July 2008

Building a legendary practice

by Dr. CJ Mertz

A few weeks ago I returned from Life University where Team WLP's coaching program is now taught in their curriculum. When I work with students in their last year of study, all they want to talk about is how to be a legendary practice. They want to avoid the mistakes others have made and learn the keys that cause practices to grow abundantly. Ironically, it's the chiropractor in the field who should be asking these questions, but there are many reasons why many don't ask.

It certainly isn't a lack of desire. I was recently in front of a group of chiropractors in Dallas and one doctor summed it up for all the rest in the room. He said, "I have so many challenges, and so many questions, I honestly don't know what questions to ask you or where I should start." Chiropractors are going from seminar to seminar but coming back to their practices empty handed. Another doctor said he recently stopped working with his consultant because his consultant said his practice was down, too, and with the economy dropping, he wasn't sure what they should do.

I remember the gas shortage in the '70s, when lines formed around the block of gas stations… and the real estate bust of the '80s… and the dot com bust of the '90s. I remember September 11th, and the fear that riddled our country. Yet, what I recall most clearly is that through all of these tribulations and trials, legendary practices started and have grown. The only recession that exists is the one between your ears! This may sound like an over simplification, but I'm strongly urging you to keep far away from newspapers, radio and television news programs, and any web programs that would lead you to fill your mind with fear and uncertainty. The biggest practices in the world today are virtually immune to what's happening in the world today! Surprisingly, the way you let more people "into" your practice is by keeping the world "out" of your practice.

A time-tested formula that has proven to build the most successful practices in the world: Bold vision + a stretch plan + "lovemark actions" = a legendary practice.

How bold is your vision? There's no plan that can make up for lack of vision. Average chiropractors take their current practice results and then make assumptions about their future (limited, uncertain, concerning, etc.). On the other hand, legendary chiropractors determine their future through clean, conscious, and bold "visioneering" and then work backwards to make assumptions about the present (positive, changing, growing, learning, etc.). A bold vision lays the foundation for a powerful blueprint...your stretch plan.

"Plan your work then work your plan," is perhaps the most misunderstood and misused success principle. Your plan should be bulletproof and your team executes your plan flawlessly. Mastery happens through the repetition of right actions (perfect practice makes perfect). Your plan builds mastery because you have built your plan upon right actions, happening by the right people at the right time. All professional and Olympic athletes have a coach who's designed a detailed plan for them. Without a plan that's highly predictable, there are too many variables and ad-libbing becomes a big part of your plan.

No plan is a plan to stay stuck or fail, because without a plan, you're always thinking of what you should say or do next. A huge value in having a blueprint plan is being able to NOT think but, instead, just love and serve.

Legendary chiropractors and their teams already know what they're going to say or do next in practice, which gives them the freedom to stretch. This means going out of their comfort zone and into their stretch zone so their communication and actions are even more powerful. These are referred to as "lovemark" actions because you're giving others your absolute best. Ask yourself how often you've stretched to be the "best you" possible for someone else. Typical chiropractors simply do what's comfortable for them to do. This can't -- and won't -- lead to a legendary practice.

Ordinary moments are soon forgotten but extraordinary moments make memories. Lovemark actions done today are the foundation of your practice growth weeks, months, and years from now. Don't waste the opportunity to make a difference in someone's life. It takes a big vision, a stretch plan, and the kind of loving actions that define the best of you each day.

Every chiropractor has had a great week in practice, most have had a great month, many have had a great year, far fewer have had five great years and only the dedicated few have had a great career… a legendary practice. Beyond the economy, beyond the challenges, beyond any and all limiting beliefs, is the most glorious pursuit of your fullest potential. We only have a small window to share what we have, and make a meaningful difference in the world. It's been a privilege helping so many chiropractors realize their dreams. Go to metamorphosis.com and see how you can get your start today.

(Dr. CJ Mertz is the founder and head coach of the prestigious Waiting List Practice chiropractic training organization. See the WLP 300 patient per week opportunity on the back page of this issue. For seminar tickets and information on WLP coaching services, please call The Waiting List Practice at 877-TEAM-WLP).