Welcome to the CEObrief eLetter! In this issue... * Is fear holding you back from building a chiropractic business empire? * How to get your patient's to sound off about your brand of chiropractic. * Learn to laugh from Lincoln. Enjoy! Overcome your fears in business and you can build the business of your dreams. And, allow your patients opinions about your brand of chiropractic to shout your message in a very highly impactful manner using a simple system. Until next Tuesday....now go and build your business! ********************************************************************** The Many Faces of Fear ********************************************************************** Anyone who has contemplated forsaking the perceived, if not real, security of employment to start a business has come face-to-face with the real possibility, as well as the dangers, of failure. Indeed, countless prospective Chiropreneurs discontinue their entrepreneurial pursuits for fear of losing too much -- the risk being just too great. As an actual -- or prospective -- Chiropreneur, no doubt you've experienced these feelings. If so, congratulations, because believe it or not, in business, fear can be a good thing. Not paralyzing fear -- the kind that comes when you're ignorant of how to prevent or recover from a potentially dangerous situation. But rather the kind of fear that motivates you to take the steps to be aware, knowledgeable, capable, prepared, decisive and effective. The Many Faces Of Fear There is one thing about fear that is insidious: It's a shape-shifter, capable of appearing in many forms. The challenge for Chiropreneurs is to recognize fear in all of its shapes so we can be prepared to deal with it in a productive way. Here are some of the faces of fear, followed by what they might sound like. First on the list is the Big Daddy: unremitting, cold sweat, cottonmouth fear, in its default shape. Fear: "What if I can't cut it as a Chiropreneur?" Fright: "What if I order all of this stuff and no one buys it?" Terror: "What if I'm buying the wrong practice?" Panic: "What if my fees fare too high -- or worse -- too low?" Dread: "I hate having to fire an employee." Trepidation: "I don't think I will be able to get a business loan from the bank.?" Anxiety: "How will I ever be able to compete with the chiropractor who has been in town for 20 years?" Shock: "What do you mean our best patient has requested X-rays be sent to our competitor?" Fight Fear With Performance Performance is the best way to minimize -- if not eliminate -- these fears. But performance only happens when some other things are in evidence -- I call them fear-fighting tools: awareness, knowledge, experience, training, planning, preparedness, decisiveness and execution. Armed with the fear-fighting tools, fear becomes not only manageable, but actually can be the kind of productive stimulus that creates opportunities. But if you're short on any of these, the fear you feel is probably well founded and actually trying to give you good advice. In any of its many forms, fear can be an immobilizer or a motivator. The only way to make sure it's the latter is through performance, which comes by being armed with the fear-fighting tools. Once you have full command of the fear-fighting tools you can replace fear with its archenemy, total confidence. Lawton W. Howell, Sr. Call me toll free at 877 WELNES1 or 877.935.6371 ceo@wellnessone.net P.S. This subject is so important in terms of building a chiropractic business empire, I will be delivering a session, The Fearless CEO, at CEO Summit X this week. If fear is the enemy to building a business, then confidence is the conquering hero! P.P.S. To learn more about the WellnessOne National Alliance, click the link below to download a 42-page PDF booklet: Confidence Served Here: Click Now http://r.vresp.com/?CEObriefeLetter/18c037a796/738545/edf130602b/7a363d7 ********************************************************************** The Best Way to Get Testimonials When You Want Them ********************************************************************** Just about every Chiropreneur relies on some form of Œproofı that they can deliver what they promise. And patient testimonials are among the most sought after marketing weapons for Chiropreneurs to have in their arsenal. But how do you go about getting a patient testimonial that is worded well enough that you can actually use it? Do you find it difficult to be bold and just ASK for it? Are you too scared to ask directly for a testimonial? Many Chiropreneurs are in exactly the same position. When you ask for a testimonial you donıt want to appear pushy, do you? But you do want to get a relevant testimonial that explains how you helped your patient enjoy a healthier and more active lifestyle. So, whatıs the secret?... In coaching WellnessOne Members on their marketing tactics I have found that they can be successful in getting good testimonials by using a simple 3-question approach. I recommend you try it as well. What to ask... When asking for testimonials it is helpful to provide guidance for your patient. By asking them to answer questions they can quickly focus on what to say. The following 3 questions should provide answers that can be combined for a strong testimonial. (1) Which factors encouraged you to choose my brand of chiropractic to assist you with your back pain? (2) Please think about the service I provided. Explain how you believe the treatment protocols I used will help you, or how it contributed to you achieving relief and enjoying a healthier and more active lifestyle. (3) If you were to recommend me to a family member, friend, or co-worker, how would you describe the way I provided my service to you. When you have those answers they can often be placed together to form a complete testimonial, saying (why they chose you), followed by (how you helped them), followed by (why they would recommend you). When to ask... Ideally, you should approach your patient to ask these questions shortly after the patient has improved. If you have maintenance care with that patient, ask after a major milestone has been achieved. That way your client has something specific to focus on when answering your questions. How to ask... These questions can easily be asked via email. There is no need to ask them face-to-face. In fact, by asking via email (or printed letter) you can more easily capture their specific words. And it gives your client a chance to think about what they want to say. So take time to prepare your questions so they are worded clearly. Then stand back and send your testimonial requests. James Harrell Call me toll free at 877 WELNES1 harrell@wellnessone.net Oh, by the way....be sure to get permission from the patient to use their testimonial in your marketing. If your state prevents you from using patient testimonials in your advertising, then create a "What others say about...." book and have in your reception and treatment rooms to reinforce that they made the right choice in choosing your brand of chiropractic. P.S. If you are looking for some business building marketing resources, click the link below and you will turn-key marketing solutions from the WellnessOne marketing experts: Turn-key marketing solutions: Click Here http://r.vresp.com/?CEObriefeLetter/c1690d787e/738545/edf130602b/7a363d7 ********************************************************************** The World Needs More Laughter ********************************************************************** There are many reasons why we would do well to study the life of Abraham Lincoln. But today, I want to focus on his love for laughter. In one of my favorite books, The Words Lincoln Lived By, author, Gene Griessman, reports that Lincoln once said, "It was a common notion that those who laughed heartily, and often, never amounted to much -- never made great men. If this be the case, farewell to all my glory." The great 20th century American poet and Lincoln biographer, Carl Sandburg, noted that Lincoln was considered the "first authentic humorist to occupy the Executive Mansion in Washington. His gift of laughter and flair for the funny being taken as a national belonging." The more you know about Lincoln's many hardships and setbacks in his personal life, professional career and his presidency, the more impressed you become at how, in the face of everything, he still maintained his sense of humor. If I could wish one personal thing for all of us today, I think it would be laughter. I would encourage us to take as many opportunities as we can to laugh, including -- especially including -- at ourselves. With all of the challenges we face each day in the pursuit of our entrepreneurial dreams, we must still find a way to laugh. Let's make sure we remember to nourish our spirits with laughter. After all, it is, as Mr. Lincoln said, "the joyous, beautiful, and universal evergreen of life." Lawton W. Howell, Jr. Call me toll free at 877.WELNES1 or 877.935.6371 lwhjr@wellnessone.net P.S. You won't laugh when you visit www.chiromarketing.net, but you will smile when you surf the site and find tons of business building resources that were developed by the minds at WellnessOne. Build your business...click the link below: Awesome Business Building Tool: Click Here! http://r.vresp.com/?CEObriefeLetter/f60dc6818f/738545/edf130602b/7a363d7 ********************************************************************** Thank you for subscribing to the CEObrief eLetter...dedicated to Chiropreneurs who desire to build a chiropractic business empire and not just grow a practice. If you no longer wish to receive the CEObrief eLetter, just click the link below and you will automatically be removed from this mailing list. If you would like to share the CEObrief eLetter with a colleague or student, just click the link below. Thank you for being a part of the chiropractic healing industry! You make a difference to those whom you serve. Serve more! Your CEObrief T.E.A.M. Call us toll free at 877 WELNES1 or 877.935.6371 ceobrief@wellnessone.net P.S. For business building resources don't forget to visit www.chiromarketing.net ______________________________________________________________________ If you no longer wish to receive these emails, please reply to this message with "Take me off this list" in the subject line or simply click on the following link: http://unsub.vresp.com/u.html?accd9653b1/edf130602b/7a363d7 ______________________________________________________________________ Click below to forward this email to a friend: http://oi.verticalresponse.com/f2af/v4/send_to_friend.html?ch=accd9653b1&lid=56650& ldh=edf130602b ______________________________________________________________________ This message was sent by Lawton Howell at WellnessOne using VerticalResponse Lawton W. Howell, Sr. Founder, Chairman and Chief Executive Officer WellnessOne Corporation 3960 Howard Hughes Parkway, 5th Floor Las Vegas, NV 89109-5988 Toll Free Voice & Fax: 877 WELNES1 or 877.935.6371 ceo@wellnessone.net www.chiroelite.com www.wellnessone.net www.ceotrax.net www.ceopracticetrax.com www.milliondollarpractices.com www.chiromarketing.net Effective & Lasting Ideas Toward Excellence for building a business, not just growing a practice. Copyright WellnessOne Corporation 2006 ALL CONTENTS OF THIS E-MAIL ARE COPYRIGHT 2006 BY WELLNESSONE CORPORATION. ALL RIGHTS RESERVED: REPRODUCING ANY PART OF THIS DOCUMENT IS PROHIBITED WITHOUT THE EXPRESS WRITTEN CONSENT OF WELLNESSONE CORPORATION. Protected by U.S. Copyright Law {Title 17 U.S.C. Section 101 et seq., Title 18 U.S.C. Section 2319}: Infringements can be punishable by up to 5 years in prison and $250,000 in fines. 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