Seminar Highlights September ASP Seminar 2014

Seminar Highlights September ASP Seminar 2013
3G Living
God Given Gifts “Dr Dean was on FIRE, this was the BEST Friday night session
ever!”
Your authentic swing: find it
Alignment: we need to be wealthy in all aspects of life
Motivation
Stewardship
TLC Certified Awards Earned: Dr Troy Peters Trainer Level
Dr Troy Peters
TLC Certified: Dr Scot McCormick & Dr Rosemary DePasque
Leader Level
Dr Scot & Dr Rosemary
www.tlc4superteams.com
Dr Jilian and Dr Mike Class: Old and New Marketing Styles
Be a part of our Wellness revolution
Dr Jilian shared an amazing video she created about the movement in her practice
and her teacher appreciation day
Blog on your website
Video testimonials on facebook, your website
Key words: utilize on each page of your website
“We will never solve the problems that exist today with the same level of thinking
that created them. “ Albert Einstein
Your purpose is bigger than your feelings so get the job done.
Use TLC referral packets. They are beautiful
It is what’s behind your marketing that brings people in
It is not the content it is your intent. Open yourself up.
Videos:
Bryant Gumbal Video Link: Sports Commentary
Get Service Video
Baggar Vance: your authentic swing
Awakening Chiropractic with Dr Jilian and team: LOVE
Steve Jobs Commencement Address at Stanford 2005
So What’s Possible Class with Dr Dean
Some of you say you are doing….
1.
2.
3.
4.
5.
6.
Asking for referrals
Setting up outside
events
Doing outside talks
Screenings
Magic 28
SWS
But you are not
But you are not
But you are not doing a
call to action
But you do not have them
pay to hold appointment
But you do only 1 action
But you do not do a call to
action OR not every week
Strokes Unbarred: utilize the BRAND NEW practice Tool
Learn the truth about strokes and educate your patients !! This is a great
workshop in your office and outside in your communities and the practice
tool comes with 51 separate audio tracks labeled for quick reference to equip
you with the references to speak the truth BOLDLY
Women DCs UNITE
We played the association game starting with the word
Belief: hope, faith, family. Love, trust, oneness, God,
discernment
It was nice to hear people who have the same issues and learn how to deal with
them. Dr Jennifer Fresh
I appreciated everyone’s openness.
A definite must do again. Dr Trea
Please keep this at as many seminars as possible! Dr Roberta
Much needed- more female DC support. I loved it. Dr Kristina
Setting up Outside Talks Class with Dr Suzi and Dr Joe
(handout setting up outside talks from inside relationships)
“We are called with a purpose to reach the lives of people
People need to hear the truth about chiropractic
If they are not hearing it from you. They are not hearing it”
“I’m going to call your company.”
“It’s cut and dry and easy and I will do it-call the company” Joanne from Dr
Rich Santangelo’s office
You can not ask but if you don’t ask it’s an automatic no
“I never knew we could do this.” Dr Al Finelli’s CAs
Come from a place of heart and sincerity and it will dissolve the problem.
No does not mean no forever. Relook at it in a period of time and the no may become a yes….
Have your master leads sheet at the front counter
Live Dr Training Class with Dr Avi
Opening Conversations: SAFE
S scan or survey the people what’s important to the people you are encountering
A approach
F follow up
E exit strategy with action step
EX: elderly people are concerned about independence
EX: workers: providing for their family and staying on the job
EX: Young moms: staying healthy to care for their kids
Disease of excusitis Many of us suffer with this disease and
what we really need is solution orienteditis

Approach and talk with warmth show people you are a caring person from your heart

Be in condition training: RE-exam and Spinal Workshops and your practice will explode
4 parts of an ideal adjustment:
G: greeting
A: adjust
T: TIC
E: exit with reminder of appointment
Call to Actions: CASE
C:
A:
S:
E:
Class: invite to a workshop
appointment: make the appointment or observe and appointment
service: call the person to answer their questions
exit strategy, end with an action
4 Things a DC Does ANTS:
A: adjust
N: new patient records
T: training
S: serving the community
Guard and Protect: Spouses Class with Dr Jen
1st EVER!!!
Watch the video of Steve Jobs Commencement Address at Stanford 2005
1. connect the dots: you can only do this looking back never looking forward
2. Value of lightness of being a beginner. Love what you do
3. Ask yourself if today was your last day would I want to be doing what I am about to do
today?
Take homes to guard and protect:
“This was huge, definitely could benefit both members of a marriage.”
1. TLC hours: Mon, Wed, Thursday 8-12 & 3-6:30pm
Tuesday 3-6:30
Saturday 6:45-7:30am
2.
3.
4.
5.
bubble or bush to put all practice stuff before you walk in the door at home
Kiss your spouse first
God first, Spouse 2nd and then kids, don’t change this order
Reach out to TLC and heart coach more
We all need support!!!
12 Month Marketing Workshop:
3 expansion cycles all ending with a PAD
Engage it with LOVE
(insert slides)
This great example is posted on our website under what works, promotions and “activities
layout”
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Expansion Cycles
wk 4
wk 5
wk 6
wk 7
wk 8
wk 9
wk 10
Bang
Dominant Internal!
Dominant External!
www.tlc4superteams.com
Karen’s class Setting the Table for New Patient Readiness
Add slides
4 NP Policies to Growth
1.
2.
3.
4.
Family Health History Form
14 Day Rule
Spinal Workshops
Getting spouse to report and
checking spouse at the
report
How CAs impact NP readiness?
1. What is the script/procedure/policy
really saying?
2. Why is it important for ME to be the
one to say it?
3. What is the outcome I am looking to
receive from me saying this?
Dr Rob Garfinkel’s Class Opening Conversations
Where are you coming from and why are your conversing with
someone????
We are so into the outcomes, we forget about the process
G.A.S. gratitude, action, service
The DC & The CA:
Open the Conversation OMG!
OMG!
1.OPEN the Conversation
2.MAKE it Personal
3.GO for it
• I have to tell you about what happened in
the office I work in…..
• I’m an assistant in a chiropractic office
and this patient came in……
OMG
Make the Personal Connection
•
•
•
•
I never imagined how thorough and specific a
chiropractic exam really was.
I never knew how much education and training my
chiropractor had.
I was so surprised and relieved at how thorough and
gentle an adjustment was.
I was so nervous making the appointment, but at my
first visit, I really felt that someone was watching over
me.
Pair off
OMG
Go for it!
• Are you open to considering a way to help this
without the dangerous side effects of drugs.
• If I could help you see my chiropractor to get
your spine checked, would you want to see if
he/she could help you?
• Sure, but what would they do?
• She would do a gentle spine screening, and
give you her impression/opinion. You would
then talk about what you would want to do.
then pair off
OMG
Go For It!
• If I could arrange for a free screening
to get checked with the chiropractor I
work for, would you be interested?
• Would you be interested in finding a
safe way to help yourself without
taking dangerous drugs?
• If I could help you find the cause of
your low back pain, without having to
take drugs, would you be interested?
Questions to open or start a
conversation:
• Where do you find healthy food in town?
• What do you do to get in shape?
• Do you feel like ours is a health conscious
community?
• How do care for your spine while you are
lifting
• Who is your chiropractor?
• When was your last chiropractic adjustment?
 How do you care for your spine while you are
lifting?
Follow UP Questions
to promote conversations:
Hasn’t anyone told you that chiropractic
can help you?
Would you be interested to find a way not
to take drugs? Less risk of side effects?
If we could find the cause of your low back
pain, would you be interested?
Ask if there is anything you could do to
improve your health?
GOAL: get them to talk
Associate Doctor Class with Dr Bill and Dr Dean
1. Surplus money for at least 6 months
2. Study ADP practice tool and create your profile
3. Start your search
Call to Action Class with Dr Sam and Dr Rich
Your BIG WHY and WHERE is it coming from?
The faster you get through the screw ups the faster you get to the point of
mastery!!!
No dipping our toes in the water….
Accelerate the learning curve