September 2003

The seven levels of growth

by Dr. C.J. Mertz

When you're in the business of improving, extending, and saving lives, growth becomes more than an opportunity. Chiropractors by the thousands are turning back to the core principles and are more eager to grow their practices than ever before. The seven levels of growth are the keys to rebuilding a strategy that can really make the difference for your practice.

Level One ‑‑ Doing right things

Doing right things requires the development of one congruent system, which flows from one right set of actions to another. If right things are not anchored into a system, they will perpetually occur as hit and miss.

The average chiropractor does right things approximately 50% of the time, while growth requires right things happening at least 65% of the time. That 15% difference separates the good practices from great practices. If Level One isn't successfully resolved, all other levels will be set up to fail making a positive influence in your practice. Maximizing requires systemizing.

Level Two ‑‑Doing right things right

Developing core competency in the foundational skills of practice building, can lead to new heights of growth previously thought unattainable.

Recently, I heard from a client who has spent the past six months focused on developing the right skills in pre‑consultation, consultation and her problem report. Her practice has doubled in growth and so has her confidence to work on developing core competency in other foundation skills in the practice.

Doing right things right stimulates images of athletes in training like a boxer working on the bag, the jump rope, the left jab and the right hook. There's no escaping the fact practices build upon core competency in foundation skills. Applying five pounds of right action for every pound of acquired knowledge should become your new standard.

Level Three ‑‑ Doing right things right ... even better

It takes a significant degree of discipline to remain committed and focused on foundation principles long enough to really improve them. Taking your current best and making it better is a heart of the continuous improvement process.

Unfortunately, chiropractors tend to get distracted, frustrated or bored with their performance and simply look for what's new. What's best however, is taking good to great and great to even better. Chiropractors who subscribe to this philosophy are the happiest, most on‑purpose and successful of all practitioners.

Level Four ‑‑ Doing away with unnecessary things

The law of entropy says things tend to move toward a state of dis‑organization. Every 10‑12 weeks, a "weeding" of your strategic process must take place. While chiropractors tend to add much easier than subtract when it comes to their practice, growth requires dedication to simplicity. Since success is always found in the details, make sure those essential details are not being opposed by unnecessary steps. A mean, lean fighting machine takes work to create and sustain, but the growth (personally and professionally) can generate a tenfold return.

Level Five ‑‑ Doing what champions do

Every chiropractor I've ever met has a burning desire to achieve greater success in practice. What amazes me is how seldom chiropractors find a model practice to emulate. One person's dream is another person's reality.

The first step I take with each new client is to schedule a field‑trip to see another client who's already doing what he or she someday hopes to accomplish. Once you see your dream in action, it's as if you've already reached your goal! You can emulate the system, the teamwork, the service excellence and the attitude of a championship practice, and make it your own. A field trip can inspire the commitment to work through the first four levels faster than anything I have ever seen.

Level Six ‑‑ Doing what no one else can do

Finding your uniqueness is one of the single greatest thrills in life. The paradox of greatness is the ability to master superior systemization while expressing your divine uniqueness. Truly, very few people ever completely embrace this level, because it demands a certain level of mastery in the first five levels before you can find your uniqueness.

It comes to you early in the morning, it calls to you while you are asleep and you see glimpses of it in practice from time to time. Use a journal and write down what you experience. The more you can articulate our uniqueness, the better you can express it in your life and in practice. The growth from this level is immeasurable.

Level Seven ‑‑ Doing what is impossible

Based on anatomy and physics, a bumblebee is not supposed to be able to fly. Yet, all around you, there are examples of impossibility in motion. If you have faith, imagination and perseverance, anything is possible. The miracles resulting from your care is evidence itself that the impossible can happen.