Empowering Women in Chiropractic – Do Goals Even Matter in 2020? – Dr. Janice Hughes

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Hello and welcome to today’s show growth without risk. My is Dr. Janice Hughes

And I’m excited and proud to be your host today, and just want to take that opportunity to thank ChiroScure for sponsoring this series for engaging and including me in it. Um, I come to you with a background in basically practice management, practice growth, the business business enhancement. And I think here we are, it’s the beginning of September and I kind of laugh that it’s actually really fourth quarter. And I get that technically fourth quarter, doesn’t start until October, but this is an ideal time to talk about how you focus this fall, ending the year strong, but already, also even beginning to think about next year. So I wanted to talk today about goals because I know from a chiropractic perspective, it’s a really hot topic. People love it or hate it. And so there’s a lot of emotion around goals, you know, particularly if in the past you’ve set goals and say, for example, you haven’t achieved some of your goals.

Now, some of you in an excited way are used to achieving goals. So there’s just a whole wide variety of ideas and approaches around goals. I also know that different people, different coaches, um, practice growth groups. We’ll talk about goals in different ways. Some call it the six piece, you know, do your goals in, in the areas that all start with P personal professional play goals and so on. I’m a great mentor of mine and coach of mine from years ago had me do seven areas of life. There’s a whole bunch of systems or strategies around goals. All of them actually work. What I want to talk about today though, is a little bit more about the energy, the emotion behind goals, and how to actually really embrace. And whether you have some negative ideas about goals, how you can still harness them. So I know it sounds a little crazy.

It’s a bit of an oxymoron to say pandemic and growth, but you’ve heard me saying in some of the shows, I’ve had the opportunity to be with you, that the pandemic has actually been a really good time for growth depending on your mindset. But recognizing that sometimes it sounds really crazy to say goals in the year 2020, because it’s like we keep getting hit with one thing after the next. I do want you entering this fourth quarter with some really concrete goals. How do you finish the year strong and more importantly, how do we already set you up for 2021? Now, when I start working with someone at say, a coaching client, a business, a chiropractor, I like to talk about where do you already envision yourself by the end of the year? So here we are, it’s early September. Let’s already pretend it’s December 31st.

And I want you to write a statement that says, you know, I’m finishing December 30, first, 20, 20, thrilled. We’re through it. Let’s not recreate it, but here’s what has allowed me to have my best year yet. Here are the things I’ve created and accomplished in fourth quarter and start to list some of the things. So for many of you, it’s say getting a better flow, getting so that you can process people, you and your team more efficiently, even with some of the accommodations you’ve had to, you know, meet, but let’s start to talk about some financial goals. Let’s get you putting things in writing about, could you end the year as if there was no pandemic? What would that take? So with goals, the reason that I like to start to talk about this, I like you getting very specific. I like you putting a number or a target or a timeline because when we do, it’s almost like we pull in resources, things from our subconscious things that we may not even be able to figure out.

I use a mantra in my own life that says with any of my goals, it’s not my job to figure out the, how it’s my job to hold the vision. So if I put a goal in writing, if I put something in writing that I’d love to achieve, it’s almost like I can walk backwards and do some actions. I like concurrent actions, but I also like you just being willing to launch some amazing things out there. So if, for example, even with some really strong goals, you won’t be able to hit say a target to more than recover from 2020. That’s already what we start to put and envision for 2021, that 2021 is your most incredible business year in practice. Yet. What I like though, is that you get these things in writing. Now there’s a bunch of different approaches. You know, we can put it in our Google drive.

We can put it in a document. I actually like physically writing some of the goals, manifestation. How do we manifest a goal? One of the keys is actually things in writing. So it’s okay. If you like to use technology, if you want to be able to pull that up on your phone, you could make that in a note just where it’s right on your phone. You know, even just adding a little bit in the written format, you know, sticking that somewhere. I really like putting things in writing. So then no matter what system you use, I’m not going to suggest that there’s one, right? If you have clearly done business and personal goals, great keep doing it. I even like for some of you listening, if you don’t typically have categories, I even like you starting with three categories, I like to label them personal professional and play. And the reasonable often, if somebody isn’t typically used to putting goals in categories like to talk about those three is if you build those three, it’s already engaging a more balanced life, the play goals, the things you’d love to enjoy, engage in trips. You’d love to go on because those to me are every bit as important as your personal goals and your professional or business schools. So start getting creative, start putting some things down specifically for fourth quarter, and then even maybe a little dream sheet for 2021.

Aye.

When you put something in writing to start ask yourself a whole bunch of questions. I used to be the director of a really high end group in chiropractic called the winners circle. And I actually used to make them all send me their goals. And they’ve laughed because everybody will say, Oh, goals are such a personal thing. And I said, well, as a coach, I’m not gonna question your goals in a way that you can’t say achieve them. I’m going to ask you questions to help to solidify them. So the questions I always ask people were, you know, who, what, where, when, why and how, so if you have a goal to hit a certain money amount, a certain business target by the end of the year, then we want to break that down. You know, what actions do you need to take every day? Do you track your goals consistently?

If you don’t? Well, then that could be an action. So that every week you begin to say, how could I see one more person per day? I have never seen an unrealistic goal. When somebody even says to me, I want to double my practice. That’s not unrealistic often. It’s just that people either have unrealistic timelines or unrealistic action steps, so you can achieve any of these things. So for example, even doubling a practice, you know, if you’re talking about over three months or six months, well, what does that number look like? Break that back to what does that mean per month? What does that mean per week? And then what would that mean per day? And you’ll often find that it’s asking yourself questions. Like, what would it take for me to see one more person a day? What would it take for us as a staff right now, still doing all the accommodations, the safety and required things for COVID.

How could we speed that up or be a little bit more efficient so we could see one more person per shift. You start doing that. Now I realize that may not be suddenly five more every single week that you start to track that, and you’ll be shocked and pleasantly surprised at how often you hit those targets. Just imagine if you hit that three days out of the week, start to think about what that means per month. Start to think and envision, and imagine the growth that that represents. So I want you to hold the vision and I want you to stay connected to it because I can also show you people that do fantastic jobs of writing goals down and never look at it again. Now there’s entire other schools of thought Tony Robbins used to talk about, you know, your top three goals and literally carrying it, you know, in a note on your, on your phone or putting it in writing and sticking it in your wallet or in your pocket, you know, and only zooming in on those three goals.

You know, other people just say, wait a minute, I need to read that whole list of goals or create some affirmations related to it. I don’t want to complicate it. But what I find is that we’re a lot of people get frustrated or where the breakdown comes is not even taking the time to review them. And let me give you an example, years ago, as a young practitioner, I was really fortunate to go to a Tony Robbins event. And in those days, Tony really was talking about, put down your goals for one year, two years, five years in 10 years. And obviously you scratch you’re in a workshop and you’re putting that all down in writing. And I had sheets back then. We didn’t have our cell phones that we could just do it in a document. And how I know the timeline is because from the seminar, the program, I was at two when I moved was two and a half years later.

And of course I pulled those papers, those sheets out of a binder of a file that I have. And I sat down to take a look at them. And the amazing and intriguing thing is, is that I had achieved all my one year, two year, five year and 40% of my tenure goals. So for me though, instead of going, Oh wow, that’s so exciting. And you know, I’m, it’s something about me. Remember I never looked at them. I was pulling them off a shelf that I never looked at. So my brain went to two things, okay. The power and importance of what you put in writing. But my second thing was, I wonder what I could have done and created and achieved if I had actually paid attention to them. Sometimes it’s even things as you review or take a look at things where you begin to realize you’ve put a goal in writing and then you come back and you sort of go, wow, that’s not really what I want.

Or sometimes you can ask yourself, is that my goal? Or is that someone else’s goal? Because a lot of times we see other things, well, what someone else has, you know, wow, I’d love that. Well, that’s great. If that’s really authentic for you, a lot of time, coaching people about values and the clear you get on the things that mattered the most to you, because that’s what a value is. A value is like your fingerprint. You leave your fingerprints on everything you touch. Well, your values. If you can get so clear on them, you’ll begin to find that often you have less goals, not more, but the unique distinction is those goals become much more clear or authentic to you. They’re not necessarily someone else’s idea they’re yours. They’re the things that matter really deeply to you. The advantages that clear you get on your values and start to align and create some goals related to that. What you can then do by asking those questions that I just said a minute ago, you know, who, what, where, when, why and how

Huh.

Begin to break a goal down into a lot of really, really simple pieces, how everyone ends up knowing that I’m Canadian is when I say the word chunking, because I like to chunk a goal down as small as possible. I like to be able to ask myself, but particularly ask clients that I coach businesses that I work with. What is your next simplest action step now? What is the biggest piece? What is the most difficult? You don’t even have to sit and say, what will give us the greatest results or impact? We want you to ask the question, what’s your next simplest action, because it gets you in motion. And what happens is, as you get in motion with a number of little pieces that are all building or leading to a particular goal, that is very authentic for you. You look at the momentum that you begin to create, and that’s why you look at some people that they’ll almost make a statement.

And before you realize that they’ve accomplished something, it’s like they’re pulling or attracting a lot of the right people, places and opportunities to them. Sometimes we put those goals down or something that we know is really a dream or really authentic for us. And we actually have no idea how we’re going to create or accomplish that. That happened a lot for me. And I’m going to give you the example of when I was money raising for a biotech company, our first goal, our first target to basically be a company, begin our research, you know, be able to call ourselves a biotech company was a target of $5 million. I had no idea. It’s one thing to be able to ask a patient for a great fee. My fee is my fee is my fee. And I was very congruent with that. Chiropractically but to suddenly think about where am I getting $5 million?

You know, I had to stop and break down and say, who do we know? Who are we connected with? Who knows someone else? You know, I had to break it down and say, well, wait a minute. We could look for one investor with 5 million, five investors with 1 million. And I just began to break it down. And in our first family and friends round, we were willing to take investments of $5,000. We have a lot of early investors in that round in our, a round that were like five, 10, $20,000 investors. I had to do a lot of things to start to show myself that I could think about and attract money and the right people at that time in the world, I had a friend give me a $5 million Zimbabwe bill. And that was the phase where basically in Zimbabwe, they were burning money in the street.

It was worthless, but my brain didn’t know that I sat that at the base of my desktop, Apple computer, and all day, every day in my office, whether I realized it or not, I’m looking at $5 million. So I’m sending a message to my brain about that attraction about that accomplishment of $5 million. I started back in those days and I still do this periodically because I ordered a huge bag, basically of kids fake $1 million bills. And every now and then someone will get a card from me that says, you know, may you attract this year $1 million? And of course it’s a, kid’s $1 million bill, but our brains don’t know that when we have that posted, I had one upon a bulletin board, right beside my computer. I taped one on my mirror, in the bathroom. So that literally every time brushing my teeth, I’m looking at a $1 million bill.

So I just started to find ways to take these small, tiny, tangible actions. I, even though I didn’t necessarily know how to talk about money or money raising, I was practicing. I would call up people that I knew and say, I just need to talk to about who we are and what we do so that I can be working on that script. You notice there was no script written for me, but I had to write or practice it. I had to learn to talk about money. So all of these tiny little tools now that did not happen in an instant, but within a couple of years, we had seated our entire first round and we’re on our way to multiple future rounds. So when I say this, break it down as much as possible. I want you to know that less equals more holding the vision and then breaking it down to some big goals, some values goals, certainly before you know, it you’re able to take that goal or that target and break it down even further.

And then, like I said, you’re beginning to build this momentum, build this energy towards achieving your goals. So I just wanted connect with you today about the power of four months left in a year. I know it’s been a crazy 2020, but recognizing after coaching thousands of chiropractors, I know there’s a lot of emotions, good, bad, and ugly related to this concept of goals. What I wanted to share today are some simple strategies, some ideas to get some things in writing about really finishing this year strong. What can you accomplish? Some of you have been studying entire online courses and learning new things during the pandemic. What are your business? Is there a way you talk about adding other business units or things to the practice that aren’t as dependent on the physical adjusting. So start to get creative and think about putting things in writing that are gonna allow you to finish this year strong.

And let’s also get excited and start talking about 20, 21. I don’t know about the rest of you, but in some ways with the chaos of 2020, I’m actually really thinking about peace and harmony and some of those kinds of goals and energy for 2021. So just in finishing, I want to, again, thank ChiroSecure Dr. Stu Hoffman for supporting not only myself and the profession for supporting us as chiropractors, even through these absolutely crazy times. So please reach out, ask me some questions. I’d love to see every one of you finish 20, 20 incredibly strong, thanks and have a wonderful day.

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Empowering Women in Chiropractic – The Inside Out Practice Success Model Dr. McLaughlin & Dr. Wick

Welcome everybody to this week’s Empowering Women show, sponsored by ChiroSecure. My name is Dr. Julie McLaughlin and I want us all to thank and like and share and love to ChiroSecure for sponsoring the show because they really bring so much content to our profession and so many great docs. So as you know, I’m one of the hosts and I also am from Vital Health Protocols, and today my guest is Dr. Krysti Wick. I am so excited you’re here to share everything with us today. So let me tell you a little bit about Dr. Krysti. She is practicing not too far from me in Southwest Wisconsin. Well, maybe about an hour or so, and she’s been practicing for the last 12 years in a thriving family and pediatric practice and she has grown her practice to over 500% in the last like five years. And then she’s here to share her story. She also has a coaching program called The Illuminated Squad. And so we’re going to talk about your practice, how you can take your practice and grow it from the inside out. So welcome Dr. Krysti.

Thanks so much for having me. I’m excited.

So tell me a little bit about this idea of growing your practice from the inside out.

Yeah, so when I had to put to words what I did in my own practice, so my first years in practice were a struggle and then honestly, the last seven years of my practice have been like a rocket ship. And so if I could put that all into words, it was honestly because I started to work everything from the inside out. Just like you would approach a patient, how can we make sure that we’re looking at everything really astutely inside first before we go out and try to work on the outside stuff? And I had spent many years, honestly, not knowing what to do for marketing and I felt like a lot of the things that I would try just weren’t happening and that’s because I was constantly trying to pull from the outside when I hadn’t already really mastered what needed to happen inside with my systems and my procedures and my profitability and my understanding of myself and what I really wanted.

So that’s really center of my program is just how can I alleviate some of that stress for us as practitioners that we, a lot of us dread marketing, a lot of us get really burnt out with trying to find that next step and I really find that if you try to keep it simple and you look inside first, it can be a lot easier.

Oh, I agree. I agree. And a lot less expensive too, right?

Sure.

The external marketing can become really, really expensive. So what are some of the things that you’ve done that have been successful that some other docs could learn from?

Absolutely. So first and foremost, one of the biggest things inside but I had to figure out was my communication style. So I had to spend some time learning more about myself and what felt really authentic to me as I was communicating chiropractic, and then also making sure that I was investing in resources to help me communicate better inside. Because what I found, the beginning part of my really fast growth came from just me doing the work to actually practice and work hard on… I did a lot of role playing with myself and I would record things and I would spend time practicing all of the little pieces that make the communication inside the office work well. And so that was one of the very first things I did before I ever revisited marketing. I just really worked on that communication piece. So that’s one.

Another huge piece that I had to get clear on was my care plans. So this is something that I spend a lot of time talking about because it’s really near and dear to my heart because I had an epiphany when I started evolving my practice that I was doing something else for myself and my family as compared to what I was suggesting for patients. So I think a lot of practitioners, we have such big hearts and we can get really wrapped up in being concerned about how we’re going to be perceived or we’re worried if a patient is going to be able to commit the time and the money to getting themselves from point A to point B with their health.

And so with this inside out practice model, I had to start asking myself if I am getting checked and adjusted if needed at least weekly and sometimes biweekly over the course of my… Since I was 12, I started getting in just when I was 12, why am I telling patients that wellness care in my office is only once a month? And why am I recommending these short initial care plans because I’m so concerned about how that’s going to be perceived or what maybe happened at a former chiropractor? I think a lot of us can get stuck on that as well.

So really evolving my care plans and putting everything through the question of what would I tell my mom? What would I tell my husband? What would I hold him accountable to if this was his care? And so that inside out model, I think with communication and care plans, those were really the two big things that I started with that still to this day, are just non-negotiables in my practice and you’d be shocked at how quickly you can grow your practice if you focus on those two things.

Yeah, that’s awesome. I agree. I always say don’t judge somebody else’s pocket book. You have to give your best recommendation for what that patient presents with, whether it’s they present with something that you can’t help them at all. You still have to give your best recommendation or if it’s something that is chronic and ongoing for the rest of their life, you have to give your best recommendation. And so I absolutely think if you practice that way where you’re taking your skill set and you’re just basing it on what they need and you recommend that and you take all those other little thoughts that clutter up our head off the table and you know you’re giving your best recommendation so you feel like you’re giving the best care to them, they’ll feel that too. They’ll feel that love and that caring from you that you care about them. So I love that. What other things are you doing?

I think another inside out thing you can focus on is your profitability. So a lot of people forget that if you want to grow your income, you can honestly start with looking at what you’re doing financially within the confines of what’s already established. So making sure that you understand your overhead and how much it actually costs you to provide an adjustment and then moving forward with looking at your demographic and your median household income in your area. And are you actually charging in alignment with your expertise? I think as a profession, we have so many people, again, with huge hearts, but you can get yourself into trouble if that is the decision maker for your practice from a business side instead of really looking at the profitability.

So when we look at growing from the inside out, that profitability piece is something that you should spend some time dissecting and just understanding your numbers so that you can really get to a place where if it’s time to increase your prices or change your fee structure or whatever it may be, you might be seeing the exact same patient base and you might have 10% additional profit this year by just doing that work for yourself.

And again, all of these things are there because if you would address the foundation first, then when you decide to go out and pour some more into the bucket, well, it’s going to hold and it’s going to feel better to you because ultimately, this inside out practice model is about fun in practice and happiness and not feeling like it has to be so hard. I think that’s such a common thing in our profession. Obviously as a coach, I’m constantly talking to practitioners who are just, they feel stuck and they feel like they don’t know how to take it to the next level, and this is the easiest, most streamlined pieces of information that you can start with to make things feel better inside so that you have so much more fulfillment and joy when you go to practice and you don’t feel like you’re trying to gem a square peg in a round hole every time you’re trying to come up with that next quick I need 10 more new patients. Let’s instead focus on what’s happening inside.

I love that. I love that. And I know I’ve been practicing full time for 33 years, so things have changed and evolved. We didn’t have the internet and email and all of these things, but those basic things that you are talking about have stayed constant throughout time. So in my practice, those things have been solid from day one to day… I don’t know how many days there are in 33 years, but there a whole lot. And so all the way through that, we know those things have stayed constant. So many other things have changed that we had to keep up with.

So I agree if you stick to your basics and you stick to what you know, it will make you fall in love with practice. It will make you say that this is the best job in the world. No one has a better job than being a chiropractor. And maybe I’m a little biased, I think as a female chiropractor, but we have the best job, but because our patients just are so special to us and we’re so special to them that if they have that foundation… I had my patient from day one in practice still comes in. And so you create that growth. So I love this. So this is so exciting and thank you for sharing these tips with us. And so if docs wanted to get in contact with you and learn more about what you do and how you do it, how would they contact you?

Yeah, I would say social is always a great place. I’m very active on Instagram. So it’s @drkrysti, and my first name of course has a crazy spelling. So it’s K-R-Y-S-T-I. You can totally send me a DM. Otherwise, you can absolutely check out my website. It’s theilluminatedsquad.com and you can contact me there too. But yeah, keep it simple everybody. And I love, Julie, that you reinforced like these things have worked for a lot. Like we don’t have to reinvent things and it creates such less stress for us as practitioners when we remember. We can go back to the basics and we can look inside and we can fix those things or optimize them for such a fantastic result.

Yeah, absolutely. I couldn’t agree more. So thank you for joining us and thank of all of you for joining us on Empowering Women and let’s give a little bit of love to ChiroSecure. Everybody like and little hearts and in two weeks, we are going to be back again with our Empowering Women show and it’s twelve o’clock Central Time, one o’clock Eastern Time, and Dr. Nicole Lindsey will be our host and so I hope you all join us then. Thank you very much. Bye bye.

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

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

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

Empowering Women Chiropractic – 7 Tips to Turn Small talk into Big Connections – Dr. Lindsey

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

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

Now join today’s host, Dr. Nicole Lindsey, as she talks overhead, debt and creating other sources of income. And now here’s Dr. Nicole.

Hi, welcome to ChiroSecure’s Empowering Women in Chiropractic. I’m your host for today’s show, Dr. Nicole Lindsey of Dominate Chiromarketing, where I teach chiropractors how to build profitable relationships with MDs to bridge gaps and to build their practice. So if you ever have any questions about building relationships with MDs, don’t hesitate to reach out to me. Before we jump into our topic today, I just want to, as always, give ChiroSecure a thank you and we appreciate everything you do for us. If it weren’t for them, we wouldn’t be here today delivering great information and staying connected.

Have you ever noticed how everything in this world, especially the tangible things, are getting smaller? When we look at telephones, how big they used to be. Now you have these small cell phones, cameras, they’re getting smaller and we went from boomboxes to iPods, which we don’t even use anymore. Computers. I mean everything is getting smaller. Not only are the tangible things getting smaller, but the intangible things are as well, like attention spans of people, like our time, right? Our time is getting smaller and smaller it seems. With technology comes faster and faster things. It used to be email was dial up. Now it’s, I can’t imagine it getting any faster, but you know that it will.

We’re so busy, we’re working jobs, we’re creating side gigs, other businesses. We have kids, we’re building our practices. Life is getting busier and busier and things keep speeding up along with that. And not only is this happening for you, but this is actually happening for your patients and virtually everybody. And the bottom line is that we don’t have time. So this is where the concept of small talk comes into play. If you can small talk properly, then you can really, really use that to your advantage to make big connections in your practice and outside of your practice.

So that’s what we’re going to talk about over the next several minutes. Small talk, what it is. We’re going to talk about how you can use small talk in your practice to build retention. And we’re going to talk about how to use small talk to build relationships with MDs and use it for other avenues of marketing. And then I’m going to give you seven of my most favorite small talk tips. So what is small talk? Small talk gets such a bad rap, when we think about making small talk, we think about the BNI meetings or marketing meetings at the Chamber of Commerce. I know I’ve done that myself, where you go with business cards in hand and you’re just making useless conversation with people because you just really want to get the referrals.

When, in reality, small talk can be very powerful if it’s done properly. Small talk is the conversation that you’re having with the cashier as you go through the checkout line. Small talk, it’s the chatter you make with parents sitting next to you as you sit on the bleachers at your child’s sporting event. Small talk is the conversation, if you’re a chiropractor, that you have with your patients each and every time they come in for an adjustment. And if you’re a CA, listen to this, it’s the small talk that you’re having with the patients as they’re checking in each and every visit. That’s what small talk is and it’s happening all the time.

It’s actually happening less and less because of digital media, because more and more people are hiding behind their phone and their computers and not practicing this. I’ve done it myself. I’m guilty. My daughter was getting her hair cut a couple of weeks ago and I know the hairstylists. I know a couple of the hairstylist in there and instead of standing by my daughter while she’s getting her haircut and making small with the hairstylist, I decided to sit in the chair and pull out my phone and go through my emails, clean out my inbox and hide behind my cell phone instead of having small talk.

Now you might be thinking, “Well, is small talk a waste of time? Or is it an opportunity to make something happen?” Well, the thing about small talk is if it’s done right, you can really connect big. And then, if you look at it from that perspective, there are opportunities everywhere. So instead of not making conversation with people when you have the opportunity, you’re missing the possibility to talk to a person about healthcare. You may find out that they’re suffering and they need your help and they need to come in. So that could be a potential patient.

You could also [inaudible 00:06:49] small talk with setting up a possible marketing event at a business, maybe setting up a lunch and learn for staff members that are under stress or need help with posture. There are opportunities everywhere if we learn to small talk and if we do it properly. What we don’t want to do when we small talk is, this is the picture that comes to mind when you think about making small talk. You’re crazy busy. You’re exhausted. You have to drive the kids to school and then get to your workout class by 8:00 AM so you don’t even really have time to brush your hair. You throw it up in a ponytail, you put your workout clothes on, you get your child ready for school, you’re in charge of carpool that day. So you’re multitasking. You get everybody to school. You show up to the gym for your CrossFit class at 8:00. And you’re 10 minutes early.

So what you do is you grab your phone and you sit on the floor waiting for class to begin and there’s 15 other people waiting for class as well. But instead of making small talk, you put your phone in front of your face. You don’t make eye contact, you look down, you’re texting, you’re not smiling. This is what we don’t want to do. This is how you disconnect. Instead of connect during small talk. Small talk, it definitely is acquired. It’s not something that you’re born with. You develop it. The more you practice, the better you get at it.

Now, my personal motto in life, if you will, is go deep or don’t go at all. And what that means is, and I think it really ties into what we’re talking about here, is I had a patient come in and right away I liked her a lot, and I thought, “You know, I could really become friends with this girl.” She was a personal injury case, and I’m old school chiropractor, I read Dr. Barge’s book, Be The Doctor, Doctor, right. And never befriend your patients. There’s that fine line that you just don’t want to cross when you’re treating a patient.

So at the end of her care, when she was released from her acute care, her and I both had this feeling and we had this conversation and we said, “You know, is it okay to date? Is it okay to go out to lunch now that she’s not on this acute care plan anymore?” And we both thought that it was okay. So we did. We went out for lunch and about 10 minutes into our conversation, she asked me a very personal question and my initial reaction, I hesitated, and then I thought my motto, “Go deep or don’t go at all.” Right. We don’t have a lot of time on this planet. We don’t have a lot of time, period. She’s a young mother. She has a small child.

I’m a mother, I have a busy practice. When’s the next time we’re going to get together to go out to lunch? I don’t know. But here’s the thing, if I don’t open up and be vulnerable, and be willing to go deep in conversation, I may miss the opportunity to really connect with this person. And I’m just scratching the surface. So I really feel that that’s important when it comes to small talk, that the sooner you’re open to being vulnerable, to just being you, to being real, the stronger the potential for this connection to be really big will be.

And this is really the secret to making small talk turn into a big connection is to be willing to put that guard down. And a great way to test your ability to make small talk turn into a big connection is when you leave a conversation with a patient, whether it’s having lunch with somebody or a patient leaving your office, if that patient in their heart is saying, “I really dig Dr. Nicole, I want to know more about her.” If that patient is saying that or feeling that and you can feel that, then well done. That’s your test and you passed it. Now, if you get that feeling when they’re walking away from you and the adjustment is finished, that that connection just did not happen on that visit, that they really could leave your office after that adjustment and never think about you again until the next time they come in. Then you failed the test.

But that’s how you want to think about making small talk give you big connections, is every single time you come in contact with somebody, are they leaving with that feeling? Are they thinking that they want more of you? Now, as a chiropractor, we get the opportunity to practice this a lot. We have patients coming in all the time. Last week we had close to 250 visits. So that’s a lot of conversing with patients. A lot of small talk that we’re having. So the secret to making connection with such small time will really help you build retention for your practice.

There’s a lot of things we can do to build retention, right? We can wow them in so many ways. But one of the best ways to do this is to try and make this connection strong. And if you’re not the greatest at it yet, then think about hiring staff members that are. You may not ever, you may be really awkward, and if you’re listening to this and you’re thinking that you’re really not good at this, that you really don’t like making small talk with people, that you never quite feel right about it. That’s okay. It will come to you the more you practice, but you make sure that you have somebody at your front desk, or a Tech CA that’s assisting them with therapies, or an Office Manager or an Associate or somebody in your practice that can make this happen. Because the patient really needs to feel that connection in order to want to keep coming back.

And let’s face it, there’s going to be weeks in your days and in practice that you are just not on your game. In fact, I had one of those yesterday. And there’s a lot going on in my personal world and my husband and I had to ground my daughter. And this is something that, if you’re a parent and you’ve ever had to do this, it’s not pleasant, it hurts us just as much as it hurts them. And we had to do it. So I came into work and I told my team, “Look, I’m off my game, so I need you all to step up. I need you to help me connect with patients today.” So it’s okay, you’re going to have those days. Just make sure you make your team aware of that so they can make sure every patient feels that connection when they come in.

And if it means you have a no cellphone policy, which we do as well, we have signs up all over our practice that say, “Please, turn your cell phone off.” And that way the patients are engaged with us, so we have a better chance of connecting with them. And connecting with them is not about spouting out every fact, every study that’s out there about chiropractic, about healthcare. Sometimes it’s about giving them a hug. It’s about asking them about their children, their spouse, asking them what their plans are for the weekend, complimenting their clothes, finding out their story, more about their life. That’s what connection is all about.

Funny story, my associate and I, we work side by side adjusting patients. And we had a patient come in, and he saw that patient for the past four visits or so. And then the patient came in and for whatever reason I got to adjust this patient. And after I got done adjusting the patient, the patient within five minutes of conversing and having small talk, the patient tells me all of the stuff that the patient has never opened up and never told my associate. And the associate looked at me when the patient left and said, “How did you get all of that? How did you do that?” And I told him my associate, I said, “This is something we’re going to train on. It’s 20 years of practice and it’s the art of small talk. And you can do it too.”

So practicing how to truly connect with your patients will do more for your retention than anything will. Now. It wasn’t long ago that I would have workshops in my office and I do them weekly on different topics. And I’d get 50 or so people there. And they were huge hits. But now it just seems like people don’t have time. They want it digitally, they want it on Facebook Live, right? They want to watch it later so they can fast forward and shorten it and save time. And I get it. I’m like that too. So not only are our patients having less time for us in the office, but when it comes to marketing, our potential leads for setting up marketing events, they’re having less time for us as well.

So this is one of the strategies I teach my clients when it comes to building relationships with MDs. How to do a 10-minute meet and greet. Because let’s face it, MDs, they are busy. And it’s not uncommon for an MD to work right through their lunch shift and not even take a lunch. They simply do not have time. So instead of having them sit down for an hour with you, which may be impossible for them, let’s do some small talk. Let’s shorten that to five, 10 minutes, and really connect big. So this is what the 10-minute meet and greet is about.

Now, the seven tips, my most popular tips that I give to my clients I’m going to give you right now, which will really help making the small talk with the MDs make big connections for you. Number one is you got to get your body language right. You want to make sure that before you even utter a word to that MD, that you smile. You make sure you make eye contact. Even if you’re scared, unfold your arms, relax, lean in, nod your head and be sincere. That’s number one.

Number two is to lower your expectations. Don’t go in there thinking that this MD is going to be the end all be all to all of your marketing woes. It may, but it may not. So the sooner you lower your expectations, it will help you relax. And let me tell you, nobody wants to small talk or have any kind of conversation with you if you’re uptight. So being more relaxed, lowering your expectations will help you open up and listen so that you can focus on what the MD is saying.

Number three, you want to lead with a declaration, not a question. So, many of us will ask a question that the person does not want to answer right off the bat when they don’t know you or feel comfortable. So for example, for an MD, you might lead with something to break the ice and say, “You know, it wasn’t long ago that the thought of a chiropractor and MD working together was nothing but a punchline for a joke.” And that can open up conversation about how things have come.

Number four, then you want to follow up with questions. And the questions, they need to not be open ended, or I’m sorry, close ended. You don’t just want to ask a question that’s a yes or no. You want this question to be open-ended, so that it opens up for more interesting conversation. Encourage that person to tell you who they are. Everybody has a story. Every single person. You have one, the person talking to you has one. Learn their story. This is how you make a true connection is by getting people to talk about theirself. Even the MD.

Number five is to be prepared to shift the conversation. There’s going to be that awkward silence that happens and that’s okay, but be prepared to pivot and externalize the focus. Maybe you talk about the painting, maybe you talk about the staff members in the office. Shifting is going to be a very important part of small talk and making it successful.

Number six is meeting on common ground. Finding something to talk about. Your hometown, your sports, who your teams are, dogs, music, hobbies. Figure it out. Find something that you can meet this person on common ground with. One of the MDs that I was doing a 10-minute meet and greet with, I found out on their bio that they had a music store while they were in med school and I happen to collect records. That’s one of … my husband and I are passionate. So we started talking about music and we spent five minutes building rapport meeting on that common ground, which was amazing.

Number seven, my final tip for you today, is share something very honest about yourself. This can really, again, help you to bring that guard down so that you can be more genuine and this will open up the conversation to be more productive. So I hope that these tips will help you make your small talk become more productive so that you can make bigger connections. With technology, there’s less time, there’s less attention spans. So this is happening with patients, with your potential patients, with people you’re marketing to, MDs in your community. So I want you to think about these steps so you can turn that small talk into big connections. You only have so much time, so leave them with a lasting impression. I hope you enjoyed this. Don’t forget to tune in next week to our show where Dr. Nathalie Beauchamp will be your host. 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 Chiropractic – How To Assist The Military and Veterans – F4CP

Greetings, ChiroSecure friends. Thanks for opening this video. This is going to be a very special opportunity for November to get prepared with all the information that you will need to really treat a very special population. And that is how to assist the military and veterans in your community. We cannot let up on this opportunity because the people that need us the most are the ones that are suffering. And so I ask you, urge you to really look at the material that’s in here and use maybe some of it or all of it in November to help spread the news. Because if we don’t make our voices heard, this very special population is not going to get the chiropractic care that they deserve. So let’s jump in as I always do. I want to thank our sponsors, especially ChiroSecure for making this Facebook live always possible every month so you can get the information to enhance your practice and grow all the people in your communities education.

Now, each month we do infographics. This is a very special time in veterans lives during November. It’s to remember those that we’ve lost, those that serve and also those that support. Anyone in the military, the veterans are obviously those that haven’t… Unfortunately been lost to saving and fighting for our freedom. So caring for our military infographic could easily go on your Facebook page on your Instagram or Twitter. Very simple to share with them. Chiropractic on the front lines for veterans, obviously we have a lot of veterans out there that are suffering. In fact, the VA serves about nine million patients in their facilities per year, and of those 25% of them are actually suffering on a regular basis with low back pain. That’s a pretty important statistic when you’re a chiropractor to help those that need our help. Veterans are twice as likely, unfortunately, to have accidental overdoses to highly addictive painkillers.

So the time is now and right to support those that actually need chiropractic care. You’ll also see on the bottom of that right infographics, 66% reduction in some of the VA facilities when chiropractic was added to their care program. So we’ve got much opportunity to be successful with this population. We’ve got to get the word out and these infographics are a fantastic way to do that.

Next, how about hosting a community service program? And if you do and you do it in your office, this would be a wonderful brochure. Chiropractic care for veterans that you can put out there to ensure that they see what’s necessary in order to get care for chiropractic. The next part is in your office. The walls can talk if you choose to allow them to. What do I mean by that? You can do a couple of different things with posters in your office. Maybe change them up on a regular basis or you can do these poster right here. You can print it out on an eight by 10 and then just have frames that you can slip these special messages in on a monthly basis.

This one particular have to stop and ask you pay attention to those that serve, but particularly those that have actually gone put their career on the line for all of us. I trust chiropractic care. This is a staff Sergeant Clinton Romesha and he was actually on CNN supporting non-pharmacological care and one of them being chiropractic. He’s an advocate. He is a fantastic warrior that came back, received his Medal of Honor recipient for the acts of gallantry on October 3rd in 2009 during Operation Enduring Freedom in Afghanistan. He puts on this poster, “Years of service in the military left me suffering with back pain and pelvic imbalance. A doctor of chiropractic not only helped my hips and lower back, but also recommended stretching techniques and healthy living advice that keeps my body functionally optimally. With so many veterans battling chronic pain as a result of trauma and long lasting injuries, I strongly encouraged drug-free chiropractic care as a primary approach to manage pain prior to utilization of highly addictive opioid painkillers. Brothers talk to brothers, sisters talk to sisters and this is one way to get their attention and get them in your office.”

There’s nobody else I know who gets attention like retired Brigadier General Becky Halsted, fighting pain with drug free chiropractic care and again as our spokesperson for drug free pain management awareness month, Becky has done such a wonderful job for us and as I’m going to show you on the next slide. Look at some of the things that we’re going to do in the November issue of veterans.

We’re going to have a full page ad on US Today, special veterans edition going out to thousands of veterans and also US Today’s going to be picking up the digital version. He posted on our Facebook site because all you have to do is grab that edition or pick it up when we tell you, hey, it’s launched, have it in your office and showcase why chiropractic care saved a Brigadier General who did several tours in Afghanistan and never lost one person. That’s the kind of person that we want representing us and showcasing the value of the care that only doctors of chiropractic can give.

If you’d like to do something even more special, I highly recommend downloading one of these YouTube videos. You will see Shilo Harris on one of them, they’re short, they’re about a minute and for Becky Halstead and about almost two minutes for retired Shilo Harris. And these videos are very important to really touch the issues of the military, the veterans and the support systems that must go in place when our veterans come back and they have narrow musculoskeletal issues you and I both know that we can handle.

So look at those videos, see if you can put them on there and then a nice little handout, chiropractic care for your veterans. The nice part about these handouts is you can put them in if you have a magazine stand and you just don’t know who’s going to pick it up. There’s grandmothers, grandfathers, sisters, brothers, cousins and they see this and they think of the person that they love and who has served our country and they’ll pick it up for them. You can put it on your website and then feel free to tweet it out. These are the opportunities we have to make our voice heard that chiropractic care can be a very important aspect of them getting back to feeling well again and sometimes even just saving their lives, having non-pharmacological options to relieve some of their pain.

If you haven’t downloaded this, every single person on this ChiroSecure Facebook live has the opportunity to do so. Even if you’re not a member, because we believe at the foundation that we’re stronger together and if you can’t afford the membership, please do join because there’s so much more that you can take advantage of, but I’m not excluding you. There are people on this call that they’re just needing a little extra help to get their chiropractic message out. We’re here for you and we want you to download, the chiropractic is safe and cost to approach to hell because you can send it to a chiropractor that may not get all of our information or reach out to a medical provider in your area so they can do more referrals to your office. Now, $7.5 million I’m stopping you right there.

If you had $7.5 million and you put it into a research study, what do you want the whole entire world to know, I would. $7.5 million is a big deal and the RAND corporation in collaboration with Palmer College as well as the Samueli Institute put together a three part study. If you have not read this study I think is really important for you to do so. But here on the left hand side is the actual letter on September 6th, 2019 that was released by the office of the Under Secretary of defense, the honorable Richard Shelby put together a notification that the research for ACT 3 is complete. ACT, what does that stand for? Assessment of chiropractic treatment for low back pain. Let’s do a quick review if you don’t know about this, when patients are laying face down on the table, there are your active hostages.

You can give them the information that you want them to hear. Don’t talk about the hockey game, the football game. Talk about something that’s really important for them to take out of your office and that’s the value of research. ACT 1 was based on functional outcomes and pain. Each one of those pieces showed really wonderful results. ACT 2 was special operations forces and chiropractic care showed that we actually had changes in reflex in response time. ACT 3 which is the last ACT, the one that just came out share with everyone you know, veteran or not. ACT 3 show that here was an influence in strength balance and endurance among active duty service members with low back pain. If we can do that, chiropractic friends, we can showcase so much more of what we do, not only in helping with low back pain but also optimizing patients’ health.

And you saw Clinton Romesha poster, he said that we didn’t just fix his pain, we gave him functional opportunities to be better in activities of daily life and we all know that we do that. The question is, does the consumer know, does the veteran know? Does the military know? Do the actual support system of the people that are supporting those that are serving know and the question is the only way this information is going to get out is if you take that opportunity to do so. So educate everyone all the time. As you move through, you’re going to see this is a Facebook banner.

Now, why do I want to change my Facebook banner every month? Two reasons why. Number one, as soon as you change your Facebook banner, guess what? Everybody gets notified and then they get to see what you’re putting up. The second part is when they click on your Facebook site, then they get to see what actually is going on this month. Chiropractic, Your First Choice for Military Care.

And that’s going to lead to important information that you’re going to provide them. Now what’s the foundation going to provide you? This is an outstanding webinar. Make sure you register for it. If you don’t know how to register for it, go to our Facebook site and you’ll see the click to register there. This is low back pain in the military how to manage. We take experts from around the nation because we want you to get the very best in the latest information. Who is Stephanie Johnson? She is a powerhouse, I’m so proud of what she has accomplished. She did her internship with Dr. Bill Morgan at the Walter Reed Medical Facility and she did such a fantastic job. They hired her on, there is no better way to get direct information than to get it from someone who is treating the veterans on a regular basis. And Stephanie Johnson is an advocate, an educator and a provider, and so it’s really important that you sign up to learn more of what is going on. Get the latest, greatest, most current information that you can so you can be the best provider in your community.

A roadmap for November is included and it lays out step by step what you can do and how you can ensure that you’re meeting all of the different angles, talking points, infographics, public service announcements, when to do it, how to do it, why to do it. All of that is included in a November monthly roadmap. If you’re not a member, make your own. It just going to take a little bit more time, but you can lay out strategically with your staff would you want to go out and when you want it to go out? Remember your newsletters are very important. I know it’s tough to have a monthly newsletter, but it’s important to reach your audience on a regular basis. That’s how you get your voice heard and you’re an expert in your community and they need to know it.

The only way they’re going to know it is if you’re active on social media and in the community. Moving forward just like I said, being active in your community cannot be lost on those that need your help. The gift of giving starts in November and it starts with Thanksgiving. What are you thankful for? I am thankful that number one, you’re watching this. Number two, that you’ll be willing to go on into your community and do a Thanksgiving food drive. Many are suffering. Few will answer this call. You’re that person. So I ask you can download this easy how to guide, how to do a Thanksgiving food drive that’s successful. And that ensures that your being the best caretaker in your community. Don’t stop at just Thanksgiving. In fact, the holidays are just around the corner. So how do you do a holiday toy drive?

They’re fun and they’re exciting. And when you ask for toys, there’s no better way to have holiday cheer is when a young person eyes light up because they got a fantastic gift this season, because you as a chiropractor care and a fantastic holiday, successful toy drive is one way to do that. We’re encouraging everyone to get involved because the more of our community as a profession showcases how we do impact our community the greater our message, the louder our voice, and the greater the trust that we provide our community.

And one of the ways we want to improve trust, it’s 125 years coming up next year and I want to celebrate and I want to celebrate with you. All of you to bring the benefits of chiropractic care to millions more. How do we do that? If you haven’t heard the fantastic news, the foundation is in production of a 32nd video, optimizing your health, becoming a chiropractor because we know that the more people that see us, the more people are going to be needed to treat those people.

125 years celebration that was made possible by the National Board of Chiropractic Examiners. They paid for the air time for us to be able to showcase a 32nd video in the summer Olympics. I can’t tell you how excited it’s going to be to see our name in the greatest media moment in history, the summer 2020 Tokyo Olympics, that’s where we celebrate really big. That’s where we want to all be under one umbrella. Ensuring the effects of how we treat our public with non-pharmacological care, optimizing their performance in sports and ensuring that we’re talking about health and not sickness. In fact, just for our veterans, do you really think they need another pill for another ill? We all know that during this special time of 125 years we can promote ourselves as the primary care physicians for optimum health and wellbeing and that’s what we want to do during this very special year coming up.

How do we do that? Well, as I just told you, the National Boards paid for our air time. That was a magnificent opportunity right there. But along with that we have foot levelers, we have NCMIC, we have ChiroHealth and we have Standard Process who’s also helping us in the production of the video but we need your help. And we want to make some fun opportunities available for you to donate to the foundation. This is a limited edition coin to celebrate 125 years. It’s 49.99 and what I’m asking is that you think about someone during the holiday season that really made chiropractic special for you. Was it a mentor? Was it a teacher? Was it a president of a school? Was it a friend that brought you to chiropractic? Someone that really touched your heart in chiropractic, and you can celebrate 125 years by giving the gift of this limited edition coin to them for 49.99 that would include the graving.

If you get your order in by this Friday, October 25th you can get free engraving and ensure that it makes it there for the holiday time. After Friday, October 25th prices are going to go up and there’s zero guarantee it will make it to that special someone that you’re going to give this limited edition coin to. And do make sure that you get one for yourself. Because I think the way to celebrate is to showcase this coin maybe in a shadow box in your office, or to keep it with you as a memento that your healing people with your hands, and it’s an appropriate way to celebrate. And that 49.99 goes right back into the production of that Olympic commercial. I promise you, you’ll be so proud to be a chiropractor.

Now, next week, Dr. Gerry Clum is going to be with us on the ChiroSecure, so don’t miss, be sure to come back for the Facebook live. I can’t thank you enough for joining me. Let’s make November a month to remember all of the special people that fight for our freedom. Thanks for joining me.

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

Empowering Women Chiropractic – AUTISM – PANS/PANDAS and the chiropractic connection! – Dr. Monika Buerger

Hello everybody, and welcome to another ChiroSecure, Look To The Children show. Again, I want to take this time to thank ChiroSecure for giving us this opportunity to help educate and move forward our mission in pediatric chiropractic. I have an amazing guest today. I’ve been dying to talk to this incredible gentleman, Dr. Steve Tullius from San Diego. Hey doc.

Hey, how are you Monika? It’s good to be on the show.

Thank you so much for taking the time. I know you’ve got a crazy busy practice, but let me tell everybody a little bit about Dr. Steve. He practices in San Diego, has a practice where he dives in and helps incredibly challenging cases, anywhere from autism to anxiety to depression, seizures, and incredible, incredible stuff. He is the immediate past vice president of the International Federation of Chiropractors. He’s a former director of the AutismOne Pediatric Chiropractic program, and he is a member of the Academy of Chiropractic Philosophers.

He’s been in practice in San Diego and incredibly successful family wellness and specialization practice. He is the owner and founder of Chiropractic Is, which I love your stuff. In fact, I’m usually at my office filming this, and I was kind of bummed because this particular episode, I’m at my home. But, I wanted to have your posters behind me because I love your posters, and they’re in my office. But we can talk a little bit about that. You also have a Waitlist Practice. We’ll talk a little bit about that program where he helps educate docs, chiropractors, on how to attract your optimal patient base and how to go out there and create workshops, social media programs, email programs to really create your own practice. But we’ll talk a little bit about that. But again, Dr. Steve, thank you for being here.

Thank you.

So tell the world a little bit about your Waitlist program.

So, that program is based upon having workshops to build your practice through attracting your ideal patients. So, I started in chiropractic with a practice that was more of a smorgasbord kind of practice where just taking on anybody and everybody. I was stuck in the musculoskeletal box that I know many chiropractors are stuck in. So, the majority of my people were coming in for neck pain, back pain, even though I really wanted to have a family wellness practice, that really wasn’t the reality. I sold my practice in 2011 and I took off a year and that gave me time to really define what did I want my next practice to look like? So, when I came back into practice, all of my communications from my brochures, to my presentations, to what’s on my website was 100% congruent with a pediatric focus, family based practice.

So through that I’ve created the practice of my dreams and it wasn’t easy. I’m not going to say it was easy at all, because when I started, I started doing workshops and nobody showed up, right? I know a lot of people have experienced this, had either zero people, or maybe one or two people show. Because I have a son who has intense health challenges, he was diagnosed with PANDAS, PANS back in 2012. I didn’t have the opportunity to really go out there and do a ton of one to ones, and spinal screenings and all these more traditional things that people are used to. So I had to figure out a way to get people to me and I just stuck with it. I found the recipe with social media, Facebook marketing, and created these workshop programs, and then Colleen saw what I was doing. I was consistently having 75 registrations, they were sold out, and so eventually they said, “Hey, you need to package this and give it to the profession,” so that’s what I’ve done and we keep expanding that in our offerings now.

That’s amazing. That’s amazing. In fact, I was just this weekend in New York, and they asked the audience, one of the questions, the biggest reason chiropractors don’t do workshops? And it was because of not being able to draw the audience. So you’ve captured something very unique and fascinating. And I wonder, what’s the website that docs can visit for more information on that program?

Yeah, so docs can go to waitlistworkshops.com and it’s a forward slash VIP. We’re about to launch a brand new offering. I used to just have one workshop at a time, whether it was my neurodevelopmental workshop or my gut brain workshop or the mental workshops. Now we have a program where docs get all of the workshops, you’re going to get a brand new stress workshop and with many more titles coming down the line. So that’s the address they can visit.

Oh, fabulous thanks. We’ll put that in the comments too so everybody can hear that. Awesome. So tell me, if you don’t mind telling us a little bit, I see on social media lots of times, certain people, we kind of all run in the same circles, so to speak, or get tagged with the same thing. And I know that you and I get tagged a lot with PANS or PANDAS, which you know, big area that I think we should be aware of. But also it’s a really big kahuna and unless somebody is well versed in managing those cases, it can be, there’s a lot of rabbit holes and niches about that genre. But would you mind sharing your story a little bit and then from a chiropractic perspective, what we should be savvy on and what’s our role in that?

Sure, sure. Yeah. So I got thrown into it in a manner that I would probably prefer not to be, because it was my own child. However, I believe everything happens for a reason and if that hadn’t happened, I wouldn’t be able to help as many children as I can help today. And if I hadn’t already been in pediatric chiropractic then I definitely wouldn’t have had the resources. My son wouldn’t be doing nearly as well as he’s doing today either. And so I mentioned I sold my practice in 2011 we took off for nine months and traveled around the world, about halfway through that trip, my son started to display really abnormal behavior. He started to become very, and he was four and a half at the time, turned five, abnormal behavior, started becoming extremely aggressive, didn’t want to leave the apartment or hotel where we were at, which we now understand it was anxiety.

And so there’s a couple of things in that journey. One, I recognize that I didn’t have enough training. I didn’t have enough in pediatrics, even though I had gone through multiple programs and maybe it was just that, and likely this PANS, PANDA thing is so huge. And so what really wasn’t even known, it’s only been in the literature for about 15 years, people really weren’t talking about it much. It wasn’t talked about at all when I came out of practice 17 years ago, but anyways, my son was displaying these symptoms. I thought it was more behavioral. And so we decided that we would come back to the United States and come back a little bit early hoping he would get better and that he just needed more stability in that sort of thing. However, things got much, much worse to the point where we’re talking about three hours a night of rage, of going for knives, telling us he wanted to kill us. Bitting, spitting, hitting, you name it. A lot of it just simply I don’t even remember, blocked out due to my own PTSD experience going through that.

And so through that struggle I got introduced to lots of different resources for him, and understanding just how crucial the diet is. Homeopathy, neurofeedback, all these different things that are really been super helpful and of course chiropractics has been a part of his life since he was born. It’s helped me understand really what’s going on with this, these neurodevelopmental epidemics happening today. Because even as a chiropractor thinking like, “Wait, I’m not having the chiropractic kid, the one who is vibrant and shiny and like, what’s wrong? What’s wrong with me?” All these things that I know a lot of doctors actually are experiencing because a lot of chiropractor’s children are not doing well too.

We live in an era of a society that’s so massively toxic that certain individuals due to their genetic profiles don’t detox well, and there has to be more intense strategies to help these kids, so you understanding. We have a sauna at home now. We have, water has to be the purest. We have to really take care of all these various things, which I didn’t understand were so important even when I started that pediatric practice in 2012. And I recognize now that as a chiropractor and I consider myself a straight chiropractor, I really wanted to keep that line very clear. However, I also recognize that I have an intense obligation to provide education and resources and information.

That’s a great point. I think we struggle with that, excuse me, in our profession a lot, because we believe in chiropractics so profoundly. We know it’s life changing, but we are seeing more of these kids struggle. I’ve been in practice 29 years and starting over 25 years ago, I’d have a lot of chiropractors contact me and say, “Why my child? What am I doing wrong?” It’s not like you’re doing anything wrong. It’s just the load is so much more profound. And so thank you for bringing that point up, as being able… If it’s not your bag of chips, you don’t have to implement certain things in your practice, but be able to recognize them and work within your community, I think is important.

Yeah, absolutely. And I know you have a fantastic program and Dr. Amy Spoelstra has an amazing program. There’s lots of docs that have these amazing programs where you can dive deeper into these things if you want to provide that, and that’s cool. But the thing is you got to get the training. If you’re going to do that and not be just dabbling in homeopathy or dabbling, you’ve got to really have the protocols and understand that to a deep degree if you’re going to do it. And you know, God bless you if you want to. I’ve chosen just to, one, I can’t be my son’s own doctor. I need specialists, I need people with objective, as objective viewpoint as possible. And so I’ve reached out and formed alliances with specialists around the country for my son specialists here in San Diego.

So now I’m able to really know and recognize like what’s going on, like with a child who came to us recently, watching crawling patterns, asking them deeper into the history. What was missed? What stage? It’s understanding neural development, the tracking of the eyes and seeing all these pieces that often get missed. And I often wonder with my own son, he hadn’t had a sick day in his life and until he experienced situation, I look back, I wonder. I say, “Well I wonder what I probably missed.” I hate to beat myself up about it, but that’s what I’m wondering now too. It’s like, I wonder what pieces were I not recognizing at that time, because I just didn’t have the training.

But you also bring up a good point. What I tell my parents is, I know let’s not look back. Let’s just go forward.

Yeah, totally. Totally.

It’s so important. So God bless you for doing that. But for those of you that may not know PANS and PANDA, it was originally started as PANDAS, pediatric autoimmune neuropsychiatric disorders assessing strep. So we used to see them mostly associated with strep and now we’re seeing so many other pathogens jumping on board. And now in that whole catchall we are also looking at term called autoimmune encephalitis. So they all kind of go together and basically it’s an inflammatory load that hits the CNS and they can have a number of signs and symptoms and sensory struggles and et cetera. But I’m glad to hear your son is progressing and you found him the help you need. So what do you think… I’m going to pick your brain. Is that okay?

Sure, of course.

So what do you think, where do you see the future of pediatric chiropractic?

Yeah, I think pediatric chiropractic is the future of the profession. Without pediatric chiropractic, we have no future. And I say that from, I think I have a unique perspective in the profession because I came from Los Angeles College of Chiropractic, which laughed at subluxation. I couldn’t even say the word when I came out of chiropractic college. So I have that perspective of have seeing that side of the profession. I’ve also been highly involved in chiropractic politics for over a decade. I’ve testified in front of U.S. Department Education twice against our accrediting body. And I see all the attacks from within and from without the profession.

Right now pediatric chiropractic is being violently attacked in Australia and Canada because it’s very simple. It’s very simple. In 1964 the American Medical Association had its committee on quackery and it had, it was following something called the Iowa Plan. And one of those points, this was from the Iowa Medical Association and one of the points on there was to engage in a program of positive containment. What that meant was accepting chiropractic in the limited musculoskeletal scope. And then Medicare accepted us and we got reimbursement for musculoskeletal complaints. And then insurance the same, and so we got roped in the Mercedes 80s where doctors were getting $100 per visit, came around and then also the 90s came around with the HMO and they pulled the money and they had enslaved the profession. The chiropractors had lost their principals and lost their way and we stopped seeing all these miracle cases. Without the miracle cases, chiropractic will not survive. There’s very little utility in chiropractic, or very little value is seen from the public except for back pain, neck pain care right now.

But that’s changing. And you know this. It’s changing massively with all the kids coming into chiropractic practices today. And those kids are obviously not coming in for musculoskeletal issues primarily. Right?

Right.

And so I chose in 2012 to focus on pediatrics and autism specifically and epilepsy, because I wanted the results coming out of my clinic to be so huge that it caused a pattern interrupt for the public to turn around and say, “Wait what? Chiropractic helps with autism?” Chiropractic can help a child walk, speak, stop seizures, all these things. And not from a treatment mentality, but from a pure chiropractic philosophical standpoint of removing interference allows for the optimal expression health. And so they know this. Those people that profit off of people being sick, they know that chiropractic, if it were fully utilized that it would massively transform the consciousness of the planet. Healthcare, economics, social structures. And so pediatric chiropractic is being violently opposed, it will continue to be, and will be here in the United States. So chiropractors need mount up and join organizations like the ICPA. Get training, start taking care of more of these kids, because these kids… Not only to help save the chiropractic, but to save all these kids and families. They’re struggling, you know. You know this.

And the load, so you covered brilliantly the why we might be seeing less of these miracle stories in our practice from a political standpoint, but are you also seeing from a toxic load standpoint, I call the four Ts now. Trauma, toxins, thoughts and technology. Now we’ve got throw technology into the whole barrel. What’s your take on that?

So first of all, I love your message and your story about taking that time off and regrouping. I think that’s really profound for anybody out there that might be struggling or afraid to do that. How they can step back, reevaluate what their vision is and be okay, and then come out with a very solid picture. A solid course of where they want to go and how they want to represent themselves and be successful like you. So any pearl you want to add in regards to that for those docs that might be like, “I can’t do that”?

Yeah, I’d say make sure you have a very solid plan. And what I mean by that, is I sold my practice, got a lot of money and decided to travel and paid off all my debt. However, I came back penniless. And because traveling around the world for nine months is a lot more expensive than you think, so I had to start from scratch. I mean, there was a time where I was eating oranges off of my landlady’s trees in the front so my family could eat. So, and I’m not afraid to tell that and share that because I also have a lot of pride in that. I rebuilt everything from nothing. And so my message to you is that at any point we can rebuild ourselves and re-define ourselves and as chiropractors we’re blessed to have these here and this thing here in our chest, and with those two things and the vision of the bigness of chiropractic, and getting past your own fears, because that’s what’s stopping most chiropractors. There’s no shortage of people.

B.J. Palmer said, in The Glory of Going On, “I’m out there in those great open spaces, there are multitude seeking what you poses.” 50% at least of our country, adults and children are chronically ill, and chiropractic could be massively helping them. The problem is we are putting ourselves in the musculoskeletal box. We are actively participating in that and we have to become liberated, and many times docs don’t know how to get unstuck. And so that’s what I want to help docs do is get unstuck. Get out of that musculoskeletal box. Get into helping people with chiropractic and getting back on track. Getting the profession back on track. So then we can really achieve this big idea that we say we believe in.

Absolutely. And one in four kiddos is starting school now with the neuro developmental challenge, which is absolutely ridiculous. When I speak, what I often say is, we really don’t have time to be out of our offices. We could be there 24 seven and be packed because of what’s going on. So kudos to you there. So then in regards to another reason we might not be seeing these miracles that we want to, again, we’re looking at the toxic load and I think your message to the world and especially to parents, chiropractic parents that have a child that’s struggling to know it’s not you or your fault. It’s just there’s a toxic load that no matter what we do to take off the system, we can do the best to take that which we control off the system, but there’s stuff out there that we’re all exposed to that we just unfortunately can’t control in this country.

Yeah. So I think our chiropractic philosophy explains this to us where we in the terms of limitations of matter. There’s limits to matter and matter could only adapt so much as its limits allow it to. We have to a clear nervous system, number one. I talk about the neurodevelopmental game plan is what I share with parents and it’s a hierarchy of needs, but it’s also a circle at the top. You have to have the clear information. There has to be a clear nervous system. Number two is looking more at diet and clearing out, taking things out of the diet, adding things in. I give people resources to things like the specific carb diet, the gaps diet, so they can begin to make these changes.

But yeah, in a lot of cases, when there’s limitations of matter, when we’re dealing with a toxic load that certain people cannot handle. That’s the thing is like many people don’t realize that there’s a certain genetic typing of people that just really don’t do as well as their neighbors, and they’re the canaries in the coal mine. These are the kids, these are the child like mine and others who are showing the world what happens when we massively abuse it, and hopefully something’s going to shift and change. It’s going to get a lot worse before it gets better. You know? That’s the way I see it, sadly. So this is where we step in.

Yep. Yep. And I think teaching the chiropractic lifestyle, right? Educating the chiropractic lifestyle. It can be so profound on taking those stresses off the system, and especially in preconception care. It’s phenomenal. It’s huge. So can you give the docs out there a pearl or two, I know you can give probably a ton of pearls, but of steps we need to maybe, let’s say it’s not their bag of chips. They don’t want to do what you do or I do, but they want to help the world. They want to help these little fiddle farts. Can you give them a pearl or two of a couple steps that maybe they can employ to be ready to take on these kids or see these kids or recognize them?

Yeah, I’d say more clinical training for sure. That’s why I created the Autism On Pediatric Chiropractic program was to give docs the clinical skills in chiropractic and the awareness and recognition of these multiple other areas they need to be aware of. And so I did step down as the director of that program this year. I felt that I had taken it to a place where I felt really good about it and I was ready to step down and focus on some other things. However, that’s still a great program. I know that you have amazing trainings that give docs the awareness tools. Dr. Amy Spoelstra is doing amazing work in that area as well. Get additional training for these types of situations.

I realize now that when I decided I was going to take care of children with autism and do it purely from a subluxation correction standpoint, that I wasn’t fully giving these parents the resources that they needed. And so once I recognized that I developed a series of 19 emails. Okay. So in my practice and when people come to my workshops, I tell them about the multiple things that are involved. I give them a hierarchy of needs. Let them know the nervous system is the primary system. They need to make sure that’s clear. And then here’s the other things that you need to be aware of. Here’s some more information. These emails are going to come to you. So I give them information on primary reflexes. I’ll give them information on vision therapy and here’s a resource here. I give them lots of different tools and tips around diet. But I’m not specifically doing it. That’s not my bag of chips. I’m very focused on the one thing here. But for docs that want to do that, you have to be aware so you can give your parents resources.

And working with others in a community, but at least you’re aware. And that’s the golden nugget. Being, stepping out, getting some further education, identify, working with your community members and putting a whole package together. So my hats off to you. You’re awesome man. So I want to thank you for taking… I know you’ve got to kick butt busy practice and we pulled you away from that this morning, but thank you so much for being here and sharing your wisdom and your heart and your story and that’s huge for the docs out there. Any parting last pearl before we let you go back and save some more lives?

Yeah. You know, I think the thing I’d like to share is that, without chiropractic in their lives, everything else is going to not be utilized. It’s not going to be maximized. Their expression is going to be limited. I would ask yourself this question, I asked myself this question years ago, does subluxation squash human potential? And really understand the bigness of what a subluxation does.

We talked about this toxic load and yes, it’s huge. However, my clinical experience about it, I’d say about 15% of the kids that come me with neurodevelopmental disorders, epilepsy, things like that, it’s the primary causation is the vertebral subluxation at birth. And so, refining your skills, being so… I believe I’m one of the greatest chiropractors on the planet. Okay? Whether I am or not doesn’t matter because I believe it, and because I believe it, I work tirelessly to become that. And so if you don’t believe you’re the best chiropractor on the planet, or if you don’t have that as one of your goals, why are you even doing this? Like why play at chiropractic? Why not put your whole heart and energy and life into serving people and the rewards and blessings will be so fantastic. Yeah, that’s my parting words. I appreciate you all for doing the work that you’re doing.

That’s beautiful. That’s beautiful. Because you know what, if we believe it, it comes through in our delivery and in our hands and our energy. And kids, you know this as well as I do. Kids and animals, they pick up on that. They’re an open vessel, they’re open to receiving and they’re open to healing. And if we believe that and we can deliver it in that matter, that right there is 80% of the healing capacity. So that was absolutely beautiful and profound. So thank you for that.

Thank you. Thank you Monika. I appreciate it. What you just shared is absolutely 100% the truth too. Chiropractors need to get out of their own way and let their heart really be the guiding force and when that is first, then everything else is will come.

It follows. It follows. And this too and just for you guys out there, he’s spot on. I can give you probiotics and so forth, but we have studies that show if vagal tone is depleted. If vagal tone is not up regulated, some of these… excuse me… specific probiotics that we target the brain with don’t even work. So we have to remove nervous system interference above and beyond. That’s the first step. And then we can employ those other steps. But you just nailed that and thank you so much again. Thank you for everything you do. Thank you for sharing your story. Thank you for being there and thank you for opening up my heart this morning with your beautiful words.

Thank you. Thank you doc. It’s great connecting with you. Thank you for all your you’ve done to serve this profession, so many chiropractors and get them prepared and trained to help so many people. So I can’t wait to meet you in person.

That’s my… I know we all know we know each other from social aspects, but one day we’ve got to all get together, but my motto now is, alone we can make a difference, but together we can make change. So let’s do this together. So all of you guys out there, thank you so much for joining in. Take these pearls of wisdom. These are profound. And thank you for ChiroSecure for letting us have this platform, letting us get the word out and stay tuned. Make sure that you listen the first Thursday of every month for Eric Waukee and his fantastic show and… Kowaleski. Sorry, Eric. I didn’t get that right. I’ll be back the third Thursday of next month with another fantastic guest.

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

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