Q:  How should I use brochures in the patient education process?

Q:  How do you still have powerful patient education without making the patient feel like they've been doing something wrong their entire life with their health?

This is a classic. I call it the 'us versus them'.

Q:  How or does your mindset change as you deal with different personalities or patients based upon their values?

Q:  How is marketing changing with the changes in the economy?

This is an important question, because it is changing. Everything is changing with our economy. People are seeking more value for less money. They're seeking things that are worth more to them. They are avoiding and ignoring things that used to be considered luxuries and non necessities, and they're looking focusing on what they 'need' more than ever.

Now that's good news for the chiropractor, especially one that understands and can clearly communicate

Q:  Everything has fundamentals. Once you know them, it takes an average player to either be a good or even a great player. What are the fundamentals of chiropractic?

That's a good question because we all know that Tiger Woods goes back to fundamentals. He goes to his coach and has him analyze his swing and work on the 'fundamentals' even though we'd all agree he's already a pretty good golfer. We know that NBA stars video themselves shooting free throws over and over again, but they're pretty damn good at that.

Fundamentals are the name of the game, and fundamentals in chiropractic come down to

Q:  I often hear speakers and gurus say things like, 'By the end of the first visit most patients are asking if they can please bring their family in to be checked.' Are these guys full of crap? If not, what are they doing during their exam and consults that gets people so excited?

I think you're talking about a bunch of B.S. stage hype. I've been on the receiving end of that as well and I cant stand it and I try hard to never do it myself.

Something might work really well, but come on, let's be honest and real. Are people begging you to bring in their family?

Q:  How do I effectively explain an insight exam? I've toyed with ways, however I'm uncertain if the patient is truly receiving the magnitude and the importance of the scan

The only way the patient is going to perceive the magnitude and importance of the scan is if you perceive them that way. If you look at them as a couple of colors and you essence of your report is: 'Oh boy, you've got some

Q:  What questions or educational points did you find most helpful for patient understanding during your exams?

Q:  Did you have a specific line in your consultations that seemed to have a huge impact?

I don't use scripts. I never have and I never will. I don't teach scripts, but I do have lines. I guess they're more thoughts, if you will.

I've said this before and you'll hear me say it many, many times again, but I believe the most important line that I utilized in my consultation came after the patient knew that I was on the same page as they were.  In other words, they knew that I understood them and their situation, and they felt validated because I was able to repeat back everything that they were concerned about.

Once I confirmed that I had built this level of a relationship, I'd ask them one of my most important questions ever:

Q:  What is the ultimate purpose of a consultation?

That's a question that YOU really need to answer for yourself because it dictates so much or  your success in practice.

Most people will tell you it's to take a history and to document the 'OPQRST.'  While I believe that may be important at times, I've got a different take on it.  I believe that the ultimate purpose of a consultation is