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.

Empowering Women in Chiropractic – Social Media Marketing on Auto Pilot

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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.

Hi, everybody. Welcome to today’s show empowering women in chiropractic brought to you from ChiroSecure. I’m Dr. Nicole Lindsey, founder of Dominate Cairo Marketing, where I teach chiropractors how to build relationships with medical doctors to grow their practice and much more welcome today to our show. Um, this is a really fun topic for me. This is something that, um, I feel that I’ve got really a lot of experience over the years, 20 years of practice doing, and it has really helped to shape, uh, grow, define my practice. And I really want to share this with you today. So let’s go ahead and go to the slides. The topic is social media marketing on autopilot. And of course, before we get into the nuts and bolts, I want to give ChiroSecure a huge shout out today. And I want you all to do the same, give them some likes, give them some love for all that they do for our profession for bringing us together every week for all of these great shows, which I hope that you take advantage of and listen to and watch such great information.

We all I know I do all the other hosts do as well, put a lot of time and effort into bringing you quality content. So thank you ChiroSecure for having us all here and having us come together to do this. So social media marketing on autopilot, if you’ve seen my shows in the past, on, uh, on this show and other places, um, dominate Kyra marketing, you know, that I talk about having multiple streams of marketing all the time that in order to be successful in order to have a busy bustling practice of you need to have the stream set up. And the more that you have set up, the more successful your office will be. So of course, uh, MD marketing is one of the most important streams that I think that your practice should have. And that is something that I can absolutely show you how to do that.

Uh, having workshops in the office. Now, a lot of people have gone to remote, um, whether they’re via zoom or Facebook lives, but making sure that you’re setting those workshops up in your office, I’m still doing workshops out in the community, whether it’s for a medical doctor or for a business, uh, having Google ads in place that is a stream of marketing, Facebook ads, internal referral programs, uh, internal promotions that you do, whether it’s asking for referrals or, um, you know, give love and get love, whatever kind of promotion you, you do, you have to set podcasts. Do you have a podcast? If not, you should. And, uh, creating constant episodes for that email marketing, creating videos, putting that out with content content weekly, and then, uh, reactivation programs. So these are some of the streams, not all that we all should have set up for our practice. Social media marketing is just another one of those streams. And if you do this properly and consistently, you can generate a lot of business for your practice. And the best part about social media marketing is you can set this up on autopilot, so you don’t have to take action every day.

So why should you put social media on autopilot in your practice? Well, first of all, there’s, there’s multiple reasons and I’m going to give you four. Number one is most of the time we don’t have time, right? To do this every day. We don’t posting daily takes time. Uh, you have to think about what you’re going to post. You have to find a photo and scroll through the millions of photos, right on your phone or wherever you keep them. Um, you have to take the photo and you know what, maybe today’s not a good hair day. And I don’t want to do a photo today that happens. Believe it or not. Um, but it takes time ultimately. So having it on autopilot just gets rid of that. Um, that objection, right? Number two is, um, putting this on autopilot is important because not everybody is creative and in a creative mood every day.

Sometimes those juices, those creative juices start flowing and take advantage of that. Write that down, get that on a spreadsheet, come up with your ideas and that those creative juices don’t always come to you daily when you have the time to post. So this is the second reason why, uh, having your social media marketing on autopilot is a necessity. The third reason why it’s important is because, you know, a lot of people will say, well, no one looks at my social media. So why do I, why do I want to do this? Why do I want to want to put the time into posting on social media? Well, that is the very reason why no, one’s looking at it because you’re not doing it right. So if you do it on autopilot, then it’s there. And patients then, and your community, people that aren’t even coming in yet begin to expect to see content from you.

So the reason why you want to get this on autopilot is so that it’s there all the time. You want to make sure that it’s authentic material, which we’re going to talk about in a minute and putting information out on autopilot. Well, uh, being consistent about it will help your brand. It helps you, um, stand out and your brand stand out as well. So the fourth reason that a social media marketing should be put on autopilot is it brings new patients into your practice all the time. This is an excellent stream of marketing. It doesn’t cost a whole lot of money. If any, if you do it, in-house, it won’t cost you anything. Um, there are a lot of companies out there that you can pay to do this. Um, but it becomes a passive form of marketing for your practice. And it’s a great way for patients to learn about you so they can just get a feel for your practice.

They can learn about your vibe, you know, what you, what you do in your practice every day, they learn about you before even coming in. So this can help you to attract patients to your practice that, uh, that you really want in there. So if social media marketing is done correctly, it will bring eyes to you. But more importantly, we’ll bring spines into your practice. That is why social media marketing needs to be done, uh, and putting it on autopilot makes it a no brainer. So how do we do it? How do we do social media marketing and put it on autopilot? So I’m going to give you my plan. I’m going to teach you what I do. Um, if you need help with this reach out to me is one of the things that I do, and I can help you set this up for your practice.

So, first of all, you want to create your brand awareness. And that means your colors, your font, the feel of your practice that has to be on your content that you’re putting out on social media as well. And this is also why I’m not a big fan and I’ve done it. I’ve hired companies to do this for me, but if it does not represent your brand, if it doesn’t represent you, it doesn’t get looked at and I can show you this. I can go through my Facebook, um, insight page, the business page of Facebook and show you how many eyes look at my material when it is put out by me. And when it has the colors, the font, the feel of my practice. And then I can show you how many people look at the content when it is not put out by me.

And that’s a huge difference. I’ve, I’ve done studies on this for my own practice. And people do not look at your stuff. If it’s canned, if it’s not authentic, if it doesn’t represent you, however, if it does, it makes a statement for you and people, they really get a good feel for who you are, what you want them to see and what you want them to learn. So creating your brand awareness, figure this out and use the same colors, the same font, the same feel and your logo on your material. As you’re putting it out. The next step is to create consistency. Posting needs to be done on a regular basis. Okay? But more importantly, create a theme. And this helps you determine what you’re going to post. So create daily themes, weekly themes, monthly themes that you can stick with and post every day, it’s not overkill.

You know, a lot of times we think, oh, I’m putting out way too much information. If I post every day, no, you’re not. You could post multiple times a day and it wouldn’t be, wouldn’t be too much information. You really need to stay in front of your customers. So posting on a regular basis every single day will allow you to do this. Your patients will begin to expect to see your information. Uh, I’ve had days where I didn’t post and then patients would come in and say, you know, I really get used to seeing your motivational quotes on motivation Monday, and you didn’t put one out yesterday. Why not? And I had patients call me out on that. So they expect to see this information. And if you make a create a theme every day and what you’re going to post on, which we’ll talk more about over the next couple of slides, this will make it easy for yourself.

If it’s hard, you won’t do it. If it’s hard, your staff won’t do it. So make it easy so that you can create consistency. The next step logistics let’s lay out the legit logistics of social media marketing on autopilot create an Excel spreadsheet. And we do this on a Google drive so that all of our staff have access to it. We share it with each other. And when somebody gets an idea or for shout out a Saturday, that’s one of our themes for the week. When a patient gets a great testimony from a patient, they’ll type it in there. So that way we can all contribute to the social media marketing calendar. Um, one staff member should be responsible for doing 99% of your posting. And that way, um, there is consistency that way. It does get done, not to say that other staff members that want their hands in it that are good at it.

Can’t do it as well, but just make sure you have at least one person that’s accountable for making sure that it gets done about once a week. We will walk around the office so that we can capture the feel of our office and use this stuff for our social media marketing posts. And we’ll take photos and we’ll do photos of adjusting photos of the therapies, photos of our staff, photos of the patients. And we sh we have a iCloud shared album and we drop those photos into the shared cloud so that all of us can take pictures. All of us have access to these pictures. And then that way, when the post, when we’re ready to do the posting or set that up for a scheduled posting, we can pull from current photos that are in our shared album. So logistically speaking again, if it’s not easy, if it’s not laid out, then it won’t get done.

The next step is to plan it out. So once a week brainstorm ideas, I like to do this every Friday and plan for the following week. And you know, it’s not written in gold. If I come up with a plan and then come Monday, I changed my mind. You can do that, but at least have an idea of what you want to do the following week and get it on that Google drive. So your staff knows, and again, pick themes for the month. Start out with something that you want to educate on. Is that the immune system, I mean, that’s a hot topic right now, is it post COVID immunity, right? How many people have, uh, suffered with COVID and are dealing with long haul symptoms or just trying to get over it and build their immune system. That’s a great topic for the month.

Maybe you just want to talk about chiropractic for the elderly chiropractic for pregnant women, pick a topic. And that is your theme for the week that you want to educate, or the month that you want to educate on, then you can pick a supplement that goes along with that theme that you can discount. And then you can create videos that week that go along with that topic, and then keep in mind testimonies. You know, perhaps you have a couple of pregnant women under care and they’re getting great results. You want to capture their testimonies so that, that can be part of your posting over the course of the month, plan it out, plan it all out and get it on your Google drive on your spreadsheet. Now picking themes. What we do in our office is we pick, um, every single day of the week, we pick a theme that we stick with for posting.

And this really helps you keep on track and keep consistent with all of your posting. So for example, this is what I do Monday is motivational Monday. We pick quotes or stories. I use a lot of BJ Palmer quotes that I overlay pictures of our office, which I’ll show you samples of my social media posting. And over the next couple of slides, Tuesday is ticked talk Tuesday, um, Cairo facts, um, or questions that patients may have we put on there. Uh, Wednesdays wellness, Wednesday, we can put recipes that go along with our theme. If it’s inflammation, maybe anti-inflammatory recipes, um, exercises, exercise ideas. Thursday is Thursday thoughts. Um, typically we stick with the video of the week that we put out and that’s the email or that’s the post that goes in our social media that day, Friday is fun fact Friday, and this is where we can learn about the spine.

Um, we could do something fun with our staff. Um, just some fun fact, Saturday, shout out Saturday, usually a patient testimony, a staff testimony, and then Sunday is slowdown Sunday. We either do stretching. Um, it can be a family pictures of myself, uh, and my family or my staff, um, hiking, you know, anything that you want to put out just to slow down. Um, but those are some of the themes that I use. And you want to pick stuff that fits in with your theme and that you can figure, figure out what’s going to capture the feel of your office, educate and help you brand your practice and your image to your community. So here are some samples of my social media marketing. Um, on the left, there is just a screenshot of, um, some of the photos that we have posted and you can see my colors, you can see my brand and what, what kind of feel we are putting out there.

When you pick colors, you want to make sure that you use them all the time for your background, for your font. Um, and then putting your logo. You can see my logo right there in the center of the screen that we try and put on every post or almost every post that we put out on the right is my Instagram, um, profile. And you can see, again, it has my logo. It has, um, uh, every picture, every image has. My colors, has our font that we constantly use. This next slide are screenshots of some of the posts that we’ve done here recently. Um, the first one is a BJ Palmer quote. We put this out on motivational Monday and we use have a picture of me in the office educating. Um, the second one is one of our, um, fun fact Friday post, I believe.

Um, and just something fun and silly that we’re doing, talking about yoga and version. And, um, one of our staff members is doing that. The next one is a video that I did. We put those videos out on social media. Um, the next slide is I’m sorry. The next picture is a screenshot of, um, my staff and I, after a staff training, went to, um, did an outing and we posted that neck on a lot of views and a lot of attention, your, your practice members, your patients want to see that you’re real want to see, um, what you all are about. Be all being authentic, really captures their attention. And this is something that we do routinely as a team. And we show that we show our practice members that we do that here is my, uh, Facebook page at back in balance. WNC.

Feel free to take a look at that so that you can scroll through some of our posts, pictures, themes, to get an idea. If you’re looking to add more flare to your social media posting, um, here’s a slowdown Sunday. We do some yoga poses and, uh, talk about why that’s important. Um, I have a testimony here for a shout-out Saturday of a patient with their arms up in the air, um, showing some excitement about her chiropractic care, um, on the day that we promote our supplement, the month that we’re discounting, um, we take a picture of it and talk about why it’s important. Uh, we have a testimony, we do testimonies by video or picture, and, uh, the T the video testimonies get a lot of attention. And, um, there is a testimony of a patient right there. And then I did a little screenshot of just, um, some of my most popular, um, posts and Facebook gives you that information.

So you can go in there and look and see what’s getting a lot of attention. Um, what got a lot of attention over the past couple months for us, it was just a silly post that we did showing one of my associates adjusting a skeleton that we have in the office and talking about the importance of bones and that got more eyeballs and more views and more attention than any of my posts over the past couple of months. So make sure you pay attention to that. Facebook gives you that information so you can see what people are paying attention to because ultimately they’re clicking on your practice. They’re reading your information, they’re learning from you when you’re getting more attention. So that is what I have to share for you today about social media marketing on autopilot and listen, social media, your social media is a living, breathing reflection of you and your office.

Um, don’t leave it up to somebody else to do it for you. I know that having time to do it is oftentimes what stops us, but as I showed you, if you plan it out, if you think about it, if you brainstorm, if you get organized about it, it can be done. So don’t ignore it. Don’t leave it up to somebody else that doesn’t know your brand. Doesn’t know. So your mission, your themes, your story, um, to do don’t spend, uh, do spend time figuring out what you want to say. Do come up with ideas you want to put out and do brand you and your office, because it can make all the difference. And this stream of marketing can be a very powerful one for you and your practice. So if you need help with branding, your social media, posting, marketing, MD marketing, or any other ideas, don’t hesitate to reach out to me, dominate Chiromarketing@gmail.com or here on Facebook or through ChiroSecure. I’ll be happy to help you any way I can. Don’t forget to tune into our future shows here on ChiroSecure, whether it’s empowering women in chiropractic or our shows on children, there’s always great information that they will share with you. And that us hosts are here to bring to you. Thank you all for watching today. I hope you have a wonderful day.

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.

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Empowering Women in Chiropractic – Make Sense Out of Chiropractic Care for Kiddos!

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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.

Well, hello, everybody happy October 21st. I am Monika Buerger from Intersect4Life. And I have my sidekick Elizabeth say hi to the world. Um, she’s a little bit upset with me today because I did not have her in our Halloween costume dagnabbit. Anyway, we are here to do an, a very exciting show for you. Since October is national sensory awareness month, we are going to make you more aware of your senses and how to make help you help your patients understand what it’s like to be aware of their senses. Yeah, sounds pretty cool. Anyway, I want to, um, they ChiroSecure for giving us this platform and always having the backs of chiropractors, uh, to give us the, um, most sound information and help for us to be as successful as possible out there. So I am going to Dodge over and we’re going to see a few slides today.

So this is my wild and crazy. Um, what sixties kind of vibe we got going on here. Um, so did you know, this is where chiropractic care is so phenomenal. Did you know that postural instability or postural stability either way you wanna look at it is associated with sensory processing disorders? So for us, that’s a huge piece of the puzzle because if we see individuals across all ages and stages, meaning our little fiddle parts with low tone, and we’ll notice that with the little kiddos, when they start it, particularly when they start, they should start to be sitting independently about six months or so. Um, and if they have poor core tone, poor stability, they’re having to have a hard time sitting independently. And that goes all the way up to our older kiddos that might have a hard time balancing. Um, we put them on a balance pad or a wobble board.

They have a hard time maintaining their posture, or maybe just balancing on one leg. Um, and at two are adults. Okay. So postural instability, if we see that in our clinics, that is a sign of poor sensory regulation. It’s a sensory motor loop. So sensory input comes in. A motor response comes out in this case. Our motor response is our core postural tone. Okay. So we can use simple messages like these to educate our practice community and our community as a whole, as to why chiropractic is so important when it comes to processing our sensory environment. So again, ChiroSecure, you’re amazing. You’re awesome. You’re putting forth some incredible information and platforms for us to share a message. So on behalf of me, we thank you very, very much. So I have a saying how we perceive our world shapes our world and it shapes our response to our world and everything and everybody within our world.

So let’s break this down and, and really kind of dive into what this means and what it looks like in your opposites. We have basically inside internal senses and extra or outside Sensus. So our outside senses are our sight smell, sound, taste, touch. They come from the outside world in, and those are very well known when you talk to teachers and parents, they get that, they understand that, but we have our internal world, our interoceptive senses amongst those are things like distibular our sense of balance of where we are in space, where our head is in space. Being able to be upright against gravity and maneuver through our space against gravity that comes into play after birth. And after that little fiddle fart as an infant experiences, gravity against them appropriate reception information from our deep joints and our muscle spindles, huge for chiropractors, right?

But there’s other internal senses that we should be aware of. Um, sensations that from our hormones, from neurochemicals, from neuro-transmitters, from our microbiome is a huge one. Um, our immune systems, uh, what we call site, okay. W when immune cells spit out, um, anti-inflammatory or pro-inflammatory chemicals, all of these give, um, give information to our brain about what’s going on in our, outside, in our inner world, so we can respond properly. So it’s the ability to take in organize, integrate, and adapt, and respond to our sensory world. And that’s really how we’re going to behave and respond to people and places in our environment. So from the neurodevelopmental world, especially from the neuropsychiatric world and from the world of, uh, metabolic disorders, this is the fundamental basis of disease. So we should be mindful of our inner and outer senses.

It is one analogy that I give, um, I just did this this morning actually to somebody. So we respond to our senses academically, socially, emotionally motor skills and metabolically or physiologically. So let’s give you an example. Um, academically, when I have, if I cannot organize, interpret information coming from my eyes, let’s say, um, into my brain, coming to where my head is in space, because all these systems are happening at once. It’s like, um, it’s like a computer. Um, we’re all into, we’re all hear about artificial intelligence now. So I just did this this morning. So artificial intelligence, a computer is about collecting data. It’s all about collecting data and information and putting this data together and creating a big picture and, um, and getting a, uh, integrating all this information in order to give who’s ever using this information, um, the appropriate information to respond to.

So we know this with regards to things like Facebook, like some of these social media platforms, where they clapped off as data and that’s data that is used to, to create a response to the data, sensory motor, so to speak. If we’re talking about the brain in order to target certain markets in our brains, as humans, we collect this data, the sensory data, it’s a, it’s a subconscious thing going on all the time, just by sitting here, listening to me or me sitting here talking to you, my brain is collecting all this data about the status of my body and my environment. And it’s on a subconscious level. It’s bringing in this information just like we would into a computer into this matrix, this neural matrix, collecting the status. It’s split seconds in order to respond appropriately. So back to the ways we, we look at this in our clinics or in our environment and our school setting in a developmental setting, whatever, academically I’m sitting in school and collecting my brains, collecting all this data about my sensory environment, and I should perform a proper motor output response.

Let’s say I’m doing math. Okay. So sensory input in I’m able to compute this problem. My eyes are working my visual systems working properly, my head, my vestibular systems, I’m working properly to hold my head upright and space so I can interpret what my eyes are taking in my, um, I’m using, I had good proprioception for my hand, uh, to hold a pencil and write and respond and work out this math problem. All this is going on. So academically, what we might see is a poor and ability to respond to an academic task that is poor processing of our environment. Socially. It might mean that I am not socially responding to people appropriately. I can’t read cues for people, their facial expressions, et cetera, and masking, believe me. We are starting to see the data now from this last 20 months of chaos about masking and about this, um, inability, especially with kiddos to read social cues.

So socially, if I’m not, if my brain isn’t able to collect this data, this sensory data from all these sensory systems, I might not respond to a person one-on-one in appropriate social manner, but I might not respond to my social environment. Meaning I might not collect cues from my environment to socially respond in a proper way when, uh, there is a threat and that I need to get out of the way of that threat. Emotionally, I may not be able to collect the sensory data, organize it, interpret it, respond to it in a proper emotional fashion. I E I might continue to have meltdowns when it’s not necessary for me as a child or as an adult to have a, have a fit or our temper tantrum or lose my temper motor. Skill-wise what may, what might see when my brain can’t interpret all this sensory data is not knowing how to use my body in space of prop appropriately to move my hands together at the same rate and timing to catch them up.

Um, I might not be good at sports or like to be on the playground and playing during recess. I, um, might not be able to move my tongue of prop appropriately. And I have difficulty with speech or handwriting. This is poor, um, processing of my environment in order to make the proper motor response, and then physiologically. This is a big one that gets missed a lot physiologically. It might be my body is not interpreting my own internal status, uh, through, uh, thermal regulation. I don’t know. I need to sweat in order to detox. My brain is not getting that information. Uh, I don’t know. I have debt. Peristyle assists to have a bowel movement. Thus, I get constipated impacted, and now I have all these toxins in my body. I might not know I have to have a, uh, urinate. Okay. So these are all things that we should be able to collect this data on a subconscious level.

And they, my autonomic nervous system automatically adapts to what it needs to do. Um, and again, that physiological one is a big thing that gets missed. So these are the little fiddle farts that maybe constipated a lot that, um, they’re immune. They don’t spike a fever because your immune system is not communicating properly and they don’t spike the fever to thwart off whatever the pathogen is. So it’s all about data collecting sensory awareness into the brain so that it gets organized, interpreted. Um, it’s integrated one system, dysfunctional, all systems are thrown off. It’s a circuitry, and therefore they can’t respond appropriately. So using this a graphic like this in your office, or even talking to parents like this, that it is data collecting from our external and internal environments where the brain interprets the status of the body and its environment. So it responds appropriately that isn’t happening.

We might see X, Y, and Z on the little fiddle parts. Now, the cool thing about chiropractic care, I can’t even remember what slide I had next is that, and these are means that I have associated with my intersect for life program, but they’re very simple and they bring the message home to how we as chiropractors fit into this picture. The cool thing is that we know that there is solid scientific evidence that chiropractic adjustments change the way the CEO of the brain, the executive functioning part of the brain interprets sensory input so that we can better acknowledge and interpret the needs of our body, where our body is in space, how to respond to that information. If it’s coming in too fast and furious and too much sensory chaos, it’s like a sensory storm. It’s just, these are hyper sensory individuals. It’s too much. They want to just shut down and hide. If the input isn’t coming in enough, I just had a patient. That’s another patient that just left here a few minutes ago. Let’s face it. The last 20 months has been a little bit chaotic.

And what you said was I don’t even, I’m not even aware when I have to urinate or did I even have a bowel movement or urinate because of the stress load. When the stress load comes too high, this prefrontal cortex area, it flips off it’s offline. It’s the computer is gone, okay. The computer’s off flood control and be aware, and that consciousness of, of our body and its needs. And so we might not get pinned, so to speak, get the message that we have to go to the bathroom. Think of the kiddos who have chronic enuresis issues, bedwetting past the age of five, it’s becoming more and more common when there are stress sores on the system that overwhelm the system, the CEO of the brain, the master control of the computer shuts off and dysregulation of all this information and sues. So the cool thing is we know that that adjustment brings back online, that executive functioning and that part of the brain is responsible for impulse control, um, reasonable abilities, rational abilities, motor responses.

So the kiddos, especially the kids with fine motor issues. By the age of one year, those little fiddle parts should be able to have what we call pincer grip, okay. Getting their thumb and their index finger and pinching, pinching things like Cheerios, and be able to pick them up and put them in their mouth. If we don’t see that happening, if we don’t see some of these fine motor skills coming on board, we have to think there’s a miscommunication between the information coming in. It’s not getting organized, interpreted so that that proper motors response of the brain can drive information to the hand, to properly move these digits, to pick up that Cheerio. If we’re not seeing these things, we know that there’s a, a mismatch of what’s going on from the brain to the body and the body of the brain, which leads me to one of the key ways that I explain this to older fiddle farts, that I work with kids that are 6, 7, 8 years old and older, and they get this and they will tell me, check my spine, okay.

Check my spine. I just me, because I want my brand to talk to my body and my body to talk to my brain. So when they asked me, why are you checking me? I say, because I want your brain to talk to your body and your body to talk the brain, just like a computer. So it works as healthy as, so you can feel happy. You can, um, you can learn, you can pay attention. And these are the things that kiddos that can’t do. Those things are thriving for. So they’re all about coming in, getting checked, connecting their body, the brain and the brain, the body. So, one way that I explain this, I use this graphic pretty simple. It’s an airport. I’ve spent a lot of time in airports. So that analogy worked for me. This is based off of a true story. And what year are we in January, 2020 before all this chaos started, JFK and airplane was coming in for landing.

Now let’s send some of you may have heard this analogy before, but it’s great to hear it again because the more you hear things, the more syllabi syllabis in your brain, the more you can repeat it to your patient base. So this brain’s coming in, this plane is coming in. I E we’re going to refer to that as the body in this, in this scenario, it’s going to land at JFK. Let’s say it’s flight number 5 22. That’s a flight number. So the brain needs to talk to the brain up here, the cell tower and the brain needs to talk to the body. It’s a two way communication. So the brain in this scenario tells the body of the airplane flight 5 22, you’re cleared for landing. However, stay short of runway seven. Cool. The brain is directing that message to the body. The body needs to respond appropriately.

It needs to, um, to receive this information and respond appropriately. In this case, the body of the airplane, the pilot said, Roger, like 5 22 Claire for landing left off, did not interpret, did not hear, did not register a very key point that it was to stay short of runway seven. The reason for that was because there was a plane getting ready to take off and barreling down that runway, which could have caused a total catastrophe. Hundreds of lives would have been at stake here at risk. So thank goodness in this scenario, the brain picked up that the body lacked, interpreting getting this information, uh, and, and halted the plane from taking off, which Holton’s catastrophe. Here’s your take-home message for your PA your practice community. If we don’t have a connection, a good connection from the brain to the body and the body of the brain, some type of catastrophe, this miscommunication result in various type of consequences.

In this case, we diverted potential hundreds of lives being at risk here. And that’s what the adjustment is able to do. We’re better to connect the messages coming from the body, to the brain and the brain, to the body, to respond more appropriately to its external and internal environment. And that my friends is huge. That is hands down the fundamentals of proper neuro development for physical health, mental health, and emotional wellbeing. Cobain’s right. So feel free to use these scenarios because they’re very easy to understand and put it into play in your practice community. I want to end with a cool video that will help kind of, um, summarize this and give you some key talking points for your practice.

Sensory processing disorder is a complex disorder of the brain in which the brain has trouble receiving and responding to information that comes in from your environment, both your external and internal environment, some of your internal interoceptive senses include proprioception. The internal sense of awareness of the position and movement of your body. The proprioceptive system sends messages to the brain, through the joints of the legs, arms and spine, the stipular, the inner ear spacial recognition, and what keeps you balanced and coordinated. The vestibular system is regulated by functions and the upper cervical spine neck, the inner ear, and the base of the brain or cerebellum. Neurovisceral the sense of what is happening to your body, including the feeling of being hot or cold, as well as feeling an emotion. The neurovisceral system sends messages to the brain about the state of internal organs in order for proper physiological responses to take place your five external senses, sight, hearing, touch, smell, and taste.

Sensory processing problems are usually identified in children, but they can also affect adults. Sensory processing disorder often presents as an over sensitivity to things in the environment. Common sounds may be overwhelming. The touch of clothing may cause discomfort to the skin. Some other signs of sensory processing disorder include being uncoordinated, unable to sit still bumping into things, inability to tell where your limbs are in space, difficulty, engaging in conversation or play healthy functioning. The stipular and proprioceptive systems are essential. Developing a healthy sensory processing system. Since these two sensory systems have functions regulated by input from spinal areas, it is important children and adults with signs of sensory processing disorder, be evaluated by a family chiropractor for vertebral subluxations, misalignment of the spine that may be causing interference within the brain and sensory systems. Brain health depends on a healthy spine, thus making spine health, a priority, make chiropractic a regular health habit for the whole family to ensure your spines and brains are working the best they can to learn more connect with us.

So again, a very simple message, um, of helping your, your community understand that connection. So I’m gonna wrap this tie this right back round to that first slide by you recognizing that simple things like pastoral issues, poor posture, slumped posture, technic, posture, babies, not being able to be on tummy time and get up into extension babies, not being able at six months to sit independently. All these are signature signs that that individual has difficulty processing their, their environment and input is not leading to the proper motor output. So simple thing you can do is look at their motor skills, um, and, and being able to understand that and understanding that the adjustment is critical for bringing online the ability to process our world. In fact, one, um, amazing study by Heidi Haavik out of New Zealand, um, chiropractic college looked at the spinal or showed the spinal adjustment, had an increase of 45%, uh, brain cortical to body, to the lower limb affect it, basically affected and had an increase of 45% increase of strength in that lower limb that is telling us that we can help the brain and the body connect so that the body can better proceed and work in space.

So this is what is exciting. This is the, this is where chiropractic is going. It’s going to this brain-based model of care. So hopefully you enjoyed that. Um, and again, ChiroSecure. You’re amazing. Thank you for all the work you’ve done for us. Um, and giving us this platform to bring you, um, cutting edge information for, to, for you guys to share in your communities. Um, and until next time I look forward to seeing you all the third Thursday of November, I’ll have to check my dates for Thanksgiving there. And third, Thursday of November, and you will see Erik Kowalke the first Thursday of November for more incredible information. And until then me and Elizabeth wish you all a happy Halloween and, um, stay away from that spooky candy and look for alternatives for your little fiddle farts to give them, um, you know, Amazon’s got great toys, uh, to give out as treats. Um, lots of times the dollar bin at target at Walmart. Those places are great places to get things other than those sugary, uh, dilated and substances to get a little healthier spin to, to Halloween. Um, again, thank you all and enjoy the rest of your week.

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

Empowering Women in Chiropractic – Having Language Diversity in Your Practice

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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. My name is Dr. Kim Hoang chiropractic physician in the new Orleans area. They give again ChiroSecure for allowing me to have this platform to communicate with my fellow colleagues in today’s show. I’d like to talk about how diversity, uh, in, um, uh, being able to speak different languages, uh, can, uh, be beneficial for not just, uh, your practice, but also the people in the community. Um, I’ve been practicing for about 21 years. Uh, when I, um, first started practicing, um, uh, in the, the clinic, um, that, uh, after I graduated, um, uh, the clinic itself saw mainly English speaking, uh, patients as do most offices, um, and a little bit of history about myself, um, in a show that I did prior, um, I have, uh, mentioned that, uh, both my parents are, uh, immigrants from Vietnam, uh, during the fall of Saigon and 1975, they fled Vietnam and they came to the United States.

Um, they had to, uh, of my siblings at, uh, at that time. And, uh, and then once they were here in the United States, my mom and dad had another, uh, five children. Um, whenever my mom would get sick, most of the time, whenever she would have to go to the doctor, we would always, or one of the, um, the siblings would always have to go with her to translate. And I found that, um, in order for the doctor to really understand and really diagnose the issue, they need to understand a full history. As far as when did the pain started? Does it bother you more at night? Um, does it radiate, uh, the, the, the, the type of pain, when, when does it bother you? The most, those things cannot be said on a piece of paper, uh, just with the, the, the, the, the intake form, uh, in any event.

Um, uh, during the first five years of my life, I mainly spoke Vietnamese because that’s all my parents knew how to speak. Um, once I started elementary school, I learned how to speak English. And, um, usually whenever I’m at home with my parents, I would speak Vietnamese to them. And of course, whenever, uh, whenever I was at school, I was speak English. So there was a combination. Um, w whenever I was in my twenties, I unfortunately lost both of my parents. And at that time, um, I did not really need to speak the language anymore. Uh, fast forward I graduated from chiropractic school, and then I went to, uh, practice at an amazing practice. I learned so much, uh, from, uh, from the doctor that employed me. Um, but again, you know, it was mainly English speaking patients. Uh, it wasn’t until started my private practice that I found that there was a need for a Vietnamese speaking chiropractic physician.

I’d also learned a little bit of Spanish, uh, prior to that as well, too. Um, once I started my private practice, I knew that there was a need. So I started to, um, advertise in the Vietnamese news newspaper here in new Orleans. And I was able to attract a lot of Vietnamese clients or patients. Um, but once I started seeing them, I found that it was a little difficult, um, the way that you speak, uh, to your patients, it’s not just, hi, bye. Hello, how are you doing? It’s more so, okay. You have this disc herniation at this level, and it’s causing the numbness and tingling down towards your arms. So I had to really learn those specific terminologies, everything from disc herniations to, uh, what is your stomach, uh, what is a kidney in Vietnamese? Um, and to this day, I’m still learning, um, because that’s not something that I speak, uh, often.

Um, but I find that, that, that, that, that was something that was needed in the Vietnamese community, uh, chiropractic care. Um, and, uh, but we need to be able to communicate clearly with these patients. Uh, whenever I hired my staff mutually, I would always have at least one Vietnamese speaking person in each office. Um, and again, if I’m not here, then at least there’s a staff member to be able to communicate. And so that was one of the, um, the, the, the, the types of patients that, that I attract. Uh, mainly [inaudible] speaking. Uh, on another note, I knew that there was also a need in the Hispanic community. Um, Spanish is probably one of the top five most spoken language in the world. And, um, I think that, you know, a lot of times whenever we travel, there’s many places that, that speak Spanish. Um, and, and, and so I find that, that, that there was a need in that community as well too.

Now, Spanish is not something that I speak fluently. Uh, I have learned some of the terminologies as far as like where’s the pain they face up face down because of that nature. But, um, I do employ, um, Spanish speaking staff in each of the offices. So that’s, I think that’s an easier way, uh, for, uh, for my colleagues to be able to, um, attract those types of patients. Um, on another note, I would tell you that these patients, um, are the most humble, a lot of times, uh, people I know back in Vietnam and also in many of the countries, uh, where Spanish is spoken, uh, or at least the patients that I see around in, in my area, most of them are from, you know, countries that don’t really put health first. And whenever I’m able to see these patients, uh, number one, being able to explain it to them and for them to understand it, they are so thankful.

And, and, and, and it brings me joy to be able to see them get better with, with not just the, um, the, the use of medication. And there’s a ton in place for, you know, we, we want to be proactive, but not reactive. And, and it’s up to us to be able to communicate with these patients. And, and again, you know, if you’re not able to learn the language, and I know it’s hard to, to pick up another language, I’ve been trying to learn Spanish for awhile, and I highly appreciate and respect the language, but it’s just difficult. We’re, we’re very busy with our lives, our kids, uh, with our practice. So to learn in a, be able to speak the language on a regular basis is really hard to be able, just to learn it. So short of us learning it, having a staff member there to be able to translate, um, there are Google translate nowadays, but I will tell you, it’s not the same.

A lot of times with the Google translate, it’s better than nothing. However, whenever the patient comes in, it’s more like, okay, it’s a scale of one to 10, it’s a two, or I hurt here, you know, so, so having someone to be able to tell the story on a day-to-day basis, I think is very, very important. Um, so, um, uh, I feel too that, you know, uh, again, uh, being able to communicate with the patient and for, for us, we, we, uh, we went to a wellness practice over here. So we don’t just treat the patient until the pain is gone. We want it to be able to educate them that, you know, we want to be able to get them into not just pain relief, but also into wellness care. And, uh, again, in most of the patients that at least my patients that, that are mainly Spanish speaking or Vietnamese speaking, they don’t really understand that they don’t, they, they, they never, uh, put health as, as, uh, as a priority.

Uh, so to be able to, to, um, educate them to that level, I think that it, it is very, very gratifying. Um, the show was going to be pretty short. Um, I, I think that in my, the, my main focus today was more so about diversity of languages. Um, and, um, I actually did a little bit of research in prior to doing the show and some of the most spoken languages in the world, I was kind of surprised, but English is number one, no surprise to that. Mandarin is number two. Hindu is number three. Spanish is number four, and French is number five. So somewhere in your community, I bet, you know, there’s a big, uh, maybe, uh, uh, a French population. Well, I guess, in, in those languages, uh, there’s, there’s probably, you know, dual language. So it’s probably not as much as, as the Spanish speaking and also the, the Vietnamese speaking, but I bet there’s a lot of Chinese, you know, uh, population sometimes, um, you know, that’s the only language that they speak. So again, you know, just, just having a staff member over there, I think you can’t go wrong with Spanish. Um, but, but having just another staff member there to be able to communicate the story is, is, is, is, is not only going to help, you know, your, your practice, but also the people in those community. Um, and, uh, I think I’m going to slowly wrap up the show, uh,

To Kim. I’m going to answer your question. If you can answer, how did people go about finding staff that are bilingual? Did you advertise or

Great question? Yes. Yes. So, um, some of them are word of mouth. Uh, so, um, a lot of these communities are very tight knit communities. Um, if, you know, one bit of obese person, you know, another Vietnamese person, uh, and so, uh, being that I knew she always have a Vietnamese or either Spanish speaking staff members. Most of the time, first off, I, I would ask those staff members if they have any referrals. Um, but also I actually advertise in the Vietnamese and also the Spanish newspaper as well, too. And, uh, I’ve been advertising with them ever since I started my private practice, uh, 15, 16 years ago. And as far as the amount that I pay is close to nothing, uh, as far as return of investments. Um, and you know, it’s not just advertising in there. It’s of course, being able to, um, have a, a patient who knows, or who have had your service, and then, you know, normally it will spread, uh, word of mouth. Um, but, um, but I have advertised in the Vietnamese and also the Spanish newspaper nowadays. Uh there’s uh, there’s, there’s, there’s online, uh, presence as well, too. Um, but, um, uh, I would probably start off again, you know, word of mouth or either, uh, the, um, the, the, the local newspaper, if you’re not sure Google it, um, if you need my help, I’m sure that the people that I’ve advertised with over here has connections with people in your area.

I have one last question. Um, do you find that, um, when you hire somebody that’s bilingual, whatever the languages do you advertise on your website that you’re bilingual, that you speak Spanish, that you speak Vietnamese or whatever?

Well, whenever we advertise in the newspaper, the Spanish, or either the, uh, the Vietnamese newspaper. Yes. Um, I believe in the Spanish newspaper, we do put that, that, that we do speak Spanish. And, uh, so, uh, um, you know, we, we don’t want to assume the obvious, um, but, um, in the Spanish newspaper we do put it, now they can tell on bitten me. So I think they know that I speak Vietnamese, but it would be beneficial if you do have a Spanish speaking or Vietnamese speaking to put it on, uh, to put it on the advertisement and, or, uh, your website as well, too. Absolutely. Um, I wanted to add something in as well, too, at the beginning, whenever I started seeing, um, Spanish speaking, either mainly just, uh, uh, uh, Vietnamese speaking patient, I will tell you it was a little difficult because your report a finding is not, it just doesn’t flow out.

It takes a little bit more time, but again, I will tell you that as you continue to, um, do the report of findings, you’ll see. And with the person, let’s say, if I have, uh, my, my Spanish speaking staff, uh, in the room with me, I’ll speak, and she knows what I’m about to what I am about to say. Uh, and, and, and, and so she’s able to take over the conversation, and then I pretty much kind of point out as far as the, what I, where I feel the issues of what your treatment plan is going to be. Um, she then takes over because she understands the financial, uh, options that the patient has, but be a little patient at the beginning. I remember whenever I first started with my Spanish speaking, I would be in there for probably maybe half an hour, because I would try to speak it and then have to wait for them to translate and then speak again. Um, but again, now that I do have a staff members who have been with me, uh, for some time, they do understand, uh, and, and have been, or have done a report, a finding for me already. So be patient, but it’ll pay off in the end again. Uh, you know, I’ve been doing it for the last 15, 16 years, and, and I truly love, uh, being able to help, um, the, the, the, the patients in those communities. They, they are very, very thankful. They are super, super hard working as well, too.

Okay. Um, any other questions, Alan? Okay, so I’d like to thank ChiroSecure again for giving me this opportunity. I wanted to say that at the beginning, whenever I was asked, um, I’m a little shy in front of the camera, but, um, but I find that whenever you, whenever you find hesitation and you said that you don’t want to, you shouldn’t do it. So I’m want to advise my colleagues, you know, be comfortable being uncomfortable. I think that’s how you grow as a person. And I remember my first show, Alan, he probably remembers as well too. I was, I was probably sweating and then just shaking and, you know, not really knowing how to, um, to speak and, and instead a lot of, uh, um, but anyways, just have fun with it. And Allen, I appreciate you very much for giving me this platform as well, too.

I’ve I really have had a lot of fun. Um, being able to share with you guys, my colleagues, uh, uh, my story and my journey, and please don’t hesitate. My, my website is www dot Meddory dash Gretna dissenter, Emmy T a I R I E dash G R E T N a D I S C C E N T E r.com on there. You’ll have a link to communicate with me. Uh, and, uh, in the last thing that I would say too, is, um, you know, find something that you’re passionate about. I mean, recently for me, uh, I’ve been able to, um, specialize in, in this injuries and I’m having so much fun seeing these patients, not, not seeing these patients, you know, being in poor health, but it’s been so gratifying. I have enjoyed practicing, uh, more so now than ever. Uh, and, um, that is because, uh, what we do matter.

And, uh, I’m, I’m, I’m able to see 12 millimeter disc herniation patients get better naturally without the use of surgery. And to me, that, that, that, that makes me feel like a superhero. And, but it doesn’t come, it doesn’t come easily. It takes a lot of hard work. Uh, there’s a lot of, you know, a lot of, um, seminars and, you know, studies and, and, and things of that nature. And recently, if you guys want to know more about it, I’m, uh, I’m actually one of the, uh, doctors with the, um, with dissenters of America. But, you know, if it’s not that find something else that you’re passionate about, you know, your patients can see, uh, your enthusiasm. It, it bleeds through, and I didn’t realize this, but my coach, uh, coach Bob said that, you know, whenever you’re feeling down, whenever you’re feeling exhausted and tired, it’s going to bleed through, it’s going to bleed through and your patients will feel that, uh, uh, and, and, and so w bring your a game.

You know, I, I encourage all of my fellow colleagues to be the best that you can, and, you know, our profession is an amazing profession. And, you know, we, we, we, we are able to do so much, um, um, that the w in the world needs us. So, so go out there and reach for the stars. And, and again, you know, I’m here. If you guys have any questions for me, I love to be able to communicate with my colleagues and, and, uh, and, and, and help one another out. Um, so thank you so much.

Empowering Women in Chiropractic – The 4 New Types of Patients You Are Seeing

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Hello, and welcome to Empowering Women in Chiropractic. I’m your host, Dr. Cathy. And today we are going to talk about the four new types of patients that you are seeing right now. And I want to preface this by saying you’re still seeing a lot of the same problems, a lot of the same symptoms and complaints, and a lot of, a lot of the same healthcare challenges. But now you’re seeing a lot of new emotions due to your community, living through this information overload for the last 20 months of this pandemic with no foreseeable end in sight. So the four types of patients that you’re seeing right now, people are coming in and they’re confused. They’re scared, they’re angry. And they are untrusting of what’s going on. And what’s being said, so let’s talk about that because you’re confused. Patients are the ones that listen, everybody’s being bombarded with the same information, whether it’s from the TV or the radio.

If they’re driving, listening to commercials that are talking about, let’s get back to normal living by doing X, Y, and Z, let’s all pitch in and do this thing. That’s going to help us get back to our normal way of life. You want to go to a concert, you’ve got to do these things. So people are confused because they’re looking at all this information that they’re getting from the TV and the radio and their coworkers, or from their employers. And they’re really not sure what’s real. What’s legit. What’s true. So they’re confused. And they’re scared because they see big time people like these professional athletes and these Olympic athletes that are refusing to do, what’s expected of them because they want to continue on performing at their great levels of athleticism. So now people are starting to be afraid. Do I trust the government? Do I trust my doctor?

Do I trust my coworkers? Do I trust the people that are running my child’s school? And they’re angry because we’ve been told this has 15 days to flatten the curve. And it’s been in 15, 16, 17, 18, 19 coming on 20 months. And of course now with flu season, because we don’t call it fall, right? We have to call it flu season. Now with flu season kicking up. Now they’re talking about how all these variants are going to start closing things again. So they’re not trusting what they’ve heard from the politicians. They’re not trusting what they’ve heard from the media. They’re confused, they’re scared, they’re angry. They’re stressed out and they’re turning to you. Thankfully, they’re turning to you, but they’re turning to you with physical issues that may have an emotional component behind it. So first and foremost, are these people more complicated to help than people in the past?

And I want to, yes. And I also want to say no, because in the past, we’ve unfortunately lived through nine 11 or we’ve had the Oklahoma bombings and we’ve had different type of dangerous activities that have really shaped the course of our country, or we’ve had Katrina or different hurricanes at different floods that have shaped the course of the country. And people have lived through some of this fear, some of this emotion, some of this bombardment of information, but nothing like what we’ve experienced for the last 20 months where the whole world seems to be engulfed in the same narrative. So while people are coming in, still having neck pain, back pain, headaches, or their children, aren’t able to focus in school or they want optimal performance for their child athletes or for themselves. It’s a little bit more complicated because one of the things we’ve always talked about in chiropractic is thoughts, traumas, and toxins, right?

How stress is not just what we think of, but it also comes in the shape of chemical, physical, and emotional stresses. And our communities are dealing with so much emotional stress. So many thoughts stresses right now, and then add on top of it, the toxin. So while they may be coming in complaining about neck pain, back pain, headaches, whatever it is, carpal tunnel syndrome, whatever symptom brought them into your office, understand that there may be a huge underlying emotional component behind it. So it may not simply be a structural issue where there is a subluxation impinging on a nerve creating a problem down the line of that nerve pathway. There may be an emotional component to it that is reinforcing like a negative feedback cycle. That’s just keeping them stuck in this trauma situation, in this symptom based experience that they’re having right now. So there’s more to their care because there’s more to their issues.

Why are they coming in? We need better screening tools right now. We need some new screening tools right now to try to understand not only who they are and what they’re coming in for, but why are they seeking out your care? Why right now, have they chosen chiropractic? If that was never a choice for them before, why now have they sought out natural healthcare when maybe that wasn’t even on their radar screen before? So understanding what they’ve been through, what they’ve tried, what they’ve been doing, what has been working, what hasn’t been working, how long the problem has been there, did it start after March of 2020? Or did it start before that? Or has it been an ongoing, you know, slowly building up process in the last month or two months or three months. So understanding what’s bringing them in and why they’re choosing chiropractic now can help you gear your conversation more appropriately toward their specific needs.

And remember, each person is an individual. And even though we can sometimes lump people in and say, well, these are the headache patients, or these are our scoliosis patients, or these are our athletes looking to optimize their performance. Each person is unique and each person is individual. And what happens when they leave your office is unique and individual to their situation. So everybody always comes in with their own list of lifestyle challenges, but right now, understanding those and what’s driving them to your office will really help you develop a care plan that is tapered toward them, really tailored toward getting them the care that they need and the outcome that they desire. So that is going to require you to really dig deep into your communication strategies and make sure you’re developing new, better, and more improved, more empathetic communication strategy. So you want to be welcoming.

You want to be inviting and you want to help deliver information to them. One of the things I’ve always taught is attraction. Education retention. You attract them in, you educate them and you keep them as a patient. And now more than ever, they’re getting so bombarded with so much information that they really don’t know who to trust and who to believe. And sadly, you may be lumped in that category. They may not know if they can believe you. They may not know if they can trust you. And now is not the time to word vomit all over them. Now is not the time to impart your 20 years of wisdom and education and knowledge and experience onto their shoulders in one visit. Now is the time to slowly, gradually ease them into a better understanding of health at a pace that works for them. Cause first and always, they have to get to know you then like you and then trust you.

And you want to build that rapport. You want to build that relationship with people because they may be the kind of person who has always trusted the media. Maybe they always trusted their favorite news reporter. And now they feel like their news reporter is selling out. Or maybe they always trusted a personality that’s on TV or a celebrity that now is giving different information than they’re used to seeing from them. You know, a lot of people have turned their backs on famous celebrities like Tony Robbins because of his change in stance. So there’s a lot of confusion for people. And if you understand that, make sure you’re not adding to it. Don’t bombard them with your thoughts now is not the time to bombard them with every single thing that you feel and believe to be true or everything that you’ve researched or now is not on day one.

The time to bombard them with everything about vaccines and you know, the vaccine adverse events research system, or, you know, a reporting system or Barlow Fisher, which I love absolutely. But day one may not be the time to give them that information. Now’s the time to kind of welcome them in and say, you know what? They found us. They’re choosing us, let them, let us welcome them in, let us give them the information they need right now for what they think they need, because they may be coming in thinking this is a neck pain, back pain, headache, carpal tunnel, radiating pain across the shoulders, whatever, whatever they’re coming in for, meet them there. Now’s the time to put on your empathy hat and meet them there and say, you know what? I’m glad that you’re here. Let’s find out what’s going on. Let’s get to the underlying cause and determine what we can do in this office to help you.

Right. I always loved that. Doctor said, used to say, I have found what I believe to be the single underlying cause of all or nearly all of your health concerns. We can fix them right here in this office. And that is such a powerful mindset to have. It may not have to be the statement that you use with your patients, but it should be the mindset that you have, that we are here to serve. We are here to help. We’re here to find the cause and correct, right. That’s our job to detect and correct the vertebral subluxation, right? Locate, analyze, and correct. There were tables, subluxation. That’s our job, but we don’t get to do that. If we blow people out the doors with this, you know, strong stance that right now might not be the proper time to do it on day one, because of that fear, because of that emotion, listen, the emotions are running high for everyone.

You’ve seen it on the roads. People are less tolerant driving. People are more anxious that they’ve gotten more anxiety right now. They’ve got more, um, drive to get things done and you know, and they’re just, they just don’t understand. They’re so confused. And so many people are so angry right now because they’ve missed out on weddings or funerals or graduations or scholarships to sports. So there’s a lot of anger. There’s a lot of fear. What if I take this? What if I don’t take this? What if I could lose my job? What if I lose my job? And I can’t provide for my family? What if I’m forced to do something that goes against my religious beliefs or my political beliefs or my research or my science or my understanding, or my choice for my body, right? My body, my choice, people have that fear of how am I going to put food on the table?

How am I going to care for my family? If I’m forced to do something in order to maintain my job. And that level of stress is adding up and adding up, it’s piling on their shoulders and it’s compounding any issues that they’ve already had and making the problems worse. So I want you to dig deep into your empathy side right now, because the better we become at welcoming people right now with open arms and meeting them, meeting them where they are and bringing them to a better understanding of health. The better we become as a profession at getting people to understand the chiropractic paradigm, getting people to understand that the needs no help, just no interference, getting people to understand that God made the body. I move the bone, right? God heals the body. I moved the bone or, you know, the power that made the body heals the body, whatever chiropractic sayings really resonate with you.

This is the time to get people into your office so that they can experience life without subluxation. And we’re going to have a better opportunity to do that when we hold off on some of the more, um, strong thoughts that we believe in, and trust me, I’m not one to tiptoe through the tulips. I’m more like a bulldozer through the China shop, but when they first come in day one, now’s the time to embrace them and welcome them in and gradually ease them into a better conversation. You’re going to find that if you do this right now, if you don’t vomit on people, if you welcome them into your office, if you take the time to get to understand what it is that they’re coming for, why they’re choosing you now at this junction in their life, and you really gradually ease them into a better understanding of health and function and how the body heals itself, then you’re going to have the opportunity to spend more time with them.

You won’t blow them out the door after one or two or three visits, but you’ll have them coming back in for two or three weeks and four and five months. And you’ll have more opportunities to educate them, which is where you really build that know like trust relationship, which is what leads to referrals. And if you look at your practice right now, you should be seeing your existing patients sending in referrals. I have a long-term patients that have worked and work to try to get family members in or grandchildren in, or their daughters and their, their son-in-laws and, or have worked to try to get their parents in. And it’s been a slow process, but lately it’s been easier because lately their family members, their coworkers, their friends are looking for answers. They want to start knowing what is real, how do I really help my family stay healthy?

How do I help express a greater level of health? What can I do to keep my immune system strong right now? What can I do to keep my body healthy right now? And what can I do to prevent long-term complications? If I do get sick, or if I am exposed to a virus and people are seeking out those answers right now, and you have them, you have the answers. So I encourage you. And I urge you to be that voice of reason, being that welcoming place, where they can come to you and they can turn to you, or they can turn their referrals to you in a time when people really are confused, they really are scared. They really are angry, and they do not trust the information that they’re getting from the media, from the politicians, from their coworkers, from their employers. So understand this in the old days, we always talked about how you should avoid talking about politics and religion.

And I know sometimes that holds true and sometimes that does it, but in your office, when people are seeking you for help, they’re seeking your care. They’re turning to you to help them and their families get healthy. Now is the time to just deliver great adjustments, great information education in small doses, so that they can digest it and come back and ask you more questions and just be that welcoming person that says, this is a place where healing occurs. If you have challenges having these conversations, or if you want to get better at your communication skills, I invite you to join me. As I partner with the league of chiropractic women to host our next round of the writers and speakers bureau, where we’ll be teaching over the course of six weeks, how to really hone in on your communication strategies on your desired topics and your desired conversations that you’d like to have, whether that’s one-on-one with a patient or as a, a, um, doctor’s report for your, for your base of patients, your new patients, whether you want to do that in your office, out in the community, or whether you want to get on a big stage or a big platform, such as a webinar or a podcast, and really deliver a message that matters to you.

If you’d like help with that, we have a fabulous group of women coming together for our next round of this writers and speakers bureau will be, we will be teaching you over the course of six weeks, how to really craft a message that matters and deliver it to the people that need to hear it in a way that resonates and engages them so that they benefit from your information and want more from you. So if you’d like to learn more about that, that’s at LC women.com or you can reach out to me personally, through Facebook at Kathy Woodland Colby, but listen, your patients right now are seeking out your care. They’re sending you referrals and they’re sending you people who are confused, scared, angry, and untrusting. So let’s not feed into that, but instead let’s be that person that they can turn to with confidence that you’re going to not only deliver the goods and help them get better, but help them understand more about their body and their health women, ladies chiropractors, we are so gifted at our ability to nurture and care for people.

Let’s let that show through right now and shine forward for your community to see. And I promise you that you will start making that positive impact on your patients and your community and their friends and family members, so that we can really start turning this back around and leading people to a better understanding of health. I want to thank you so much for joining me today. And as always, we welcome you here at ChiroSecure to join us for empowering women in chiropractic and go out there, do a great job, change your corner of the world, and you will make a difference as you serve through your compassion and serve others to a greater level of health. Thank you so much. I look forward to seeing you next time.

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