1. The 12 Ps of Palmer Clinic Success

2. 1. Plan Have one! Have one! Write down goals, timetables, checkpoints, and check daily, weekly, to keep yourself on track (the numbers) Write down goals, timetables, checkpoints, and check daily, weekly, to keep yourself on track (the numbers) People dont plan to fail, they just fail to plan People dont plan to fail, they just fail to plan Equally important after graduation- set short, medium, longterm goals: wherever you go, there you are- set a direction, so you end up where you want to be! Equally important after graduation- set short, medium, longterm goals: wherever you go, there you are- set a direction, so you end up where you want to be!

3. 2. Promote advertise- yourself, Palmer Clinic, chiropractic; let people know youre available advertise- yourself, Palmer Clinic, chiropractic; let people know youre available Make yourself visible- get out there! Pass out those cards- seeds wont grow unless theyre planted! Make yourself visible- get out there! Pass out those cards- seeds wont grow unless theyre planted! Be omnipresent in your module even if nothing to do – be a squeaky wheel Be omnipresent in your module even if nothing to do – be a squeaky wheel Outreach, SPEAK, etc… do it! Outreach, SPEAK, etc… do it!

4. 3. Professional Look and act the part (even if you dont feel it just yet) Look and act the part (even if you dont feel it just yet) People judge competency and confidence unfairly by how you look and dress- but thats life! People judge competency and confidence unfairly by how you look and dress- but thats life! Midwesterners are conservative- dont be pushy or arrogant; or too different Midwesterners are conservative- dont be pushy or arrogant; or too different

5. 4. Persevere Be persistent Be persistent Reestablish ties with prior contacts; sometimes it will take several times before they get the idea Reestablish ties with prior contacts; sometimes it will take several times before they get the idea Referrals- dont just happen; you have to ask for them Referrals- dont just happen; you have to ask for them The dream question: Are you taking new patients? The dream question: Are you taking new patients?

6. 5. Positive Keep smiling! Keep smiling! Hows it going- great! Hows it going- great! This is where cluster booking can help- put your few patients back-to-back if possible- (if youre busy, you must be good!) This is where cluster booking can help- put your few patients back-to-back if possible- (if youre busy, you must be good!) Keep your own energy levels up by taking care of yourself Keep your own energy levels up by taking care of yourself Be a living example of the chiropractic lifestyle- people are much more influenced by this than any sales pitch Be a living example of the chiropractic lifestyle- people are much more influenced by this than any sales pitch

7. 6. Patience Be prepared to wait- even when planted in fertile soil, seeds need water, sunlight, and time to grow Be prepared to wait- even when planted in fertile soil, seeds need water, sunlight, and time to grow They will come if you are there They will come if you are there Some are waiting for you to gain more experience before coming in- stress your facultys expertise and experience to get them in sooner rather than later! Some are waiting for you to gain more experience before coming in- stress your facultys expertise and experience to get them in sooner rather than later!

8. 7. Problem-oriented Hey, its what brings most people in to see DCs at first; they have a problem Hey, its what brings most people in to see DCs at first; they have a problem Go for the biggies: LBP, neck pain, headaches; what were you helped with? Go for the biggies: LBP, neck pain, headaches; what were you helped with? You can change their paradigm after theyre in the door You can change their paradigm after theyre in the door There are still hurting people in the QC! There are still hurting people in the QC! Can chiropractic help someone with ________? Always a qualified yes answer Can chiropractic help someone with ________? Always a qualified yes answer

9. 8. Prepare Get ready for them- practice! Get ready for them- practice! Continue to practice exams and workups with family and fellow externs, so you can move smoothly and quickly through the process with a real patient (slowness of the information-gathering phase is the biggest deterrent to being a PCC clinic patient- not the $$) Continue to practice exams and workups with family and fellow externs, so you can move smoothly and quickly through the process with a real patient (slowness of the information-gathering phase is the biggest deterrent to being a PCC clinic patient- not the $$) Know your adjusting equipment- (Are you sure youve done this before?) Know your adjusting equipment- (Are you sure youve done this before?)

10. 9. Punctual Be on time! Have things ready Be on time! Have things ready Shows professionalism and concern Shows professionalism and concern Dont make people wait Dont make people wait Dont overbook as you get busier; it is OK to cluster book, though Dont overbook as you get busier; it is OK to cluster book, though

11. 10. Perform Just do it Just do it Use what you were taught, and you will get results! Use what you were taught, and you will get results! Tell patients what youre going to do, then do it Tell patients what youre going to do, then do it Get a visit over with efficiently, even if its your only one of the day/week Get a visit over with efficiently, even if its your only one of the day/week Less yakkin and more crackin (sorry) Less yakkin and more crackin (sorry)

12. 11. Patient Education Tell patients what youre doing as you do it Tell patients what youre doing as you do it Establish basis for subluxation in the technique you use Establish basis for subluxation in the technique you use Give patients tasks/things to do (but not too much) Give patients tasks/things to do (but not too much) Develop cues other than pain to indicate the need to be checked Develop cues other than pain to indicate the need to be checked Be pro-chiropractic not anti-medicine Be pro-chiropractic not anti-medicine Give one health tip each visit (based on three Ts: structural, chemical, or emotional) Give one health tip each visit (based on three Ts: structural, chemical, or emotional)

13. 12. Purpose Do you have one? What is it? Is it to get through, and get out of here, or is it to learn as much as you can with the resources available to you now? (out there, it can get pretty lonely sometimes) Do you have one? What is it? Is it to get through, and get out of here, or is it to learn as much as you can with the resources available to you now? (out there, it can get pretty lonely sometimes) Are you in service, or in sales? Are you in service, or in sales? Develop a mission statement- write it down; refine it over time Develop a mission statement- write it down; refine it over time

14. The Products of these things?: Pride- in accomplishment Pride- in accomplishment Prosperity- in all ways, material and non- material (eventually) Prosperity- in all ways, material and non- material (eventually) Prestige- to be held in respect by ones peers and the community Prestige- to be held in respect by ones peers and the community Peace- the inner kind Peace- the inner kind