Back to Basics Putting Attractiveness Into Now! I t’s rather disheartening, to me, that we have been taught not to discuss symptoms with pa- tients and we have definitely been trained to refuse to cater to our pa- tients’ pain, right? It’s almost like you’re a “black-balled” chiroprac- tor – a pseudo-MD – if you admit that you talk to patients about their pain and immediate symp- toms. I have even heard it said that there are some chiropractors who have signs in their offices that read, “Don’t talk to the doctor – it only slows him/her down” or that the vibe of the office is that the chiropractor doesn’t really want to engage in conversation about the patients’ pain and suffering. It’s not really important. What? Let’s look at this for a minute. In order to be a leader, to inspire, to help, support, and “coach” another human being, we must first meet them where they are. To be the best leader and source of help, it is mandatory that we come along-side them, and begin walk- ing with them. How can I help you on the journey if I don’t want to know, or care, where you’re start- Dr. Barbara Sturm is the Head Coach and Dean of Achievement at Chirocollege.com. She and her team help chiropractors and their support staff, worldwide, to achieve their practice goals. ing from? When I know where you are; where you want to go and especially know what will compel you to keep taking steps forward, then I can absolutely be your leader and source of help. The great news is that I don’t have to figure it all out. I just have to pull forth what you want and how, then deliver it. Easy!! DETErMINING THE STArTING POINT Can you imagine giving driving directions to your office before knowing where a new patient is driving from? If you just give random directions, your new patients will rarely find you and if they do, they’ll be frustrated. Your efforts to attract streams of new patients will have gone down the drain, all because you didn’t find out where they were starting from, and then offer clear directions to get to you. Doc, really, how much more important is it to be clear on your new patients’ starting point as they embark on the journey we call life? One of the resounding comments I hear from docs I coach is that they very much appreciate how I meet them where they are – that I take the time to uncover what’s in their heart and head – to truly understand them, and where they’re starting from. And when that is clear, I can offer customized strategies and procedures to help them reap rewards and satisfy their reasons for taking action. Addressing your patients’ needs is no different – you need to meet them where they’re starting from in order to help them move forward. 36 • CANADIAN CHIROPRACTOR | APRIL 2009 www.canadianchiropractor.ca Barbara Sturm, DC feature
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