9. Communication lesson from Warren Buffet
When Warren Buffet and his partner Charlie Munger do their annual reports for their stockholders, they always start by reviewing the mistakes they have made that quarter.
This allows them to build a tremendous amount of trust, and then they get the opportunity to talk about their strengths, merits, wins, and why they should hold onto and buy more of their stock.
This straightforward yet powerful tactic is a great way to handle asymptomatic patients who need your care.
You know who I am talking about, the patient who’s pain "went away" right after they made the phone call or since they scheduled at your screening or workshop.
Those patients were always challenging and uncomfortable.
I, of course, was not going to try and scare them, so what could I use to help show them they need care. Their x-rays show you plain and simple the pain is coming back at some point.
Now I use the "mistaken strategy."
DR: “I used to make the mistake when a patient would come in with no pain, assuming they didn’t need much care. But so many of those patients have come back years later in pain and their spine more degenerative. So now, I always follow what the x-rays tell me, no matter how you are feeling at the moment.”
Continue with all the reasons they need care and how your unique corrective system can fix their subluxations.
Do all of these patients commit to your care? Of course not, but more do now than they did before utilizing this tactic - the ROF is also comfortable and pressure-free.
Patients know why I am giving my ideal recommendations, and I am free to make those recommendations without any misunderstanding.
This is an incredibly strong tactic for persuasion, so please use it with honor and integrity.
Dr. FJ Schofield