I, um, handout that I give, right? This will help you with it. So I’m going to give you, would it be helpful for you if I gave you an exact script that you can literally just swipe and use as far as effective call to actions that will help you with booking more new patients.

So you click on the link in the comment below section and it’s, you’re going to go to introvertedvisionary.com/CTAscripts. Again, it’s introverted visionary.com forward slash C T a scripts, download it instantly. It’s free and use it to help you start getting more new patients from your videos and from anything else that you do with marketing. So with that, um, like this, if you found it helpful, go to that website to download the scripts. And if you’re in a place where you would like to get this, going to be able to bring in patients on, um, on autopilot, more than feel free to, to book a session with us or a book, a free chat with us, go to our website, introverted visionary.com, book, a free chat with us and see how we can help you further. So, and help you grow faster. And that way you can help more people who need you and be making good mileage, good money while you’re waking up the planet more

Empowering Women in Chiropractic – The Greatest Sales Person

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Hello and welcome to today’s show Growth Without Risk. My name is Dr. Janice Hughes, and I’m excited to be with you today. Um, a key focus of this show, you notice is the word growth and doing it in a way that you don’t feel that you have to be a risk taker. So I think ChiroSecure for really even putting together this show, sponsoring the show and multiple different hosts every week. And it’s really an honor to be able to participate, because I think it’s so important for you as a listener to think about how to grow yourself and how to grow your practice. Now, last month, I had a really wonderful conversation with Dr. Daniel Bai and to the point that I wanted to bring him back again today. So we could talk a lot more about sales. So please join me in welcoming Dr. Daniel Bai. So thanks Dan for coming back.

Hey, Janice. Good to see you again. Uh, yeah, it’s, it’s pretty cool to be asked back. Uh, yeah, we could have gone for two weeks the last time we were on the line. So thanks for having me today,

Commenting about, you know, okay. I get the importance of sales, but how, how and what kind of tools, like I wanted to give the example, because then I’m far more interested in your examples, but I brought with me today a little book that I know, you know, well, um, Jeffrey [inaudible], um, book, it’s basically like a little Bible about selling and you know, there’s another famous book as well. Augment Dino has the greatest salesman in the world. So let’s call it sales person in the world and, and thinking in terms of a couple of those resources, I’m more interested though. Tell me, tell me what you think is important for people because a lot of our listeners, they said last time, great, great content. I understand it. I understand the importance of sales, but I don’t know how to do it. So share with us, how do you help people do that?

Sure. So I’m going to backtrack on your intro about growth without risk. And I think that’s a wonderful distinction because classically people often think that selling is risky, that they’re risking the idea that they’re going to get rejected in the worst way possible. You know, modern sales is, ah, is not risky at all. It’s um, I guess before we get into the nitty gritty and the to-do, and we will cover those by the end of this call. So for those of you who like to get concept great, when we get to strategy, you’re going to just gobble this up. But conceptually modern sales is not risky at all because we’re essentially leading our people to make the right decisions for themselves. There’s nothing about that. You know, if we leave them to make the proper decisions and give them the best opportunities to make the right decisions, oftentimes they do because most of our clients are, or enjoying 90% and higher rates of conversion for people coming through the door, not knowing a single thing about chiropractic or what they do or how this fits into their life for themselves and their family.

They have no idea, right, Janice, but ultimately at the end of it, they’re saying yes to that particular thing. So again, it’s, non-risky, if you know what you’re doing, and if you put, if you approach sales with that antiquated old school of, I got to force my people to thinking this way, I have to help them. I have to force them to make a decision that they normally wouldn’t make on their own huge risk. And since we’re booked dropping Janice, I got my own favorite and this is, uh, Chris lights, the accidental sales person, uh, this, I think it was written for chiropractors. And in this book, they talk, he talks about the psychology of what happens to a person who goes through learning a trade. Okay. It could be chiropractic dentistry, medicine, whatever, and then ultimately thrown into the marketplace and said, and then you’re left to wonder, and you’re forced to contemplate this idea of, oh my God, I have to now sell this thing that I have learned how to do.

And, um, it’s a, it’s a wonderful stepping stone for anyone who’s new into the sales world, but the way he’s formulated in the book is, is just borderline genius. And I think everyone should pick that up. Um, and here’s the thing is that many of us, when it comes to sales, like we don’t even know where to start. So we just started you two great reads. Uh, if you go to Amazon, go to sales books, there’s no shortage of them. Um, and we’re going to start putting up a lot of our favorite reading, our favorite books to read on the topic, if you are indeed a reader. So, um, let’s just start there. Conceptually overview, you know, sales is a thing is something that you could learn. It’s not risky at all, if you know what you’re doing.

Right. Right. You know, and, and I think that you really highlighted this, it’s actually risky not to do sales, you know, not to understand it, like not to think about how do I become a better sales person, you know? And that’s, I think what we need to emphasize, like in 2022, we’re almost there. If you can believe it, like, like everybody wants to grow and you want to grow your business. Well, there is no better way than to just embrace this embrace. What is going on here?

Totally. And by the way, now we’re in the post COVID era, the marketplace is much more sensitive to bad sales, you know, cause their BS meters are so much more sensitive and the threshold is lower. Uh, so you got to really, really know what you’re doing. So, um, okay. So we can talk about conceptualizing sales forever. And I just did a talk at Sherman college. They had me over there for their Lyceum. And one of the things I talked about was the fact that, you know, sales is a topic of study and major business programs worldwide. You talk about Harvard business school, uh, Wharton school of business, Kellogg school of business. I mean, these are big name business schools that are teaching their undergraduates in their first year, the concepts of sales. And sometimes they call it different things. Sometimes they call it, you know, psycho economics or behavioral economics.

It’s a new buzz word right now, an academic business training, but ultimately that’s what they talk about. All right. Um, so just to kick us off on the to-do level stuff, you guys are listening to this. This is stuff that doc’s paid thousands of dollars to learn, and we’re just giving it to you here. Uh, because I am such a big fan of ChiroSecure. They are my malpractice carrier, uh, you know, Stu Hoffman and the team do a great job. Um, and they support what we support. So thank you for having me on and hosting and sponsoring the show. So, all right. So here’s the deal. Number one, when we are starting off with a new patient, that’s sitting in front of us, number one thing is getting out of this, this Headspace of, oh, they must understand chiropractic. They must understand what I do.

They must never ever think of chiropractic as this very low scope of practice. Just neck pain, back pain, whatever you don’t want them to think. You got to just put that outside the room for a second. Okay. Because most, oftentimes many chiropractors make the mistake of going to going into that room with an agenda on behalf of either what you do or the industry or the profession or what it should be. Or you have a green book tucked under your elbow, whatever it is, everyone comes in there with an agenda. And I’ll tell you right now, if you go in there with an agenda that is not based on what your patient wants, you’ve already lost. This is the cancer that is that perpetuates our industry. That, that ha that makes us suffer less than 50% close rates across the board. And that’s a crying shame.

We can’t, we can’t do that. So number one, you’ve got to leave that agenda outside. Okay. It’s not hard for most chiropractors because we want to help. So the agenda should be what, this is the internal question that we train our docs to go in with. What does this patient want? What does the person in the room want to for me, that’s it. And if we go in with that question, you see everything that is going to hurt. The process stays outside of the room, and now we’re only focused on what they want without judgment. Janice. You see what I’m saying? Like, yeah. Okay. Okay. All right. All right. All right. All right. I’m going to go down a road that I may not come back from. So help me out here. So

I’ll reel him in. I’ll reel him in if he gets too far off.

So, and I laugh because it just, you know, this is what we struggle with, uh, with our clients every single day, they come in and you have a typical person with an acute lower back. Let’s just say, and they come in. And only thing that doc wants to do is connect that acute lower back with a visceral can common. I’m just making an example in their self-talk is okay. This acute lower back is probably contributing to the fact that they clicked off constipation, diarrhea, sexual dysfunction. Now we know philosophically scientifically there is a correlation, a connection to some degree, if not all right. Okay. We know that. But the problem is, is that the patient doesn’t know that. And the doc does everything in his or her power to connect an acute lower back issue with, with, let’s say a visceral concomitant. And they spend all their time and energy trying to connect that all the while being disconnected from that patient’s true. Want, need and desire. They’re out. Those are the people who say, Hey, Dr. Chavez, you know, I just don’t think this is for me or Dr. Janice. I want to go home and talk to my Fisher about it. Oh, Dr. Janice. I just think it’s a little too expensive. Like they’ll come with all the

That’s. Right? Because it feels like it’s so out here. And, and ultimately, like you said, that the myth in our profession is that we have to connect them to that bigness on day one. That’s the real myth. And I’m a philosophy diplomat. I studied under Fred barge. I’m a diplomat and I get it. They don’t care. And I’m not saying they will never not care because eventually those people that you help them with their need and you clearly help them. Now you’ve got them. Now they’re interested in all this other stuff, but yeah, like, so, so what Dan’s trying to say is you guys are all talking way, way, way out here and we get it. But that’s, if I’m a chiropractor coming to you and our patients are chiropractor.

No, they’re not. I mean, Janice, this ducks 30 years in practice still don’t get it. Why are we expecting our patients to get it in the first 10 minutes of meeting us? Okay.

That’s right. What they want to get is can you help my acute low back pain that you were just describing?

That’s it? Let me give you another example. I was in Del Ray beach this winter, and I went into a coffee shop. Okay. It was a mom and pop micro, or what do they call it? Um, you know, it was a coffee shop, uh, not the big box. It wasn’t like, you know, Starbucks or anything like that. So I walk in there and all they want is a simple cappuccino, Janice, all I want, all they want is a simple cappuccino. I smelled the, the roasted beans from down the block. I was like, you know what? I just like to get a cappuccino. I walk into the cappuccino store, this coffee shop, beautifully appointed. Um, they’re the big grocery machines in the back or behind glass and blah, blah, blah. And lo and behold, uh, behind the counter as the barista that day was the owner of this operation, young guy, maybe, you know, maybe mid thirties or whatever.

And, uh, I go out to the counter and I’m like, you know, uh, like a cappuccino and then the person checking out says, okay, um, so what would you like? You know, how, what size, blah, blah, blah. And then, uh, I guess news got out that the owner was working the barista because you know, he’s talking to everyone. He’s high-fiving is like, oh, so I go over there and he’s like, um, so what is, what does this gentlemen want talking to me? He’s like, oh, he wants a cappuccino. And then I asked a question, well, like, uh, what can I have the can I have half and half instead of milk? Like, I like to have a Burbank. And he’s like, well, you could, and then goes into this whole frigging diatribe of the chemistry between the half and half, how it interacts with the acidity of the, of the espresso bean and how the temperature needs to be. Right in pretty much grabbed me Janice for a good seven minutes and getting coffee seven minutes. Isn’t Aternity, it’s forever. And he tells me why this, you know, I shouldn’t have bravery. I should use skim milk. And I’m like, oh my God, you’re going to blow the sale. You’re going to blow it for me.

Coffee.

It’d be my effing cappuccino and I’m out. But instead he blows it and I seriously, I, I couldn’t cook because I teach this stuff. I couldn’t in good faith, buy a cappuccino from this guy sort of really, really smart guy. I’m sure he knows his stuff about cappuccinos, Janice. I couldn’t buy it by principle. I had to leave.

Yeah. And for chiropractors hearing this and understanding that, like, that’s how our patients feel like in that moment where they’re almost like, why am I here? Like I kept the very beginning. If you don’t understand an anchor that back pain, as much as we know the bigness, but if we don’t in that first piece of the sales process, now you’ve already lost them or you are losing them so much that it’s hard to gain it.

Oh, no doubt about it. And, uh, so we’ll here since we’re myth busting today, Janice, you know, the myth is the typical thinking is, you know, we talk people into buying, okay. Now we listen people into buying. So the number one thing is you’re probably, if you’re having troubles, getting people to say yes to your recommendations and your fees, most likely, it’s not about what you’re saying. It’s all about what you’re not supposed to say. So the typical thing I’m sure I’ve shared her year before is STFU stopped talking right. All about what they want and that’s it. So before we run at a time, when I give some, if it’s okay, some do levels of stuff that didn’t get to your last time. Okay. All along the lines of, uh, STFU and do level, uh, things is number one, asking an open-ended question on why they’re there.

Okay. Old school coaching consulting has always said things like, Hey, when you see your new patients say, and who might go, something like this, oh, um, you know, Sally, thank you for coming to my office. I want to let you know that chiropractic is about finding the underlying reason of why you have the problem. It’s not so much about how you’re feeling. It’s all about how you’re healing. So my purpose today is to figure out if there are any subluxation complexes that are preventing your nervous system from expressing itself at 100% function, that is actually been taught instead of telling them what they want. How about we just ask them an open-ended question. Hey, Sally, what brings you in? And that STFU, and I tell you just doing that one thing, they will let you know that what they really want and in your job at that point is to listen.

And it’s going to be very rudimentary, very elementary. Yeah. And you have to get over that. It’s a fundamental problem they have, and you must engage that head on. Yeah, doc, you know, I have his lower back thing. I just, oh God, it’s just, it usually goes away by now, but it’s only, it’s been like four days and it hasn’t resolved itself. Like it’s like it has all the other times. Great. Got it. Right now. All you’re talking about now is that lower back pain, because understand that people’s understanding of what you provide grows and swells over time. If they feel like their immediate need want, and desire is met Katie and quote me on that one. They will never see the bigness unless they’re immediate want need, or desire is met. An infant. Baby will never learn how to crawl, speak. If they’re not fed.

If they’re not slept, if they’re not nursed, make sense. Math Maslow’s hierarchy of needs. Like this is how it works. And this applies to the sales process. So that’s number one, ask an open-ended question, ask them why they’re here. STFU, take it all in. There’s going to be one and maybe two deep want, need or desire that your patients will just give to you. And your job is to take that all the way to completion. All right. So the other thing I want to talk about that’s okay with you. Janice is the finances. This typically messes a lot of docs up on how to present finances and go through all these gymnastics on how to present finances. And, um, now more than ever docs, the marketplace wants efficient, bare bones, fundamental, um, unadulterated. I I’m running out of adjectives here, but they want simple get to the point. How much is it? That’s what they want back in the day. We’ve had to be so circum, loquacious on how we get to the finances and how to justify our fees. And lately, if you go through that very convoluted way on presenting your finances, whether insurance and cash or something in between your teeth, clicking off their BS meter saying that’s way too complicated.

Doesn’t feel right about the way this person is presenting how much things are. I don’t know. It doesn’t feel right. I’m not going to do this. That’s what we’re risking. Yep. Think about buying a car, but you guys understand that this concept, right? I mean, Janice, right? Like if you’re going to buy something, don’t you want to know as a consumer, get to the point, tell me how much it is and let’s get on with it. That’s what they want.

Well, even using that example of cars gone are the old days where like, well, but maybe I could sell it for this. Maybe it could be that like, like everything now is like, based on, I don’t know, what do they call it? The blue book or whatever. Like, like you can Google search that, you know? So, so I go in to buying a car now in a very different way than it was 20 years ago. Well, likewise, you’re describing like, like get to the point, like let’s not make it so convoluted that all of a sudden people were losing them just because of the money conversation.

Totally. And people lose it there all the time. You’ve done everything. Right. And then number one, doctors freak out because we’re talking about finances. Let’s engage that one. Yes. You internally freak out when it comes to presenting finances, mainly because you don’t have a set system to present the finances that works more often than not. Okay. So I’m going to give it to you here. This is how you present finances. All right. This is the actual way that we teach our clients to do that, do this, that paid thousands of dollars to, to learn from us. And this is how we teach it. Hey, Janice, the total cost of care for you is X. This is how much it would be. If you paid every single time that you came, I have a couple of options. The first option is Y if that doesn’t work, the other option is Z between those two options, Janice, which one of those work best for you?

That’s it? Yeah. I know for some of you, I can read their minds right now. That’s too simple. Yeah, I know. But that’s just how it goes. Yeah. Simplify your presentations of finances. Give your people just two options to pick from. You may think you’re doing them a disservice because you’re not giving them options. No, you’re giving them a disservice by giving them too many options, give them two options, have them pick because they will be empowered to know that they’ve made a decision instead of pick a decision that you want for them. And then you move on, that’s it?

Yeah. And, and, and for everybody listing, like you can see that what Dr. Dan is giving are like really concrete, actionable steps. Like we want to make sure we provide you, obviously all these resources, great books. Um, Dan, I’m going to ask you to close and kind of share, like, why would someone even now spend a weekend with you guys and the program that you do? You know, I can, even before we have you close, say, how would you not do that? Like, like Dr. Daniel Baez describing that in every business management business program business course, they talk about the sales process. And unfortunately in a professional school, like chiropractic, we don’t and recognize that even your experience in student clinic in main clinic, like you’re not going through those things. So for my perspective, that, that’s why, you know, but Dan, I know our time again is, is already coming to a close, but you’ve shared a lot of tools, a lot of books, a lot of resources. What can you leave people with?

Ah, yes. So thanks for that Genesis. And, um, uh, number one, uh, except that sales is a thing like, so it’s something that you have to learn how to do. Okay. And like any great art, science, and philosophy, which sales is cause we’re dealing with and working with people, it can be very complex. And so, uh, my story began when I first graduated school. And I mean, I, I must have seen over a hundred something new patients over the course of like three or four months. And, uh, I, I literally, I, I remember, uh, only a handful of those hundred or so new patients actually started with me now, the rejection was relentless. And, um, it almost got me out of the profession until I realized that I had a sales problem. And that started my journey over the next, you know, over decade to figure out like, what is it that in?

Why do people say yes to things that either or even bad for them, which chiropractic is not. So you need to engage that. Now, if you want to save yourself some time, you know, we’ve already done all the work for you. And a lot of our clients just liked the fact that they could get this information on their own. They could beta test it in their offices, but we’ve just set it up. So the, Hey, do this, do this, do this, do this. It’s an incredibly easy template to follow. That is not personality dependent. And that’s another thing is that I don’t care if you’re an introvert, an extrovert, you have teeth missing, your eyes are asymmetrical. Like this works for everyone because you’re following the rules that dictate how and how someone connects to something that could, that they want need and desire and how to do that as quick as possible. So, yeah, Janice. Yeah, we do that in a weekend. Great. Awesome. But that’s just a start because that gives you everything you need to continue developing, um, you know, your, I guess your salesmanship, uh, over the course of your career, which is again, probably the most important thing for the modern business.

Absolutely. So, you know, for all of you listening, like please know, we think this is like so pivotal and so important. That’s why we’ve done a couple of shows based on this, you know, embrace sales, understand that this is really key in your healthcare business. I call it a business. You know, you’re a chiropractor, an acupuncturist listening, whatever your healthcare specialty, but it is a business. So thank you so much to Dr. Daniel Bai and Close for Chiro, please, by all means, check the links, check them out. I also want to say, thank you for listening. We’ve gone a little longer today. Um, next week’s show will be, um, Mike Miscoe again, please stay tuned for that. Thank you all for listening and have a wonderful day.