Blog, Live Events August 7, 2020

Communicating ChiropracTIC To Kids…or Parents? Erik Kowalke

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The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.

Here’s today’s host dr. Eric.

All right. All right. All right. Welcome to the look to the children’s show with ChiroSecure. Thanks again for ChiroSecure, Dr. Stu Hoffman for sponsoring these and putting these on every month for you guys. Uh, again, my name’s dr. Eric walkie. I’d be the first Thursday of every month show. And dr. Monica does the third Thursday of every month show. If you’ve ever seen her as a highly highly grids, you check it out. Uh, my show’s about 15, 20 minutes. You can catch it on your lunch break here, if you’re watching it live, uh, and just, uh, get something that you can use practical in the office. So that’s my goal is to give you guys something you can take back today, uh, or next week and start to implement and just get a little bit better. Seeing kids and families and taking care of pediatrics.

Uh, cause we know just how important pediatrics is in chiropractic. And if we can remove subluxations and infants and kids, we’re setting them up for life health. And it’s just super, super important, which drives me to do this show. Cause then I can help anybody do better at seeing kids or see more kids or communicate what chiropractic is to kids, uh, at a higher level than they can see more kids and impact more people. So my name is dr. Eric Wilkie. I am a leader and speaker in the amp program. I started the software company skin, which helps 140,000 plus chiropractic patients get into offices every month around the world. Um, and it’s an app that helps parents and families schedule for, uh, themselves in chiropractic offices all over. So we do that. Uh, and then, uh, we teach different chiropractic topics all around the country at different schools and so forth.

So our office higher healthcare practice is in grand Rapids, Michigan. We see over 1,012 hundred people a week, 500, 600 of those visits are pediatrics. Uh, we just hit nine years in practice this last week, 2011, when we opened, we had a big celebration, uh, but we’re all around the experience create an extraordinary experience for every person that comes in the office. I’m putting kids. So we switched around some stuff in our studio. So this is the quality family homeschool room. So who knew this time a year 2020 would be the year that homeschooling is mandatory for a lot of people, uh, where it really looked at homeschoolers like they’re crazy. And now it’s like, um, people are homeschooling that never thought they would in the whole world. So, uh, this is the multi family homeschool room welcome, uh, the topics I want to get to today, how to build trust with parents to get their kids checked.

Uh, there’s nothing that can be more frustrating as a chiropractor of people coming in, bringing their kids, every visit and their kids are going to be checked. Uh, they’re not getting adjusted. They’ve never been checked in the office and you’re just like, man, why don’t they get it? If they knew what I knew they would get their kids yet. So we’re going to address that. I’ve had to rectify that and then do some improvements in your office to get that, to stop happening, uh, techniques, to effectively address objections to pediatric adjustments. So how to be proactive with, uh, maybe some objections that parents are thinking and why they wouldn’t get their kids checked. Um, some fears, you know, I’m afraid something’s going to happen to my kid or whatever. How do we address those and then how to under promise and over deliver and always see in the driver’s seat for recommendations with kids and parents.

So you’re always the one letting them know this is what we found. This is what we expect to see. This is what I want to see the next, uh, each visit. So like they always know what’s the plan, where are we going? Um, and how to just create a better experience for them through that versus what they’re used to in the traditional medical system of not really knowing what’s coming next and not knowing what to do and, and them just, Hey, reach out to me if you need anything else. And then they’re just at home wondering, so we’re gonna go over those three things. So let’s start with how to build trust with parents. So they want to get their kids checked. Um, this starts with your whole philosophy around chiropractic. You know, how do you educate from day one, every person that comes in, are you taking them from, you know, headaches, neck pain and back pain, why they’re entering your clinic.

And by the time they start getting adjusted, they’re really, they’re really focusing on, you know, I want a healthy spine and healthy nervous system. So you’re converting them from their main goal is to get out of back pain to, well, my main goal really is to have healthy functioning spine and nervous system. The result of that if I achieve that is less back pain and headaches and migraines and neck pain, versus we’re just treating this symptom because if you can’t get that, then you’re always going to have this problem where they’re not going to bring the rest of their family because their kids don’t have neck pain or back pain or whatever, right? So it’s converting them and their mindset in those first couple of visits and through their first day, one process around, we totally want to help you with your back pain, but we don’t just treat the symptoms because if all we did was treat the symptoms, it’d be the same as getting an injection or taking a pill and getting rid of the pain or whatever else you can do to just make the pain feel better.

But we really want to do is get to the cause. Like, why are you experiencing this? Why is your body telling you that you have these pain and these symptoms and alerting you, there’s something dangerous. There’s something going on, which is why you’re feeling the pain. How do we get to the root cause of it find what that is corrected at its source. And then the pain goes away. And, you know, we actually got to the root of it versus just basking and covering up the symptoms. So if you can educate that effectively on the front end, we do it through a group orientation. So whether you do one-on-ones or however you do it, we teach for 30 to 45 minutes on chiropractic as a whole. We show them x-rays of adults who show them x-rays of kids, uh, loss of cervical curves. We can show them any x-ray you’ll scoliosis and you educate them on that because we all know the degenerative process takes decades to happen.

So a 35, 45 year old person comes in with severe degeneration. That was a process, not an event. So if you are looking at their x-ray and you ask them, you know, to get to this point in time, do you think it was a process for you’re finding it here? Or I met, obviously it was a process, you know, maybe there was an event, they went and picked something up and they threw their back out, but they have like 10% of their L five S one disc based lab that has happened for a long time. It just took this event for you to notice that there’s been a process going on that has degenerated to display for years. So if it’s a process for it to get to this point, then did it start 10, 20 years ago? You didn’t have severe debilitating, low back pain 20 years ago.

But if we would have found the cause then, which is the subluxation, the misalignment, we corrected it. Then we could have prevented this from happening 20 years later, where you pick something up and now you have severe back pain. Uh, so who should really get checked and when should they get checked everybody and usually get checked as soon as possible when you don’t have any symptoms. Cause if we can find it and fix it, then, then we’re preventing you from ever having the symptoms in the first place. And that’s just the rhetoric that the, the, uh, the talk that’s always going on because ultimately that’s the truth. You know, if you’re a chiropractor, you get adjusted, not because you have pain and symptoms because you don’t want to have pain and symptoms. So if we just talk like that and educate people like that, then they start to get it.

So if you could correlate their stuff back to maybe that started when they were a child or through the birth process, you know, and, and that this all happens. Cause as soon as you start to see x-rays on them and you educate them properly and you’re like, what do you see? And they see, Oh man, I see a loss of curve. And I see this space loss. And what do you think that’s going to cause? And they say their symptoms. When do you think that started? They’re going to tell you like, well, when I was eight, I fell off the back of my dad’s truck. Or I remember I got in a severe car accident when I was 16 or I fell on the stairs when I was five. And I remember this, whatever, they’ll, they’ll think of whatever traumatic event happened in their childhood.

And they’d be like, you know what ever since then it started then, or a year after there and I had asthma or allergies or whatever, and all this stuff will start to unfold in their mind and make sense. And then you just tie it back to, you know, what, we’re on a mission to see as many people as we can and to impact as many people as we can. And kids every year get physicals and they get checked, you know, maybe their blood work, check their, check, their height, their weight, uh, to make sure they’re growing. Like they’re supposed to, to make sure they’re crawling when they’re supposed to they’re standing and walking. When they’re supposed to all this stuff that kids get checked to make sure they’re healthy. When’s the last time your kid had their nervous system evaluated. Like your nervous system controls every function in your body.

You get one spine, your whole life. So the most important part of your whole body to keep everything functioning well, when’s the last time they had their spine and the nervous system checked and just made sure everything was good. And you already know the answer to that, but literally asking them that question. And they’re like, never. So what if we were able to do that for them, it doesn’t cost you anything potentially. So if it’s a parent in our office and they have kids, we’ll check their kids complimentary and just see if there’s anything going on. If they’re coming from outside, you know, however you want to do that in your office, even charging for them. There’s a ton of value to that. So if you want to charge by all means charge for it. Um, that’s just, let’s just see what’s going on posture analysis.

If you just want to do that, you know, have the key closer eyes March in place look like are their shoulders like this, their heads silted like that, most parents have never looked at their kid face on like standing in one position and like, Oh my gosh, you know, their hips higher or whatever. And it just started to educate that process on kids. Don’t come off the playground, like, ah, my back’s killing me ma most don’t right. You know, they fall off a trampoline. You’re like, Oh my gosh, how are they even getting up? And you know, and they’ll cry or be consult for two minutes and they’ll be right back out there playing. But what did that cause what happened there? And they just adapted. Cause they’re so young and their body’s moving so fast. And so that kind of talk with parents and just giving them the option to do that right on the front end, you’ll solve so many of the problems of them coming for a year or six months, not bringing their kids.

And then it’s just an awkward conversation like, Oh, you should get your kids checked. And they’re like, Oh yeah, maybe sometime they just really don’t understand what chiropractic is, why they’re even coming, which is why they’re not bringing their kids. And so that starts day one with the parent or whoever first is coming in the office. Uh, this is a great one. So how do you prevent this? I wasn’t gonna talk about the city, but this is good. So let’s say you have a family under care and then, you know, they’ve been coming for two years or something you usually do. Like, yeah, they totally get him coming for two years. And all of a sudden they’re like, well, you know, the kids have been doing great. We’re going to stop bringing the kids. What would it cost for just us to keep coming? Or they just bring their kids like periodically, whenever they have symptoms now.

And you’re like, man, I thought they really got it. So these are the times when the parents are bringing the kids and then you just start talking to the kids and asking them questions. You just quiz them. You know? Why, why do you think your mom’s bringing you? The mom’s standing there. Why do you think your mom’s bring you to the chiropractor and you see what they say? And maybe they’ll say, uh, because our backs hurt. Like your backs hurt everyday. Um, whatever you want them to say, well, your mom brings you cause she wants you to stay healthy. They’re like, well, what does that, what does that have to do with anything? How does that work? If they already know that? And they’re like, you know, she’s bringing us because she wants to stay healthy. That’s awesome. So how does adjusting you keep you healthy?

Like, I don’t know, like, well, if you had to break a bone, would you rather break your leg bone or your backbone? Um, I like bone. Why don’t you want to break your back room? Well, because, and you see where the conversation goes. You’re leading to the nervous system because your nervous system goes inside your backbone and your brain and your spinal cord, which controls every function of your whole body. So don’t you think you’d want to keep that functioning really, really well. So when you get checked for subluxations, we’re aligning the spine and making sure the nerves function really, really well. And so that your body can stay healthy. So the nervous system controls the immune system, the cardiovascular system, every other system in the body. And depending on their age is depending on how deep you go with this, right? Because if they’re like 12 or 13, they’re super excited about it.

And they want to know more details about the specific system systems and so forth. And if they’re like three, you know, you’re not going to talk about the cardiovascular system. Cause they don’t even know what that is. But what you’re really doing is you’re talking to the moms. Now the moms like that’s right, the nervous system controls every system in the body. That’s why I’m bringing my kids here. And you’re just building into them to re Edify them on the good choices that they’re making. And then you just tell them that and be like, mom, you better think your mom for bringing you here. Cause she’s, she’s doing what’s right for you guys and keeping you healthy. And she’s investing a lot of time and energy into this. So give her, give her an extra hug today or something. All of those things are really vital and critical to keeping parents happy and really understanding why they bring their kids to your office, uh, sharing pediatric testimonials.

If you’ve done all that, let’s say, and they still don’t really get it. And they still don’t bring their kids. So then you just start sharing testimonials of kids that you see in the office and how they got better. Let’s say you had a kid with asthma and they’re eight years old and they were getting adjusted and now their asthma’s gone. And you remember you adjusted Tijuana, T3, teapot, whatever it was that you did in your course of care to get them better. And you say, you’re not going to believe what just happened. So something like that, if you’re on a social media, you’ve seen like the headlines, like you have to see this, you have to watch this, that make you watch it. And then you waste 10 minutes of your time, whatever that headline is, grabs your attention. So you want to say something like that to the mom, when you walk into the room, like you’re going to want to hear this.

You’re not going to believe this. And she didn’t say what. I had a kid come in with asthma allergy symptoms. And they’re totally better with chiropractic here. Really? You’re like, yeah, they’ve been having it for five years and whatever the story is, what we found was subluxations and misalignments. And despite the fact that their nervous system and if we would have got them, yeah, that’s awesome that we help them. But majority of the kids that come in have no symptoms because if we’re adjusting them, preventing that subluxation from causing the nerve interference, preventing the nerve and appearance from causing organ dysfunction and disease in their body, then their body’s healthy and stays healthy and they never have to experience those symptoms and have to deal with that. Oh, I see this. You’re using testimonials and stories. Some wrap that back around and educate parent on why that’s important that kids get checked symptom free, uh, is another really fun way to do it.

And it’s cool. And it’s fun to just share awesome success stories in your office. And you just talk about that multiple times throughout the day, uh, techniques to effectively address objections, number two to pediatric adjustments. So another reason parents, parents might not bring their kids in is maybe they’re scared that the, you know, if you’re doing manual techniques, they’re like, Oh my gosh. Like if you did that to my kid, that would like break my kid’s spine or neck, or I heard about this thing, or I saw a video on YouTube that was like this kid being adjusted. And it was like super forceful or sounded really forceful. So it’s important to show the parents what that feels like. So you can use their forearm and like show them how much pressure or force that is, uh, you some way to show them what you’re doing to kids on their own body.

So they know what it feels like if you’re going to adjust their infant and you gotta be proactive with this. So this is like right away. If you’re getting a kid checked and they want to get their kid check, you’re showing them what that feels like before. You’re actually adjusting the kid because if something happens and the baby cries and the kid cries while you’re adjusting them and you never show the parent how much sports were using or what you were doing, they’re going to assume what you’re doing is making them cry. When really they might just be crying because they don’t know who you are or, you know, they’re sensing something, whatever they’re hungry, whatever they’re going to think. It’s you hurting them. So very, very, very important shield parent, what it feels like before you start adjusting the child, um, helps immensely address that adapting to the child.

So maybe they think their kid will never lay on the table. So they’re like, I’m not even going to get upset because they’ll never lay on this table or something like that. Well, you can adjust that child potentially with, with them holding the child or the mom holding the baby, or like all these different positions that you adapt to you. They might not know that you do that. So educating that with you, just trying to figure out what are what’s every objection that could happen, uh, that you can address ahead of time. So those are two of them. Number three, how to under promise and over deliver. So I work with a lot of young chiropractors and it’s always exciting because you know, you’re going to help this baby. This baby comes in, the parents are like, Oh, here’s all the issues. And you’re like,

Let me just get my hands on my knees.

Oh, I can help them. Like we’re going to change their life. And you can easily over promise and be like, Oh my gosh, you’re going to see great results. You don’t really know that you don’t know how fast their symptoms are going to go away. You don’t have control over how fast their symptoms are going to go away. The body does whatever it needs to do. So you’re, you have control over finding and removing subluxations, removing nerve interference, improving the function of the body. And you know, you can do that a hundred percent of the time. So you guarantee them what, you know, you can guarantee. And then you don’t guarantee the stuff that you aren’t a hundred percent sure it’s going to happen. So you’d let them know exactly what you’re going to do. You let them know, this is what I expect. This is what I usually see when we do this.

And for me, I use a rating scale of zero to 10. So 10, the most subluxated something can be like, you know, the kid that you think about the worst pediatric Atlas you’ve ever felt. That’s a tenant of 10 on the scale. Zero is like no subluxation. It feels great. So that’s something, if you’re just using a sustained contact or some objective way to tell them what you’re finding from visit to visit so well, it was an eight out of a 10 last time, or it was an eight of a 10 today. Let me check them again. In two days, I expect it to be, you know, four to six would be great, just so that we’re going in the right direction and then check them the next time. Well, they’re an eight again today. That’s okay. Let’s check them again in two days and see what they’re at.

So we get them to four to six, and then we’re going to go down to this or whatever, objective way you use analysis system to check kids, uh, make sure you’re communicating that effectively with parents so they know, Oh, I know what he’s going to look for. Next time I come in, is it better? That’s what the parent wants to know. Is it better? So if the symptoms aren’t better, how do we know we’re doing something we’re going the right to it right direction. If all you have to do is base it off the symptoms, then many parents are going to quit before it actually gets better. So that’s important to have some objective way to measure it. So if they stick with what they know is going to work well, you know, it’s going to work. Even if the symptoms aren’t better. Um, and then always staying in the driver’s seat for recommendations.

So this is always making sure you tell them, when are you going to see them next? Why is that important to come to that? Visit this fixes show up rates immensely. I mean, I work with so many chiropractors around the country and they’re always worried about people. Aren’t showing up. How do I get more people to show up? How do I improve my show up, rate? It all comes back to your ability as a doctor to communicate recommendations and build value on care because they’re never more motivated to get under care than when they first start. So you have to make sure you’re building value because with schedule, we send automated reminders. So they’ll get a text message. 24 hours in advance. They get a text message one hour in advance. They can sync their appointments to their Google calendar, their outlook calendar, you know, their, I calendar the fact that they’re not showing up, we took it doesn’t exist that they just forgot anymore.

They used to be the problem like, Oh, I forgot I had appointment today. Well, we fixed that with software and technology. So now if they’re not showing up, they just don’t value it or they value something else more than that appointment that day. So that comes back on you as a chiropractor to building value on why is that important that you show up or reschedule that and stick to this recommendation so that you could get better and your kids can get better and you can see those results. So all of that super important to you. So, number one, we went over, how do you build trust with parents so that they’re getting their kids checked from subluxations, even if they don’t have symptoms, number two techniques to address objections to pediatric pediatric adjustments and how to be proactive with that. Number three, how to under promise and over deliver, because those are the people that leave.

You reviews, raving reviews, they become raving fans and they drive tons of internal referrals. And so through those techniques, we get 50 to 60 internal referrals every single month in our office. And we use a lot of those techniques to do that. So I encourage you put those things in implementation, put them into practice, go see more kids. Uh, it’s super fun to change the world through kids. And you know, if you can remove subluxations on kids, they’re going to grow up and be a healthier adult, which what’s better than that. It’s a pretty rewarding thing to do. So thanks again. Don’t forget. Dr. Monika has her show, uh, in two weeks, um, Thursday, same time, same place. And I’ll be back again in September 1st, Thursday in September with, to look through the children’s show. Thanks again, Dr. Stu and ChiroSecure for hosting this. I hope you guys have a great week.

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