April 21, 2022 • 34 mins
Dr. Russ Rosen from The Optimal Health Coaching System joins us to talk about the Neuroscience of Communication.
We dive into key elements for better communication to make stronger and more meaningful connections with your patients and how this can be used to help grow your practice. Higher retention rates, more referrals, and a community of patients that love coming back to see you.
You can learn more about Dr. Russ Rosen, his coaching group, and deeper information about his communication methods by visiting:
www.theohcsystem.com/chirobasix
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Episode Transcript
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You're listening to the Chiro Basics Podcast, the show dedicated to chiropractic practice
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success. Here's your host, Nick Fisher.
All right, chiropractors. Thanks for joining us. Today, I've got Dr. Russ Rosen here from
the Optimal Health Coaching System. I want to go ahead and just let him introduce himself
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and kind of tell us a little bit about his background and some cool things that he's
doing. Dr. Russ.
Aloha, gang. Nick, thank you so much for having me. Yeah, my name is Dr. Russ Rosen. And you
know, I practiced on Maui from old for about 14 years. And then I started coaching in 2000.
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And I have a real small niche market of people that I like to work with. I moved to, unfortunately,
I moved to California about four years ago to help out with some family, but I can't
wait to get back to Maui. So I still wear my Aloha shirt. Yeah, I've known Maui for
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30 years. Yeah, I end up, you know, looking forward to getting back. And you know, my
main focus is to work with chiropractors who want to help your patients get healthy and
stay healthy versus just feeling better. And I want to be very clear, I don't have a problem
with chiropractors who work with people just to get them out of pain. One of the four chiropractors
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that I have here is a let me get you out of pain chiropractor. And I love him. And when
I'm in pain, that's who I go see. That's not the focus though. What we're going to
talk about today, regardless of how you practice will help you no matter what we're going
to talk about today will work for you. But because you would ask my main focus is docs,
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you want to empower your patients who don't want to use patient scare or manipulation
or fear, but you really want to help find out the truth about what they want in relationship
to what you can truly do for them. And then just show them how to have any what I mean
by that is we use this chart here, negative 10 is near depth zero is I feel good, but
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I'm not functioning at my optimum, I'm not healthy. And then there's me as healthy
as I could be. Our job is to help them recognize the difference between feeling and function
between symptoms and how and what we can do for them in the way we practice. Once we know
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that we're just going to ask them what they want. And if they want to just feel better,
bless them. And if they want to get towards optimal health, bless them. And we get to
be a part of their health team to help them get there. So that's kind of my wrap and my
cleaning faith.
I love it. You know, really being the chiropractor in their life that's going to help them achieve
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that optimal level of health where they can thrive rather than just getting out of pain,
so to speak.
Exactly. That's exactly.
I love it. So yeah, I mean, tell us a little bit about like the optimal health coaching
system and the things that you do. Like what are some of the things that you're working
with your doctors in your system to help really get them to build a really successful practice?
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Yeah, look, the deal is this. I look at five systems. The first one is right between your
ears. It's certainty, it's headspace, it's belief systems, it's subconscious belief systems,
and also your personal growth, who you are. So I call it the hoodoo versus the voodoo.
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You know, what you do, the style, the technique you do is the voodoo. The hoodoo is who you
are and does who you are make a difference? Yeah, it's a difference between a white belt
hitting a brick and a black belt hitting a brick. You know, white belt breaks your hand,
black belt breaks a brick. So system one is all about that. System two is about how do
I run a business with most of us have no clue. We didn't learn that in school for sure,
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unless we're successful in business prior. And then how do you build a dream team at
system two? System three is communications, which we'll talk a little bit about today.
But you know, visit one, visit two, regular visits, daily interaction reads at rear, for
how do you do it in an empowering and loving way that really helps people see the difference
between just feeling better and being really healthy. System four is in your world. And
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that's marketing in a wellness perspective. And I've been to your website, we've talked
and I love what you're doing. And then system five is about flow. And so that's everything
from how do I schedule and how do I cluster book all the way to how do I bring on associates
and everything in between. So those are the five systems and I have very specific things
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I'd love to share with your audience today. Yeah, 100% we're here for it. Yeah, beautiful.
Should I jump into that? Yes, please do. So what I want to do is just start off with what
I called the neuroscience of communications. And it's something I was just interviewed
recently by somebody who was saying, because he'd been following me for 20 years now and
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he goes, you're like the OG of the neuroscience of communications. I've been talking about
this forever. And you know, it's a big deal and people are talking about it now, but the
long the short of it is this in the average conversation that we have with another human
being, they hear approximately 25% of what we're saying. And we hear about 25% of what
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they're saying. And the reason is, is I am formulating my ideas of where I'm going to
reply back. I'm also my mind works faster than we're speaking. So I'm multitasking
and I'm thinking about what I need to go do. And I do like color your shirt and why I love
that background while we're trying to talk. That's all going on. So the question I have
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and I'll ask you, and you can answer for your clients, what percentage of your information
would you like your patients to hear?
A hundred percent. Thank you. I want a hundred percent. And I guarantee you, you can have
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a hundred percent, but you need to understand the neuroscience of communications. We were
taught to educate. We were taught to tell the story and it doesn't work. How do I know?
2025, 2022, and we're where we're at. Not enough people really get what we do. So our
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way of communicating that, our way of marketing that, our way of doing it, isn't working.
And we all have had these people with me for this period of time. Look, if your retention
isn't over a minimum of 60, you're not health and wellness practice. As far as I am concerned,
the average of the world, I work with people everywhere on chiropractors is under 20, right?
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I have doctors that are over 200 retention, right? So if you want people who are going
to stick around and stay paid refer for a lifetime, they need to understand what it
is that we do. And here's a hint, telling them and educating them isn't going to work.
It's not enough.
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Yeah, it ain't going to work. So here's how it works. We've all, you know, we've
all remember the word reptilian brain. And what the reptilian brain does for living is
it's all about survival. It's all about survival. It's food, fighting, and fornication.
That's the reptilian brain, right? And the reptilian brain is filtering out 94 to 98%
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of all information coming in is being built right now. Nick, do you, because we only see
this part, right? Do you have pants on right now?
I do. Today I do.
Yeah, I don't know. Now, when you think about it on your left leg, can you feel your pants?
Move around. Can you feel?
Yeah.
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Of course you can. Were you thinking about that before I asked?
I was not. No.
Of course you weren't because there's hundreds of thousands of impulses per second coming
up to your brain. And if you were aware of absolutely everything coming in from your
senses, you'd explode. So your reptilian brain says not important, not important, not
important. That's important. And it takes that information and it sends it up to the
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neoportex for thinking, reasoning, and problem solving. And we want what percent of our information,
Nick?
A hundred.
A hundred percent of my information making it pass through reptilian brain into the neocortex
for thinking, reasoning, and problem solving. If that information gets there and it makes
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sense, it'll drop into the limbic system, which is the emotions, which is where our
belief systems are. So we, if you've got Fisherites and I have Rosenites and you got
Smithites, you got these people who had been with you forever and they love you and they
tell all their friends about you, that's because it dropped into the limbic system
as a new belief system. So when I am communicating with the patient, my goal is to get my information
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past Nick, which part of the brain?
Cortex.
Past the reptilian.
Reptilian.
Reptilian part of it, which does filter it, right? And I want to get it up to the neocortex.
I want to get it up to the neocortex. And if it makes sense, it drops into the limbic
system. Now it's not really fair asking Nick these questions because these things
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are new to him. But to, you know, chiropractors should have some basic memory of this stuff,
but that's how it works. Now here's the problem. What you and I were taught was to
speak from our neocortex to their neocortex. The problem is it has to go through the reptilian
brain. It can't, it's impossible to go directly to the neocortex. It must go through
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the reptilian brain, but the reptilian brain only is sending nine and 49 is only sending
a, what two to 6% of the information up to the neocortex. The rest of it is filtering.
So if I want my information to get there, I need to speak from my neocortex to their
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reptilian brain. Does that make sense so far? I'm tracking, yeah. All right. So I want
to speak from my neocortex to your reptilian brain, but it's filtering most all information.
There are two things and there's a lot more than that, but two things we need to discuss
right now to get our information past the reptilian brain to the neocortex. One, well,
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there's three, one, you can do food fighting and fornication with your patients. Not a
good idea, right? Registration boards don't like that. So not a good idea. Okay. If I'm
not going to be doing food fighting and fornication with my patients, I had to figure another
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way in two ways in number one, make it new, novel, and exciting. I am now speaking Nick
Slayne, right? New, novel, and exciting to get their attention. True story, Nick?
A hundred percent.
All right. So new, novel, and exciting. I'm going to be making it. How do I do that? I
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make it about them. I speak to them about them because they are their favorite subject.
Nick's shaking his head. Like he's going, dude, you're speaking my marketing language.
The second thing I'm going to do is use Socratic questions. So here's an informational question,
what's your last name?
Fisher.
Did you learn anything or did you already know your last name?
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I definitely already knew that.
Already knew it. That's not a Socratic question. So we've all heard the term Socratic question.
There's really quite a bit to it, but from Socrates, it is asking questions which cause
people to do this. It's causing them to think. You literally will see them do this when you
ask them, so what do you think brought this on in the first place? They'll go like this.
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Well, when they look up, they're literally sending it up to the neocortex for thinking,
reasoning, and problem solving. You will see them think. And if you talk with them while
their eyes are looking up and they're processing, they can't hear. And then you pull them out
of their reverie of thinking and now you've lost them. Okay. So why do you think that
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is? Where do you think you are on this scale? How healthy would you like to get to? What
are the things that are keeping you from resolving this? If there was one thing you could do
right now, blah, blah, blah. Again, I know I'm speaking Nick's language as far as marketing
goes because that's what it is in marketing too. You have to get their attention. We're
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not playing the old style of marketing of let me interrupt your TV show while I talk
to you about Captain Crunch. People are fast forwarding through that. We have to have a
different approach, which again, because look through yourself. I know what you're doing.
So I need to, number one, I need to speak from my neocortex to their reptilian brain.
And the way I'm going to do it is through speaking to them about them and then using
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Socratic question, questions, thoughts, comments, before we dive into the next step.
I love it. I mean, you're really flipping the script where you're trying to methodically
communicate in a way that's actually going to resonate with them and get them to actually
buy in and believe and understand the power that chiropractic is going to have on their
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life.
Yeah, we're not. Either one is fine. If they don't buy it and they don't want it, that's
okay, but at least I need to make sure they ever stood it. And the vast majority, like
for my docs, most everyone has a nine out of 10 signing up for care plans. Whereas in
the Scare model, it's like three out of 10 because people, blah, blah, blah.
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So what I'm going to do is I'm going to draw their story out of them and I'm going
to apply my story to their story. I'm not going to teach them. I'm going to take my
story, my teaching moments, and I'm going to apply it to their story. So normally in
a call like this, on a podcast like this, what I would do is I'd go into, how do you
do that in visit one and how do you do that in visit two? But because you're the marketing
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guru, I want to go into something else. I will, if you go to the OHC system.com forward slash
I wrote basics with an X. If you go there, you will see, I have an 84 minute video for
you, which I go into way more detail about the neuroscience communications and how to
apply it. In essence, how to get your patient by the end of visit one to say, I understand
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that I have some limitations. It could be causing my headaches as well as my sinus problems
and my indigestion and my PMS. I understand who brought it on. I understand what happens
if I don't get it taken care of. I understand what happened if I do. I can not only feel
better, prevent problems in the future, reverse the effects of the aging process or be healthier
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in five years than I am now. I could have a better life. Oh wow. I could have a better
life. I understand it's a health problem, not a back problem. I want to get healthy
and stay healthy and you can help me do it. So if that interests you, you could go to
that 84 minute program that I put on there for you. But what I'd rather do right now
is talk to you about referrals. Do you like referrals? Yes. You love referrals. They're
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free, right? I mean, if you do it right, they're free and you've already got the social proof.
They already trust you, right? And they usually make good patients. So would you like to increase
your internal referrals? And the answer is yes. Okay, good. How do we do that? Well,
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what most of us do is we say, Hey, do you happen to know anyone who might benefit from
my care? If you do, here's a special offer. And our success rate is, you know, I don't
know, one out of 50, one out of a hundred, come back, you know, with that, it doesn't
work really well. There is a better way to do it. If we understand the neuroscience of
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communications, which we'll, I'll show you right now. So first of all, good tracking.
Yeah. Okay. So also at the oac system.com forward slash cover basics, I have a very
detailed video of what I'm going to touch on right now because of time. I don't, I
don't, I won't be able to go into the detail that I do there. And I also have this for
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you and this even me, old white man, even me, I could look at this and in 10 or 15 minutes,
I could do this, figure it out and go right in and start getting new patients. You guys,
you guys, you probably do it in five minutes. Watch the video, take you 15 minutes, read
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this for five minutes, go in and do this. I promise you, you'll 10 X your, your internal
referrals, three stacks, actually four steps, but I'm going to stick with three for the
minute. The first step is I need to know how to open the conversation before I get there.
So remember where I said system one is headspace. So when I talk to people about referrals,
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you know, how do I get reforms? And I go, here's where I want you to, I want you to
go do these three things. If you come back and tell me you got me patients far out, if
you come back and tell me you didn't get me patients, I know it's a headspace issue because
I literally could teach a 10 year old to do what I'm about to show you how to do. It's
not hard. It's really easy. If you have a problem subconsciously or consciously around
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asking for referrals, the classic ones idea is I shouldn't have to ask for referrals.
I'm a doctor, right? I don't want to feel needy that kind of stuff. Then you're the
white belt hitting the brick and you break your hand. Don't break the brick. So you've
got to get your head on straight about your serving people, right? This isn't about you.
This is about serving people and saving lives, right? Do you hit on the right place? Now
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procedure procedure is simple. Step one, how do we open the conversation? So I ask doctors
all the time when you ask for referrals, how do you open the conversation? And here's the
answer I get.
Silence.
Yeah, I don't know. I don't know how to open it up. I have eight different ways to open
it up. Okay. I just want to show you two, two, two, two, because I have done eight and
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people go, well, which one should I do? Two of them right here. Number one, wait until
you do in a reevaluation. And at the end of the reevaluation, they're happy to say, Oh,
by the way, on my outcome assessment questionnaire, it says, you know, like or do some kind of
special offer inside of your practice. Right. And I would assume you have all kinds of different
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things you can do in this regard, Nick. And there would be just a flyer and you go, Hey,
did you see this flyer? Did you get our email? Did you see the text that opens the conversation?
So like you all get, you can do that, right? That opens the conversation. Okay. Step two,
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I have to get them emotionally involved. Nick, where are all buying decisions made from?
The heart. Yeah. The heart, which is the limbic system. So when you say heart, you don't actually
mean that there's a beating heart. You mean kind of the gut heart and that's a limbic
system. Yeah. Emotions and our belief system. So you remember, get the information past
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the reptilian brain to the neocortex for thinking, reasoning, problem solving, dropping into the
limbic system. All buying decisions are made through the limbic system. Now we, we tell
ourselves new, well, I actually made a list and I put frozen hunts and blah, blah, blah.
That's to get your brain, your neocortex to be okay with the decision your gut made,
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but your gut is making decisions. That's the truth. If you look at any neuroscience,
how it works. So I have to get them emotionally involved. How many people, let's assume you
have, you, you have people that like, okay. And that they have been getting good results
and that they want to refer to you. Some of them, a, just don't know that they can refer
to you. B, they would like to, they don't know how to, but regardless, if you open up
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that opportunity for them to refer by the time they get out to the car, I'll bet you
a dollar, what I do with my phone, they have already checked texts, emails, social media.
I'll bet by the time they get to the car, they already do that. If they do that, are
they going to remember that they're going to call their friend and refer that? No, they're
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not. So I need to get them emotionally involved so they are in investing in getting their
friend in and see me. So far so good.
Oh yeah.
And again, because I obviously have not studied any of the marketing you have, but I've studied
enough marketing that I know you know all this is true. I've been trying to tell people
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this forever. So what I'm going to do is what I'm not going to say is do you happen
to know anyone that leads to a yes or no answer? Okay. And there's nowhere to go with that.
Well, okay, whatever, go ahead and give them this. What I am going to say is who do you
know? So did you see we're doing this event? Yes. Let me ask you a question. Who do you
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know that you think could benefit from my care? Now that causes a different response.
They have to do this. Well, and they're searching, they're getting it up to the neocortex. Because
if you say, do you know anyone who you think benefit from my care, it doesn't have to
get there. They just, while they're drooling, go, yeah, I'm sure I do. And you go cool.
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And they, and you give them this and they walk out. Hey, who do you know who you think
could benefit from my care? All right. They will come up with a name. I need a name. I
need a person. Now they may not, they may go, gosh, I don't know where you're here.
You play with who you're allowed to refer to me here. Let me ask you a question. And
then just double click on the brain. So just go into what about friends, what about family?
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I know you're on a tennis team, blah, blah, blah. So you double click on those parts of
the brain that opened it up so they didn't find something. So who do you know? And then
I'm going to ask what's their name and how do you know? Now, obviously if they say, who
do you know? Mary, my mother, I'm not going to say, well, what's her name? They just told
you, or you're not going to say, but one way or another, they're going to say it's a friend
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or they're going to say name it. And then you'll say, how do you know them or what's
your name? So who do you know? What's your name? And how do you know that that makes
this real for them? And they're thinking about that person. Well, let me ask you a question.
What's going on with them? This is where just be a normal regular doctor. What's going on?
They got a little back beat. I'm so sorry to hear that. You guys work together. Yes.
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Is it affecting their work? Yeah. She's been missing some days and blah, blah, blah. Wow.
Sounds like he care a lot about it, right? Just acknowledge that. Let me ask you a question.
Have you mentioned me to her before? Now, if they say yes, all you have to do is say,
no luck. Obviously they haven't come in yet. If they say, no, I haven't. Well, listen,
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it sounds like you care a lot about them. Can I make a suggestion? So that's part two.
So one open the conversation. Hey, did you see this referral to who do you know? What's
her name? How do you know what's going on with them? Have you mentioned me to them? Wow.
Sounds like you care a lot about them. Can I make a suggestion? The more that they, they
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celebrate the more that you get them to emotionally feel for their friend and that they want to
reach out and help their friend, the better chance they have of getting to here in contacting
them instead of what else, whatever else you were going to do. Right. And you literally
can say, can I make a suggestion? You got your phone? Yeah. Would you do me a favor?
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Yeah. Reach out right now. You got the phone. Just reach out right now. So far so good.
Get them to take action. I love it. Speaking to the heart, getting that emotion and involvement
and then getting them to take action right away before the millions of distractions out
there take their mind somewhere else.
That's right. Which is exactly what you were doing, right? Whether it's on the website
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or whether it's on a paper click or whatever it is, you've got to grab their attention.
You got to get them to get you're speaking to me. Oh my gosh. You're speaking directly
to me. And then what am I going to do? You know, probably action solution and hold on.
I need to take action. I need to take action right now. So I know that that's what we
do it. And I'm trying to get these, these folks to do the exact same thing. And it's,
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it's this simple, open the conversation, ask these questions. And now I need to number
three teach them how to refer. I know this sounds stupid, but they don't know how to
refer. You get them to this point and they go, yeah, don't go out and go tell my friend.
And they go out and they go, um, and they literally don't know what to say. They'd
feel uncomfortable. They might be rejected. The person might not like how to practice.
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They just don't know how to open the conversation. They're not an extrovert, blah, blah, blah.
So you need to teach them how to refer. Now there's a zillion different ways to teach
them how to refer. My favorite, my favorite is the phone consultation. That's my favorite
is listen, sounds like you care a lot about him. Can I make a suggestion? Nick, if you
(26:11):
would like, I would be happy. Got that? If you would like, I would be happy to get on
the phone with your friend and Susie, no charge. See if it's something I can do to help her
out. If so, I'll let her know and give her a special offer in your honor. And if not,
I know everybody on Island and I'm confident I can at least order in the right direction.
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Would you like me to do that for her? Yes. Would you do me a favor right now? Color,
texture, whatever it is you do get a hold of her. Let her know that I'm the guy who helped
you out. Million dollar phrase. Let her know I'm the guy who helped you out. And that I
know that I know you've been going through this. This is a guy who helped you me out
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and he'd be happy to get on the phone with you. Would you like to do that? Okay. Good
with that so far? Powerful. It's powerful. I love it. Oh yeah. And again, I'm going
to do it all kinds of other ways, you know, and then you could, you literally could, you
know, bring them the next class, bring them to your next adjustment, whatever it is. Look,
you know, you know, Nick, that are an item, you know, what, what of these things do you
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think would work best? But I promise you learn how to open the conversation. Step one, get
clear that you want, you want referrals because you're going to be serving humanity. Number
two, how do you open the conversation? Number three, how do I get them emotionally evolve?
Number four, number three, how I teach them to refer. And then the last thing, and I know
(27:38):
this again, sounds stupid, but it's the follow-up. It's the follow-up. It's a follow-up.
Now I know Nick will probably tell you, you'll never need to follow up with people. Nonsense.
You got to follow like now. I was only getting like, you got to follow up and follow up and
follow up. In fact, when somebody sees information, how many times is it that they need to see
before they usually take action? First time?
(28:02):
Definitely not the first time.
Definitely not the first time. Right?
No, usually, I think they say it's eight to 11 touch points. So it's pretty up there.
I think it varies, but yeah.
Yeah. So follow-up is really important. What doctors do is they do this and then they just
wait. And what I'm saying is make a note. And I would say, so listen, go ahead and do
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that. I'll check in with you again next time. Next time they come in, less than 50% will
have done it. Right? Well, you would do a way better than if you just gave them a card
and said, go do this. Right? But less than 50% will have done it. So you get to check
back in, hey, you get to talk to your friend, Sally. Oh man, I forgot I meant to do that.
Now you can either say, hey, go ahead and do it. I'll check with you next time. Or
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you can say, listen, I know life gets busy. Would you like me to just call her?
One or two things are going to happen. You're either going to go, sure, here's her number.
And then just call and say, Sally asked me to give you a call. Or, or they will say to
you, nah, I don't really feel comfortable doing that. I'll get ahold of her. And they
will. Right? It's now put them in that position that they feel in out exchange and they want
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to do something for you. And they'll go ahead and do that. So you got to follow up
with these people. And I promise you, if you just go to that wadecsystem.com forward slash
carobasics, go through the 84 minute one, if you like the concept of applying it and
you want to help you get healthy and stay healthy. And then go through this, watch the
video, read this twice, go through with your entire team and spend one week, choose three,
(29:37):
two, three people a day. One person is sure that you will have this conversation with.
And I'll bet you that you can 10 X your internal referrals. If you just speak from the rep,
from the neocortex to the reptilian brain, instead of from the neocortex to the.
Dr. Russ, I love that. That's super powerful. The way that you use communication to really
(29:58):
tap into the emotional side, to get people to buy into the idea of the power of chiropractic
and how it can be applied in the referrals and actually growing your practice to where
you want it to be and touching more people's lives in your community. That's super, super
powerful.
Yeah. And I can also throw this out. So I know in your program and I don't know if everyone
(30:18):
does it or not, but if you don't, I can't recommend it up to you, but you know, the,
I don't know the word you use for it, but the reviews that people get, you've got the
system where they can get reviews.
Oh yeah. Are you referencing ChiroPipe, the software?
Yes. Yes. Yeah.
Yeah. So you, you have that opportunity people to give reviews.
(30:40):
Yeah. ChiroPipe, the, we have a software that allows us to do review requests so you can
collect reviews from your patients automatically.
It's huge. It's huge. Right. And I'm interested. So I'll let that go. So if you, I can't recommend
(31:00):
nothing doing that. Look right now, we know for sure. And one of the things that I tell
my patients is, I'm sorry, one of the things that I tell my doctors is if you just bring
it up, I eat. Look, one of the things we have found when we ask people, what's the reason
it finally got me to come in and see us, the number one answer is you have all these incredible
reviews. I mean, that's like the number one answer. That's the thing people go to right
(31:23):
now. And so if it's true that it would really help people make a decision to come in to
get their life back, to save their life, then you want to have as many wonderful reviews
out there as possible. While you're opening that conversation, we can talk about testimonials.
We can talk about referral. Like it opens the doors to so many things. Incover Pipe
(31:44):
is why I love that piece that you have, because it's an automated piece of the puzzle that
opens the door. Right. So then they come back and they get a review because you saw that.
And obviously, doctor, you're going to thank them for that. And is that a way to open up
a conversation about referrals? Yeah, obviously it just opened the door. By the way, thank
(32:06):
you so much for doing that. Who do you know? What's your name? Right. And there you are.
So all of this marketing stuff comes together beautifully. Oh, it's just one double click
on that one piece right there. But if you're doing the program, Nick's program, it fits
in there just perfectly. And then take action and actually do the things that he's recommending
(32:28):
because it works.
Yeah, that is great. Reviews is a great segue into that. Reviews are super powerful. You
definitely got to be doing that and how it ties into the referral program and the way
you communicate. This has all been really, really great stuff. So you mentioned the resource
would be available to doctors at it's the OHC system dot com slash chiral basics. Did
(32:51):
I get that right? Yes. Gotcha. And it's perfect with an X. And then if someone wanted to get
in touch directly with you, is that the best resource to go to? Is that one right there?
Yeah, yeah, actually. And I think on there, if you wanted to get a hold of me, get on
and chat about where your practice is. I set up an entire hour to fill out a questionnaire.
(33:12):
Get really clear about where you're at, where you want to get through me, if I might be
the right guy to help you get there.
Perfect. Well, thank you so much, Dr. Russ, for sharing all that knowledge. Really, really
powerful stuff. Chiropractors, if you're looking to grow, check out that resource and let Dr.
Russ know if you have any questions. Of course, we're here to support you as well on the marketing
(33:35):
side of things. Dr. Russ, thank you for your time. I really, really appreciate it.
Thank you very much. Aloha again.
Thanks for tuning in to the Chiro Basics Podcast. If you liked the episode, don't forget to
follow us on Facebook and YouTube. You can learn more about chiropractic success online
at chirobasics.com. That's C-H-I-R-O-B-A-S-I-X dot com. See you next time.
You're listening to the Chiro Basics Podcast, the show dedicated to chiropractic practice
(00:08):
success. Here's your host, Nick Fisher.
All right, chiropractors. Thanks for joining us. Today, I've got Dr. Russ Rosen here from
the Optimal Health Coaching System. I want to go ahead and just let him introduce himself
(00:29):
and kind of tell us a little bit about his background and some cool things that he's
doing. Dr. Russ.
Aloha, gang. Nick, thank you so much for having me. Yeah, my name is Dr. Russ Rosen. And you
know, I practiced on Maui from old for about 14 years. And then I started coaching in 2000.
(00:49):
And I have a real small niche market of people that I like to work with. I moved to, unfortunately,
I moved to California about four years ago to help out with some family, but I can't
wait to get back to Maui. So I still wear my Aloha shirt. Yeah, I've known Maui for
(01:09):
30 years. Yeah, I end up, you know, looking forward to getting back. And you know, my
main focus is to work with chiropractors who want to help your patients get healthy and
stay healthy versus just feeling better. And I want to be very clear, I don't have a problem
with chiropractors who work with people just to get them out of pain. One of the four chiropractors
(01:33):
that I have here is a let me get you out of pain chiropractor. And I love him. And when
I'm in pain, that's who I go see. That's not the focus though. What we're going to
talk about today, regardless of how you practice will help you no matter what we're going
to talk about today will work for you. But because you would ask my main focus is docs,
(01:54):
you want to empower your patients who don't want to use patient scare or manipulation
or fear, but you really want to help find out the truth about what they want in relationship
to what you can truly do for them. And then just show them how to have any what I mean
by that is we use this chart here, negative 10 is near depth zero is I feel good, but
(02:16):
I'm not functioning at my optimum, I'm not healthy. And then there's me as healthy
as I could be. Our job is to help them recognize the difference between feeling and function
between symptoms and how and what we can do for them in the way we practice. Once we know
(02:37):
that we're just going to ask them what they want. And if they want to just feel better,
bless them. And if they want to get towards optimal health, bless them. And we get to
be a part of their health team to help them get there. So that's kind of my wrap and my
cleaning faith.
I love it. You know, really being the chiropractor in their life that's going to help them achieve
(03:00):
that optimal level of health where they can thrive rather than just getting out of pain,
so to speak.
Exactly. That's exactly.
I love it. So yeah, I mean, tell us a little bit about like the optimal health coaching
system and the things that you do. Like what are some of the things that you're working
with your doctors in your system to help really get them to build a really successful practice?
(03:24):
Yeah, look, the deal is this. I look at five systems. The first one is right between your
ears. It's certainty, it's headspace, it's belief systems, it's subconscious belief systems,
and also your personal growth, who you are. So I call it the hoodoo versus the voodoo.
(03:45):
You know, what you do, the style, the technique you do is the voodoo. The hoodoo is who you
are and does who you are make a difference? Yeah, it's a difference between a white belt
hitting a brick and a black belt hitting a brick. You know, white belt breaks your hand,
black belt breaks a brick. So system one is all about that. System two is about how do
I run a business with most of us have no clue. We didn't learn that in school for sure,
(04:09):
unless we're successful in business prior. And then how do you build a dream team at
system two? System three is communications, which we'll talk a little bit about today.
But you know, visit one, visit two, regular visits, daily interaction reads at rear, for
how do you do it in an empowering and loving way that really helps people see the difference
between just feeling better and being really healthy. System four is in your world. And
(04:34):
that's marketing in a wellness perspective. And I've been to your website, we've talked
and I love what you're doing. And then system five is about flow. And so that's everything
from how do I schedule and how do I cluster book all the way to how do I bring on associates
and everything in between. So those are the five systems and I have very specific things
(04:54):
I'd love to share with your audience today. Yeah, 100% we're here for it. Yeah, beautiful.
Should I jump into that? Yes, please do. So what I want to do is just start off with what
I called the neuroscience of communications. And it's something I was just interviewed
recently by somebody who was saying, because he'd been following me for 20 years now and
(05:16):
he goes, you're like the OG of the neuroscience of communications. I've been talking about
this forever. And you know, it's a big deal and people are talking about it now, but the
long the short of it is this in the average conversation that we have with another human
being, they hear approximately 25% of what we're saying. And we hear about 25% of what
(05:37):
they're saying. And the reason is, is I am formulating my ideas of where I'm going to
reply back. I'm also my mind works faster than we're speaking. So I'm multitasking
and I'm thinking about what I need to go do. And I do like color your shirt and why I love
that background while we're trying to talk. That's all going on. So the question I have
(05:59):
and I'll ask you, and you can answer for your clients, what percentage of your information
would you like your patients to hear?
A hundred percent. Thank you. I want a hundred percent. And I guarantee you, you can have
(06:20):
a hundred percent, but you need to understand the neuroscience of communications. We were
taught to educate. We were taught to tell the story and it doesn't work. How do I know?
2025, 2022, and we're where we're at. Not enough people really get what we do. So our
(06:43):
way of communicating that, our way of marketing that, our way of doing it, isn't working.
And we all have had these people with me for this period of time. Look, if your retention
isn't over a minimum of 60, you're not health and wellness practice. As far as I am concerned,
the average of the world, I work with people everywhere on chiropractors is under 20, right?
(07:08):
I have doctors that are over 200 retention, right? So if you want people who are going
to stick around and stay paid refer for a lifetime, they need to understand what it
is that we do. And here's a hint, telling them and educating them isn't going to work.
It's not enough.
(07:29):
Yeah, it ain't going to work. So here's how it works. We've all, you know, we've
all remember the word reptilian brain. And what the reptilian brain does for living is
it's all about survival. It's all about survival. It's food, fighting, and fornication.
That's the reptilian brain, right? And the reptilian brain is filtering out 94 to 98%
(07:55):
of all information coming in is being built right now. Nick, do you, because we only see
this part, right? Do you have pants on right now?
I do. Today I do.
Yeah, I don't know. Now, when you think about it on your left leg, can you feel your pants?
Move around. Can you feel?
Yeah.
(08:15):
Of course you can. Were you thinking about that before I asked?
I was not. No.
Of course you weren't because there's hundreds of thousands of impulses per second coming
up to your brain. And if you were aware of absolutely everything coming in from your
senses, you'd explode. So your reptilian brain says not important, not important, not
important. That's important. And it takes that information and it sends it up to the
(08:40):
neoportex for thinking, reasoning, and problem solving. And we want what percent of our information,
Nick?
A hundred.
A hundred percent of my information making it pass through reptilian brain into the neocortex
for thinking, reasoning, and problem solving. If that information gets there and it makes
(09:02):
sense, it'll drop into the limbic system, which is the emotions, which is where our
belief systems are. So we, if you've got Fisherites and I have Rosenites and you got
Smithites, you got these people who had been with you forever and they love you and they
tell all their friends about you, that's because it dropped into the limbic system
as a new belief system. So when I am communicating with the patient, my goal is to get my information
(09:29):
past Nick, which part of the brain?
Cortex.
Past the reptilian.
Reptilian.
Reptilian part of it, which does filter it, right? And I want to get it up to the neocortex.
I want to get it up to the neocortex. And if it makes sense, it drops into the limbic
system. Now it's not really fair asking Nick these questions because these things
(09:50):
are new to him. But to, you know, chiropractors should have some basic memory of this stuff,
but that's how it works. Now here's the problem. What you and I were taught was to
speak from our neocortex to their neocortex. The problem is it has to go through the reptilian
brain. It can't, it's impossible to go directly to the neocortex. It must go through
(10:17):
the reptilian brain, but the reptilian brain only is sending nine and 49 is only sending
a, what two to 6% of the information up to the neocortex. The rest of it is filtering.
So if I want my information to get there, I need to speak from my neocortex to their
(10:39):
reptilian brain. Does that make sense so far? I'm tracking, yeah. All right. So I want
to speak from my neocortex to your reptilian brain, but it's filtering most all information.
There are two things and there's a lot more than that, but two things we need to discuss
right now to get our information past the reptilian brain to the neocortex. One, well,
(11:04):
there's three, one, you can do food fighting and fornication with your patients. Not a
good idea, right? Registration boards don't like that. So not a good idea. Okay. If I'm
not going to be doing food fighting and fornication with my patients, I had to figure another
(11:25):
way in two ways in number one, make it new, novel, and exciting. I am now speaking Nick
Slayne, right? New, novel, and exciting to get their attention. True story, Nick?
A hundred percent.
All right. So new, novel, and exciting. I'm going to be making it. How do I do that? I
(11:48):
make it about them. I speak to them about them because they are their favorite subject.
Nick's shaking his head. Like he's going, dude, you're speaking my marketing language.
The second thing I'm going to do is use Socratic questions. So here's an informational question,
what's your last name?
Fisher.
Did you learn anything or did you already know your last name?
(12:09):
I definitely already knew that.
Already knew it. That's not a Socratic question. So we've all heard the term Socratic question.
There's really quite a bit to it, but from Socrates, it is asking questions which cause
people to do this. It's causing them to think. You literally will see them do this when you
ask them, so what do you think brought this on in the first place? They'll go like this.
(12:32):
Well, when they look up, they're literally sending it up to the neocortex for thinking,
reasoning, and problem solving. You will see them think. And if you talk with them while
their eyes are looking up and they're processing, they can't hear. And then you pull them out
of their reverie of thinking and now you've lost them. Okay. So why do you think that
(12:54):
is? Where do you think you are on this scale? How healthy would you like to get to? What
are the things that are keeping you from resolving this? If there was one thing you could do
right now, blah, blah, blah. Again, I know I'm speaking Nick's language as far as marketing
goes because that's what it is in marketing too. You have to get their attention. We're
(13:14):
not playing the old style of marketing of let me interrupt your TV show while I talk
to you about Captain Crunch. People are fast forwarding through that. We have to have a
different approach, which again, because look through yourself. I know what you're doing.
So I need to, number one, I need to speak from my neocortex to their reptilian brain.
And the way I'm going to do it is through speaking to them about them and then using
(13:40):
Socratic question, questions, thoughts, comments, before we dive into the next step.
I love it. I mean, you're really flipping the script where you're trying to methodically
communicate in a way that's actually going to resonate with them and get them to actually
buy in and believe and understand the power that chiropractic is going to have on their
(14:01):
life.
Yeah, we're not. Either one is fine. If they don't buy it and they don't want it, that's
okay, but at least I need to make sure they ever stood it. And the vast majority, like
for my docs, most everyone has a nine out of 10 signing up for care plans. Whereas in
the Scare model, it's like three out of 10 because people, blah, blah, blah.
(14:24):
So what I'm going to do is I'm going to draw their story out of them and I'm going
to apply my story to their story. I'm not going to teach them. I'm going to take my
story, my teaching moments, and I'm going to apply it to their story. So normally in
a call like this, on a podcast like this, what I would do is I'd go into, how do you
do that in visit one and how do you do that in visit two? But because you're the marketing
(14:49):
guru, I want to go into something else. I will, if you go to the OHC system.com forward slash
I wrote basics with an X. If you go there, you will see, I have an 84 minute video for
you, which I go into way more detail about the neuroscience communications and how to
apply it. In essence, how to get your patient by the end of visit one to say, I understand
(15:12):
that I have some limitations. It could be causing my headaches as well as my sinus problems
and my indigestion and my PMS. I understand who brought it on. I understand what happens
if I don't get it taken care of. I understand what happened if I do. I can not only feel
better, prevent problems in the future, reverse the effects of the aging process or be healthier
(15:33):
in five years than I am now. I could have a better life. Oh wow. I could have a better
life. I understand it's a health problem, not a back problem. I want to get healthy
and stay healthy and you can help me do it. So if that interests you, you could go to
that 84 minute program that I put on there for you. But what I'd rather do right now
is talk to you about referrals. Do you like referrals? Yes. You love referrals. They're
(16:00):
free, right? I mean, if you do it right, they're free and you've already got the social proof.
They already trust you, right? And they usually make good patients. So would you like to increase
your internal referrals? And the answer is yes. Okay, good. How do we do that? Well,
(16:21):
what most of us do is we say, Hey, do you happen to know anyone who might benefit from
my care? If you do, here's a special offer. And our success rate is, you know, I don't
know, one out of 50, one out of a hundred, come back, you know, with that, it doesn't
work really well. There is a better way to do it. If we understand the neuroscience of
(16:45):
communications, which we'll, I'll show you right now. So first of all, good tracking.
Yeah. Okay. So also at the oac system.com forward slash cover basics, I have a very
detailed video of what I'm going to touch on right now because of time. I don't, I
don't, I won't be able to go into the detail that I do there. And I also have this for
(17:08):
you and this even me, old white man, even me, I could look at this and in 10 or 15 minutes,
I could do this, figure it out and go right in and start getting new patients. You guys,
you guys, you probably do it in five minutes. Watch the video, take you 15 minutes, read
(17:31):
this for five minutes, go in and do this. I promise you, you'll 10 X your, your internal
referrals, three stacks, actually four steps, but I'm going to stick with three for the
minute. The first step is I need to know how to open the conversation before I get there.
So remember where I said system one is headspace. So when I talk to people about referrals,
(17:54):
you know, how do I get reforms? And I go, here's where I want you to, I want you to
go do these three things. If you come back and tell me you got me patients far out, if
you come back and tell me you didn't get me patients, I know it's a headspace issue because
I literally could teach a 10 year old to do what I'm about to show you how to do. It's
not hard. It's really easy. If you have a problem subconsciously or consciously around
(18:19):
asking for referrals, the classic ones idea is I shouldn't have to ask for referrals.
I'm a doctor, right? I don't want to feel needy that kind of stuff. Then you're the
white belt hitting the brick and you break your hand. Don't break the brick. So you've
got to get your head on straight about your serving people, right? This isn't about you.
This is about serving people and saving lives, right? Do you hit on the right place? Now
(18:44):
procedure procedure is simple. Step one, how do we open the conversation? So I ask doctors
all the time when you ask for referrals, how do you open the conversation? And here's the
answer I get.
Silence.
Yeah, I don't know. I don't know how to open it up. I have eight different ways to open
it up. Okay. I just want to show you two, two, two, two, because I have done eight and
(19:08):
people go, well, which one should I do? Two of them right here. Number one, wait until
you do in a reevaluation. And at the end of the reevaluation, they're happy to say, Oh,
by the way, on my outcome assessment questionnaire, it says, you know, like or do some kind of
special offer inside of your practice. Right. And I would assume you have all kinds of different
(19:28):
things you can do in this regard, Nick. And there would be just a flyer and you go, Hey,
did you see this flyer? Did you get our email? Did you see the text that opens the conversation?
So like you all get, you can do that, right? That opens the conversation. Okay. Step two,
(19:48):
I have to get them emotionally involved. Nick, where are all buying decisions made from?
The heart. Yeah. The heart, which is the limbic system. So when you say heart, you don't actually
mean that there's a beating heart. You mean kind of the gut heart and that's a limbic
system. Yeah. Emotions and our belief system. So you remember, get the information past
(20:13):
the reptilian brain to the neocortex for thinking, reasoning, problem solving, dropping into the
limbic system. All buying decisions are made through the limbic system. Now we, we tell
ourselves new, well, I actually made a list and I put frozen hunts and blah, blah, blah.
That's to get your brain, your neocortex to be okay with the decision your gut made,
(20:35):
but your gut is making decisions. That's the truth. If you look at any neuroscience,
how it works. So I have to get them emotionally involved. How many people, let's assume you
have, you, you have people that like, okay. And that they have been getting good results
and that they want to refer to you. Some of them, a, just don't know that they can refer
to you. B, they would like to, they don't know how to, but regardless, if you open up
(21:01):
that opportunity for them to refer by the time they get out to the car, I'll bet you
a dollar, what I do with my phone, they have already checked texts, emails, social media.
I'll bet by the time they get to the car, they already do that. If they do that, are
they going to remember that they're going to call their friend and refer that? No, they're
(21:24):
not. So I need to get them emotionally involved so they are in investing in getting their
friend in and see me. So far so good.
Oh yeah.
And again, because I obviously have not studied any of the marketing you have, but I've studied
enough marketing that I know you know all this is true. I've been trying to tell people
(21:45):
this forever. So what I'm going to do is what I'm not going to say is do you happen
to know anyone that leads to a yes or no answer? Okay. And there's nowhere to go with that.
Well, okay, whatever, go ahead and give them this. What I am going to say is who do you
know? So did you see we're doing this event? Yes. Let me ask you a question. Who do you
(22:08):
know that you think could benefit from my care? Now that causes a different response.
They have to do this. Well, and they're searching, they're getting it up to the neocortex. Because
if you say, do you know anyone who you think benefit from my care, it doesn't have to
get there. They just, while they're drooling, go, yeah, I'm sure I do. And you go cool.
(22:32):
And they, and you give them this and they walk out. Hey, who do you know who you think
could benefit from my care? All right. They will come up with a name. I need a name. I
need a person. Now they may not, they may go, gosh, I don't know where you're here.
You play with who you're allowed to refer to me here. Let me ask you a question. And
then just double click on the brain. So just go into what about friends, what about family?
(22:55):
I know you're on a tennis team, blah, blah, blah. So you double click on those parts of
the brain that opened it up so they didn't find something. So who do you know? And then
I'm going to ask what's their name and how do you know? Now, obviously if they say, who
do you know? Mary, my mother, I'm not going to say, well, what's her name? They just told
you, or you're not going to say, but one way or another, they're going to say it's a friend
(23:17):
or they're going to say name it. And then you'll say, how do you know them or what's
your name? So who do you know? What's your name? And how do you know that that makes
this real for them? And they're thinking about that person. Well, let me ask you a question.
What's going on with them? This is where just be a normal regular doctor. What's going on?
They got a little back beat. I'm so sorry to hear that. You guys work together. Yes.
(23:38):
Is it affecting their work? Yeah. She's been missing some days and blah, blah, blah. Wow.
Sounds like he care a lot about it, right? Just acknowledge that. Let me ask you a question.
Have you mentioned me to her before? Now, if they say yes, all you have to do is say,
no luck. Obviously they haven't come in yet. If they say, no, I haven't. Well, listen,
(24:02):
it sounds like you care a lot about them. Can I make a suggestion? So that's part two.
So one open the conversation. Hey, did you see this referral to who do you know? What's
her name? How do you know what's going on with them? Have you mentioned me to them? Wow.
Sounds like you care a lot about them. Can I make a suggestion? The more that they, they
(24:24):
celebrate the more that you get them to emotionally feel for their friend and that they want to
reach out and help their friend, the better chance they have of getting to here in contacting
them instead of what else, whatever else you were going to do. Right. And you literally
can say, can I make a suggestion? You got your phone? Yeah. Would you do me a favor?
(24:45):
Yeah. Reach out right now. You got the phone. Just reach out right now. So far so good.
Get them to take action. I love it. Speaking to the heart, getting that emotion and involvement
and then getting them to take action right away before the millions of distractions out
there take their mind somewhere else.
That's right. Which is exactly what you were doing, right? Whether it's on the website
(25:07):
or whether it's on a paper click or whatever it is, you've got to grab their attention.
You got to get them to get you're speaking to me. Oh my gosh. You're speaking directly
to me. And then what am I going to do? You know, probably action solution and hold on.
I need to take action. I need to take action right now. So I know that that's what we
do it. And I'm trying to get these, these folks to do the exact same thing. And it's,
(25:28):
it's this simple, open the conversation, ask these questions. And now I need to number
three teach them how to refer. I know this sounds stupid, but they don't know how to
refer. You get them to this point and they go, yeah, don't go out and go tell my friend.
And they go out and they go, um, and they literally don't know what to say. They'd
feel uncomfortable. They might be rejected. The person might not like how to practice.
(25:50):
They just don't know how to open the conversation. They're not an extrovert, blah, blah, blah.
So you need to teach them how to refer. Now there's a zillion different ways to teach
them how to refer. My favorite, my favorite is the phone consultation. That's my favorite
is listen, sounds like you care a lot about him. Can I make a suggestion? Nick, if you
(26:11):
would like, I would be happy. Got that? If you would like, I would be happy to get on
the phone with your friend and Susie, no charge. See if it's something I can do to help her
out. If so, I'll let her know and give her a special offer in your honor. And if not,
I know everybody on Island and I'm confident I can at least order in the right direction.
(26:33):
Would you like me to do that for her? Yes. Would you do me a favor right now? Color,
texture, whatever it is you do get a hold of her. Let her know that I'm the guy who helped
you out. Million dollar phrase. Let her know I'm the guy who helped you out. And that I
know that I know you've been going through this. This is a guy who helped you me out
(26:54):
and he'd be happy to get on the phone with you. Would you like to do that? Okay. Good
with that so far? Powerful. It's powerful. I love it. Oh yeah. And again, I'm going
to do it all kinds of other ways, you know, and then you could, you literally could, you
know, bring them the next class, bring them to your next adjustment, whatever it is. Look,
you know, you know, Nick, that are an item, you know, what, what of these things do you
(27:17):
think would work best? But I promise you learn how to open the conversation. Step one, get
clear that you want, you want referrals because you're going to be serving humanity. Number
two, how do you open the conversation? Number three, how do I get them emotionally evolve?
Number four, number three, how I teach them to refer. And then the last thing, and I know
(27:38):
this again, sounds stupid, but it's the follow-up. It's the follow-up. It's a follow-up.
Now I know Nick will probably tell you, you'll never need to follow up with people. Nonsense.
You got to follow like now. I was only getting like, you got to follow up and follow up and
follow up. In fact, when somebody sees information, how many times is it that they need to see
before they usually take action? First time?
(28:02):
Definitely not the first time.
Definitely not the first time. Right?
No, usually, I think they say it's eight to 11 touch points. So it's pretty up there.
I think it varies, but yeah.
Yeah. So follow-up is really important. What doctors do is they do this and then they just
wait. And what I'm saying is make a note. And I would say, so listen, go ahead and do
(28:24):
that. I'll check in with you again next time. Next time they come in, less than 50% will
have done it. Right? Well, you would do a way better than if you just gave them a card
and said, go do this. Right? But less than 50% will have done it. So you get to check
back in, hey, you get to talk to your friend, Sally. Oh man, I forgot I meant to do that.
Now you can either say, hey, go ahead and do it. I'll check with you next time. Or
(28:46):
you can say, listen, I know life gets busy. Would you like me to just call her?
One or two things are going to happen. You're either going to go, sure, here's her number.
And then just call and say, Sally asked me to give you a call. Or, or they will say to
you, nah, I don't really feel comfortable doing that. I'll get ahold of her. And they
will. Right? It's now put them in that position that they feel in out exchange and they want
(29:11):
to do something for you. And they'll go ahead and do that. So you got to follow up
with these people. And I promise you, if you just go to that wadecsystem.com forward slash
carobasics, go through the 84 minute one, if you like the concept of applying it and
you want to help you get healthy and stay healthy. And then go through this, watch the
video, read this twice, go through with your entire team and spend one week, choose three,
(29:37):
two, three people a day. One person is sure that you will have this conversation with.
And I'll bet you that you can 10 X your internal referrals. If you just speak from the rep,
from the neocortex to the reptilian brain, instead of from the neocortex to the.
Dr. Russ, I love that. That's super powerful. The way that you use communication to really
(29:58):
tap into the emotional side, to get people to buy into the idea of the power of chiropractic
and how it can be applied in the referrals and actually growing your practice to where
you want it to be and touching more people's lives in your community. That's super, super
powerful.
Yeah. And I can also throw this out. So I know in your program and I don't know if everyone
(30:18):
does it or not, but if you don't, I can't recommend it up to you, but you know, the,
I don't know the word you use for it, but the reviews that people get, you've got the
system where they can get reviews.
Oh yeah. Are you referencing ChiroPipe, the software?
Yes. Yes. Yeah.
Yeah. So you, you have that opportunity people to give reviews.
(30:40):
Yeah. ChiroPipe, the, we have a software that allows us to do review requests so you can
collect reviews from your patients automatically.
It's huge. It's huge. Right. And I'm interested. So I'll let that go. So if you, I can't recommend
(31:00):
nothing doing that. Look right now, we know for sure. And one of the things that I tell
my patients is, I'm sorry, one of the things that I tell my doctors is if you just bring
it up, I eat. Look, one of the things we have found when we ask people, what's the reason
it finally got me to come in and see us, the number one answer is you have all these incredible
reviews. I mean, that's like the number one answer. That's the thing people go to right
(31:23):
now. And so if it's true that it would really help people make a decision to come in to
get their life back, to save their life, then you want to have as many wonderful reviews
out there as possible. While you're opening that conversation, we can talk about testimonials.
We can talk about referral. Like it opens the doors to so many things. Incover Pipe
(31:44):
is why I love that piece that you have, because it's an automated piece of the puzzle that
opens the door. Right. So then they come back and they get a review because you saw that.
And obviously, doctor, you're going to thank them for that. And is that a way to open up
a conversation about referrals? Yeah, obviously it just opened the door. By the way, thank
(32:06):
you so much for doing that. Who do you know? What's your name? Right. And there you are.
So all of this marketing stuff comes together beautifully. Oh, it's just one double click
on that one piece right there. But if you're doing the program, Nick's program, it fits
in there just perfectly. And then take action and actually do the things that he's recommending
(32:28):
because it works.
Yeah, that is great. Reviews is a great segue into that. Reviews are super powerful. You
definitely got to be doing that and how it ties into the referral program and the way
you communicate. This has all been really, really great stuff. So you mentioned the resource
would be available to doctors at it's the OHC system dot com slash chiral basics. Did
(32:51):
I get that right? Yes. Gotcha. And it's perfect with an X. And then if someone wanted to get
in touch directly with you, is that the best resource to go to? Is that one right there?
Yeah, yeah, actually. And I think on there, if you wanted to get a hold of me, get on
and chat about where your practice is. I set up an entire hour to fill out a questionnaire.
(33:12):
Get really clear about where you're at, where you want to get through me, if I might be
the right guy to help you get there.
Perfect. Well, thank you so much, Dr. Russ, for sharing all that knowledge. Really, really
powerful stuff. Chiropractors, if you're looking to grow, check out that resource and let Dr.
Russ know if you have any questions. Of course, we're here to support you as well on the marketing
(33:35):
side of things. Dr. Russ, thank you for your time. I really, really appreciate it.
Thank you very much. Aloha again.
Thanks for tuning in to the Chiro Basics Podcast. If you liked the episode, don't forget to
follow us on Facebook and YouTube. You can learn more about chiropractic success online
at chirobasics.com. That's C-H-I-R-O-B-A-S-I-X dot com. See you next time.
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