9/30/02
Tips of the Week (drlen@chiropowerinc.com)
from Dr. Len Schwartz and Chiropower Enterprises, LLC

 I owe you guys TWO tips of the week, so here ya go!
These two tips are actually oldies but goodies. 
Enjoy! 

#1) Patients Who Object to Chiropractic: 

This is one of my favorite problems in practice. I have found that 
new patient's who initially object to the chiropractic 
philosophy/principles, etc., usually make the best patients after 
they understand chiropractic. 

In dealing with a new patient or the spouse of a new patient who 
just doesn't "get it", you have to do three specific things: 

1.	Make sure you explain in detail, and with as many analogies as 
possible, exactly what you do and why and how you do it. 

2.	The necessity of being adjusted and that chiropractic is not 
just an option or luxury if you want to obtain maximum health. 

3.	Explain the benefits of getting adjusted and how it affects the 
way your body functions. 

The last one is worth mentioning about 10 more times. And I'm not 
talking about guaranteeing a result, I'm talking about nerve impulses 
getting to the entire body, innate intelligence, and so on. Tell it like 
it is!
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#2) Listen, Listen, Listen

Have you ever thought about how little people listen? Someone says, 
"Hi, how are you?", and you automatically say, "Fine how are you?" 
People talk to each other and answer each other with memorized 
questions and answers.

As chiropractors, we are essentially health "coaches".  As a coach, 
one of our main jobs is to listen. Unfortunately, we are often so busy 
thinking about our comments, answers, opinions and response that 
we don't listen to what our patients are asking (or telling) us. 

This is a problem. We are masters of touch, and we get close with 
our patients. It's automatic (with chiropractors). Being aware of our 
listening skills is the first step to improving them. 

Starting tomorrow, slow down, concentrate on what your patients 
are telling you, asking you, or requesting of you. Really listen to 
what they have to say. I think you'll notice a deeper connection with 
your patients; a connection that will yield better compliance, better 
results, and increased referrals.

All the best, 

Dr. Len