…with new practice member: “I don’t know a lot about xyz disease(condition) but I know that an interference in the nerve system caused by a vertbral subluxation reduces your body’s ability to do everything including but not limited to healing or curing itself of a disease.
“It’s as simple as that”.
Thanks for the reminder.
So when a person asks: “So doc, are you telling me that when you correct these vs that my body will now heal itself from this xyz disease??” , what do you say?? 😉
Joseph,
Another way would be that, if the new practice member has attended your PRE-CARE orientation, you may turn around the question back to her saying: “Mrs. Jones, do YOU remember what I said… that the innate intelligence of YOUR body replace cells every day?” “Yes” will be the reply. So, Mrs. Jones, WHAT are do YOU think?” –
– Mark my words… My experience reveals that 8 out 10 will answer in a way that’s appropriate and needing just some tweaking. The 2 out of 10 that can’t figure it out, the tip you mentioned above is excellent. 😉
… and may I say, that these 2 WHO couldn’t figure it out are raising a flag that requires further education as in telling them the story over and over and over and over again in NEW creative ways. You may even ask the same question of them on visit #22 and see how YOUR education program is doing. 😉
Totally agree Claude and as Joe D said before, the orientation/lecture/first visit is THE most important of all the visits as what is said there lays the foundation for all future visits.
Tom, Joe and Dr. Lessard,
Great advice!
So now, when a person asks, “So doc, you have corrected these vs and my body is not healing itself (or not healing itself fast enough) from xyz disease. Why?”, what do you say??
Don,
A person asking this question implies that she has expectations of healing xyz. WHY is that?
Claude, I like to ask myself, “what philosophical concepts/ principles has the Pm not understood or have I not explained properly to cause them to ask that question. IOW Don,where is the deficiency in my orientation? What do you think? Are we making our explanation of NTOSC clear or are their limitations in the matter of their eb?
Joseph,
Any problem OUTSIDE of the NTOSC is truly found INSIDE the NTOSC. And if a flaw OUTSIDE is to be corrected, to the NTOSC the process of transformation starts INSIDE, in the NTOSC, not OUTSIDE. This is a difficult concept to grasp as it requires a great deal of humility. This underscores the importance of owning deeply chiropractic philosophy.
New to the board but not objective straight chiropractic. What does the “NT” stand for in front of the OSC? Thanks for the clarification!
Hey Michael,
NT stands for non-therapeutic. Which to my understanding means addressing subluxations because they in and of themselves are a detriment to life. (To quote my ol’ friend Claude,) Further more, the NTOSC has identified the objective of chiropractic as: the LACVS for a full expression of the innate FORCES of the innate intelligence of the body. PERIOD. –
Dr. Lessard and Dr. Strauss,
I would have to say that the person has probably not understood that chiropractic is non-therapeutic.
I encountered this after my explanation that chiropractic when applied properly chiropractic has restorative consequences. I did not intend on implying an expectation of healing xyz but I can now see how this could be inferred.
What advice would you suggest?
After this incident it seems to me that in order to be non-therapeutic in an explanation and avoid these pitfalls with these few individuals, one must come out right out and say chiropractic has NOTHING to do with healing and getting better otherwise you run the risk of them associating vs correction to curing/healing xyz condition. Of course, this isn’t entirely true but what alternative is there? Thoughts?
Don,
This is some of the content of Joseph’s opening statement: “I know that an interference in the nerve system caused by a vertbral subluxation reduces your body’s ability to do everything”. –
– Joseph “rolls in the deep” of chiropractic philosophy . He owns it! For that reason, he can say what he said above. He doesn’t just say the words with his mouth… He says it with is mind, his heart, his nerves, his everything. He tells the truth that he owns. That’s a good start to tell the story over and over and over and over again. –
– To tell the truth as one owns it, is paramount to communicating the story. You seem to be well on your way. –
– It was said one year ago this month… “Let us carry on. ADIO.”
Dr. Lessard,
Simply telling it the way you see it and expect nothing.
Offer this unique ADIO view of life as you can best communicate it over and over again.
I can see what you are saying but I’m still attached to the outcome of the story in the individual. Did they get it? Why or why not?
Should I not be attached?
Others say that they will get it in THEIR time, not yours. Every process takes time. Thoughts?
Don,
Dance THE dance according to DON. All the rest will follow. (those WHO choose to join you in THE dance will. Those WHO don’t… won’t.) –
– Remember to get out of the car. Otherwise you won’t get in the house and you might just live the rest of your life in the car. How easy is it to dance in a car? 😉
Hey Don,
When you look back on 20+ years of practice and see some patients that have been with you the whole time, you wonder what you said to them. How did you handle them differently, what made them stay? Truth is, it’s usually more about them. I try to be observant not attached, much like when adjusting. Everyone deserves your best effort, some will give theirs back. Nobody keeps everyone that comes through their doors.
Continue to grow, share what you know, some will say yes, some will say no.
Dr. Lessard,
I have to go hunting for that analogy about the car. I can’t recall what the house and the car represent exactly. Dancing can be difficult but possible ;).
Steve,
I think you are right. Nobody keeps everyone that comes through their doors.
Although, I believe this Marketing people I have spoken to contend that the number of people you keep is dependent on the quality of the message and your ability to deliver it in a way that people see the value. The product is not as significant as most would assume.
Moreover, if the message does not tap into their value system at a level high enough in their priorities then this decision is not actionable in light of their other priorities.
Don,
Here’s where you can find it:
Claude Lessard 09/29/2012, 1:09 am:
The NTOSC accepts the MP as an a priori assumption based of objective observation (non-judgmental) and using inductive reasoning. From the MP, the NTOSC reasons its deduced 32 principles and logically concurs with their conclusions. Further more, the NTOSC has identified the objective of chiropractic as: the LACVS for a full expression of the innate FORCES of the innate intelligence of the body. PERIOD. –
– The PERIOD indicates the willingness of passing from the philosophical concept of innate intelligence to the concrete nature of the human being and trusting the outcome from an ADIO view point that the conclusion will see itself through with or without our philosophical interpretation of it. VS interferes directly or indirectly with the innate forces of the innate intelligence of the body (pri.31). This is the ULTIMATE reason WHY the NTOSC is one WHO chooses to practice the objective of chiropractic. –
– Once again, “I repeat” : the NTOSC is one WHO chooses to practice the objective of chiropractic which is to LACVS for a full expression of the innate FORCES of the innate intelligence of the body. PERIOD!
– I have a further comment to make and this is an example to help you grasp WHAT I am saying here: –
– When you drive your car from your office to your home, do you enter your home with your car? NO, you don’t enter your home with your car. You GET OUT of your car and you walk in on your own. Your car did its job very well… it got you to your destination. WHEN you are where YOU choose to be, you LET GO of your method of getting there (car). The NTOSC uses chiropractic philosophy and the concept of innate intelligence to explain why SHE chooses to practice the objective of chiropractic. The philosophy and the concept did their job very well… it got the NTOSC to her destination. WHEN she is where SHE chooses to be as an NTOSC, then she lets go of her method of getting there (concept) and LACVS. Doing so, she concretely address principle 31 and restore principle 32 by fulfilling principle 33.
– Someone said once: “It is as simple as that! –
That was the one!
Thanks Dr. Lessard. 🙂
Hey Don,
The key word is THEIR PRIORITIES. Yes you want to deliver an enticing message in as many ways a possible. Yes you want to be congruent with your philosophical understanding of chiropractic. Ultimately it is up to them. Do you remember in school, some dropped out? Didn’t they get the same lectures you did? You “got it” you stayed, you got the degree.
Good point Steve!
The message was the same and yet those few still chose to leave.
I do remember some classes that were more popular though. These same classes were packed to the brim with a waiting list while others were cancelled due to limited enrollment.
I think this is what the marketing types try to address.
Don,
ADIO world view requires work on the part of every individual including the NTOSC. It’s about getting IT… not to get grades on tests. HOW does ONE gets IT? It’s different from person to person. That’s WHY it is paramount for the NTOSC to OWN the philosophy in order to CREATE thoughts that will challenge and stimulate the person with whom you are sharing. It’s about telling the story over and over and over and over again in as many CREATIVE ways as doable for the people WHO you choose to engage. Once this is actualized, all that remains to be done, is to LACVS and LET GO of the outcome by getting out of the way. –
– For the most part our education system is based on telling people WHO to be, WHAT to do, HOW to do it, in order to FIT within the system of OIBU. Chiropractic, on the other hand, is about its objective within the context of ADIO worldview. –
– People study marketing ( the art of selling a product to a specific market of people) in order to communicate the “value” of a product or service. You said: “I think this is what the marketing types try to address”. Really? Within our profession this system started way back with DD when he advertised in the Davenport paper about curing ailments of the body and that he had found the causes of diseases. BJ was a staunch promoter of advertising as well. His radio station W.H.O. in Davenport even advertised for drug sponsors in 1931 (Well kept secret from “Lamar Podcast. com”) in order to generate revenues. Imagine that! –
– Question for yourself… WHY would a marketing type promote Chiropractic? Question for yourself… WHAT would be the motive from a marketing standpoint to “sell” chiropractic to the public? Do you understand? Don’t answer right away. Question it… for YOURSELF!
– The point is, IT requires hard work on both the NTOSC and the people. –
– Let us carry on… ADIO. 😉
In answer to your question, “WHAT would be the motive from a marketing standpoint to “sell” chiropractic to the public?” As I understand it, once a person has the “BIG IDEA” , one should be as skillful & resourceful in using as many means as possible to communicate it. The one problem within the profession, as I see it, is that most NTOSC’ers are sincere, honest & dedicated to the philosophy, art & science of chiropractic and NOT MARKETING EXPERTS. I, myself, love chiropractic but absolutely despise “selling” of any kind. Don’t you think that the best chiropractors are those who have the gift of “SALESMANSHIP” along with their love of the principle??
I hear many people who own small businesses feel the same way, that they love their product or service, but are not expert in promoting them. They hire other people to do their marketing for them.
What do you think?
Straight,
My question should have been: … from the MARKETEERS’ standpoint and NOT from the “marketing stand point”. –
– You see, one cannot give what one does not own. The MARKETEERS would have “get the BIG IDEA” and own chiropractic, otherwise WHAT the MARKETEERS will market is the OIBU “feel good” that people are expecting already. HOW can the MARKETEERS own chiropractic? The chiropractor WHO owns the BIG IDEA would have to “sell” the BIG IDEA to the MARKETEERS, right? Yet, the chiropractor does not have the gift of “SALESMANSHIP” you say. Can you see, it’s going around in circles? –
– From the very beginning of chiropractic, the problem has been to NOT “owning” chiropractic and MARKETING AND SELLING that which is NOT “own” that got our profession into the mess we’re in. With all due respect to DD and BJ, early on, they did NOT own chiropractic, as there was NO chiropractic, as we know it, to own. DD missed the BIG IDEA from the first time he assessed that he had found the cure for deafness. And that’s WHO he chose to BE, a MARKETEER of deafness cure. BJ followed his father’s footsteps by advertising and selling that “chiropractic gets sick people well”, an so on, and so on. It’s NOT a criticism, it’s WHAT SO! By the time the BIG IDEA came to be understood, it took quite some time for that BIG IDEA to be “owned” by matured chiropractors and passed on to the people. There is nothing more dangerous than having the BIG IDEA in the hands of immature chiropractors (read chiropractors NOT “owning” chiropractic). BJ said toward the end of his life that the BIG IDEA was a sacred trust… It takes maturity and wisdom to CARRY ON a sacred trust, not ONLY the knowledge of it. You see it happening all the time, people WHO are sent to the office from MARKETEERS are NOT coming in to obtain the chiropractic objective at all. NO, they are SKILLFULLY SOLD deeper into OIBU and more resistant to your orientation or pre-care lecture (which is, IMO, the most effective way to tell the story over and over and over and over again). All the MARKETEERS are interested in, is to get NUMBERS into the office. They say that, then it’s up to the chiropractors to “convert” them into members. Members of WHAT? It’s like a political campaign marketing republican principles and sending people to the office so you can convert them into democrats. It does NOT work!
– You stated: “As I understand it, once a person has the “BIG IDEA” , one should be as skillful & resourceful in using as many means as possible to communicate it.” At first glance, it makes sense, until we go deeper into “skillful & resourceful”. Does it require skills to share the story over and over and over and over and over again? NO, it does NOT! What is required is that you “OWN” chiropractic, BE truthful, courageous and congruent by FIRST and foremost LIVING chiropractic YOURSELF, and WHO you choose to BE with regards to “GIVING” chiropractic to those it belongs to, which means to ALL PEOPLE. And yes, you read “GIVING”… It is about “GIVING” chiropractic that is “OWNED” by every single atom of your BEING in sharing the story over and over and over and over again world without end with EVERYONE you choose to share the story with. –
– It is WHEN it is you WHO choose to share the story over and over and over and over again with people that the REST WILL FOLLOW (read “that the money will follow”). 😉
– AMAZING ISN’T IT?
… as we continue our inquiry, together without condemnation, into communication “skills and resources”, the NEW question is: –
HOW does the process of communicating the BIG IDEA to an other unfold, as we tell the story over and over and over and over again?
At the risk of being redundant. . . . .
The brain of the “GIVER” has the concept down very clearly & communicates by words & body language this concept to the “RECEIVER”. If the “RECEIVER” has an open mind & wants to take in the new information then transformation is possible.
Straight,
Let us, together without condemnation, inquire further. HOW does the “GIVER” address the “If the “RECEIVER”…?
Not a clue.
We’ve all heard the phrase that some things are taught, and some things are caught. Knowing what I know up to this minute in time of all I learned in chiropractic, dealing with people, promoting etc.,it still boils down to the “receiver” being open & listening & accepting.
Great thread!!!! giving a pre-care orientation will educate people but shifting their paradigm takes time and many never really get it (own) a good example is our fellow classmates and even those that got it changed when in practice $$$$ check out their web-sites……
Owning it means it is a conviction and not just a belief….
never really figured out how to market ntosc other then word of mouth and that is flawed…..also slow
Richie there is no way to market/advertize sc-osc-ntosc-oc. What can be marketed/advertized is an event, a talk, whereby people can come learn about sc-osc-ntosc-oc.
I like the way you think Tom.
Gentlemen,
I refuse to believe OC is unmarketable. Don’t tell me you can’t advertise the metaphysical, churches have been doing it…, forever. Don’t tell me you can’t market a procedure, look at Radial keratotomy, varicose veins, porcelain overlays. Our mission should we choose to accept it, is to communicate our message in a way that is accessible. Yes we may have to, and I hate this phrase, dumb it down a bit. As discussed earlier we have to approach the public on their level. We can’t expect them to understand physics when they are stumbling on math. Like Claude says, “let’s get out of the car” and meet them face to face.
Again I ask, what’s the difference between a cavity and a dental carie, the difference between a blocked artery and atherosclerosis. The only difference I can see is one is public terminology the other is Dr. speak. For those that don’t know what a vertebra is, LACVS means nothing. What could be wrong with starting at “Nerve Interference”, easily pictured, easily understood. We could start with a separation of brain and body due to nerve interference, build to loss of function due to nerve interference, build further to decreased life quality with nerve interference. This would stimulate interest. Then we add detail, as in what the major cause of nerve interference is…Who specializes in removing this interference…What a subluxation is and why it is important. This would increase awareness. Then, and only then, should we approach Innate Intelligence, Force and Matter.
I firmly believe this could be done on a massive national campaign and pave the way for further education either nationally or individually.
Ask you next 5 PMs what a dental carie is, or what’s atherosclerosis. If any give both correct answers I’ll eat my words. (Non-bypass patients for athero..though even they may be unfamiliar with the term)
I was thinking about this at lunch. What do you think would have gone through Harvey’s mind if DD had said, “Harvey, this adjustment is going to reunite you with god”?
If Harvey even heard him to begin with, he probably would have thought, “Oh Lord, he’s going to kill me!!” And then run out of there!
Steve,
The uniqueness of objective chiropractic and the LACVS make it difficult for me to see how dental caries and atherosclerosis are similar in the “features and benefits” department. Could you explain how LACVS and cavity treatment or addressing blocked arteries are alike?
I see one as PREVENTION and LACVS as something entirely different.
Maybe I got this one wrong. Not sure…:(
Hey Don,
NO, NO,NO, there is no comparison of procedures. My point was , in educating the public/patients we must speak their language. Did you ask your people the questions? The idea is that EVERYONE knows what a cavity or a blocked artery is yet they know nothing of the technical terms(caries/atherosclerosis) And they know even less about the processes involved. We chiro.s want to bring complete strangers directly to the bedroom. No introductions, no preparation, just a short course in the waiting room and we expect lifetime compliance. Subluxation is as difficult to understand as it is to say.
Read Tom’s response(5/10..8:49pm). This was DD’s thinking at the time, adjustments were for reconnecting man the spiritual with man the physical(closer to god). However, if he had made this known to Harvey, he may have scared him out of the office. Baby steps, we need to take baby steps in mass education. Starting with the simplest idea…nerve interference(everyday words, hard to misinterpret). Yes we know it is so much more than that but you don’t give an F-16 Fighter Jet to someone that has never even driven a bumper car at the fair. Think of how you teach your children. Letters first, then small words, then big words, then short phrases. then sentences, paragraphs, chapters, books, volumes..finally…IDEAS. First the public needs a chiropractic vocabulary, not high tech terminology but in common words, then we can communicate our ideas. It may take a generation or two, but hey, we’ve got nothing but time, right?
Steve,
Taking steps necessary to teach the overall concept of lifetime chiropractic care does seem best accomplished by “miilessons”.
Those who are more of the mind of putting it all our there on day 1 intrigue me. There is definitely a subtle skill in teaching/educating the John Q. Public that I am still learning.
You suggested “nerve interference” as a starting point. I am not disagreeing with that but is that the best starting point? How do we know that is the most effective strategy for everyone?
Let us, together without condemnation, go deeper. WHY is it that the same “mini-lessons” using terms like “nerve interference and separation of brain and body” are effective WHEN employed by some chiropractors and are NOT effective WHEN employed by other chiropractors… regardless of “owning” chiropractic? Do you really think those chiropractors WHO are effective, are just lucky or that they talk to people WHO happen to choose to be open minded, listening and accepting?
Hey Don,
Obviously there is no answer for “everyone”, so I challenge you and anybody else reading this to come up with a better term or phrase for the masses. It must be generic, self-explanatory, non-proprietary, easily translatable, encompass the major tenets of chiropractic, and understandable by a 3rd grader.
I had a patient come in after an extended absence telling me he had a “pinched nerve”. How did you know that, I asked. He said his MD diagnoses it by CT. He was referred to a neurosurgeon not a chiropractor.
Dr. Lessard,
I see both as contributing factors. The information could be presented poorly AND the receiver of the information could be a “pre-qualified” listener. Pre-qualified meaning they are your target market.
Gleaned from your question, your target market would be people who are open-minded, listening and accepting.
Best case scenario, you have great presentation and the person infront of you is pre-qualified.
How one goes about in “pre-qualifying” those individuals to make the most effective use of time and effort is a question I cannot answer but looking forward to discuss. 🙂
Don,
Is it that the chiropractors WHO are effective are only MOVING “pre-qualified” people? Or is it that there are some steps involved besides information and good will in order to MOVE people from point A to point B? Here is a clue from the principles: –
– It is about manifestiong MOTION on the part of the listener (pri.14). In order for MOTION to be manifested, MOTION needs the application of FORCE by intelligence (pri.15). –
– The question really is: WHO can we choose to BE when we tell the story over and over and over and over again to ALL people?
Dr. Lessard,
You wrote,
Is it that the chiropractors WHO are effective are only MOVING “pre-qualified” people? Or is it that there are some steps involved besides information and good will in order to MOVE people from point A to point B?
I agree, information is absolutely necessary. The quality of that information is subject to variability. Do the chiropractors MOVE the “pre-qualified”? I can’t say that they alone do it but I do think the information is what is a contributing factor.
I am not sure how goodwill applies. I assume it means open-minded, listening and accepting. M-W defines good will as the favor or advantage that a business has acquired especially through its brands and its good reputation. This does not seem synonymous with “pre-qualifying” but I guess COULD be depending on the chiropractors particular view. What is your view and opinion?
One more tidbit to add,
“People WHO are sent to the office from MARKETEERS are NOT coming in to obtain the chiropractic objective at all.”
I agree Dr. Lessard. In my mind, the people that fit your description here would not be “pre-qualified”.
In other words, those that come as a referral of someone in care, has heard and understands the objective of the chiropractor (in other words a “raving fan”) would be more likely to be termed a “pre-qualified” person.
Don,
WHAT is the FIRST step involved in MOVING people (pre-qualified or not) from non-chiropractic to “raving fan” chiropractic?
Dr. Lessars,
Finding out where they are with their understanding.
Had the same questions about what is marketable in ntosc and in two books this week i read this:
“Patients will not and do not pay what insurance companies do”
In another:
“Our job as a believer in our product, who knows more about it than anyone, is to,load the “value” end of the scale so heavily with education and information that the value outweighs the “time and money” end of the scale for the customer and he purchase naturally occurs. Our purpose as we serve/sell our customer is to build the value of our product or service by educating and adding information to the other end of the scale.”
“Once I saw all the features and benefits of the luxury car, I bought one; the rep didn’t have to “sell” me.”
What would you say are the “features and benefits” of NTOSC care?
Does LACVS for the transmission of innate forces of the innate intelligence of the body PERIOD as an objective allow the NTOSC commit that these “features and benefits” can be had by an individual? and can they be listed in point form? Can they be promoted? How?
Lastly, this morning i thought i’d morning research the question and a podcast
http://www.podfeed.net/episode/Selling+by+Serving+with+Lisa+Earle+McLeod/3850724
Interesting.
Did we get a consensus on this question?
I may have missed it.
What would you say are the “features and benefits” of NTOSC care?
Any answers would be great.
Don,
And once you found that out?
… about their understanding, WHAT is the next step?
Dr. Lessard,
Then present the objective as best I can given their current understanding. In other words, provide mini lessons, scaffolded learning opportunities and frequent checks for understanding.
Don,
WHEN you do this, HOW is it working for the practice member?
… in other words, with 99% of the people YOU choose to engage in conversation, WHO do they reveal they are choosing to be in relation to life?
Ah-ha! I see..
THEY are choosing WHO they choose to be in relation to life.
Is the suggestion that any control or influence is an illusion and in a situation like this you do your part and the rest is entirely controlled by the person?
I can see the validity of that but please explain.
Don,
Let us, together without condemnation, inquire further… shall we? Truth cannot be articulated into words. Truth can be seized, suddenly, even if people disagree. WHAT can be articulated is the errors of your ways, that can I can point out to you. –
– It is your audience WHO will choose to BE, whoever, in relation to life. WHO, first of all, could you choose to BE for your audience, once you “have found out where they are with their understanding?”
Dr. Lessard,
Trying to follow the example. It isn’t you, I just may need a more concrete example of what you are asking. As you know my mind works best with connections to what I already know therefore I would suggest an analogy or example may help me understand your question.
Don,
Ok! We know that knowledge is acquired through information. We also know that knowledge or information are just that… knowledge or information. Knowledge or information do NOT in and of themselves MOVE people to transformation. WHO could you choose to BE for people to transform themselves into YOUR “raving fan”?
… in other words, WHAT has to happened between YOU and your audience before WHAT must happen to those same people in order for them to MOVE from point A to point B and choose to BE a “raving fan of yours”?
In response to your question: “What has happened between YOU & your audience before WHAT must happen to those same people in order for the to MOVE etc.?”
A CONNECTION MUST BE MADE between the speaker & the audience, so that the audience can relate to what the speaker is saying & then the audience is more likely to trust in what is being said.
Dr. Lessard,
I believe Mahatma Ghandi that said somthing very applicable here, “[I] must be the change I want to see in the world.”
I hope WE are making a connection, YOU and I with my words and information this time.. 😉
Sorry should have read…
Ghandi said …
autocorrect is difficult to deal with sometimes.
Straight,
Absolutely! Now let us, together without condemnation, inquire further. You stated: “A CONNECTION MUST BE MADE” and that’s true. WHAT is the nature of this “CONNECTION” and WHO is in control of making that “CONNECTION” happen?
I do not know the correct answer, but I think by the way you stated the question: “WHO is in control of making that CONNECTION happen?”
could it be INNATE???
But as Steve just asked, HOW DO YOU MAKE THAT CONNECTION?
Straight,
Sorry, “INNATE” is NOT a WHO. It is the LAW of active organization (life).
And how do you make that connection?
… WHAT is the nature of this “CONNECTION” and WHO is in control of making that “CONNECTION” happen?