Weekly Email Coaching Blog

Dr. Jim Naccarato
 
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Quality Over Quantity
Week #21 Practice Building Tip
 
 

The low fee, high volume approach to practice building is a failed healthcare business model. It has caused a loss of respect for chiropractic and its practitioners. This must stop!

Suggestions:

  • Determine how many patients you are able to treat while maintaining the quality of care expected from a doctor of chiropractic.
  • Charge a fee that is an expression of the value of the services you offer and is considered respectable in the healthcare community at large.
  • Market to those who will stay, pay your respectable fee, and refer.
  • Dedicate a couple of slots to those in financial need. These appointments do not need to be free; they can be at a reduced fee. When these patients are released/on a schedule they can handle financially, allow others in financial need to take the slots.
  • Treat your patients in a manner consistent with a doctor of chiropractic.
  • Enjoy the success that follows!

Truth: You are a doctor. Quality is important. Results are important.

Bottom line: To be successful, build a practice full of patients who can afford to stay, pay, and refer – serve them effectively and run a good business. As you do so, make sure your volume and fees are fitting for a doctor of chiropractic who is committed to delivering high quality, high value healthcare services.

 
 
 
Dr. Jim Naccarato
 
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The Power of Inner Convictions
Week #20 Practice Building Tip
 
 

Everything we do is an outward expression of our inner convictions. Successful inner convictions drive successful behaviors and successful behaviors drive success!

Suggestion:

Examine yourself physically, emotionally, spiritually, and financially and ask yourself these questions:

  • How much success am I achieving in each of these areas?
  • What successful inner convictions do I need to increase in each of these areas?
  • Am I willing to learn, embrace, and live these inner convictions?

Truth: Successful people embrace the inner convictions needed to succeed.

Bottom line: Unsuccessful people do not. Big mistake with ominous consequences!

 
 
 
Dr. Jim Naccarato
 
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Deliver Good News!
Week #19 Practice Building Tip
 
 

Some "experts" encourage the deliverance of bad news to motivate people to do what you recommend them to do. People hate to hear bad news. It makes them feel terrible. Nobody wants to interact with someone who makes them feel terrible. In contrast, people love to hear good news. It makes them feel great. Everyone wants to deal with people who make them feel great!

Examine the following:

  • A dentist says… "I have bad news; you need a root canal."
  • A dentist says… "I have good news; I found the cause of your pain and I can fix it with a root canal."
  • A plumber says… "I have bad news; the pipes need to be replaced."
  • A plumber says… "I have good news; I found the cause of the sink not draining and I can fix it by replacing the pipes."

Suggestion:

  • Find the problem.
  • Tell them what the problem is.
  • Say, "I have good news… I can fix it with…."

Truth: People are happy to choose healthcare procedures or other costly repairs when given good news!

Bottom line: You will dramatically improve your experience with people by finding the problem, telling them what the problem is, and saying, "I have good news. I can fix this!"

 
 
 
Dr. Jim Naccarato
 
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Your Mind's Eye
Week #22 Practice Building Tip
 
 

Success psychology applies to the practice builder just as it does the professional athlete.

Let me give you a few examples:

  • To help a quarterback improve his performance, a psychologist will have him close his eyes and imagine making thousands of perfectly thrown passes.
  • To help a pitcher improve his performance, a psychologist will have him close his eyes and imagine making thousands of perfectly thrown pitches.
  • To help a basketball player improve his performance, a psychologist will have him close his eyes and imagine making thousands of perfectly shot free throws.

Truth: Success psychology applies to the practice builder just as it does the professional athlete.

Bottom line: Before you achieve any goal you must see fulfillment in your mind's eye.