October 2005

Chasing your dream

by Dr. CJ Mertz

Of the more than 14,000 teams that have trained with WLP, I can't think of a single one that didn't have a dream. While some were clearer than others, some bigger than others, they all had a dream. So why is it so many chiropractors in our profession fall short of their dreams? Clearly, having a dream and turning your dream into reality are two very different things.

There are two types of chiropractors ‑‑ chasers and dreamers. They both have a dream and they both take action, but only one ends up living his or her dream. The chaser is more assertive, creating more of a direct path between present circumstances and his or her future desired state. The dreamer tends to have a "wait and see" approach, and finds himself or herself constantly bending to each new circumstance that arises.

Chasers are not necessarily top of their class, better athletes, or better looking. They are, however, distinctly set apart from dreamers. There are two requirements to dream fulfillment: dreaming your work, then working your dream. The chaser does both, whereas the dreamer gets stuck somewhere in part one. This is why dreamers often lose their passion and momentum in practice.

I meet on‑purpose chiropractors every day who are philosophically sound, wonderful adjusters, with a positive attitude. As they begin to tell me their story, I learn they've been in practice for five or ten years, seeing under 100 patient adjustments per week, and earning just enough to pay their expenses at home and at work. After a little more discussion, I learn they've always dreamed of seeing 300 patient adjustments per week, enjoying $15,000 per month of profit, and spending more quality time with their family. This is the plight of the dreamers. Chasers don't let this happen.

Chasers have learned not to simply accept what they're given. They've a made‑up mind about how things will be, so they develop expectations and set benchmarks to ensure that what they want actually happens.

For example, chasers won't stop changing their practice until they're able to consistently convert 70% of their new patients to a 12‑month corrective care program. Dreamers can visualize achieving that level of excellence someday, but don't persevere through the full cycle of changes needed to succeed.

Dreamers often get caught up with what others will think. As a result, their actions subconsciously become conforming, with the intent of trying to please everyone. Chasers learn they can't lead effectively by trying to please everyone so the needs of many outweigh the needs of the few or the one. The chaser, therefore, exhibits transformational action, which produces phenomenal increases in his or her performance. Chasers aren't trying to lead or please everyone, only those who are ready to follow them so they may learn and grow together. This is the stuff that makes dreams come true.

People don't understand chiropractic. Even worse are the people who have been given wrong information and wrong premises for what chiropractic is supposed to do. The chaser has developed herself or himself to cause paradigm shifts in these types of patients. The dreamer is often left bending to a patient's notion of chiropractic and feeling somewhat unfulfilled in the process.

Chasers and dreamers are both wonderful people with excellent skills, and well‑liked by their peers. They both have dreams and ambitions, and generally want to contribute to the betterment of society. Dreamers dream of adjusting 300 or more patients per week, while chasers actually do. As a coach and a reformed dreamer, I've had the privilege of converting thousands of dreamers into chasers who have seen their dreams come true.

Working your dream means marketing better, communicating better, training your CAs better, and leading your practice better. It doesn't mean doing what you already do and expecting a better result. Chasers adopt the mindset of constant and never‑ending improvement. They get more concerned if things are still the same as they were six months ago, than worry about what someone is going to think about the changes. If your heart is pure, your intent is honorable and you truly believe in the miracles chiropractic can help produce in others, then there is only one thing left to do...chase your dreams.

Team WLP is the dream chasers academy and has been for nearly two decades. It's hard to make the shift all by yourself, so don't be afraid to ask for help. There's too much at stake for you and the thousands who want and need to be part of your dream

(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.)