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Category: Communication Skills
Contrast
Posted on 4/18/2014 by Alan Rousso
Categories: New Patients Communication Skills Personal Growth

When was the last time you went shopping? As you go about searching for exactly the right things that you want, you'll probably also notice prices. Is the item cheap or expensive? That depends on contrast!

When you go to buy a shirt, car, or health care, the fee for the item is relative to the prices you've been searching. For example:
 
Let's say you visited one store and a shirt you found was $40. OK! Now you go to another store and see the same shirt for $80! Is it expensive? Was the shirt for $40 expensive??? What if you shopped at the store and found the shirt for $80 and then visited the store that was selling the shirt for $40?! You might think you were getting a bargain!

The same thing is true when you're presenting your care plans! How much is it to have a baby these days with a mid-wife...probably around four to five thousand dollars! How much is it to put braces on your children's teeth? Probably about five thousand dollars!

When you present these fees to a patient and then ask a question, "how much do you think it'll cost to slow down, stop, and reverse as many of the changes and damage that you've already accumulated over the past number of years? The patient is probably thinking four to five thousand dollars!

You can then easily state, "No, the care is only $... Name you fee! Anything less than what you just presented will seem relatively inexpensive!

If you state your fee, like, our fee is $50 a visit, and then present how many visits the patient will need, the patient is multiplying the numbers and you went from small to large! That's why many people exclaim, "Wow, that’s expensive!"

Use the tool of contrast to start with higher fees and then present a lower one to the patient! Watch how many more people will be pleased to start care with far less financial hassles!

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Archives
A Chiropractic Viewpoint Posted on 8/30/2013 by Alan Rousso
Categories: Philosophy Communication Skills Procedures

After speaking with hundreds and hundreds of Chiropractors, it's always interesting to see the diversity of opinions of how Chiropractic is actually practiced in individual offices.
Some are more musculoskeletal based, some are more subluxation based...

It's Not What You Say Posted on 6/28/2013 by Alan Rousso
Categories: Communication Skills Personal Growth Coaching Distinctions
Have you ever noticed that people don't always get what you mean?
In other words, it's not what you say; it's what the other person gets!

It doesn't matter if it's your patient, a client, your children or your spouse. You have the ri...

Show and Tell Posted on 4/26/2013 by Alan Rousso
Categories: New Patients Communication Skills Procedures

When was the last time you examined a patient? Regardless of how you practice, you probably did what you always do, and, you probably do it quite well!
The only problem here is that the patient may not know what you're doing!

While speaking wit...

Three Magic Words Posted on 2/1/2013 by Alan Rousso
Categories: New Patients Communication Skills Procedures

If you're in business, you have the opportunity to serve and help people in a variety of ways...It doesn't matter if you're a health care professional, a banker, real estate agent or whatever else aligns with your life purpose. As long as you’re aligned...

A Bed of Roses Posted on 10/12/2012 by Alan Rousso
Categories: Communication Skills Personal Growth Coaching Distinctions

When was the last time you went to a Chiropractic seminar? Everyone you see is so happy, enthusiastic, energetic, and ready to have a great day or weekend. Everyone is smiling, everything is "near perfect", the sun is always shining, and everyone’s heal...

What Should I Say? Posted on 9/14/2012 by Alan Rousso
Categories: Communication Skills Personal Growth Coaching Distinctions

Ever notice what pushes our buttons? For many of us, it's the situation or circumstance that forces us to say something fast! We feel like we're on the defense.


It doesn't matter if it's someone who isn't doing well (yet), and is asking you ques...

Consultation Considerations4/13/2012
Powerful Words11/18/2011
Health Care Class (Part 2)9/16/2011
Health Care Class (Part 1)9/9/2011
Becoming a Better Listener!6/24/2011
"Patient" Education3/26/2011
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Future Diary
In 1983, Mark Victor Hansen came to a Markson Management Services seminar and handed everyone a book with nothing in it. He called it Future Diary.

He then proceeded to tell us to write down everything we wanted as if it were already true...hence future diary.

I remember writing 5 things down that I really wanted, never thinking or believing that any of them would come true. All five did!

Want a better year with your goals coming into your life? Get
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In Their Own Words ...

"I have coached with Alan for many years. We started when I first entered practice and had just one employee. He has coached me through years of steady growth and to a practice level I had never dreamed of. We now have three doctors, a nutritionist and two massage therapists and we are very profitable. Alan has been there to help and guide. He is a true professional who has not only the experience of private practice, but also the training as a certified coach. All successful people have coaches and very successful people have great coaches. Alan has done his homework and is truly qualified to help you master your practice and your future."
—Charles Goshorn, D.C.
Webster, N.Y.
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