August 2005

Seven key behaviors to winning

by Dr. CJ Mertz

In sports there are winners and losers because that's the nature of competition. Even though the Olympics proudly display first, second and third place, most of the athletes who work seven days a week for four years go home from the Olympics as losers. Of course, their parents and coaches don't think that way, but almost everybody else on the planet acknowledges the great effort as a losing battle. Winners can't always win, so they must be able to turn a loss into the fuel needed to win again.

Winners also recognize that in order to score, they must take risks and know the possible negative consequences of their actions. In this way, winners are fully prepared to succeed with a great sense of passion and purpose.

The FIRST key behavior to winning is to look "worst case" in the face, and stare it down. Only after you can come to grips with the worst possible scenario are you free to pursue winning full on, with 100% conviction. This isn't admitting you're going to lose. You know the stakes and are willing to accept the consequences.

Most of the time the worst scenario is simply someone saying "no." Other times, the worst scenario is, a paid advertisement yields zero response. The point is, knowing the worst case and accepting that level of loss as a possibility (no matter how slim it might be) brings a new level of peace to you as you pursue your dream.

The SECOND key behavior to winning is caring so much that you don't care at all. This allows you the freedom to perform with maximum expression and maximum ability because you're no longer focused or concerned about losing. I've noticed phenomenal changes in people who've fully adopted this behavior. I've heard the tone of their voice actually change as well as their eye contact and the way they look at people. I've seen chiropractors change the way they listen, the way they ask for referral, the way they move and act. Caring so much that you don't really care at all actually contains the deepest level of joy possible in practice.

The THIRD key to winning in practice is the ability to continuously compare yourself and your results to your previous performances. All too often the urge to compare yourself to others is overpowering. Sometimes it leaves you feeling good about yourself. Yet, most of the time you're left feeling down. When you don't have time to size up to other chiropractors, it can put you in a slump. Winners don't compare themselves to others because they only have influence to change and improve themselves.

This behavior requires you to keep current and accurate stats. It demands you journal regularly so you have the objective data needed to compare your current state with where you've come from. Winning is an inside‑out process, so the only person you need to focus on is yourself.

The FOURTH key behavior is choosing the champion's attitude. Two people wake up sore. One talks about it all day long, whereas the second reads his or her purpose, goals and plans, then commits to making a difference today, which others will notice. Champions don't have a special attitude gene, they simply choose to function from the highest emotional state possible. Over the past 20 years, I've witnessed self‑centered, whiney, stubborn, fearful, doubting, worrisome people choose to adopt the champion's attitude. As a result, sluggish practices under 120 adjustments per week grow beyond 300 adjustments per week! Don't let anyone tell you otherwise. The champion's attitude is a daily choice. After several weeks of making the daily decision, it does become easier but it's still your choice every day for life.

The FIFTH key behavior of winners is learning how to become attached to the process rather than the result. Your confidence level will be bounced all over if you remain attached to results. No matter who you are, results will always go up and down. Winners simply let their results go "up and down" on the way up. Becoming deeply attached and fully associated to your process is what builds huge confidence and lasting momentum. Winners know this and therefore check in regularly to notice where the focus is. It's simple, you either lead a process or chase results. Ironically, the more committed and attached (focused) you become with your process, the bigger the results you'll experience. Winners count on that difference and are rewarded with calm intensity.

The SIXTH key behavior of all winners is trading in problem solving for "visioneering." Focusing on problems has proven only to bring more problems. It also leads to frustration and burnout. Visioneering, on the other hand, is about creating a picture of how you want your practice to be, then developing a story board plan to guide you and your practice into the picture. Do not see visioneering as an event; instead let it be like everything else in your practice...a process. It's ok for your picture to expand and become more vivid over time. This will help you solve problems even faster as you develop a clear and empowering vision of your practice. Make sure this vision, (picture) is shared by everyone on your team!

The SEVENTH key behavior of winners is being mindful of your fellowship with others on a weekly basis. Winners stay connected to other like‑minded people who hold one another accountable for maintaining high standards of excellence. You can love someone without letting them participate in your inner circle. Without this behavior, the other six are dwarfed forever. Don't judge anyone; just decide if they fit in your winner's circle.

Winning is what every chiropractor should experience. Growth in practice is one of the best measurements of winning. Remember, we're all in this together so, if you've had difficulty seeing how to get to the next level, don't be afraid to ask for help.

(Dr. CJ Mertz is executive director of ChiroUSA, and founder and head coach of the prestigious Waiting List Practice [WLP] chiropractic training organization. See the WLP 300 patient per week opportunity on the back page of this issue. For information on WLP coaching services, call Tony Shinn at 877‑TEAM‑WLP.)