Chiropractic: The 30-Second Rule
Keith Giaquinto
When you are out in public, how often do you overhear people talking about their health and chiropractic adjustments? Or just a mention of the word "subluxation"? How often do you hear a discussion about those words on the six o'clock news? Most conversations about adjustments and the detriment of subluxations occur in chiropractic practices, either with the doctor or with chiropractic assistants.
As a CA, you often spend more time with patients than the doctor, so you also have more time to chat with them. The conversations usually are about social issues, such as the weather, sports, their kids, or what is happening in town. Social chatting is okay, but you must remember that you are there to be the leader of an appointment to help improve the patient's optimal healing. Chiropractic education is part of that process—to improve the way your patients think about their health.
We all have the ability to sit and socially chat with a patient for 10 to 15 minutes. I want to challenge you to think outside of the box—to be a thought leader and a big resource for your patients and the community. I am talking about the "30-Second Rule."
The 30-Second Rule means that you can chat with a patient about anything for 30 seconds. After 30 seconds, you then bring the conversation back to chiropractic. To easily do that, you can ask them an accountability question about their care plan, such as:
• How are you doing with managing your stress?
• Are you taking the digestive enzymes as recommended?
• Do you have questions about your care plan?
• How often are you doing your stretches or exercises at home?
Ask patients a question about themselves, their health, or their care plan.
You also can tell them about a testimonial from another patient, either a recent event or one of your favorite patient stories from the past. Maybe talk to them about a case that they may not think chiropractic could help.
Another idea is talking to them about a recent study or information you just learned about chiropractic, posture, or subluxations. If you don't know much about those topics, then educate yourself first. Ask your doctor for information or studies on these subjects and share what you learn with your patients.
I can't emphasize enough how important it is to continually talk about chiropractic topics with your patients. They are not likely going to be engaged in the chiropractic conversation anywhere else except for when they are in your office. When people get symptoms other than neck or back pain, such as headaches, seasonal allergies, or digestive issues, we want them to first think, "I need to call my chiropractor to make an appointment for an adjustment." When a family member or friend is sick or injured, your practice should be the first recommendation out of your patient's mouth. Keeping your patients engaged in the conversation about chiropractic can help your practice grow. Try on the 30-Second Rule and see how it works for you.
I learned this strategy while working with Dr. Dean Depice and his company, TLC4superteams. It was a big help for keeping me on track with educating my patients.
Dr. Keith Giaquinto has more than 12 years of clinical experience as a chiropractor and internal health specialist. He frequently lectures to companies and groups in his community on topics of health and wellness. He has created a new patient lecture system for growing your practice through lecturing. You can contact him at www.drkeithgiaquinto.com
