How To Grow A Successful Chiropractic Practice - An Interview With Benjamin J Harvey
If you are a chiropractor and have been dreaming of starting your own chiropractic practice, this interview may help you. It was done by the Australian Spinal Research Foundation with Authentic Education Co-Founder and 2-time BRW award-winning coach, Benjamin J Harvey.
Benjamin J Harvey shows you how to frame your chiropractic business to make a positive impact in your industry and how you can effectively attract more clients. We hope you enjoy this interview.
Framing A Chiropractic Practice To Make An Impact
NW: So, I’m sitting here with Ben Harvey who just gave a presentation at a DG conference down here in Melbourne, where he was talking about, for the individual chiropractor, how to position themselves within the marketplace and how to pitch to that marketplace and also how to leverage that, so that they are really as effective as possible with the person that is sitting in front of them.
So, Ben, you are very busy with what you do within your own company helping people understand where they are at with their purpose, with their life and how to be most effective with that. And specifically for the chiropractor, how to be effective within their community, how to grow a chiropractic business and changing the health of humanity around them. What fires you up about all of this? What’s the inspiration for you?
Benjamin J Harvey: The main reason why I want to help chiropractors is because a while ago, I was in New Zealand snowboarding for the very first time. As fate would have it, I fell over and injured myself and was in an extreme amount of pain.
I’ve never visited a chiropractic practice before. I had heard of what chiropractors did and what their services were, so I tracked one down in Queenstown.
I went and saw this lady, and I had no idea what was going to happen. She examined me, she had a chat with me and then she got me on the table and did her miraculous healing on me. And I would say that the result was instantaneous!
So for me, to be able to get out of that level of pain so quickly, it really did awaken me to a new style of healing. Ever since that day, I have had a warm place in my heart for the craft.
So what fires me as a person is getting people on purpose. But what fires me up when I work with chiropractors is knowing how effective the craft is and how much healing you can do with someone in such a short period of time. So I like to go out of my way to help chiropractors to grow their business because I think it's a wonderful form of healing.
So that’s why I got into it. I guess deep down, what inspires me is knowing that people can do what they love and live life on their own terms. That is kind of the main driver for me like the core message of our company, Authentic Education, is to live your love.
So when we work with people, people often ask what do we sell? Our product is freedom. That’s really what people buy from us. They buy it in the form of educational CDs or by attending our personal development workshops. But people come to us for that freedom - the inherent knowledge that you are born free, you can do what you love and that you can follow your inspiration all the way through. We provide a series of programs that help people do that.
What I really love is meeting people who aren’t doing what they love, who are trapped in someone else’s idea of what life is meant to be like, probably living in accordance with someone else’s beliefs or someone else’s values. And then, in a very short period of time, they’re off doing what they’re born to do.
That to me I guess would be the soul food for me.
That’s what I like hearing about when our clients say: I’m doing what I was born to do; I am doing what I love now.
I like that because I went through quite a journey of transformation myself throughout the years. And I’d say that is the core driver: knowing that people can do what they love and also get paid for it.
So it’s kind of a two-fold approach that we do here at the company: we like to help people make a difference, but we also like to help people make money from making a difference.
So I think the real concept that people come to us for is to make money with meaning and, in doing so, make a difference in other people’s lives.
We structure our business around that. We focus mainly on difference makers. There are a lot of other companies out there that teach how to make money and they set up businesses, but we really direct it toward the difference-maker – the person who wants to help humanity, who wants to evolve the way that we operate and really go out there and serve.
We like to tailor our courses to those people. So it’s kind of funny since we get hardcore business people that come to our programs, and it doesn’t take long before they’re not really in sync with what we’re doing.
We use the word love a lot. We talk about healing a lot. We don’t use the word selling. We use the word healing since that’s what a sale really is.
A sale is to serve someone and improve the quality of their life.
So our languaging is a lot different in our programs but we get the point across, and that’s what lights me up.
NW: So taking it from a more chiropractic practice perspective, what symptoms would a chiropractor have if they’re not really living a free life and if they’re living according to someone else’s rules? How would they be able to tell that they’re not living that life of purpose?
BH: I think things that I look for is a sense of relief in people. When I know that someone is on purpose, the number one comment that I get is that they breathe a sigh of relief. And that’s generally the first example or expression that someone gets in alignment.
So if we’re looking for the symptoms, first of all, it would be feeling drained at the end of the day. That is a pretty simple symptom.
Feeling like you are pushing to get results is another kind of a simple symptom that comes across from that perspective.
Other symptoms are is that you’re trying to live up to an expectation that you don’t know where it came from or wondering where you fit in and are you meant to be doing what you are doing.
All these kinds of self-doubts are by-products of people not really living in accordance with what they want to be doing.
When I work with people, what I look for is getting their life into alignment by making a series of decisions that bring them relief. That's the core thing.
If we look at relief as an emotion, it’s generally expressed when psychology rapidly transitions from pain to pleasure. The expression of that rapid transition is a feeling called relief. So when someone rapidly transitions from pain to pleasure in a psychological level, when they experience that relief, what I’ve found is that the reason they are experiencing that relief is that the body is getting back into alignment. It’s getting back into its state of homeostasis. It’s coming back into a balance point.
So one of the things that I like to do with people from a practical sense is say, “All right, you’ve got two paths in front of you... you can do it this way or that way.”, because everyone is always doubting do I go this way or that way.
There’s generally a tossing up between two ideas. One of them is truly who they are, and one of them is not. So I like to take that 12 months into the future and then just say, “Look back towards now and in this moment from this vantage point 12 months in the future, which one of these two options is going to give you the most amount of authentic relief?”
It’s just a simple way of looking at the world. Putting that time perspective in there quite often frees them up to think in accordance with what they want, and not with what other people are telling them to do.
So that is one of the things that I always look for is that sigh of relief. And when I work with a client, I want to hear it! I really want to hear that, “Ahhh… that’s what I want to be doing, that’s the thing!”
But quite often, we’re being trapped. We’ve got limiting beliefs and values being injected into us all the time. So, that’s why we’re big on giving people permission.
I think the first step to overcome symptoms of being drained or not knowing what you need to be doing is to start by giving yourself permission and really just allowing yourself to know that you are allowed. That is the number one thing that I find that people lack is the ability to give themselves permission.
One of the things that I like to do with our clients is run them through a series of strengths evaluation.
Quite often, people know a lot about a certain topic, and they’re naturally good at certain things. They have these natural inherent strengths, and they tend to fight those natural strengths because someone else has told them that they shouldn’t be doing those things.
For example, I am naturally good at selling. I have been selling my whole life. But my whole life, I’ve been trying to get out of selling. I didn’t want to do it. I wanted to do something else. And I just kept denying it because, for some reason, I’d been told that selling wasn’t a ‘respectable’ career.
It just had all these weird connotations to it: oh, you’re a salesperson or oh, you’re this or that. So all of my life, I’ve tried to run away from what I was naturally good at.
Then one day, I just surrendered and said to myself, “All right, if I have got natural strengths in this, then there must be a reason I developed it.”
It wasn’t long before I started to realise that selling is healing.
The better you are at selling, then the quicker you can sell the new belief system and the quicker you can inspire someone to want to change their life. By surrendering to what I was naturally good at, I was able to see that the skill was a core requirement of the rest of my life.
So one of the things I look for in people is natural strengths. What is it that you are actually naturally good at? What do you naturally know a lot about?
This is because we tend to know a lot about what we like, but we’re not always happy to share that with people.
I like to have honest conversations with people and just find out if you are in chiropractic, why did you really get into it? What is it? What are you holding back right now? What are you afraid of?
Are you afraid of the medical industry saying that you can’t think that way?
Are you afraid of society or friends?
What is the thing that you are afraid of that is stopping you from being who you truly are?
I think everybody has their own unique healing technique. I think everyone has their own personal medicine. And I think if you’ve found yourself in the chiropractic industry, you want to express that as fully as possible and leave that gift behind for other people.
But, unfortunately, because of fears, people won’t fully express it all the way out. So I like to remove those fears from people and give them the freedom to give themselves permission.
And, In doing so, seeing what they can add. As an example, I’m sure that in your career, you’ve found different and effective ways of doing things because you’re giving yourself permission to try something different, to try something a little bit unique and add your little spin on it, and I think that is the beauty of healing.
Healing is an evolution that all of us as a collective consciousness get to improve, if we give ourselves permission to add that next bit to it, as opposed to feeling that we are trapped to one concept. So I think that is one of the core ideas that people need to look at is having the freedom and the courage to trust their intuition and go with that flow.
Another big symptom that I have found with people who are not living their purpose is that their life isn't in a state of flow. It is very challenging. It is an uphill battle. They find that they are pushing to get to where they want to go to, as opposed to surrendering. I find that people who live in accordance with their purpose have an ability to let go and drop in.
One of my teachers once asked me to describe what letting go is.
I tried all these different answers and he said, “No. Letting go is to never pick up again.” I thought, ok, that’s a bit deep. But as I sat and thought letting go is to never pick up again, what does he mean by that?
Then I thought, all right, so if I let go of cigarettes, then I guess I will never pick up a cigarette again. If I let go of my need to try and impress other people, it means I never pick up the need to impress other people. So, I started to get the idea that letting go is actually not picking up.
Quite often, I find that people who are surrendering to their purpose no longer pick up the need to prove themselves to other people.
People who aren’t on purpose are continually trying to prove a point.
“You need to believe me!”
“You need to understand this concept!”
“You need to follow what I’m saying!”
They’re always trying to prove something because inherently in their heart, they don’t have a knowing that they are chasing their beliefs.
When you get onto purpose, I find that not only do you stop trying to prove things, you just surrender into what is, and you just experience the joy and fulfilment in just doing what you love.
So that is definitely what I found: people who aren’t in accordance with it are really heavily attempting to defend things, and I find that’s definitely another one of the symptoms that happen to people that aren’t on purpose.
NW: Some great goals there and a lot of stuff that you covered in the presentation as well. And what is interesting for me, and I have heard you present a few times and have had a few chats with you, is that a lot of what you’re talking about applies to the chiropractor and the chiropractic practice, but it also applies obviously to every human being, which means the person in front of the chiropractor as well.
So what are some ways that a chiropractic practice could put some of this into play for the person in front of them? How can they really help the person heal through the lessons that you have to share?
BH: I think every human being deep down has a desire to feel good. I think inherently people wake up in the morning wanting to feel better. And if I was to look for the single common element of the human race, it’s that we all like to feel good. And the fact that we have got blood pumping through our body is another thing we have in common.
But I look at that and think, what makes people feel good?
What makes people feel good is them feeling confident in doing a task that they are naturally skilled in. I know I’ve mentioned that before, but it’s a really big thing that if you got honest with someone who goes out there and says they are serving humanity and changing the world, and you ask them, “Why are you really doing that? I appreciate the altruistic benefits of it but, from a narcissistic point, why are you really doing this?”
If they were to be honest with you, they’d say, “Because I’m good at it!”
That’s what they would say: I really do this because I’m good at it, and it makes me feel good when I do it.
So as a chiropractor in the chiropractic business, I think along with all the alignment that you do with the physical form, you can also begin to question your patients as to:
What makes you feel good?
When do you naturally feel good?
What makes you feel naturally competent?
When do you feel most aligned with things?
And even run them through a series of questions that you could leave with them, and they can go and discover that about themselves. They can then bring them back in the next session and they can discuss them with you.
I don't think healing is too tricky. It's just getting someone back to homeostasis. If you sum up the whole profession, it is always homeostasis... that's the one word that sums it all up. Getting people back to that balance point is simply aligning them to what they naturally want to be doing.
So if I had a chiropractic practice and a patient came to see me and I aligned their body, I think the next logical thing would be to have an actual conversation with them.
I’d potentially run them through a series of questions that identifies the things that naturally make them feel good. If they continue to do things that make them feel good, they won’t create any more disease or dis-ease in their physical form.
When a system is in balance it tends not to have symptoms to remind you that you are out of balance.
I think when they come and present issues to you, the deeper underlying problem is that they’re not on purpose. I’m not doing what I love. I’m not listening to my intuition, so now I need a louder response from my physical body.
So the body will do things like pop out vertebras, sprain ankles and get headaches. The body will start to present symptoms because they’re not listening deep enough to their intuition.
I’m a big fan of self-reflection and meditation. I’m a big fan of doing your best to strengthen the muscle of intuition and testing it and getting it stronger and stronger through different exercises. And I think as a chiropractor, you can look at the session through those eyes.
I know as you study, you learn these things anyway. But sometimes, you can get lost in the craft and potentially lose that connection of going into an even deeper level, rather than just dealing with the symptoms and moving on to the next patient.
And I know not all chiros do it, but it can happen in any profession. But I would say I would be looking always for the cause as the cure.
So I run clients through a questionnaire that’s about 14 questions which questions the positives and the negatives. Some of the questions are:
- So, what are you naturally good at?
- What are you naturally bad at?
- What do you know a lot about?
- What do you know a little bit about?
- What would your friends say you are great at?
- What would your friends say you are terrible at?
Quite often, in the contrast of what you are good at and what you are bad at, gives clarity.
A lot of people out there would just question all the things that you are good at, but I like to know the other side. I like to know the flip side of the coin.
NW: Yeah, very interesting stuff. And things that are possibly very worthwhile for any chiropractic practice and individual chiropractors is to start to dive into and have a look at the person not only from a surface physical point of view, but from a more holistic point of view.
Just like with your own story where you went to a chiropractic business because you had a physical symptom. You were in pain, and that pain went away from what the chiropractor did, and you felt much better. And a lot of the chiropractors will have this story very commonly in their practice. We can be very good at helping people feel better and get back to fewer symptoms.
What we see is that once we have cleared the physical symptoms there is a whole other level of healing that can happen. But because people will relate so much to their physical self, it is often a challenge for us as that point to in a way ‘sell’ chiropractic beyond the physical symptomatic relief. We often struggle beyond that point to keeping someone healthy and keep them on their journey so that they are functioning perfectly. Would you have a tip to help a chiropractic practice ‘sell’ the healing that goes beyond that initial symptomatic relief?
BH: At the congress, I did a demo and one of the things that I often explain to chiropractors and any practitioner for that matter is that it has a lot to do with the frame that you set around the client.
And the frame is when you first meet somebody, what frame of mind do you want them to think about ‘chiropractic’ or your chiropractic practice?
That’s because when they sit down, they’re kind of a blank canvas. But they’re not really a blank canvas because they’ve been told about all of the different services.
So when you first sit down with the client, you have to frame them up correctly. And one of the things that I like to train chiropractors on is using a prop, and the prop is just a big thick towel.
And when you sit down with a client, you sit opposite the client and you have a discussion with them and then you see if they want to play along. If they do, you pull this towel out, and you talk them through their life, the issues in their life, the traumas they’ve had, relationship breakdowns, and all sorts of things.
Every moment that they’ve got a misalignment or a charged event, you twist the towel and you keep twisting the towel. And it won’t take long before the towel locks up into a very tight towel that has no movement whatsoever.
As you’re having this conversation about their life, and you are twisting the towel each time they talk about an event, they are unconsciously getting a pattern or a representation of their life being expressed through this towel.
This towel is representing their spine and the tension in their life.
Once the towel is locked up quite tight, you ask them is there much movement in the towel? Is there much flexibility in the towel?
You frame them to understand that this is kind of what happens with the spine over time. It just gets tighter and tighter. As a result, you get constricted. Constriction of the spine and the constriction of the mind externally represents itself as a shrinking world - externally represents itself as less opportunities, less travel, less freedom and less of everything because you start to confine yourself into a smaller box.
As they’re holding onto this towel, they can get an understanding of it because it’s in front of them. The part of the brain that makes decisions needs patterns, imagery and visuals to really assist in that decision-making process. So, I find that chiropractors that use the towel can easily represent what is actually taking place inside the mind and the body.
You then explain that every time you see a chiropractor, this towel loosens up a little bit, so they’ll understand that true healing cannot occur in just one visit.
You could explain that the first time you see me, you do a slight rotation of the towel and the towel will become a little looser. And then the next time you see me is another slight rotation, and it’s going to take at least a hundred to two hundred rotations of this towel to get it back to its floppy flexible self again.
Just in that very short demonstration, they now have a frame that visiting a chiropractic practice is not a one-of symptomatic fix. Chiropractic is like you own a Ferrari, and you’d be stupid not to have that thing not serviced regularly. You don’t just get a Ferrari serviced once and say thanks.
So they realise that this is what chiropractic is. It is an ongoing servicing so that the deepest symptoms can come out to the surface. And over time, and over working both internally and on the physical level, you can get yourself back to a flexible state of flow where you expand your horizons and you expand your freedom.
So that's what I say to all chiropractors: the way you frame them in the very first meeting is what will stick forever. So, you have to get that frame correct. What I like to explain is what's called, "The Employee Frame". As a life coach, I want you to think of me like I'm an employee of your company, and your company happens to be your life. And my job description is to ensure that everything in your life is in a state of flow - that you're physically at your peak and that every goal you ever set, you achieve. That is my job.
As your life coach, you may see me once a week. You may see me once every two weeks. You may see me once every month. But I want you to think of me as an employee of the company and I now work for you. That’s it.
Anytime you require adjustment or assistance in getting to where you want to go, just remember what my job description is.
And that way, people won’t think of me like a practitioner or a chiro or a coach or any of those sorts of things. They think of me like I work in their company. And I have a very clear job description which is to make sure that their life is the best life possible.
Once that frame is set, they don’t think of me as a coach anymore. They think differently. And as a result, they utilise me the way that they would utilise an employee inside a company.
It just shifts the way people think. And quite often, just a small little reframe around how people think can have a huge impact on how they use your services. Because they may have been told the story from me: I got one adjustment, I felt fantastic, and I never went back. Well, I never went back because she was in New Zealand and I flew back home.
If I don’t tell the rest of the story, of having ongoing sessions with other chiros, that can be misinterpreted and then they come in with that idea. And because you can relieve pain so quickly, the frame could be a one-session frame, which is completely incorrect. You and I both know that one session just gets through the surface. It doesn’t do anything deeper than that.
So one of the things that I would absolutely recommend is that chiros learn that in that very first session, your framing technique must be exquisite. Because once the frame is set by you, then all other ideas will bounce off that.
The strongest frame wins the game. And if you can put in a strong frame around the way your client thinks about a chiropractic practice, then no matter what anyone says to them, it will just bounce off because they will have a new belief system that governs the way they look at your services.
And the better it’s framed, the more they will understand how to utilise you to the fullest capacity, which means when the symptoms at the surface level will go away, they will still keep your services to get to that next level.
NW: I think that is a beautiful frame to set up in the first visit. And further down the line, how do you link in a healthy body, a healthy set of mind, freedom in the body as you mentioned, with the person living a fully meaningful life. How do you think a chiropractic practice can add that to their frame?
BH: It depends on what level you can talk to your client. I like to go a little bit scientific with clients. I like to explain that there is a sea of gazillion neurological connections inside their mind. I like to explain that their mind and body is bathed in neurotransmitters. And I like to explain it with an analogy.
I kind of say if you are in Sydney right now, and you want to drive to North Sydney, you got to drive over the Harbour bridge. And sometimes, that bridge can be closed because of charged experiences.
So if you had the analogy in the car in Sydney, and over in North Sydney is everything I ever wanted: relationships, health, finances, the lot, I explain that sometimes in life, we have experiences that close the gates to that bridge. And those gates, if remain closed, means you get trapped inside Sydney.
I get them to understand that every time you stop working on yourself, these gates start to close you in. Pretty soon, you’re living boxed inside Sydney without the ability to drive in any direction, and it doesn’t take long before that box starts to affect everything you’re doing.
So I explain that as a result of utilising the services of a chiropractic practice, they are going to keep opening these gates for you. They are going to keep expanding it to the next level.
So what if you get to North Sydney, but you then want to go to the northern beaches? Great. A professional will open that gate for you. If you then want to drive to Byron Bay, they will open the gate for you. If you then want to go to Queensland, they will open the gate for that as well, and so on.
So I always explain that life is this continual evolution of expanding your horizons higher and wider and just seeing how big a sphere you can get to.
But every time you get to a gate, it’s always beneficial to have someone assist you in unlocking that gate. Because there are people who are experts of that.
You should be an expert of living your life, but you should go and see experts that are locksmiths, and their job is to open the next gate for you. And you’ll never get to a place where there are no more gates. It is always an expansion. You are either expanding, or you’re not.
And I’d like my clients to think that I’m like a locksmith. That is the concept. So when you come and see me, you just tell me when you’ve hit your next boundary, and I’m going to help you get to the next phase of that.
People are inspired to be great. They are inspired to do more, and they are inspired to want more. So I like them to understand that quite often, you will need support getting to that next phase.
And the truth of the matter is if you really look at it, I don’t believe human beings will ever reach their full potential unless they are coached and assisted through different types of modalities.
People can only go so far. But the top of the top in any industry have their own private chiro, have their own private coach, have their own private mindset consultant or whatever you want to call it.
You go into a lot of the personal development industries and they all got a chiro behind them. They’ve all got one. It’s part of their thing. A lot of the top performers, top musicians, a lot of the people in the top of their field all have a chiro that works for them.
So, it’s a matter of explaining that if you want to keep going to the next level, it’s good to have someone walking beside you who is an expert of opening the next door you get stuck at.
And that is a frame I like to explain to people - that it’s a never-ending process.
I believe someone should use the services of a chiropractic practice forever because you’re always going to hit the next boundary. You’re always going to hit that next limitation. And when you hit that, you want a professional that can get you through that.
That’s the picture I paint for them. Pretty soon, they start to realise that their life is a journey. They want to drive as far as they can. They want freedom. And if they want all of that, then it’s good to have a professional next to them.
NW: Yeah and a very useful analogy that people will get.
So to finish off, speaking of coaching, how would you coach the chiropractic profession itself to increase its credibility and impact on the masses?
BH: I’m just going to be totally straight with this one. I know we are going to rub a few readers up the wrong way.
I think it will be good to stop playing the ‘poor me’ card.
I go to a lot of functions, and I’m always surprised that the leading comment is always ‘how bad we’ve got it.’ And it’s kind of like that whole analogy of you not getting enough of what you want.
I’ve been fortunate enough to be mentored by Dr Wayne Dyer since I was sixteen years of age through his books, his CD’s, his live lectures and a whole range of things. And Wayne would often talk about a story of how this person asked if Mother Theresa would attend an anti-war rally, and she said no, why would I do that?
The person asked why not, and she said, “I will never attend an anti-war rally. If you have a peace rally, invite me.”
It was just a small distinction but it was a big distinction nonetheless.
So I think if I was to coach the chiropractic industry, I would say let’s just forget everything that has happened in the past since you can’t help but perpetuate the concept if you keep talking about it.
I know that there is a reality behind what the medical industry is doing, I get that. I know there is a reality behind the fact that MDs want to have a crack at your industry. I get all that.
But for me, I just want to focus on what I actually want to achieve, and so I would hold myself as the doctor that I am. I would just move on with it all, and that’s the first thing I would do.
The second thing I would do is I’d get on the affirmative. I would start to create content. I would start to put ideas out there. I would start to hold public talks. I would start to educate.
Just like anything else you want to market in the world, I would get out onto social media and I would start to educate people because people are drawn to education in this day and age. It’s the information age. So if you want someone’s’ attention or if you want to make an impact, you just educate people.
I would start doing thousands of short videos of how to sit in a chair correctly brought to you by doctor XYZ who is from this chiropractic practice or how to get your diet under control brought to you by doctor XYZ who is from this chiropractic business.
I would just start to flood the market with that because other people in other areas aren’t doing that. You’re not hearing from them. So that’s how to build a successful chiropractic practice.
We've got this old belief of how the medical industry is, and no one is actually trying to change that. What they're trying to do is complain that the old belief is there. But rather than complaining about the old belief, let's sell them a new one. And the new one is if you want to learn stuff, chiros are happy to teach you.
If you want to learn about how to live a great life, chiros will teach you for nothing; if you want to learn anything, go online. There are always chiros that are ready to educate you. They are happy to give out their content. They’re happy to teach you anything you want. They are fully trained and they can definitely teach some cool stuff.
That's what I'd be doing.
You’ve got an incredible network. It’d be a great thing if you all got on the affirmative and started to flood the internet with free content teaching us very simple things.
A lot of our students are chiros and they go through a program called the Difference Maker Accelerator where we show them how to build a successful chiropractic practice by creating videos, and they just start educating.
So you go on their websites and they have three, four, or five-minute videos on everything. I’m not to say it doesn’t exist, but I’m yet to see any medical doctor producing free content like that.
It’s all about the perception of the market. Imagine someone sitting at home and they’re watching a great video about how to sit on their chair correctly at work, they’re just going to be grateful for that. They’re going to tell their mates about it. And it doesn’t take long before the market will turn.
So rather than trying to defend your industry, start to elevate it by educating. We really value education now. I find that by educating people, you can shift the way they think.
So you want to start it from the right place. And what doesn’t help is a punter that doesn’t know anything about chiro sitting down at a function, and the very first speaker says: Let me tell you what we have to fight. Let me tell you why we have got it so bad. Let me tell you how crap our industry is and how we have got to really fight hard, and why we are on the back foot. That doesn’t help.
But if speakers just got up and forgot that all together and said: Let me tell you how fantastic chiro is. Let me tell you about a new wave of knowledge that is coming through. Let me teach you some incredible things right now that will transform your life, and I want you to share with all your friends…
I have seen both conversations, and the former really shocked me as a professional speaker trainer. I just saw some presentations thinking, why you would put this in someone’s head? Why would you keep reinforcing that it’s so bad?
People are going to vote with their wallets, and that’s the whole thing.
So at the end of the day, if I want to shift your whole industry, I will go on a marketing and branding epidemic. I would get every chiropractic practice to start flooding the internet with the best free content possible. So that everywhere I look, any solution I’m trying to find, it’s being answered by a chiro. And then within a year or so, the whole marketplace will now get it.
NW: Yeah fantastic and a much more exhilarating message as well.
So just to finish off, what one or two sentences would you love to deliver to every chiropractor and chiropractic practice out there?
To live your love... that's the first thing. It's what I say to everybody. I just think that that's the most important thing. I don't think anything is more important than to just do what you love. And if you love chiro, then let people know it. Don't hide it. Don't defend it. Just love it, and express how much you love it.
BH: The first thing that came into my mind is to live your love.
And the second one that I say to everyone is do whatever it takes to be your own best friend, because if you’re best friends with yourself, then you really don’t have any problems in life.
You don’t need to defend anything when you become best friends with yourself. So if there are two sentences, it would be live your love and do whatever it takes to be your own best friend.
NW: Brilliant. Wow! Very important messages, and it gets to the heart of it all. So thank you for your time. It will be impactful for a lot of chiropractors out there.
BH: Yeah I appreciate it.
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