NICE TO MEET YOU

I'm Dr. David Warman.

Being a second generation Chiropractor owning and operating 8 clinics of my own, I have seen what works and doesn't work to create financial freedom and abundance in our profession.  Coaching over 100 businesses to high profitability in the last decade, I now want to share the strategies and tools i have gained to create over a 90% care acceptance rate that patients actually adhere to and follow through to wellness care.  Most of us out there have had scripts and training for our day 1/2 process, but not many of us have had true coaching on the nuances on why who we are and who the patient is has critical effects on patients accepting and paying out of pocket for our care recommendations. Also learn how you can destroy your care acceptance rate without the right transition agreements and patients say, "I need to think about it."

The Frustration!

Have you ever wondered why you don’t like scripts?  You get out of school thinking I’m a doctor and patients should just listen to my recommendations and follow through. You just spent over 200K on your education and know the human body and how it works to create health better than any other practitioner out there.  You then get into the real world and realize, you don’t have credibility.  You aren’t considered real doctors by the public. You have a different world view on health and healing then the rest of the world.  You also realize maybe you need to hire a coach, consultant or some sales guru to learn how to communicate or sell your services so you can survive in practice.

 Then it happens, you look at all the coaches or so called experts out there and try to decide which to hire.  It's a difficult choice and usually a large investment.  Most coaching programs talk about how many patients they see and that the process should be done in 4 days, 3 days or in a group setting.  I know, I did all of these things. The first coach I had taught me to get them to pay what they can for themselves and that their whole family could come at that same fee! They use guilt in their programs telling you if you don’t see high volume you are not serving your purpose and are a failure.  Think about it, if you’ve ever been to a chiropractic seminar everyone brags about how many people they are seeing.  You rarely ever hear them talking about how profitable they are.  The other programs I’ve hired told me I had to bring god into my report and that they may die a tragic death from cancer or something else that’s terrible if they don’t get adjusted.  Also, if they don’t bring their spouse, they don’t get to see their x-rays.  I’ve also spent huge money on programs that made the patient read pamphlet after pamphlet and if they didn’t agree to my care plan for them to come back when their health becomes a priority. Then I learned how to close or sell someone into care.  Lots of talk about a high closing percentage, but no mention to the number of buyer’s remorse and that these patients didn’t actually get through the recommended care plan at a high percentage. This is what happens when you try to convince patients to get care instead of the patients asking to get care with you! This may work ok in a state that has create insurance, but it’s a lot harder if you or selling $4000 plus care plans cash.  

Why is this so confusing, and why do these scripts work some of the time but not most of the time? Now I don’t just mean starting care. I mean finishing the initial care plan and then continuing on to wellness care. Scripts ultimately work if the other person knows the script and that is never the case!   Most of these programs work for teaching patients to get Chiropractic which now makes you a commodity, but not as effective at educating them to make their own determination that you are the only solution for their problem and that they want  care from only you!

 The best way to become a great educator, is learn how to get agreements, understand the scenarios that happen with patient interaction, and to educate not teach your patients. Earn their care!!

Why I Do It

Our greatest challenge as practice owners is getting new patients and converting them to care.  We spend so much time and resources trying to aquire qualified new patients, that when they don't start care it isn't only demoralizing, but also causes financial stress.

Comminication is a skill! Understanding what to say and why you are saying it, gives you the ability to be your authentic sel, have the certainty, and love the process of day 1&2. 

Learn to love marketing and communicating to patients the value and uniqueness of your care and not Chiropractic.

Become the best version of yourself and educate your patients on how your care will impact their life in such a positive way they demand care from you!  Meet them where they are at and show them what they can have.  This gives you a chance to educate them and change their paradigm towards health.