May 2006

by Dr. CJ Mertz

If that title hasn't scared you away then you were either the abstract math nerd from college or you are amazingly curious to find out what in the world it has to do with your practice. In truth, this is the most revealing formula ever for practice growth. Read ahead and see just how the most successful chiropractors in the world are applying this formula in practice.

S^H refers to the level of success that happens when million dollar habits (H) are applied in your practice. It explains the difference between practices that are good (but stuck) and practices that are great and growing. While there are a finite number of habits, they create an endless degree of opportunities. Million‑dollar habits are formed above the foundation of rock‑solid character. There are no shortcuts that can get you here. Disciplined, accountable, trustworthy, visionary, perseverant, faithful, passionate, expressive... these are the ingredients huge successes are built upon.

These internal strengths are vital because no enduring success is ever possible without change. Not just any change, rather relentless, innovative, strategic, continuously improving change f∆. This requires boldness, courage, timing and a keen observation of your own performance. You can't be practicing in 2006 with your 2005 model! As the principles of chiropractic seed deeper within your core beliefs, change becomes the currency needed to emerge victorious. Without the right philosophical orientation, the process of change is forever altered. Therefore, habits are not developed at the speed of change and a static state is suffered as a consequence.

When courage and character are challenged and overcome by opposing forces like fear, doubt and hesitation, resistance (r) to change becomes the dominant pattern. Resistance serves as the universal equalizer of effective change. This is why so many chiropractors are burned out and yet so full of purpose. It's as if they're living and practicing with one foot on the accelerator and one foot on the brake. This growth formula has resurrected the careers of countless numbers of chiropractors and their practices. No amount of skill can counter a threshold level of resistance. Likewise, no action can overcome a deficit of character. Fortunately, resistance can be diffused and a deficit of character can be restored. But, until the time comes when you're ready and willing, very little progress will be realized.

Reaching the speed of change and short‑circuiting resistance gives way to a whole other level of performance. It's in this place you find a brand new degree of commitment (C_X). When you practice with a heightened state of commitment, it tends to turn ordinary actions into extraordinary results. You can just imagine what happens when you begin performing above average actions with a full arsenal of commitment. In my observation as a performance coach, most chiropractors practice with less than 80% commitment. I believe this is largely due to the amount of resistances that have built up over time. It is extremely difficult to take fully committed action or enough of the right kind of action without the proper element of commitment.

It's been said that a strong remedy of success includes taking 10 pounds of action (A_y) for every pound of knowledge. This rarely happens in a vacuum. The combinations of sufficient character, effective changes, lowered resistance and total commitment lead to a new threshold of action‑taking. You feel free to act much more frequently because there's as much (or more) joy that comes from the taking of the action as the results of the action.

When this growth formula comes together after about 14 weeks of intense training, you can begin to expect results unlike anything you've seen before in practice. You have to be willing to get a little uncomfortable in order to reach your peak, but the payoff makes it all worthwhile! This year, don't settle for shortcuts, status quo, incremental change or ineffective consulting tips. Prepare to be overhauled. I witness five‑to‑ten chiropractors surpassing the 300 adj/wk mark every month who have braved this transformation. 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.)