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Peak Demand Time
PDT What is Peak Demand Time (PDT)? Well basically like the name implies when the demand is at the peak state or requirement. Peak Demand Time is when you may feel very overwhelmed or even extremely stressed because it feels like “everything” is all happening at once. When you really should embrace and love this time. Examples, include when all the chairs are full and people are standing waiting to sit down and there are a couple of RXs, show x – rays that need to be shown, an ROP and three NPs just walked in and now a patient wants to talk to you in private! That could be an overload if you are not prepared to handle these situations, you may feel like you want to scream or punch something as a result. Instead, understand this is a very important part of GROWING your office! Think about it if we were selling ice cream cones what’s your objective to sell ice cream cones correct? Understanding the more ice cream cones, you sell the more people and getting ice cream cones and in return the more money you make. Now let’s think about the impact in your office. The “crazier” it may feel that means more people are getting checked for Vertebral Subluxation and people are hearing your message you are sending out! You are getting more “New Patients” more people are returning to your office that is an ASTRONIMCAL event, right? This is the objective! This is what you are striving for. Don’t put negative energy or thots into this time frame. If our objective is to change the world by getting sick people well and keeping the well sick we have to reach the masses to accomplish this! There are over seven billion people in the world we need reach them the only way is if we all do are part and step up and make it happen. How many can you reach? Let’s quote B.J. Palmer D.C. Ph.C., ““A slip on the sidewalk, in winter, is a SMALL thing. It happens to millions. A fall off a ladder, in summer, is a SMALL thing. This happens to millions. The slip or the fall subluxates an atlas or axis. That specific subluxation is a small thing. The atlas or axis produces pressure upon spinal cord, with its trillions of fibres. That pressure is a SMALL thing. This specific pressure produces interferences and reduces flow of life force. That decreased flow is a SMALL thing. That decreased quantity flow of mental impulse supply produces a specific dis-eased brain or body. THAT is a BIG thing to THAT person. Multiply THAT man by a thousand, and you control the physical and mental welfare of a city. Multiply THAT man by a million and you shape the physical and mental destiny of a state. Multiply THAT man by 120 million and you forecast and prophesy the mental and physical status of a nation.” Volume 18 Page 63-64 Millions are sick and dying who want to live and most believe they have no options, no choices, left to turn to. All they know is the “trusted” medical authorities who know NO CAUSE for their ills! This responsibility and obligations is NOW on your shoulders what are you going to do with it? Are you going to sit in your small corner and watch sick people die around the world and do nothing about it? OR are you going to do your part and see as many sick people as you humanly can? Are you going to have your office empty like a ghost town or filled with people who have heard your message and want this simple, sensible and sane process to get well that we call Chiropractic? In order to accomplish this high demand and magnificent reward you must be organized and prepared. Getting sick people well is no joke and should not be taken lightly and should NOT be limited to a select few patients per week! The reality is most “things” in the universe are very cyclical. Think about a restaurant you know that there are times when there are more people there eating it is “busier” than other times. Lunch time and dinner time will definitely produce more than the off times. Same is true in your Chiropractic office from a business stand point you will produce more and in return collect more financially. Truly it is a win-win situation, you get more sick people well and make more money.
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The very first question may be what is a Capacity Block? It is virtually as the word or name applies; it is something that is “blocking” your capacity or capability to accomplish whatever it is you are trying to accomplish. In reference to the Chiropractic office an example could be the patient volume and/or new patient volume. Essentially, to grow a Chiropractic office you have to do one of two things; see more new patients/returning old patients or see the patients you have more often.
The Chiropractor should want to impact as many lives as humanly possible! Millions upon millions of people are suffering and dying every day. These same millions who are suffering and/or dying don’t even know about you or Chiropractic. Let alone that Chiropractic has something unique and limitless to offer them. Some, most or all could be helped if you could reach them so why are you not seeing millions? Why are they not crashing down our doors? Lining up outside of our offices? It’s crucial for the Doctor of Chiropractic to realize that capacity blocks are a very real issue and are directly related to practice growth and reaching your full potential. Many ChiropracTORs “educationally” think, I need a bigger place. I need more CAs. I need an Associate ChiropracTOR. Although, we find no fault in doing these aforementioned ideas as long as you have eliminated your capacity blocks FIRST! You are just overlooking the “Big Idea” of practice by hiring an associate or two, or maybe some staff as your “reasons” why you are not seeing more new patients or established patients. This will only increase your overhead, stress, frustration and stifling your full potential and practice growth. Let me tell you this may not always be the answer! I have personally had up to 5 Doctors of Chiropractic and up to 5 Chiropractic Assistants at the same time! At this level, we were still seeing about the same established volume and new patient volume as we were with half of the doctors and half the CAs. Why? Because we never truly identified what our capacity blocks were. Identifying your capacity blocks can be very challenging and difficult to recognize unless you are truly looking for them. You must be extremely objective in your approach. You must get your “educated mind” out of the way and let the “Innate Brain” through. This means it can be difficult and challenging but the results are extremely and extraordinarily rewarding. You will have to work on yourself daily. Capacity Blocks come in two forms Capacity Blocks come in two basic forms or identities; concrete and abstract or physical and mental. Concrete is the physical identity and abstract would be obviously mental. In other words, concrete is physical plane. For example, the building may only be so large you only have a certain amount of square feet to work with. In reference to our office it is 3600 square feet. The layout could create a physical capacity block or eliminate capacity blocks. For example, how many Spinograph rooms, exam rooms, ROF rooms, adjusting rooms and/or resting areas do you have? What is the most critical portion the flow or transition from these areas or rooms. These blocks may be for the most part obvious to some but not to others. The opposite is true of the abstract capacity block. It is the things that are not so obvious however you still may be able to see the result of them but can’t see them literally or physically due to the fact they may be different from day to day. An example is your vision. As B.J. Palmer D.C. Ph.C. said, “Many a man has the eyesight of a hawk and the vision of a clam.” Is your glass half full or half empty? What about your self-esteem? Is your self-esteem based on who or what other people around you think you are or should be? Are you exuding high or low confidence? Are you self-motivated? “If you’re a self-starter the boss won’t have to be a crank.” How motivated are you to getting sick people well? These and many more need to be identified and properly answered. Abstract Capacity Blocks (Mental) The most limiting capacity block in the world that exists in every practice is the Abstract Capacity Block. We have personally seen some beautiful offices with large square footage fail or come up way short. Why? They had the physical capacity block eliminated but not the abstract capacity block. The abstract blocks are much more powerful than the physical blocks and can therefore be much more devastating because you either are not aware of the abstract block(s) or choose not to self-reflect and correct them. If the Chiropractor doesn’t see themselves doing very well in practice or if they can’t handle the patient volume or patient load then guess what? They won’t. Think now of Henry Ford’s quote “Whether you think you can, or you think you can’t–you’re right”. The vision of the practice is one of the most important factors for practice growth. B.J. Palmer D.C. Ph.C. said, “The growth and development you see here is the result of taking ourselves seriously while others took us as a joke.” Where do you see the office climbing to? This is the exciting part to envision your success and growth. B.J. Palmer D.C. Ph.C. said, “Success consists in the climb.” What are you doing to help facilitate that growth? Along this path you will come across blocks that may limit you. Remember BJ Palmer’s quote, “An obstacle is what you see when you take your eyes off the goal”. In other words, what are you focusing on? What you focus on will become your reality. What do you want your reality to become? You and you alone can make this happen. B.J. Palmer D.C. Ph.C. said, “Concentrate upon the work in hand. The sun’s rays do not burn until brought to a focus.” What is your day to day focus? Are you focusing on what went wrong? Who broke up with who? Or what can you do to make the office bigger and better? How can you get more new patients? What can you do to make sure patients keep their recommendations? What can you do to improve your adjustic thrust? What can you do to improve your knowledge understanding and interpretations of Spinographs? What can you do to improve your communication skills with patients, CAs and fellow Chiropractors in the office? What can you do to reach those millions of patients previously stated above? What can you personally do to ensure absolute success in the office? You may not remember it but when you were learning to walk you were very committed, determined and focused to accomplish the goal of walking and guess what; you did it! You would fall and get back up, daily if not hourly. Can you imagine what would your life be like? If you were that commitment to practice growth and your personal achievements like you were when your first began to walk. Physical Capacity Blocks (Concrete) This capacity block is important but not as important as the mental or abstract block. I have seen offices with very small square footage and what I would consider to be limited space and parking but yet they flourish and patients flocking to their offices. Why? See above. However, this cannot be overlooked and still is important. Success consists in the climb. BJP
Success in the Chiropractic Practice really can be summed up in ONE word; Communication. Communication with who? First communication with yourself and second communication with others. Now, there is a huge difference between success in getting sick people well and running a successful Chiropractic practice. Over the years I have known many Chiropractors who were full spine mixers and saw thousands of patients per week making millions of dollars! Hailed as a true leader in their communities and throughout the social media world! How could this be? I thot we upper cervical specific knee chest ChiropracTORs would have the biggest practices across the country and the world since we have the BEST procedures, BEST adjusTORS and the MOST compassionate people in Chiropractic. I thot we would be hailed as leaders in their community and surrounding areas. After all aren’t we the ones adjusting ONLY when they are subluxated and using instrumentation and resting patients after they do get adjusted? Unfortunately, this is not the how it works. The best product/procedures don’t always win UNLESS you communicate it properly and effectively. After many years in private practice seeing many of my close friends struggling in their office, not being able to pay their bills, and even closing their doors, I learned they all had some common denominators and failed in ONE major capacity. They all could scan, clear the graph, deliver adjustic thrust, take proper Spinographs and interpret the proper listing off of the Spinograph. So why did they not all have flourishing offices? The challenge is they ALL “failed” to communicate what they knew and bridge the gap between what they could do and deliver to the patient. Communication is key! The number one skill a Chiropractor must develop is being an excellent communicator. “If at first you don’t suck seed, keep sucking till you do.” BJP Communication can be broken down into two classifications verbal and nonverbal. The most common or obvious of the two is the verbal form (words, tone, speed, pitch and volume). The least obvious is the nonverbal form of communication. So, what is nonverbal communication? Nonverbal communication may not be so obvious but can actually be more influential on people or patients you are communicating with, even than the actual words you are verbalizing. Remember this break down 7% of your words is actually communication 38% is the tonality of how you say your words and 55% is your physiology (nonverbal) of how you are presenting or communicating your words. So, what are some examples? They include things such as your physiology (breathing patterns, eye movements, body movements including speed/tonicity/motion), your attire (colors/style of your clothes or how form fitting your clothes are) and smells (pheromones, perfume, cologne). These are some, but not all examples of nonverbal forms of communication. “You are not dressed for work until you put on a smile.” BJP Remember, the patient will be analyzing and “judging” you through their five senses. In most cases we are not aware of this phenomenon on a conscious level what we refer to as the “educated brain” but the Innate Brain is taking ALL this information in. For example, have you ever heard someone say, “I don’t know…. there is just something about her/him I don’t like or trust. I just can’t put my finger on it!” Or in comparison have you ever heard someone say, “I just feel safe around them!” or “We just clicked!”? “We hit it off.” Positive and Negative Body Languages are very important to compare and contrast.What is your body language communicating to you and what is your body language communicating to patients? Your body language can actually change your mind and/or physiology which in turn can change the patient’s perception and opinion of you and what you are trying to offer: ChiropracTIC! I’m sure you have heard the famous line, “Fake it till you make it”. Now times have changed and we say, “Fake it until you become it!” Once you communicate the appropriate message to yourself over and over you will eventually change your physiology to become the very thing you were first trying to become. This is extremely powerful and life changing. Below are some examples of both positive and negative body language that could influence the patient in both cases. Positive Body Language examples can include:
They want to know at the very beginning are you trust worthy, confident, and will take a firm interest in their particular problem. Once the patient feels safe and comfortable they may open up and become part of the family. Depending on this “Safety” will also depend on potential patient compliance. Remember that “people believe the message only after they believe the messenger”. Think about that for a second remember in the first paragraph when I said these so-called mixers had thriving huge ginormous practices? The patients obviously “believed them” and “believed in them”. Now we are aware in some cases people will be in so much pain, numbness or in such a state of dis – ease they (the patient) will do anything you ask of them. Remember we want to reach the masses and not only wait on these limited cases to enter our office. “Millions sick begging who want to live being forced to die” BJP We want to ultimately want to change the city of Midland, State of Michigan, the Nation in which we live in USA and inevitably the world! As a reminder let us repost BJ’s Small things are large premise from Volume 18. “A slip on the sidewalk, in winter, is a SMALL thing. It happens to millions. A fall off a ladder, in summer, is a SMALL thing. This happens to millions. The slip or the fall subluxates an atlas or axis. That specific subluxation is a small thing. The atlas or axis produces pressure upon spinal cord, with its trillions of fibres. That pressure is a SMALL thing. This specific pressure produces interferences and reduces flow of life force. That decreased flow is a SMALL thing. That decreased quantity flow of mental impulse supply produces a specific dis-eased brain or body. THAT is a BIG thing to THAT person. Multiply THAT man by a thousand, and you control the physical and mental welfare of a city. Multiply THAT man by a million and you shape the physical and mental destiny of a state. Multiply THAT man by 120 million and you forecast and prophesy the mental and physical status of a nation. So, the slip or the fall; the creation of an odontoid specific subluxation, consequent pressure, reduced flow of mental impulse and dis-ease IS BIG enough to control the thoughts and actions of a nation. Now comes a man; and any one man is a SMALL thing. This man gives a specific adjustment upon the specific subluxation; and that adjustment is a SMALL thing. The adjustment replaces the odontoid specific back in normal alignment, and that is a SMALL thing. The adjusted subluxation releases pressure upon nerves; and that is a SMALL thing. The released pressure restores health to A man, and THAT is a BIG thing to THAT man. Multiply THAT man by a thousand men, and you step up the physical and mental welfare of a city. Multiply THAT man by a million, and you increase the efficiency of a state. Multiply THAT well man by 120 million, and you produce a healthy, wealthy, better race for posterity, in a nation. Man is a SMALL thing, worlds considered. An axis vertebra is small, man considered. The odontoid process, on an axis, is small. An atlas is SMALL, man considered. The neural canal, in an atlas, is also SMALL. Yet, that axis odontoid process, small as it is; crowding in upon the atlas neural canal, small as it is, acts as a governor to the destiny of man’s thots and functions; for it, in normal position permits a free flow, or in subluxation interferes with a free flow of all that force with which man thinks and acts. Man lives when he CAN think and act. Man dies when he CEASES to create thot and perform motion. Man becomes sick when thot and function are below par. Therefore, the inter-magnum-atlas foramen or the odontoid process may be a SMALL thing, but it is the BIGGEST thing in man. So, atlas or axis specific adjustment of the inter-magnum atlas foramen or odontoid specific subluxation, to release pressures upon nerves, to restore normal quantity impulse flow, to restore health IS BIG enough to rebuild the thoughts and actions of the world.” Volume 18 Page 63-64 If that doesn’t get you focused on our mission of getting sick people well I’m not sure what will that is why this is so ALL important! Think BIG picture and BIG IDEA! When one thinks of communication one usually thinks of how they, in this case the Chiropractor, expresses their self through verbal or nonverbal. You must really understand that communication is a two-way process, so improving communication involves both how we send and receive messages. This is very similar to the nervous system sending and receiving messages all day long. Make sure you don’t have a “Subluxation” in your communication! “A Good Listener Is Not Only Popular—He Learns Something.” BJP Listening is not the same as hearing. There is a big difference. You need to learn to listen not only to the words that are being spoken but how they are being spoken and the non-verbal cues or messages sent with them. Use techniques of clarification and reflection to confirm what the patient has said and avoid confusion. Try not to be thinking about what to say next while listening, but rather clear your mind and focus on the message being received. Personal presentation is concerned with conveying appropriate signals for the situation and for the patients benefit. How many times have you heard the old adage, “You never get a second chance to make a first impression”? So, let’s be first to impress and not second! Doctors or Chiropractic Assistants who lack self-esteem and confidence may fail to convey the Chiropractic message effectively or fail to utilize their skills and abilities because of the way they present themselves. By improving your personal presentation, you will not only improve your communication skills but reduce the patient barriers and therefore improve patient’s compliance and retention. Next let’s discuss verbal form of communication. This is the remaining 45% of communication including tone, speed, pitch, volume and the actual words themselves. These are some very delicate areas. These are harder to measure. You don’t want to speak too fast, because people will think you are just a salesperson who doesn’t care. If you speak too slow they will think you are uneducated and don’t know what you are talking about. After all, are Doctors of Chiropractic real doctors anyway? Simply your tone can change the perception of what you are trying to get across. “It’s not what you said but how you said it!” is a very common scenario of what we are trying to get across. Couple that with high volume and it sounds like someone is mad at you and they are yelling at you. The words you use in common everyday dialogue can dictate whether someone may think of you as a negative person or a positive person. Be extremely careful and cognizant of the words you use in daily communication. This is a delicate part of Chiropractic, understanding the correct words in the correct manner. Too often Chiropractors make verbal hash of their words and you never know by listening to their words if they were an MD or a DC. This is extremely sad and unfortunate. Below is just a short list of words that, by just ever so slightly shifting can make a huge impact on the message you are trying to get across. Remember a five-degree shift might be subtle in the first few steps but what about a mile down the road? For example, how can you be “busy” and then in the same sentence be seeing approximately 500 patients a week, yet you say your mission is to see as many people as humanly possible? Do you see the dilemma and conflict of interest? Watch and listen to your words very carefully. Positive Verbal Word examples can include:
Overall office Replacement words
Now sometimes patients may even say, “Wow you guys were busy in here last time!” or “You guys are busy today!” When patients say this, it can mean multiple things however embrace this phrase. Return with statements like, “People are DEMANDING Knee Chest Chiropractic and we are at the forefront! They are tired of taking drugs and having the surgeries and are now referring their friends and family to us. We are taking on the task to help as many people as humanly possible!” |
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