24. Could I find a Better Way?
Dr. FJ here, for those of you who don’t know my story or have not been to a training in a while, I wanted to tell you why we have totally revamped and evolved the Rhino Training.
When I graduated from chiropractic school and started working with my dad, he told me I needed to create a detailed outline of the first and second visit.
He told me insurance was gone in most states and we needed a system to help our clients motivate their patients to commit to care with a pre-pay or auto-debit.
In the 80’s and 90’s you didn't need to do this because insurance reimbursement was so good, you could let the patient pay whatever they wanted and insurance would make sure you got paid on the back end. My dad taught this for many hears.
However, this doesn't work anymore, and we needed a new model.
When I looked at our profession and saw how most coaches were teaching Consultation & ROF, I was appalled.
They were using fear and manipulation as tools for trying to force people to commit. This is totally unethical to me, and I never want to use those kind of tactics in my office.
I wanted to get paid well for my expertise, specialized knowledge and skill, but I didn't want to manipulate and scare my patients.
I knew there must be a way to get patients to commit to care with honor and integrity. There had to be a better way.
After many books, online programs and seminars, I found the way.
The key to collecting a ton of cash and doing it the right way, is mastering Psychology.
When you understand how the mind works and why people make decisions, you can motivate people to commit to care and educate them so they are willing to pay you for your service.
Pre-pays are awesome but it's how you sell them that's key.
Are you focused on creating a relationship with a person, and getting the results they are looking for?
Or are you just trying to manipulate them for cash?
You don’t have to sacrifice your honor to have an incredibly profitable cash-based practice.
You just have to master the art of communication and understand the laws of psychology that influence people’s decisions.
I have seen our clients implement these techniques with great success and have more fun as their practices grow. You can do it too.