The Chiropractic Ensign

There are many doctors who claim to have a great system for getting referrals.  These systems may involve a certain "scripting" on how to ask a patient to bring in their friends and family, or a special brochure, or maybe even a special offer or gift.

I used to feel referrals could be harvested with the right words, the right materials, the right system in bountiful quantities.

I don't feel that way any more.

A referral is a gift.  It is not the product of a series of proper steps taken.  A doctor cannot, should not, manipulate a patient to give up the name of a friend or family member to become a new source of income.

No matter how much the doctor feels he or she can help and serve the referral, it is not right to chase after it.

When the referral does come, however, unforced-- a product of gratitude, hope, and appreciation from within the chiropractic family, it is quite a different matter.

The referral stands as a gift.

Not a result of marketing, smooth talking, or great deals...

Simply, a gift.

Right now, I have great CA's on my team.  Nicole, Justin, Cristhel, Rica and Eriko assist me in serving our patients and all of the CA's, in their own way, help me to be a better chiropractor.  Mahalo plenty to them!

There is a business mantra that says, "Hire slow and fire fast."

Since being in practice, I have always done the exact opposite.  I always thought I was extremely lucky or had some mutant ability when it came to hiring my assistants because my decisions were always made without resumes, interviews, or even a trial basis.  I simply saw someone who I thought would be a great CA, offered them a job, trained them and let them do the job.  When I read the book Blink, however, I realized that hiring quick (as well as making many important decisions in life) are often best done fast and not slow!

But all the CA's I've worked with: Willie, Loa, Andrew, Robin, Teri, Joshua, Renee, James, Cameron, Ehren and of course, the current gang, have all been great.  Sure they each have had their weaknesses and faults, but man, each of them definitely had great strengths and unique talents as well.

We all make mistakes, and for those bosses who focus on the mistakes and weaknesses will certainly "fire fast."  But if we can focus instead on the strengths and gifts of an individual team member, the one in charge can only begin to feel grateful to have that person on the team.

So with only one exception, I have never fired any employee.  Those CA's that are no longer with me have moved on to bigger and brighter things, but I still appreciate their time with me and I hope they also look back fondly to the days when we served our patients together.

And that one that I did fire... It definitely was slow.  The final straw being his decison to go to a golf tournament instead of coming in to work.

But I always appreciated his honesty about that choice.  It's one of his strengths.

Got this from Bill Esteb:

We are indoctrinated with the false belief of DO-HAVE-BE.  That is, we believe that only of if we DO the right things in life we can be rewarded.  If we are smart enough, motivated enough to DO the correct action, we qualify ourselves to HAVE the objects of our desires.  Reap the fruit of our labors.  Then, after attaining all that we HAVE, we, at last, can BE happy.  BE at peace.  BE successful.

But no.

The universe does not work well with the DO-HAVE-BE paradigm.  No matter how logical and practical it may seem.

The spiritual truth is, in fact, BE-DO-HAVE.

Like Bill said at a Masters Circle seminar, "We are not human DO-ings.  We are human BE-ings."

Let us be.  Be happy.  Be at peace.  Let us be successful.  At the first.  At the onset.  Let us BE.

Then, automatically, without fail, we shall DO.  Our actions will be correct and in line and in flow from the essence of who we really are.  And at last, as we DO right, we shall HAVE.

To "HAVE" is the final effect.  The reward, ultimate!

How can you as a doctor know if deep inside you are really about "serving the community?"

Simple.

When you meet with a patient for the first time, honestly determine which type of internal questions surface in your mind-- key questions that will ultimately reveal motive and dictate your attitude, focus and protocol.

Are your thoughts--

TYPE A)  "Does this patient have insurance?  Can they afford my fees?  What kind of car does he drive?  Does he have a good paying job? "

or

TYPE B)  "What does this patient want from me?  What does this patient need from me?  How can I best help this person be stronger, healthier... more joyful?"

Expanded some thoughts I made on a previous blog and published it in my AroundHawaii.com March article.

Here's the link:

http://www.aroundhawaii.com/lifestyle/health_and_fitness/2008-03-the-dentist-and-the-chiropractor.html

Enjoy!  And don't forget to floss!