Empowering Women Chiropractic – 3 Key Strategies To Help Grow Your Practice and Decrease Your Stress

Welcome to ChiroSecure’s Empowering Women In Chiropractic, the Facebook Live show for successful women by successful women, proving once again women make it happen. 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.

Now, join today’s host Dr. Natalie Beauchamp as she talks impact, exposure and systems. And now, here’s Dr. Natalie.

Hello everyone, this is Dr. Natalie Beauchamp, and welcome to the show, Empowering Women In Chiropractic. I’m super excited to go over what I think is very valuable information for us in practice. A big thank you to Chirosecure for putting these shows on, because I know my co-hosts for this program are putting amazing content every week.

So, first of all, the topic for today’s show will be key strategy to help grow your practice and decrease your daily stress, and as I was preparing for this show I’m like, “Okay, I’ve got way too much information.” So,…

Empowering Women Chiropractic – The #1 Strategy for a New Patient’s 2nd Visit

And hello ChiroSecure viewers, and thank you for joining me today. I’m Kim Klapp, founder of Assistants for Chiropractic Excellence. And before we talk about the number one strategy with new patients choosing to stay pain and refer, I want to take a moment to love on ChiroSecure. If you don’t already know, they are absolutely fabulous. They have the best coverage. They have exceptional customer service. And they amaze me with all they give the profession, including sponsoring these programs.

I’m also grateful that you’ve chosen to watch. Now in addition to my coaching program, I’ve been managing my husband, that’s Dr. Tom Klapp’s practice in Ann Arbor, Michigan for almost 25 years now. Go blue. So if you happen to have any questions on hiring or training or practice systems, just post it, and I’ll be happy to answer it either during today’s show or afterwards. And since my ACE score that I’m doing this month is on second visit strategies for amazing retention, I thought it’d be a good idea to share the most important one with you today.

And what I find is…


Empowering Women Chiropractic – Working with Children with Learning, Concentration and Behavior Problems

Now here’s today’s host, Dr. Monika Buerger.

Hello everybody and welcome to another ChiroSecure’s Look To The Children Show. Thank you for joining us. I’m your host Monika Buerger and I am beyond, beyond ecstatic to introduce you to my amazing guest this morning and literally it’s this morning because this amazing woman is joining us from Australia and it’s 3:00 AM her time, so talk about dedication. The amazing Dorte Bladt is with us today. Dorte’s been in practice for nearly 30 years, the last 18 of it has been working and focusing on the little fiddle farts, the little ones. And for the last 12 years she has traveled throughout New Zealand, Australia, Europe, and here in the United States with her amazing program, Switched-on Kids.

Really, really amazing information in regards to dealing with little ones with attention, behavioral learning disorders. She is one of my heroes in the chiropractic profession. She is right now in the middle of getting her Master’s in pediatrics, she’s certified in chiropractic pediatrics, she’s got certification in pediatric neurobehavioral disorders, and she is the founder of one of the most profound organizations that we could have in this profession and that is the Kid’s Summit, where she has put on amazing conferences for, this September will be the fourth one, and it goes to raising money for pediatric chiropractic research.

And I’m going to let her fill you in on just how much she’s accomplished with just … well actually three seminars so far. I was blessed and honored to be a part of the inaugural Kid’s Summit in Sydney in 2015 and two subsequent ones over here in the United States.

So with out further ado, Dorte, thank you for being here at 3:00 AM. God bless you woman.

We have to do what we have to do. Thank you so much for having me on board. This is awesome, I’m so excited to be part of this.

Well I could not not have one of the greatest of greats in our profession [inaudible 00:03:05].

Thank you, you’re so nice. I need to hear that at three in the morning.

That’s really heartfelt, but you have done quite something remarkable for our profession, and that is raised how much for pediatric chiropractic research?

I actually haven’t looked at the figures lately, but I think it’s about 150,000 Australian dollars, which is just awesome because they have gone straight into looking at research for kids receiving chiropractic care for kids with autism, kids with CP, and kids with ADHD. And as we all know, we don’t have a lot of research there and if we want to continue to care for these kids, we really need to have some hard facts to back up what we do.

Absolutely. And on behalf of the profession, can I be the one to thank you for that? Because that’s something near and dear to my heart. And you know that the Kid’s Summit is something that’s incredibly near and dear to my heart too, so thank you for that. And it’s-

Thank you so much for your support.

It’s a team effort, right? It’s a lot of people trying to collaborate to do the right thing. And you’re so right. In today’s paradigm and knowing what we know in regards to brain-based chiropractics, so to speak, we have so much information that we should be aware of and we should be getting out to the general public on exactly what chiropractic does, especially in neurodevelopmental disorders and autism and learning and so forth. And we know this is exceptionally important in today’s paradigm with chiropractic and pediatrics. Would you mind, because you’re in the trenches over there in Australia, and I get a lot of messages and, you know, “What’s the status over there, what’s status over there?” Can you fill us in, enlighten us a little bit, about pediatric chiropractic and the status over there right now?

Yeah, well like you said, we are definitely in the trenches. We have the last day of the public submissions being today, so we’ve got about 14 hours to go, and the public’s ability to make the panel that is looking at the safety of chiropractic, making them aware of our opinion. So we have spent a lot of time mobilizing parents in the practice and getting other chiropractors to fill in the surveys and making people aware that, as far as we’re concerned, this is a health choice that needs to be available to parents.

I personally have spent a significant time writing letters to politicians and going to visit them and trying to get the right information to the health ministers because what will actually happen after today, is that the panel that is looking at all the research for the safety and efficacy of chiropractic, they will come up with a conclusion, and the public submissions will have some sort of conclusion, and that information will go straight to the health ministers from all of Australia and they will sit down and discuss, “Okay, well what’s the next step?” So it’s really from 5:00 on this afternoon, it’s out of our hands, there’s nothing we can do and that’s why it’s actually okay to be up at 3:00 because I would probably be up anyway worrying about what’s next.

So this survey, it’s for parents but also for the practicing chiropractors in Australia, we need you to be mobilized and really fill out the survey. And is there specifics, in regards to criteria they need to use when they fill out this survey? Because I understand there might be some …

Yeah, that’s actually incredibly important, if there any Australian chiropractors out there that have filled in the survey already, you need to be aware which registration number you have put in. I was one of the first that filled in my survey because I thought, you know, I really want to make sure that this gets in, but I used my AHPRA, so our registration board’s ID, and didn’t realize that that was the wrong number. So supposedly, like two weeks ago, 150 chiropractors had filled in the survey, which is nothing out of 5,500, and it turns out that I, along with a lot of other chiropractors, potentially thousands of us, have put in the wrong ID. So if you’re an Australian chiropractor out there and you have filled in the survey and you can’t remember what number you put in, please go back and fill it in again. We cannot use a submission that does not have the right number. And obviously our opinion and our take and our experience is the trench experience and it’s incredibly important that we get that across in a professional and respectful way.

Absolutely, absolutely. So Australian docs please, even if you don’t work with children, this is for the future of all little fiddle farts out there. And I know Australia’s, you know, under some scrutiny, but other countries as well, so I feel, and that’s one of the reasons I love what you do and the Kid’s Summit, is I don’t feel it’s us against them paradigm, you know, we’re together, we should be together as one in a profession, no matter what country you practice in. I think that’s really important.

Yes. I think the important thing to remember is that yes, we are practitioners but we’re actually trying to help families and helping families require that we do not take sides, but that we actually work with other people rather than against them.

Absolutely. That’s a great point. And with that said, you just have a plethora of knowledge from all realms. I was like, “Oh, where do I pick her brain at because she’s got so much knowledge?” Give the listeners out there, you do a great tidbit on, I believe you called it taming the-

Oh, toddler taming.

Toddler taming. Can you maybe give a pearl or two on dealing with children that are a little bit difficult to deal with in practice sometimes?

Yes, I sure can. I mean, I actually love that age group, they are manic and they’re difficult and it’s like trying to grab a bag of fleas, loved them. I think a couple of things that is really useful when you’re working with toddlers is to remember that they are toddlers and their little brains are wired in not necessarily to do what you want them to do. So I think if your expectation is to play, to go in and have fun with them and giggle and don’t worry about them, whether they lie and have their adjustment on the bed, who the heck cares? If they’re adjusted on a chair, if they adjusted under your desk, that’s perfectly fine as long as they get adjusted. So I think that’s very important.

Another tool that I use, that I find incredibly useful, is what someone taught me, called yes, yes. So yes, yes is how our brains like patterns. Our brains are not very good at breaking a pattern. So if you can start by asking, “Look at your pretty shoes, they’re pink, is pink, your favorite color?” “Yes.” They’re eating an apple, so, “I see you’re eating a lovely apple, is apple your favorite fruit?” Or whatever you can say, but just something that you know you would get a yes. If your next question is something that you want a yes, will you hop in the bed for me? Their little brains will want to stay on that pattern and say yes and do what you ask them because that’s the pattern they have started. And so that’s actually a really good tool that their little brains are just not smart enough to stop.

Oh, brilliant. That’s brilliant. Guess that’s [inaudible 00:11:17].

Works really well.

What are you seeing as one of the biggest struggles with children these days?

Are you talking as a chiropractor?

Okay, let’s go as a chiropractor and then let’s also go walking into our offices, what should we be more mindful of?

Okay, well I guess I’ll go there first. I think as chiropractors, we need to be better at explaining what we do and we need to be less, how do I say this in the nicest possible way, it is a question of coming across as a lovely human being that may have some tools that we can share that will help life improve in families. And if we become a little less stuck on my technique and my expertise and I know, but actually more be there as a human, I personally feel that we will have a better success with getting chiropractic across to more people.

Yeah, that’s beautiful. Yeah, absolutely. And that’s really ultimately what we need to do to, to really turn the tide in what’s happening with these neurodevelopmental [inaudible 00:12:44] in children these days. And I neglected to tell the audience about your amazing program, Switched-on Kids, and the book you have. And I wanted to bring the book to show everybody and I left it at my home library. Do you have one?

Yes, [inaudible 00:13:02].

That’s the only thing I remembered to get out.

Everybody, that is a brilliant book and that is not just for [inaudible 00:13:11] doctors. You’ve written that, as well, for a parent population, as well.

It is written for parents, but it’s basically about chiropractic. So it talks about the three T’s, looking at what stresses that a child might be exposed to, but in a parent’s language. I wrote it because I found it was so hard to motivate parents to do exercises and to change diets and stuff, to help me do what I do. And I just found that I was always hitting my head against the wall and I wanted to come up with something that was a little bit inviting. So some people say, “Oh, it doesn’t look like a book, it’s a magazine.” Well, that’s on purpose because moms like to have a magazine on their coffee table and it’s okay to go in and read this for two pages and then you just throw it back, you don’t have to read it cover to cover. So it’s really a chiropractor’s book, but to get parents involved in understanding what we do, how we do it, and why we do it.

And it’s a beautiful book, it really is. It’s beautifully done. Can we get that over here in the States?

I’m just in the process of figuring out how to get it on Amazon. The process of 15 pages of very small print and there’s been other things that’s been really important. So no you can’t get but it will be there in the next couple of weeks.

Oh fantastic. Yeah, understandably so, you’ve been a little bit busy with other sidetrack issues. So with that said, are there any other tips that you can lend, that you do with parents to make them more compliant? Besides your book or in addition to your book?

Well, my main compliance, this sounds a little bit silly, but that is to get the parents under care. I find the biggest challenge … I’m a Palmer grad, I’m an old fashioned chiropractor and I love that whole subluxation pattern type thing, and I’m finding that to get the children to stay under care, not as a symptomatic type of approach, but more for wellness and lifestyle, it is really important to have the parents under care. So when I do my Switched-on Kids programs, we usually finish up with practice tips and the biggest thing that I have done, that have created a longer term and bigger numbers in children, has actually [inaudible 00:15:43] … family coming in, they get a significantly reduced cost and that has been really helpful to get the parents to feel what their kids are experiencing. And of course, when they know, it is much more real for them and they’re much more likely to stay on health and prevention and wellness type care.

Absolutely, yeah, because when they feel the difference in their own body, then they can extrapolate to that how their child feels the difference and-


… we all feel different when we’re adjusted, right?

Yes, yes, yes.

We all feel alive when we’re adjusted.

Yes, absolutely.

So on your Switched-on Kids, you do that through New Zealand, Australia, and Europe. When’s your next venue there? Or with that?

Yeah, my next Switched-on Kids is in Melbourne in November. Then I’m in Malaysia, probably in January, and … No, hang on a minute, I’m going to Germany in November and I’m going to South Africa later in the year, next year. So got a lot of events on. I think chiropractors are realizing the importance … So the Switched-on Kids program is actually for older kids, I have a Switched-on Babies and a Switched-on Kids, and I think we’re realizing that we have very little knowledge in the kid’s end of the spectrum. So we know how to do a pull to sit and we know how to do a lying down ATNR for babies, but we don’t have very good ways of measuring function in older children. So I find that there’s a lot more requests for seminars around the world, which is I think just lovely because it means that we’re stepping up. We’re realizing that we’re not always so good. You can’t do a straight leg raise in a five year old. Well you can, but you know, it’s going to be fun. Yes, yes, it’s busy.

And I think knowing some of these other tools and having them in our toolbox also gives us a window into their neurological integrity of the brain.

Oh, totally.

And since we want to kind of shift or educate the public that we are a brain-based commodity, a brain-based approach to overall wellness, so would you agree that some of the things that you teach and others teach, we’re looking at these markers or these cues for where is their neurological integrity, how’s their brain function?

Exactly. And translating that into development because, again, going back to that wellness thing, with children, if you are finding a brain-based issue, it’s going to have long term, lifelong repercussions. And that’s why it’s so important we get in early, when we’re all the way, obviously I check the function, it’s pretty well locked in, you know, you are who you are, but a five year old is not who they are and it is so important to make sure that we get in there and get them functioning and thriving early on so they have a better developmental trajectory.

Absolutely, and the executive function, at least in States that’s become a kind of a big label now or disorder. I’m probably like you, we’re not into labels, we’re into function, but executive functioning disorder, and we know from the research we have now, especially from Heidi [Haavik 00:19:38] and what you guys have contributed to research is we know that that chiropractic adjustment does affect frontal lobe integrity. So all the more reason docs out there you need to get on the bandwagon to help us support research. Right?

Yeah that would be really, really good. We need it.

So speaking of that, so one more question. Is there anything, when you walk in the room … let’s go back to babies because you have this Switched-on Babies as well, let’s go back to babies, first six months of life. When you walk in the room, is there any one thing your brain, your eyes automatically go to as far as their movement or what is the one thing that when you walk in that’s your kind of go to?

There’s probably two that I just taking straight away, and one is their connection, you’re talking first six months, but their connection to me. That awareness that is the baby actually turned on? I find that such a huge … I think it’s a connection thing with me if they’re not paying attention, I’ve got a big cross on my book already. The second thing I’m looking for straightaway is posture. Where are the limbs, what’s the spine like, what position is the head in, just due to that whole dual tension scenario. Yes. So I want to you get a sense of that even before I put my hands on the baby so I can see that either, you know, on mom’s shoulder or once the baby’s actually presented in his line either with me or on the bed.

So what would be a couple key markers that you would think that you would see posture wise that would lead you to potential dural tension?

Look at banana shape of the spine, so having the head and the pelvis sort of turned in the same direction, to me would often be an indicator. Or, they can also have more of a twist, so the pelvis rotating one way and the neck is rotating the other, particularly if they have [inaudible 00:21:57] and rotation at the same time. But there are obviously lots of different ways, but just as if I’m walking in and that’s what I’m looking at, those are the two main positions I would be looking for.

Fantastic. Oh see all the pearls you guys out there, all the things she has to offer. We need you for like a lot more than 20 [inaudible 00:22:17] show. So in regards to where we would like to see a lot of our efforts put in our profession, and of course we’re looking at at research, give us the why you went … well, we know why you started the Kid’s Summit, but you’ve raised close to $150,000 and a study, one study, is at least that. I don’t know if people understand how much research costs. So give us the low down on the Kid’s Summit that’s coming up in September in Sydney and where you see the future of the Kid’s Summit and how docs out there, how they can help support you. I mean, they get a fantastic program but at the same time it’s supporting research. So give them the pearls here.

Okay. So we have an awesome lineup coming up in September in Sydney. Sydney in September is gorgeous, I just want to throw out there, if anyone feel like traveling. What we do is have chiropractors, so far we’ve stuck mainly to chiropractors, but traveling from all over the world, paying their own way to come and share their wisdom, their knowledge, and their tips to care for children, for people, for chiropractors.

So the idea is that we get minds working to share for the greater good of the profession. And what I really wanted to do with the Kid’s Summit was to both get the individual chiropractors showing up, but to get them to learn something, to know how to deal with kids in one way or another. But I also wanted a forum where we could sit down and connect and feel supported because I often find that we’re quite alone in our practices and particularly in Australia right now it’s a stressful place to be when you don’t have someone supporting you.

So with these chiropractors traveling from all over the world to speak, we will get that sense of, hey, this is awesome. We have had you, we’ve had several people come in from the States, we have people coming from Europe. And the awesome thing is the willingness of educators actually paying their own way, they’re paying their own hotel, they’re paying for their food, they’re paying for it everything, and they are doing that because they know that the money goes straight to research. And I really take my hat off to that commitment that really just shows the love of chiropractic that we have deep in our hearts, and probably also a little bit of [inaudible 00:25:09], we need to save this because, potentially, it’s not good.

Absolutely. And I must say it was one of the best experiences of my career. I’ve been in practice 29 years and it’s just like a family. The thing is, the content is amazing. I mean, the level of content that you put on is incredible. So they’re going to get amazing information, but at the same time contributing back, which should make anybody feel good to contribute back to something that is so incredibly important and profound. So if you haven’t been to one, you’ve got to go, you’ve got to go. [inaudible 00:25:55]

What day is in Sydney?

The 7th and 8th of September.

Okay. And they can find that on thekidssummit.com.

No AU at the end, just dot com.

Dot com. So the kids plural, K-I-D-S summit dot com. And it really is just a brilliant win-win. The information and giving back. And then do you have any forecasts for the future of- …

We’re looking at a Amsterdam at the end of May next year. So we’re pretty excited. We haven’t been to Europe yet, but we’ve had lots of requests for coming across that way. So that’s what we’re thinking we’ll do next year. We have a couple of people lined up to speak already, which is absolutely awesome. Again, the whole idea with the research is that it has to be into chiropractic care for children and not necessarily neurobehavioral stuff, but anything where we need the facts about what we do.

I feel very, very strongly that chiropractors don’t need to be experts in taking care of kids, but we do require expert knowledge to draw on so we can go in and say, “Okay well I’m a family chiropractor, I see 10 kids a week or whatever, but I’m supported, I know what I’m doing is the right thing because the research shows.”

Absolutely. And that communication is key. That that foundation of communication to have that is is a key, especially in today’s world I think. And today’s practice paradigm. So okay, so out there, Switched-on Kids, Switched-on Kids dot AU, correct?

Dot com dot AU, yep.

Dot com dot AU. The thekidssummit.com. Got to be there. Book is coming due on Amazon and look more do … watch this brilliant woman because she’s a trailblazer and she’s going to be out there making some profound changes for everybody in the pediatric chiropractic world, okay? Not just in Australia. So you guys really need to understand that what she’s doing is beyond Australia. It’s global.

So any last pearls before, and thank you again for getting up at three in the morning. And you look beautiful by the way, for three in the morning. That’s really good.

Thank you.

Any other pearls you want to leave anybody with?

I think the main pearl, well that’s a tough question. From deep, deep, deep, deep, deep in my heart, children are our future. They need chiropractic. They have no other option for the best developmental start. I think we need to step up. We need to learn not to be experts, not to be pediatric chiropractors, but we need to learn enough to make us feel comfortable in assessing any age child. And the only way we can do that is by attending things like the Kid’s Summit or the Switched-on Kids or in life … What’s your program again [inaudible 00:29:17]?

Intersect 4 Life.

Intersect 4 Life. There is an amazing amount of knowledge out there, we need to take advantage of it. Not to be experts, but to be the best family chiropractor we can. And I really, really, really want to encourage people doing that because the only way you guys can prevent you turn into the Australian rigamarole, is making sure that you have the knowledge and the ability to take care of every single little person, big person, that enters your office.

That’s beautiful. Beautiful. Very, very beautifully said and stated and very heartfelt and hopefully those watching this will take this to heart as well. We can’t stress enough educating yourself, arming yourself, and being able to communicate what we do and the importance to the public because Dorte’s right, now more than ever, those kids need us. More than ever in history. Those children’s nervous system, they’re telling us, they’re showing their neuro expression in ways that is not what we want to see in today’s day and age.

So true.

So with that said, I’m going to let you go back to bed maybe?

Well I could just do a little bit of work, you know, I’m up anyway.

Well again, bless you. Thank you so much. I can’t wait to see you again in person. And you know, thank you for all you do and muah. Appreciate it.

Thank you so much for having me. Appreciate it.

Oh, appreciate it. And so I’m going to throw it back to our next host, that is the first Thursday of every month, and next month I’ll be back for the third Thursday of the month with Dr. Amy Spoelstra from the United States and we’ll hash out some more neuro pediatric goodies for you all. And with that said, I want to thank you all for joining us. I want to thank ChiroSecure for taking the initiative and putting this program together to enlighten the world about chiropractic pediatrics and to help us change more lives.

Today’s pediatrics show, Look to the Children, was brought to you by ChiroSecure and the award winning book series, I Am A Lovable Me. Make sure you join us next week right here at the same time. See you next week.

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Empowering Women Chiropractic – Public Speaking for Practice Growth -Cathy Wendland-Colby

But our conversations aren’t always focused, they’re not always delivered, and they don’t always deliver results. How do we make sure that the communication that we have, that the conversations we participate in, that the engagements and the relationships and the community involvement that we’re doing winds up creating amazing results for your practice. That’s what we’re going to talk about today because one of the things I see most with new docs and people who are trying to grow their practice because all of a sudden they got to the realization that they want more out of their practice is that they start to educate with overkill.

The just go way too far. They start to verbally vomit all over people. They start to say too much too fast to the point where people can’t understand what it is that you’re trying to share. We want to make sure that when we’re sharing our message, we’re sharing it in a way that people can actually digest it, right? You don’t need to give them all four years of chiropractic school. You don’t need to give them all of your undergraduate. You don’t need to teach them everything you needed to know to pass your boards or to open your office or to sit through neurology.

I’ve got students that were here this morning getting ready to go do a neurological diagnosis exam. You don’t need to teach your community all of that in one conversation, but you need to help them understand why chiropractic can benefit their lives, why chiropractic care can help them and their family function at a better level, why they should make the choice to incorporate safe, general effective natural chiropractic care as the primary basis of their family’s healthcare system. How do you have that conversation? How do you educate without overkill? We don’t want to be the dead horse.

We don’t want to just keep drilling it into people to the point where they are turned off from you. We want to do it in a way that’s welcoming, that’s inviting. It’s almost like casting a very big net and letting people slowly swim in and then you start to pull that net in a little bit closer and a little bit closer. Here’s the number one thing that I learned. When you want to start educating your community, let’s think about first and foremost the people who have no idea what it is that you do, right? They’re not patients. They’ve never been a chiropractic patient.

They probably not only have they not been in your office, but they’ve probably heard interesting things, right? You know what I’m talking about. They’ve heard those interesting things about chiropractic that probably aren’t true, but they don’t know how to make that decision and determination because it’s all they’ve been exposed to. How do you gently ease into the conversation to let them know that, “Hey, chiropractic is safe. It is effective. It does help people function at a higher level because what we do is connect the brain and the body.”

Maybe you could start the conversation by simply asking one of the most easiest questions, what is the master control system of your body? Now, oftentimes people are going to answer their heart. Don’t make them wrong and say, “Well, you know what? That’s a good answer, but there’s something even greater than that that’s controlling the heart.” Don’t say, “Oh, no, no, no. Not the heart. Think differently.” Say, “Yeah, that’s a great answer, but there’s something that even controls the heart. What do you think is controlling that?” Help people get to that point and reverse engineer your conversation.

Get them to understand why a properly functioning spine and nervous system is important before you start to tell them about chiropractic if they’ve never been exposed to chiropractic or worse yet, if they have a negative impression of chiropractic. You educate them gently. You bring them in gently. You cast the net wide and you start to reel them in and you talk about the master control system in the body and how it was created and why it’s encased in solid protective bone unlike any other organ in the body, right? The lungs and the heart, yes, they are protected by the ribs, but you can easily get a knife through anywhere, right?

But the brain is protected by a solid massive bone, right? The skull. The spinal cord is protected by 24 movable segments of bone. When you have that conversation, it’s a natural for people to start thinking, “Oh, well, obviously it is so important that the body knew to protect it or the God within knew to protect it or the universe knew to protect it or the creator knew to protect it.” It’s that important that we want to keep it functioning at its best level without interference from when? From today until tomorrow or from yesterday until next week or do you want to keep functioning at its best level from birth to the burial? Right?

Start to lead them at how long do you need to have your nervous system functioning at its best level. Well, as long as you want to be healthy. Gradually ease them into that. Be mindful. Here’s a thing I want you to understand. When it comes to public speaking, you have to be mindful that you have two ears and one mouth for a reason. Now, when you’re up on the stage, different story because you are talking at the audience, but your eyes need to be your ears. You need to be watching the audience. You need to be paying attention to what they’re doing. You need to see if they’re vegging out.

You need to see if they’re staring out at their phone because people just don’t look down at their crotch for no reason. You need to see if they’ve tuned out of your conversation or if they’re leaning in actively engaged and the light bulb is going off because you’re teaching them something that they’ve been never been exposed to before or you’re presenting it in a way that their brain goes pooh. That’s a new perspective. That’s a new paradigm. That’s a new idea. That’s amazing. I never even thought it worked like that. Think about when you’re speaking to listen twice as much as you speak.

If you’re on top of a stage, then watch twice as much as you speak and perceive what’s going on with your listener. That’s how you know if you’re getting into that verbal vomit. If you just keep talking and talking and talking and talking and talking and then you take breath so that you can keep talking again, you never even gave them a chance to listen, to respond or to think about what you just said. You’ve got to take that pause. You’ve got to slow down. You’ve got to make sure that they’re understanding what it is you’re trying to communicate. You have to give it to them in small doses.

Listen, you didn’t go to chiropractic school and in one week learned everything you needed to know crammed down your throat as fast as possible. Your patients aren’t going to learn it in one week either. You took four years to get to your understanding and then however many years you’ve been in practice to improve. Maybe perfect, maybe improve. It’s called a practice for a reason. Improve both your adjusting skills, your business communication, your patient care, right? You took a long time to get to where you are. Grant your patients and your community that same amount of time.

They’re not going to get it in one day. They might understand why they need to come in, but we’re going to need to constantly and continually educate them and help them understand this. It doesn’t mean throw it all up at one point. It means little bits, little drips, little drabs, little dribbles here and there, a little video now and then, a little conversation in the office here and there, an email now and then, a handout now and then, but constantly educating them so that you’re educating without overkilling. It doesn’t all have to happen in one shot.

You need to make sure that you are targeting your message to the person that’s going to receive it. If you are talking to a group of mechanics, your conversation might not necessarily be about why they should bring their newborn babies in to get adjusted so that they can develop at the greatest level of health, right? If you’re talking to a group of moms, you might not have a conversation about how getting your spine adjusted is just like getting your engine tuned up because… I’m not stereotyping, but I’m a mom. I can tell you nothing about tuning up my engine.

I know that you just take it back to the INFINITI dealer and they do what they need to do, right? That conversation wouldn’t resonate with me. If you’re having a conversation with your athletes, then make sure that it’s geared toward athletics. Talk about how this can improve their performance, increase their jump height, improve their speed, their response time, make them quicker, make them heal better, allow their body to be able to recover after injuries or getting a big hit. One of my football players was just here. He had a big is it scrimmage? What’s the word? Scrimmage? Scrimmage? Scrimmage.

He had a scrimmage yesterday, thank you, with four other teams during the summer time. It was helmets and shoulder pads. He said, “I’m not hurt, but I’m banged up. I knew I needed to get adjusted before tomorrow’s practice.” Right? Target the message to make sure that it’s landing on right ears, not deaf ears. You want to make sure it’s landing on fertile soil. Target your message to the person that you’re speaking with or to the group that you’re speaking to or to your email list that you’ve built. Make sure it’s the right message at the right time for your people.

They’ll be a lot more receptive and that’s going to help you not only grow your practice, but maintain that growth so that you’re not just getting them in and losing them out the back door. You’re getting them in. You’re keeping them in and then they’re sharing your message and your information with other people. Who are those other people? That’s your audience. That’s your target market. That’s your ideal patient. The way you find them is you look at the best people in your practice right now.

When those people walk in the door, you know how your face lights up and you say, “Oh, this person’s here or this family is here or this group of people showed up.” When those people show up, those are your best patients. Not the ones that you run to the back to get away from. The ones that your face lights up and you’re happy to see, those are the people you want to fill your office with. Have your conversation with those people and talk to them about how can you share this information with people just like them, how can you share that information with their co-workers, how can you share that information with the organizations that they participate in.

Maybe it’s a group of sports parents. Maybe it’s a church group. Maybe it’s the PTA. Maybe it’s one of the business associations in your community or the Chamber of Commerce. Whatever it is that your ideal patient is involved in, that’s where you want to share your message because like attracts like. Those people have a tendency to do similar things with people just like them.

Find your audience, target your message, and make sure you’re delivering it in small bites so that people are actually receptive to it and they’re not turned off by it or tuned out by it or vegged out and faced out and just being polite and staying there listening, but not actually listening to what you have to say. That’s my tips to help you improve your public speaking so that you can experience some great solid predictable practice growth in the coming months. Make sure that you’re targeting your message to the right audience at the right time.

Give them just enough information for them to have some questions, be curious, be interested and come back for more. Then, go out and do it again and again and again and watch as your impact in your community expands and your practice and your community’s health improves. Ladies and gentlemen, thank you so much for joining us this week on Empowering Women in Chiropractic. I’m so honored to be your host. I really want you to join back next week because we have another amazing show coming up for you. We’ll see you soon.

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 enjoyed this week’s Facebook Live event. Please like us on Facebook. Comment and share. We look forward to seeing all of you next week 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.

Please subscribe to our YouTube Channel (https://www.youtube.com/c/Chirosecure) Follow us on Instagram (https://www.instagram.com/chirosecure/), LinkedIn (https://www.linkedin.com/in/chiropracticmalpracticeins/) Periscope (https://www.pscp.tv/ChiroSecure). If you have any questions about today’s show or want to know why ChiroSecure is still the fastest growing malpractice carrier for over 27 years, then call us at (866) 802-4476. or find out just how much you can save with ChiroSecure by visiting: https://www.chirosecure.com/quick-quotes/malpractice-quick-quote/.

Empowering Women Chiropractic – Avoid a $25,000 Mistake

Welcome to ChiroSecure’s Empowering Women in Chiropractic, the Facebook Live show for successful women by successful women, proving once again women make it happen. 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.

Now join today’s host Dr. Julie McLaughlin as she talks learning, living, and teaching, and now here’s Dr. Julie.

Welcome to Empowering Women. We are sponsored by ChiroSecure. I would like to thank them for helping us put this whole program on and all the programs they do. They are just really, really awesome. Thank you, ChiroSecure. I can’t thank you enough.

I am Dr. Julie McLaughlin of Vital Health Protocols. I am very excited to be with you all today. I want to introduce you to my guest. Her name is Dr. Shaelyn Osborn. She’s all the way from Canada and she is a full-time chiropractor, she’s a mom, she’s an entrepreneur, a business owner of 2Inspire Women and she is going to talk to us today about how you can best hire your best employees.

Welcome, Dr. Shaelyn. I am so happy you’re here.

Thank you for inviting me. I’m so happy to be here.

Well, so tell me a little bit about how you got started with all of this.

Great question. I have been in practice for 20 years now, which is absolutely incredible to think that I’ve been in practice that long. I’ve owned the practice for 17 years. One thing that I’ve done really, really well over those 17 years of owning the practice is recruiting great, phenomenal, excellent chiropractic assistants.

The big joke is one of my CAs has been with me as long as my husband has been with me. I actually spend more time with her sometimes than I do with him.

What I do is I [inaudible 00:03:13] for longevity. When I look for team members I want somebody tat sees chiropractic as a career and sees this position as a career.

What happened was I was getting calls and emails from a lot of colleagues and they were saying, “How do you do that? How do you hire? What do you do? What are you doing that’s different?”

Last year I created an online course about how to hire your ideal chiropractic assistant. That’s where it all started from. With the intention that we want to hire paraprofessionals. We need to treat our practice like a business, like a real business.

I know for me and I don’t know about for you, Julie, but that’s one thing that was lacking in chiropractic school was teaching about business. Part of it was going to the school of hard knocks and part of it was learning from mentors but I’ve just created a really great system for hiring team members that want to stay for a career. That’s how it all got started.

Yeah. That is so, so important. I agree. I’ve been in practice for quite a few decades myself. You know, you do want these people to stay with you because you’ve put all this time and effort into training them and you don’t want somebody to be here for a year or two years and then leave.

What’s your best recommendation that the docs out there can do to be able to help them find these really great paraprofessionals?

Yeah. One of the biggest mistakes I see in hiring is that people are hiring out of desperation, not out of inspiration. What I mean by that is all of a sudden their CA gives them notice and they feel like they have two weeks to all of a sudden get somebody in that role and they don’t have the systems in place to hire somebody properly.

They’re wasting time, they’re wasting money, and they’re creating a lot of frustration and hiring just to get a warm body to fill that spot. They’re not hiring their ideal … They’re not recruiting like a CEO.

I know a lot of chiropractors, especially if they run a family wellness practice, they say, “Yeah, but I want that family feel. I want that homey feel to my practice.” Not everybody does but just that community. You can still have that but you need to hire and you need to train like a Fortune 500. That’s what I coach people to do is to hire and train like a Fortune 500.

One of my best tips in creating that certainty in hiring is knowing who you want to hire. Who is the ideal person that you want to hire? What do they look like? What are their personality traits? What are their values? What are their characteristics? What are their skills? Same as writing out your ideal patient avatar you want to write out your ideal CA avatar as well so that you know exactly who you’re looking for.

Then the other piece, part two of creating that certainty, is knowing what you’re hiring for. Julie, a front desk CA has a very different set of skills and personality than a billing CA. You want to know exactly what position you’re hiring for and you want to write that out in as much detail as possible.

Hiring the wrong person can be very, very expensive even for a small business. According to Career Builders it can cost a business anywhere between $25,000 and $50,000 in the wrong hire.


Absolutely. That’s a lot of money in my world.

Yeah. That’s a lot of money in my world too. Yeah.

The reason being is because when you hire somebody you go through the process of hiring and then you go through the process of training and then you get to the point where you or they realize it’s not the right fit and that you did make the wrong hire or you did hire out of desperation. It decreases your other staff morale. It decreases productivity. Then you have to go through the whole process again.

By looking for that paraprofessional and knowing who and what you’re looking for you can streamline and make sure that you’re hiring right the first time.

Yeah. I love that. I love that. I know … I have a gym here in my office and we do functional medicine and we do a variety of things. We created a position agreement for each position and then that’s kind of who we try to format of who is going to have that job and not having everybody wearing every different hat and good at many things and good at nothing, right?

Absolutely. Yeah. Another tip as well for that when you have that position agreement is you want to train for that position as well but make sure that your employees or your CAs or your team they know what a successful outcome looks like.

Here is the job description but then what does success look like for you? How do they know they’re successful? People really do want to succeed but sometimes we, as the chiropractors, fail in our leadership in telling them exactly what’s expected and what success looks like.

By setting that up and creating a system where you can show them, “Here’s the job. Here’s the roles and responsibilities. Here’s what success looks like” it makes your job as the leader much, much easier.

That’s a great tip. That’s a great tip. Do you set them up? Do you teach how to do their little interviews every so often to see how their performance is doing with the employees? And just keep everybody, your whole team, on track?

Absolutely. It really, really creates a much stronger team if you have those markers or those checks along the way. Definitely in the first year you need to be doing regular reviews with your employees so that they know how you’re doing and so that nothing is left … You don’t want to show up a year later and say, “You know what? I don’t really like how you’ve been doing” but you haven’t given them any feedback or any room for improvement.

We want to set our people up for success and, again, we as the leaders, we as the CEOs, have to put those proper steps in place. Definitely setup that probationary period for a new employee, whatever that looks like in your state or in your province, and make sure that you review/check in on a regular basis.

You know, great feedback as well is sometimes they will bring new ideas and new things to you that you think, “Oh, I haven’t thought about that” or you’ll realize where you have been lacking in your training a little bit.

With training … People always say, “My staff doesn’t seem as engaged as I want them to be” or, “They’re not as involved as I want them to be”, well, in my opinion that comes down to you, the doctor, who it’s your job and your role and your responsibility to keep inspiring them and keeping them connected to the vision and the mission of your practice.

Training is not a one time thing. You want to train your CAs and, as you said exactly, do those check-ins, do those reviews on a regular basis, and then you want to keep training and keep training and keep training.

Human nature, you know as well as I do, we forget the basics. We get really, really good and then we stop doing what’s been working well. By continuing to have those check-ins and that training it just keeps your team engaged and it keeps your team evolving and progressing as well.

I love that. That’s excellent. I think it’s so important. We do our team meetings, we have a meeting every week, and then we have a big thing that we all do together every month with our team and I try to share with them some of the cases that we have that are going on that maybe are a little different.

They know all the patients so maybe someone comes in and maybe they have a little memory problem or they have something that’s kind of out of the usual and so then my team will be able to jump in and say, “Oh, let me help you with that. Let me write down that appointment for you. I’ll give you a call.” Just little things and it makes them a lot more cohesive with the patient but also they feel like they’re part of the care as well.

Absolutely. Absolutely. You know as well as I do that front desk is a make it or break it for your practice. Patients spend a lot of time and they’re really connected to that front desk person especially. You want to create that sense of community and that sense of belonging.

Then the other thing too is that really gets the team inspired when they can see where somebody started and then as you progress through their care if you don’t share that with them they don’t know some of the wins along the way or some of the miracles that happened in your office. Once they start to see that and once they start to experience that then they’re onboard for … They’re lifers I say.

Right. Yeah.

They’re a team member. We want to create paraprofessionals that are just as excited and enthusiastic about chiropractic as we are as the doctors. That’s not going to happen unless you teach them, unless you lead them, unless you share with them, and unless you bring them into what it is that you’d love to create as the lead doctor.

Yeah. Absolutely. I love it. I think that’s what makes us practice so long in our lives in this profession because we just love it and every single day when our patients come in and they’re getting better and you’re like, “Yes. Look at this one. Look at this one.”

I just had a great one right before I came on this call. I was like, “Yes!” I went and shared it with my team I’m like, “Look at this.” That excitement that we get of getting people better and seeing these really positive results and it just rubs off on everybody else it really …

When you come to your office … I took my four boards this last weekend and I was with all these students. I’m like, “You are entering the best profession in the world” and if I didn’t believe that I sure wouldn’t be taking the part four boards after this many years.

Every day when I go into my office it’s my safe place, it’s my happy place, because you get people better and to teach that to the staff and the way that you’re teaching docs to help out with the staff is just phenomenal, Shaelyn.

[crosstalk 00:14:12] important piece when you were talking about team meetings. A lot of times we’ll go into those team meetings and we’ll point out what’s wrong or what needs to be done differently or what’s not going right.

I always like to start those team meetings, and we do weekly team meetings as well, I always like to start the team meetings with what we call a magic moment. That kind of brings our focus into what went well last week? You know, whether it’s a win with a patient, whether it’s a win with a procedure, whether it’s a personal win sometimes, but what went well last week that we can share and share excitement in?

Then we can go through some of the other stuff but we don’t want it to always be, “You’re not doing this right” and, “We need to change this” and, “So and So complained.” We want to share in the good. We want to share in the good stories and raise that vibrational energy of who we are and what we do in our practice and then also in our profession as well.

That’s awesome. Awesome, awesome. If the docs want to reach out to you and get a hold of you and learn more about your training how would they contact you?

They can email me at Dr. Shaelyn … It’s D-R S-H-A-E-L-Y-N at Number 2 Inspire Women dot com. Or you can just find me on Facebook or go to the 2Inspire Women website.

I also have a free resource, a free report, and it’s 2Inspire Women forward slash Perfect Hire. You’re more than welcome to download that. If you have any questions they can always reach out and email me or message me. I’d be more than happy to help.

Oh, well, thank you. Thank you so much. These are great tips I think the docs can take and start to implement in their practice now and then they will be able to learn more from you as well. Thank you for being on Empowering Women with me today.

[crosstalk 00:16:03]. I appreciate it.

Yeah. Thank you. Next week we are having another doc from Canada, Dr. Nathalie Beauchamp. She will be hosting Empowering Women next Thursday at one o’clock Eastern time, 12 o’clock Central time. Be sure to log in and check it out.

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 enjoyed this week’s Facebook Live event. Please like us on Facebook, comment, and share. We look forward to seeing all of you next week 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.

Please subscribe to our YouTube Channel (https://www.youtube.com/c/Chirosecure) Follow us on Instagram (https://www.instagram.com/chirosecure/), LinkedIn (https://www.linkedin.com/in/chiropracticmalpracticeins/) Periscope (https://www.pscp.tv/ChiroSecure). If you have any questions about today’s show or want to know why ChiroSecure is still the fastest growing malpractice carrier for over 27 years, then call us at (866) 802-4476. or find out just how much you can save with ChiroSecure by visiting: https://www.chirosecure.com/quick-quotes/malpractice-quick-quote/.