What does it take to create a thriving practice? What does it take to create a thriving team? How do you scale up from 1 practice to multiple practices? How do you do it if you're new in practice? Dr Christian Caswell has done all of this and he joins Martin in this episode to answer these questions and share the lessons he has learned on his journey! To learn more about Vismai and Martin's Grow Your Tribe Workshop https://insideoutpractices.com/grow-your-tribe To check out the Philosophy Sympos...
Jun 28, 2023•50 min•Ep. 66
Going from a good exam to a great exam will make a massive difference to your practice. It will help you know when to change your approach to people's care (and when not to!) and will help communicate the value of your care beyond helping people with their symptoms. In today's episode, Martin maps out the "4 keys to a great exam" to help you upgrade your examination! To learn more about the Retention Recipe 2.0 https://insideoutpractices.thinkific.com/courses/retention-recipe-2-0 Check out Certa...
Jun 21, 2023•17 min•Ep. 101
How and when people pay can significantly impact how people perceive you and your care. Pre-payments can be a great way to run an efficient practice but if done wrong they can mean that people will choose not to have care. In today's episode, Martin goes deep into the literature about money to see what will work best for us as chiropractors. To learn more about the Retention Recipe 2.0 https://insideoutpractices.thinkific.com/courses/retention-recipe-2-0 Check out Certainty 2.0 https://insideout...
Jun 16, 2023•21 min•Ep. 100
If you're like me you want to have a practice that is not only successful but fulfilling as well. Today's guest, Dr Bettina Tornatora is a successful and fulfilled chiropractor, coach, and now an educator! In this episode, Bettina shares her take on what the keys to success AND fulfillment are. It's a deep and important discussion that will give you a framework on how to turn personal development into practice growth. Check out Bettina's coaching company https://www.luxconsultingco.com/ To learn...
Jun 07, 2023•49 min•Ep. 99
Would you like to be able to do a shorter ROF that is more effective (people understand, say yes, and follow your recommendations)? This episode will show you the key to achieving this. Along the way, you will learn about the importance of the argument dilution effect in making your communication more persuasive and how drug companies use it! The Edinburgh Lectures and the Retention Skills workshop https://www.tickettailor.com/events/scc/864028# To learn more about the Retention Recipe 2.0 https...
May 31, 2023•17 min•Ep. 98
When people have long-term problems you need a more advanced skill set to be able to present chiropractic in a way that they are likely to follow through with care. You see when people have long-term problems it has more of an emotional impact that can make it harder for them to see the value of your care. In this episode, Martin explains the psychological impact of chronic problems and how to modify your communication to connect and communicate with these people. The Edinburgh Lectures and the ...
May 24, 2023•20 min
The bottom line is that science is THE currency of influence. Anti-chiropractic zealots try to position chiropractic as "unscientific" because they know that it will put people off using chiropractic. Using science in your communication can help give you and your message more credibility and authority and this means more people are likely to start and continue care with you. It's easy to get it wrong though. If you get too 'sciencey' then you will just get glazed eyes and bored people. If you ge...
May 17, 2023•22 min•Ep. 96
Communicating chiropractic can be hard. The big idea of chiropractic is simple - that chiropractic can help your body work better so that you can do ALL the things you have to do and love to do. But connecting people with it is more difficult. It's more difficult because this idea is different from the predominant ideas in our culture. And it's difficult because we have the curse of knowledge where it's hard for us to imagine what it's actually like to not know that! This is where metaphors, sim...
May 10, 2023•20 min•Ep. 95
If you don't have a great examination it's tough to know if someone who isn't getting symptomatic results just needs more care or they need a different approach. It's tough to know when to change someone's frequency of care. It's tough to really practice in a model that is about function, not pain. When you do the right tests (and do them right!) it helps the client get the best care, helps your clinical certainty, AND, can help communicate the value of prevention and performance. In this episod...
May 03, 2023•28 min•Ep. 94
Questions are a powerful tool in practice. They help you get insight into what really matters to the people you serve. They help your clients see their health and their response to chiropractic care in new ways. They also help create connections with your clients. Today's episode is all about questions - Martin shares WHY questions are so important, WHAT his 6 favourite questions are, and HOW you can use them in practice. You will come away with strategies you can use right away in your practice...
Apr 19, 2023•26 min•Ep. 93
The highest level of health understanding is performance - that how your body works impacts everything you do. In this ep Dr Brad Glowaki joins Martin and they talk about how to leverage science, experience and professional athletes to communicate the value of chiropractic. This is the video of Marvin Hall's response to chiropractic care https://www.instagram.com/p/CpfriYcJr0S/?hl=en For more info on Dr Brad's seminars and mentoring https://www.levelupmentoring.rocks/ Martin's email martinalign@...
Apr 12, 2023•51 min•Ep. 92
While kids make up a small percentage of most chiropractors' practice, Dr. Skip Wyss has built a practice where children account for 70% of his clientele. In fact, they are typically the first client or patient in their family to visit him. To discover how Dr. Skip has established a culture in his community where this is the norm, tune in to today's episode and listen in on the discussion. To learn more about Dr Skip http://www.primeprogram.co/ https://shor.by/2P62 https://www.youtube.com/channe...
Apr 05, 2023•42 min•Ep. 91
Have you ever looked at your schedule and seen that "that" person is coming in? You know the one who is always complaining, doesn't value what you want, and is a pain in the arse to deal with? And conversely, are there people who are a joy to see? They 'get it' and value you and the care you provide. Would you like to have more of the latter and less of the former? Would you like to learn a simple tweak to your language which will filter the 'right' people in (and the 'wrong' people out)? On thi...
Mar 29, 2023•19 min•Ep. 90
Would you like to build your reputation through online reviews? Well, according to a recent study, 81% of people look at reviews when choosing a healthcare practitioner, making Google reviews an essential tool for your business. But what happens when you receive a negative review? How should you handle this challenging situation? In this episode of our podcast, Martin delves into the strategies you can use to navigate these tricky waters. Join us as we explore the steps you can take to respond t...
Mar 22, 2023•18 min•Ep. 89
The tables are turned for this episode – Adelle Semmler from the "Chiropractically Speaking" podcast interviews me! We talk about the role of philosophy in practice, how to increase your certainty, and keys to improving your communication. Check out "Chiropractically Speaking" https://open.spotify.com/show/5Masb9vf7rkD5sPEWDUhrc?si=V7_WaOarRBiX2lOzq7vWzQ&nd=1 The Edinburgh Lectures and the Retention Skills workshop https://www.tickettailor.com/events/scc/864028# To learn more about the Reten...
Mar 15, 2023•1 hr 31 min•Ep. 88
Authority is such an important aspect of success that Cialdini included it in his 6 principles of influence. When the people in your community are deciding who to see they are looking for someone that they can trust. When people are deciding whether they should follow your recommendations they are asking themselves if they trust you. When they are deciding whether to refer someone to you, again trust is the determinant. And quite simply, authority is the fast track to trust. Dr Scott Vatcher is ...
Mar 08, 2023•49 min•Ep. 87
It can be tricky when you're trying to explain the value of prevention and performance-based care to people who are pain based in their beliefs. If you make them wrong then they're not likely to want to listen to you, but if you don't explain the value of more proactive options it sucks for them (they get worse results) and it sucks for you (you end up with a practice full of pain based people!) Today I go through how to use bridging as a communication approach for people who you have already se...
Mar 01, 2023•21 min•Ep. 86
Some chiropractors say that understanding chiropractic philosophy is critical to success and enjoyment in practice. Others say it's an outdated dogma. Today Dr. Brett Hill joins me and we talk through his perspective on the value of chiropractic philosophy and his journey to understand it. Check out Brett's podcast http://thewellnesscouch.com/category/twg For more on Brett https://drbretthill.com/ To learn more about ACC and Concordia https://acc.sa.edu.au/events/ Check out the details of Grow Y...
Feb 22, 2023•55 min•Ep. 85
Have you ever been explaining chiropractic to someone and it just clicks with them? And then used the same words and approach to someone else and it falls flat? Effective communication is all about the message that THEY receive. If you want chiropractic to matter to more people, you need to adapt your communication to them. In this episode, I show you how to use Daniel Kahnemman's idea of 2 systems of thinking (Zoe Chance calls them the Gator brain and the Judge Brain) to make your message matte...
Feb 15, 2023•18 min•Ep. 84
Dr Damian Kristof has created success in a number of different areas - chiropractic practice, he is a regular guest on radio, has had a number of highly successful podcasts, and was the health expert on a TV show. So what's the key to his success? He just says 'yes' to opportunities and then works out how to make it work. Listen in to Damo's chat with Martin to learn more. Check out the details of Grow Your Tribe https://insideoutpractices.com/grow-your-tribe To learn more about the Retention Re...
Feb 08, 2023•49 min•Ep. 83
Do you find it frustrating that there are people who could clearly benefit from your care who don't come in? Whether it's people who start care and don't continue, people who you meet who have problems you know you could help with who don't come in for care, or people who choose to get care but don't bring their kids in, it can be infuriating! I have been using a simple framework (emotion, logic, and urgency) to understand why people who do have care do what they do. It also explains what may be...
Feb 01, 2023•18 min
When you create a practice designed for high retention a bunch of things happen. People stay longer so they get better clinical results. Your practice grows without you being too reliant on new people. It's a more fun and less stressful way to practice. 2023 looks like it could be a turbulent year. The recession, the Ukraine situation, and all the other reasons for uncertainty can have an impact on your practice. In uncertain times people are less likely to take on new commitments and expenses. ...
Jan 25, 2023•26 min•Ep. 81
There is a skill that will allow you to enjoy practice more, get better clinical results, AND grow your retention. Want to know what it is? It's empathy. And because it's a skill you can get better at it (which translates into even more enjoyment, results, and retention)! In this episode, I map out easy-to-implement ways you can strengthen your empathy skills. Check out Certainty 2.0 https://insideoutpractices.thinkific.com/courses/certainty-2-0 To learn more about the Retention Recipe 2.0 https...
Jan 18, 2023•18 min•Ep. 80
If you're like me you probably have a whole lot of projects that you have started but have stalled. You've spent time and energy on them but nothing has happened. There's no return on the investment you have made. Dr Mike Charlton is a master of implementation. Of getting stuff from idea to 'done". In this episode, Mike joins me and we talk about how he thinks about implementation and his chiropractic journey. Implementation is the key to success. It's the action that turns ideas into reality, a...
Jan 10, 2023•1 hr•Ep. 79
The psychology of the 'clean slate' is that there are certain times when you are more likely to be motivated and open to new patterns of behaviour. You can leverage the 'clean slate' perspective that many people have to increase the number of people who you see for preventative and performance care. In today's episode, I break down a powerful communication approach that will help you make the most impact in 2023. Chasing The Sun - Support hands On India https://www.eventbrite.com/e/chasing-the-s...
Jan 04, 2023•20 min•Ep. 78
Would you like to be able to communicate the value of chiropractic to medical doctors? Would you like to get more referrals from medical doctors? Today's guest, Dr. Shady Botros has mastered the art of generating medical referrals. He joins me and we talk about why it's such a powerful way to help more people and grow your practice. To learn more about Shady's upcoming Melbourne Seminar https://www.chirostochiro.com/ The Egypt trip https://chirostocairo.com.au/ Chasing The Sun - Support hands On...
Dec 20, 2022•54 min•Ep. 77
When your practice runs smoothly it's good for you (less stress, more enjoyable) and it's good for them (less stress, better results). When people don't 'follow the rules' it's bad for you AND for them. So how can you handle it when people don't follow the rules in a gentle but powerful way? In today's episode Martin maps out a simple framework for handling any shituation where people aren't following your procedures. Check out Certainty 2.0 https://insideoutpractices.thinkific.com/courses/certa...
Dec 14, 2022•18 min•Ep. 76
I believe that we learn a lot from people who have a big impact. Dr. David Cahill is certainly one of these people. Dave has been a practicing chiropractor for over 30 years. He is the current President of the Australian Chiropractors Association and past President of the ASRF. In this episode, Dave talks about the value of serving the profession and the influences that have impacted him. Check out Certainty 2.0 https://insideoutpractices.thinkific.com/courses/certainty-2-0 To learn more about t...
Dec 07, 2022•42 min
Have you ever run into a client you haven't seen in a while in the street and they have said "I should come back and see you" and you haven't been sure what to do? Should you call your office right then to book them in or were they just saying it be polite and trying to book them in will come across as pushy and sour the relationship? Have you had someone mention that a friend or family member has a health issue and you were unsure of how to encourage them to refer to you without seeming pushy? ...
Nov 30, 2022•19 min•Ep. 74
We learn most from the things we experience. We can also learn by proxy - from the experiences that other people have had. Dr. Keiran Shanahan has been a practicing chiropractor for over 30 years and also has experience as a counselor and a teacher. He joined me and shared what he has learned about being a better chiropractor from these experiences as well as what he learned about practice from almost stepping out of practice. If you want to dive further check out Certainty 2.0 https://insideout...
Nov 23, 2022•58 min•Ep. 73
