January 2007

The ultimate New Year's resolution

by Dr. CJ Mertz

Now that 2006 is over, the question is, what's next? Since decisions you make in the next 30‑60 days will largely determine the level of practice success you'll have in 2007, let me share a few relatively unknown success secrets sure to separate the champions from everyone else in the New Year. If you really want to make a difference and see yourself a winner in 2007, start taking notes so you can begin a new action plan even before you've finished reading this issue of The Chiropractic Journal.

By May of 2007, Mercedes Benz will be showcasing its 2008 models, which can be pre‑ordered in a favorite color. When do you think they were designed? When are the 2009 models being designed? Most chiropractors I begin coaching admit to providing the same level of care now that they did five years ago. The changes they've made in that time are so minor they couldn't possibly be classified as a new model.

DCs who post an increase in practice volume and in revenues year after year can clearly articulate core changes and revolutionary improvements they've made from one year to the next. If you're not upgrading yourself and your practice each year, you're growing obsolete.

You should be scared to stay the same rather than afraid to make a change. It isn't necessary to change everything every year. However, you must revolutionize something on an ongoing basis if you want to see your practice continue to grow.

Most chiropractors don't make significant changes because they don't know whether they're going to work. Team WLP posted another record year for the number of clients who broke 300 adjustments per week for the first time in their careers. They're ecstatic and have no fear of making dynamic changes in their practices for 2007, because they now understand the process and trust it completely.

The teams that grew last year averaged 30 minutes of team training, three times per week. The first training focused on attracting new patients, the second on improving patient compliance, and the third on increasing patient retention (lifetime family wellness care). These teams also learned how to properly track the right statistics so they could know what to train on next. If you're not averaging at least five percent growth per month, then it's time to revolutionize!

The best practices of 2006 worldwide also averaged three or more workshop attendances by their patients. It shouldn't be a secret that growing practices are building patients into enthusiastic fans. The vast majority of the top growing practices of 2006 are 70% cash (minimum). They also have an ongoing marketing calendar that's full at least six months in advance at all times. Incredibly well‑scripted CAs produce phenomenally consistent service from patient to patient as the practices continue to grow.

It's been said that you are who you hang out with. These top achievers are not only being inspired and held accountable by their coach, they're connected to at least four or five like‑minded chiropractors. They help one another raise their standards and uphold them. If you're still an island out there all by yourself, you're sinking into the ocean and probably don't even notice.

Making just one right revolutionary change this year can increase your income by at least $5‑10,000 monthly. Not making the change could cause your current revenue to drop by $3‑5,000 per month.

Now's the perfect time to make the decision you've been holding off making, probably for a few years. Unshackle yourself from the old ways of thinking and old ways of serving your patients. Your patients are looking for you to upgrade yourself but just don't know how to tell you. (Yet, if you wait too long, they sure know how to show you).

The wellness revolution is crying out for a profession to lead it in the 21st century. More chiropractors will be seeking the right help and making the right changes in the pivotal year of 2007 than at any other time in history. Make the commitment to be one of them ‑‑ and make the difference you've always dreamed of making.

(Dr. CJ Mertz is 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.)