*** I make at least one referral request per shift in my office.

*** I shift ownership of health to my new practice members during my initial consultation.

*** I invite every new member to attend my health care demonstration.

*** I offer new practice members the opportunity to refer their entire family into my office for a complimentary check-up within the first two weeks of care.

*** I send personal, handwritten "Thank You" notes to every referring member of my practice.

*** I offer every new member the opportunity to pre-pay for care at a discounted fee.

*** I phone every new member after their first adjustment to personally thank them for choosing me as their D.C. and to offer them my home phone number should they need to reach me.

*** I offer church, civic and health organizations lectures on: "Stress Elimination," "Secrets of Longevity," "Keeping Kids Drug Free," and "The Top FIVE Strategies For Healthy Living."

*** I provide my practice members regular updates regarding a variety of health- related issues via my Internet newsletter.

*** I offer a consistent and systematic report of findings to every new practice member with a request of that person to commit to his or her care plan.

*** I consistently and systematically request and share practice member testimonials.

There you have it. The fundamental and essential accountability systems that have helped me to create two highly successful, 100% cash, 100% referral (members only) practices.

It's easy to eliminate any of these systems. It's simple to skip a part of the process. It's infinitely easier to shirk my responsibility and evade any or all of these procedures.

Let's face it, in most cases our bosses will never know if we cheat and leave out a part of our system. Especially if we also happen to be the boss!

The consequence IS the accountability.

If I leave a part of the system by the wayside there will be a consequence for that action (or lack thereof). Perhaps the consequence will manifest as either decreased service or decreased income. Either way there is a consequence for every breach of accountability in our lives.

And then there's accountability to my community. As long as there's a new wing added to a hospital, I'm accountable for requesting one more referral. As long as there's another drug store popping up on the corner instead of closing down, I'm accountable for teaching one more health care demonstration.

There are five characteristics that assist me in my accountabilities.

1. I'm selfish. I was fortunate enough to learn about chiropractic and that experience literally saved my health and my life. I want people to have that same experience and I want to provide it to them! That holds me accountable.

2. I'm a realist. I know that "wishing" and "hoping" and "preparing" is not enough to succeed in practice. I know that I have to ask for referrals, invite new members into my practice and provide impeccable service. Reality is a wonderful accountability tool!

3. I'm right. There's not an ounce of doubt in my mind that chiropractic IS true health. Subluxation interferes with life. Adjustments enhance life. I could care less if the medical profession "believes" the efficacy of our work. Allowing organized medicine to be the judge of health and wellness is like allowing Enron executives to host the "Ethics and Good Judgment Awards!"

4. I'm rejection-proof. The more people who say "no, thank you" only tells me that I'm one step closer to "yes, please!" I learned a long time ago that success is a numbers game. The more I ask, the more I invite, the more I request, the more success I attract.

5. I'm honored. B.J. Palmer once said that chiropractic was for the "chosen." I'm honored to be a member of a rather elite force. I, like you, have the privilege of adjusting those chosen to receive our gift of health.

Candidates for my personal coaching program often ask if I will hold them accountable to their commitments. I begin by sharing that accountability is an "inside job." There's little I can say that will hold someone accountable for the commitments that they must make.

It is when we understand the power of consequence that we can fully embrace the importance of our self-accountability.