September 2007

Are you playing the waiting game?

by Dr. Kevin Pallis and Dr. Ed Plentz

So often we encounter DCs who are playing the waiting game. What is the waiting game? It's waiting for your practice to improve. It's waiting for your practice members to "get it." It's waiting for insurance laws to improve.

Instead of waiting, why not take action?

If you learn one thing from this month's column, make it the realization that you are responsible for everything in your life. If you want something, go out and get it, or ask for help from someone who can help you. Waiting is an excuse for not taking action. When you wait for things to happen, your environment controls you. When you act, you create the practice and the life of your dreams.

There are three categories of practices: survival, plateau or growth. Guess where the waiting game is being played? That's right, in the survival and plateau categories. When you are growing, you are not interested in playing the waiting game. You make things happen rather than let things happen to you.

What we have noticed from coaching hundreds of DCs is that growth chiropractors are successful wherever they choose to practice and live. In the other two groups we hear of "lucky" towns, that is, towns where people don't want to be educated, towns of poor insurance coverage and plant closings, etc. It seems as though the DCs playing the waiting game are experts at the reasons they are not growing. The growing chiropractors are experts in the reasons they are growing.

Many people ask us the human dynamics of the two groups. What makes DCs play the waiting game and accept an "ok" practice, when they could have a fabulous practice if they wanted it? It boils down to three factors: self‑image, love of chiropractic (purpose) and communication skills.

Self‑image

The first factor, self‑image, is what chiropractors accept as their ability level and achievement level. Almost like a governor on an engine, it's what they expect and accept in life. DCs with high self‑image are successful long before becoming chiropractors. It seems they were successful at anything they put their minds to. If you have a low self‑image, it will adversely affect you in all areas of your life. It appears if there is a problem, it will find a way into your life. It almost looks like you are pushing a wheelbarrow of manure up a hill.

Life is always a struggle. When good things happen, you brace for the inevitable rebound effect. The good news is that self‑image is indeed re‑programmable. We have so many DCs in our program who run into old classmates who almost don't recognize them because their self‑image had changed... it's that dramatic!

Love of chiropractic

Most of us came out of chiropractic college in fear, in debt, and in doubt. This is where purpose comes in. If you have such a love of or belief in chiropractic, people are naturally attracted to you. The fewer limitations you see for yourself or for chiropractic creates an attractive web that pulls all types of people into your practice.

Is chiropractic a way for you to make a living or is it a way of life? Do you really believe that healthier people do indeed create a better world? DCs who play the waiting game have a lowered expectation of chiropractic. They see a limited scope of perhaps musculoskeletal application only. Children and chiropractic? Never! Why not? They are waiting for someone else to do the work of educating people for them.

Communication skills

Now we come to communication skills, the last contributor to the waiting game DC. When we teach at chiropractic colleges the students are amazed when we inform them that most of them have undeveloped communication skills. One of the main culprits is the computer. Lots of time spent e‑mailing and Googling or on MySpace will not help you an iota when you are face to face with your next new practice member. Many chiropractors are afraid of public speaking and meeting new people. They are ideal candidates to play the waiting game by default.

Some people will continue to drive around lost, when others ask for directions. The one characteristic of DCs wanting to get off the waiting game merry‑go‑round is the ability to ask for help. The choice is up to you.

(The New Renaissance is a movement of passionate chiropractors dedicated to changing the world. The leader in patient education since 1977, the Mentor IV Coaching Program is a step‑by‑step navigational guide that embodies the very essence of The New Renaissance vision of healthier people creating a healthier world. Without patient education, your patients won't "get it." To learn more about The New Renaissance, contact world headquarters at 800‑525‑3879.)