May 2008

The seven limitations to mastery

by Dr. CJ Mertz

Now more than ever, chiropractors are faced with very specific challenges that generate the lion's-share of their stress in practice. The opportunities to serve and grow have never been better, if each of us can carefully navigate along the road to success.

A few years ago, my brother and two of his friends decided to go mountain bike riding. The switchbacks were wide at first with gradual incline. Before long, they became more narrow and steep. Their legs started to burn and their breath became short. As they stopped and thought about heading back down, another rider passed them them, so my brother asked if he would yell when he reached the top…two switchbacks later, the rider yelled "top!"

So many chiropractors I talk to are close to having what they want, even though at times it seems so far away to them. Let me share with you the seven most common statements I hear from chiropractors who are frustrated or are struggling:

1. I am a strong chiropractor having a difficulty in practice.

2. I am a strong corrective chiropractor who is stuck in practice.

3. I am a strong philosophical chiropractor who's hit a ceiling in practice.

4. I am a strong marketing chiropractor on a rollercoaster in practice.

5. I have a strong team but I am on a hamster wheel in practice.

6. I am a strong procedural chiropractor who has lost passion in practice.

7. I am a strong insurance chiropractor who is burning out in practice.

These seven categories of chiropractors are just a few steps away from having their best year in practice. Yet, they continue to struggle. Why? Because they are under-prepared to address the challenges associated with growth in the 21st century. If your practice fits any of these categories, there is great news for your future!

The biggest revelation our clients experience is in knowing that while everyone can benefit from chiropractic, chiropractic isn't for everyone. The key is to reach out to as many people as possible with loving purpose, and help all those who are the "right fit" for your practice. You can stop trying to force it with certain people by just telling them the truth and leading them to your best recommendation -- then watch and see who follows. You'll be amazed!

You can also stop bending and backing down or making concessions simply to get someone started with your care. They are the patients who take up all of your time, complain the most, use up most of your energy, don't refer anybody, and quit their care.

Practice pillars

Purpose … Principle … Passion … People … Preparation … Procedure … Patient Education … Promotion … Policy… Payment.

If any of these "pillars" are shaky in your practice, they can create a "domino" effect. Before you know it, things that "used to work" won't seem to be as predictable any longer. The only way to go over the goal is to go through the challenges that hold you back.

How can you have policies if you are afraid of what people might say or think? How can you work your plan if you haven't prepared (planned) your work? How can your procedures have world-class performance without world-class people? How can patients pay for wellness if they haven't been educated to learn its value?

The seven limiting beliefs I listed earlier are the "symptoms" that show up when there are pillars either weakened or missing from your practice. The blessing however, is you can start again today. As soon as you begin focusing in the right direction, your practice will begin bearing new fruit.

In the past 50 weeks, we have taken more than 50 teams seeing fewer than 50 adjustments per week to more than 50 adjustments per day. Growth always happens when you learn to blow through your limitations and properly align your pillars. It takes a thoroughly integrated practice system to achieve healthy alignment, which is exactly why so many chiropractors today are struggling unnecessarily.

Have more faith. Become a better leader. Master your communication skills. Develop overlapping promotions. Build a championship team. Integrate flawless and passionate procedure. Give people a 10 times return on their investment. These are the answers to the seven limitations to mastery, which come to you naturally as you align your pillars.

Make this year the year you decide to put it all together. Don't be afraid to ask for help. Very few chiropractors ever figure it out on their own. In fact, on your own is a sure-fire way for growth to be more painful and take a whole lot longer. Visit me at www.metamorphosis.com for a free webinar that can get you on your way.

(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).