As a chiropractor in solo practice for 12 years and a chiropractic coach and mentor, I have practiced and taught many people to incorporate the question of the day in their office. One of the greatest struggles for practicing chiropractors is their table talk. Once you incorporate the question of the day, it changes everything. You become more focused, the conversation in your office becomes streamlined and on purpose, your TEAM is engaged in the topic of health, and your practice members feel that you really care about their well-being and progress as a human being.
I am often asked to provide my top 50 questions of the day as if I can just rattle them off or have them written in Word format to send at the click of a button. But my question of the day is not going to be your question of the day. Doctors then ask how I come up with them each day, and I am about to share with you that very process. The morning routine and where your headspace is will determine what the topic in your office will be. We have a television in our open adjusting area that displays a different question each day. Our practice members are trained to read that very question each and every adjustment and to then lie down on the table and think of their answer while someone else gets adjusted. This entire process is taught in our video series called ‘Legacy University.’
Your morning routine is the most important thing you will do in practice. Have you ever heard the phrase “How you wake is how your entire life will be”? Well, this isn’t any truer than in practice. I once worked for an incredible female chiropractor as a preceptor. Her passion for this profession and the power of chiropractic was unparalleled. However, her preparation and morning routine was one I always wanted to stay away from. She would walk in the door 5–10 minutes after her first practice member was already there, frazzled, rushed from sitting in traffic, drinking coffee, and still having to mark x-rays for the day. That energy would transfer into her practice. It seemed every day was rushed and unprepared—and the TEAM felt it. Somehow, her overwhelming passion to serve still transferred into a great practice. But I often wonder how amazing it could have been had she prepared for her day differently.
Even as an intern, I was the first one to the office, often waiting for the CA to open the doors for me. I wasn’t serving any significant amount of practice members; I wasn’t even licensed at the time. I knew, though, that there was some innate power in getting up early, preparing my mind and body to serve. As Kevin Costner said in Field of Dreams, “Build it, and they will come.”’ It is the silence of the morning that allows people to think with perspective, with a clear and rested mind, to visualize success and create an expectation with which to attack their day.
First, how early do you wake up? Second, how soon do you get to your office before you see your first practice member, your CA, or anyone, for that matter? What is your routine when you get to your office? Have you trained a TEAM member to set up your day for you? How prepared do you feel mentally and physically each day to serve the masses? When you ask people these questions, most of them have no idea what you are even talking about, but those that know me personally will say that I am always the first one up, always prepared, and extremely disciplined. If you have ever read a book about or interviewed highly successful individuals, they are always up early.
Now, for a little insight into my morning routine. You need to develop what works for you and your lifestyle, your practice, your vision, etc. I wake up each day before 5 am. On practice days, I get to the office around 5:30 am. My TEAM has been trained to set out all my report of findings files, x-rays, re–x-rays, and re-examination files, etc. in a designated place for me each night. I first mark all my reports and x-rays so I am familiar with each file and pre-conditioned for my communication that day. I then spend about 5–10 minutes stretching in my office in a meditative state while visualizing our service that day, number of people getting adjusted, new people, phone calls, collections, energy level, just about anything I want to create in your office. I then head out for a 20–30 minute walk to further warm up my mind and body. While on this walk, I admire the beauty around me, the sunrise, the trees, and the sounds of nature. I am an extremely moving-centered person. Some human beings do their best thinking while being still, but my meditative state is when I am in motion. On my walk, I do three things that define each and every day: 1) I state my purpose statement for my life. Each one of you MUST have your purpose statement that defines who you are and what you stand for in your life. 2) I state the ten things I am most grateful for that day. 3) I state several affirmations that define what I am creating in my life.
I return to my office around 6:45 am, have a power 5-minute meeting with my morning CA to create our expectation and goal for the day, adjust my CA so she is clear and ready to serve, get adjusted myself as my chiropractor meets at my office to adjust each other. At 7 am, we serve our first practice member.
Change your morning routine and change your life.
If you would like more insight into practice development, visit www.legacypracticesolutions.com or call (855) 955-8201. Dr. Marc Gottlieb is the cofounder of Legacy Practice Solutions and has been in practice for over 12 years. He currently has a high-volume, family-based chiropractic office in San Diego, CA.