If you’re wondering about practice marketing or any activity that involves getting a volume of patients or clients to come to your clinic, there is one fundamental that you’ve not only overlooked, but weren’t taught in school.

You have been completely oblivious of this specific rudiment, and it has cost you EVERYTHING, even if you run what you consider to be a volume clinic. And by “everything,” I mean the 90% of people you fall short of capturing while settling for the 10% you believe you’re “getting through to,” apparently treating or seemingly getting to comply with corrective and maintenance treatment protocols and plans.

You could almost be considered arrogant (and sometimes mistakenly are), if it weren’t for the sublime purpose that drives you, the vast span of time you studied to gain the knowledge you possess about human anatomy, you’re conceptual understanding of structure, function and purpose of the human body, and the way you keenly comprehend these as applied to the function and interrelationship of the brain, the nervous system and the spine.

It could be deemed heroic, if only by those in the know, how you have come to untangle the complexities of the human body via keen comprehension of the brain, nervous system and spine, and that you have unlocked its true, innate power. As every individual possesses the same, optimum potential on an identical human blueprint (designed by nature), so do you possess the power to help people tap that inherent potential to achieve levels they have never or could have ever imagined.

Perhaps that’s the irony. Because there is a large majority, some 90% of people out there in your community and the world who don’t seem to understand or outright reject the truths you know and are trying to broadcast, even if you’ve given them a personal enlightenment, to your utter frustration and question of your own existence, purpose, goals, ad infinitum.

And so you accept your maximum of 10% and tell yourself it’s good enough.

Until it isn’t.

And then where are you? Is it really nowhere?

It isn’t.

For, behind it all is something you have that the people you talk to don’t. No matter how much knowledge you bestow upon them, what fountainhead of truth you attempt to be and what valuable learning you endow them with, you yet have not taken into consideration the key difference between what you are saying and how it is received: What’s receiving it in the first place!

Here lies the key to sales without ever having to sell, the art of getting people to think and conclude the way you do, and so, naturally, do what you expect them to do. This is the point of neglect on your part. It’s all in one unique quality everyone has, without exception, with no two the same anywhere.

That is the psyche.

You can’t change spines unless you change minds…

Here is the nature of what you have overlooked all of these years.

Over the course of about a decade (and likely more), you have accrued knowledge of the brain, the nervous system and the spine, including intricate details of their structure, function, mechanics, purpose and optimum state.

What remained constant that allowed this to happen? Your state of mind. Your psyche.

If you look closely, you have a certain psyche, specifically and especially on this subject, composed in such a way that you’re able to have such an understanding of what you’ve now come to know and practice. And it’s that understanding that makes you not only good at it, but effect the results you’re able to obtain.

And because people have brains and nervous system systems and spines, and because there are no exceptions to Nature’s blueprint of the human body and it’s optimum potential, you have overlooked one important factor that is not on Nature’s blueprint: the individual psyche

What is not an anatomical about the people in front of you, and what is ultimately responsible for your only caring for a maximum of 10% of dwellers in your community, is there psyche.

The psyche is not anatomical. It is experiential. It is a makeup that does not have a blueprint while the brain, and even the mind themselves do have an anatomical and mechanical blueprint that is common to all, the psychic depends on experience and just as there are an infinite amount of ways a person can become subluxated and an infinite set of combinations of ways that mechanically structurally the body can breakdown and cause illness so are there an infinite amount of ways a psychic can develop.

And just like there are no two bodies the same, no two causes of condition conditions, the same, and every person’s physical situation is unique to that individual and that individual only, so is it with their psyche

The most important thing you need to understand is that their psyche does not match yours. And each individual that you meet anew is an entirely new situation over and beyond all others. You’ve met prior and all others you will meet in the future..

A person psyche contains all of their beliefs, all of their experiences, all of their ideas and conclusions they’ve had, assumptions, errors, miscalculations, indoctrinations, and so on. There are an infinite combination of such things that lead to a person’s current mindset.

What is the point, and furthermore how can this help you by just knowing this?

What you need to know is that it’s not enough for you to understand a person‘s brain and nervous system and spine and structure and function. They have to understand it in the way that you do and this doesn’t come from your explanation.

Have you ever stopped to think that you had just the right psyche to be able to receive this information the way you did? Chances are you haven’t thought about it that way. It’s time to start thinking that way if you would like any shot at getting to the 400%, in other words, the other 90% to the mirror 10% you’re reaching.

This 10% that are “easy to reach” and easy to close already have a similar psychic to yours or one that’s conducive to receiving the information.

But 90% of the people that you meet do not have that ideal psyche, and that psyche not only has to be reconfigure it, but primarily needs to be figured. You need to figure out what’s going on inside the head of the person you wish to enlighten. You need to understand keenly the psyche of the person sitting across from you whether met in Public or sitting at your ROF.

And even if they are already sitting at your ROF and they seem to be at least warm as to the likelihood of their acceptance of your care, plan recommendations, they’re like you still may be a factor, keeping them from following through, from completing their program, from fully understanding it, and from leading a wellness lifestyle and referring others from their Ford, to say nothing of whether they close in the first place.

If you can understand the psyche of the person sitting across from you, and if you simultaneously an instant instantaneously, compare it with yours, you will see a difference. And you could assign a factor of that difference. In other words, it could be a little difference or a lot. Either way you know the distance you need to go with someone before you can start teaching them. What do you want to teach them.

You can’t walk up to someone and start talking about the brain the nervous system, the spine, subluxation nerve interference or general structure and function until you find out a few things about what they think and, more importantly, HOW they think. For their psyche will give you a clue to how they process information and above all how they will process the information you need them to know and understand to be able to move forward.

There’s a little bit of irony to this, and it would almost be funny if it weren’t so tragic that you’ve been so close to the answer all of this time and didn’t realize it.

It took me better than two decades and overall more than 50,000 interviews with people to discover this one factor and to refinance so that it could be mastered and not only did I master it. I found out that it’s easily mastered by anyone.

Even you.

We all know what’s become almost cliché, but is nonetheless true: the word “Dr“ means teacher quite literally. And when you obtain a doctorate of any subject, it means you were of the status of not only being an expert but being charged with the responsibility to enlighten others. As passé or cliché, as that has become, it will forever be true.

And it’s a given that you take that to Hart and very seriously when it comes to your line of work. Is this above all that motivates you with money distantly at the bottom of the list of motivation. But isn’t it interesting to find out that income level can reach sky high potential if you understand what the term “teacher” really means in its true essence.

We’ve all had an incorrect idea and have been a bit off the Marc about the subject and definition of “teacher” as an activity we engage in.

And while we may have been active teaching, this subject is our definition of what that meant that kept us to below 10% of our market. Our market is 100% but what happened to the other 90?

There are some that say that they’re only 10% of the people who are interested in Chiropractic in studying such markets. But but this is a rather lackadaisical view of the situation and 10% is a generous number due to the fact that if you look at the general population of your community, the 10%, we’re talking about is only about one percent of that population.

This is a rather apathetic view when One doesn’t consider the psyche of the people in said community. All that 10% measures is the amount of people already have the proper psyche to accept it the way you’re teaching it and the way you think you should be teaching it.

But if you can start now, (now that your education is over) to go beyond the education you’ve received about the brain, the spine and the nervous system, and branch out to study the individual psyche of each person in the same way you would study each subluxation that they have to find a physical cause and include the psyche in your individual diagnosis of each person — which, let’s face it, is as individual as the collection of accumulated physical traumas each person has — you would then be looking at a much greater market

Taking such a view as you looking at 100% of your market. And they’re in LA the fundamental behind not only why you’re not getting the other 90, but how to remedy it correct it maintain it and cash in on a full hundred percent in delivering your purpose to 100% of your community

Before you treat an individual, before you educate an individual to be able to treat that individual you must treat their psyche. This is not psychology. A person psyche is simply a collection of all things that they have experienced and know it is their knowledge base that they’ve accumulated for whatever reason.

It is the bundle of ideas that they have and shows not their thought process, but what they use on which to base their thought process. And you need to not only figure that out, but also assess how far they are from the correct thought process and then get to work on shifting it to your thought process.

For more information on this listen to my audio series, including how to make people think like you

If you can make someone think like you then you’re both on the same page. You can’t just teach somebody the raw information that you have come to know as true in school. It will not be acceptable to any better than 10%. And I think 10% is being quite generous at that.

But if you can make someone think the way you do, assess the way you do, observe things the way you do, then you’re on what we consider to be “the same page“ and are thinking and looking at a situation and rather the same way. And when you’re looking at the situation in the same way, your conclusions will be the same. All you have to do is share the information at that point and a person gets it.

Ask yourself, “how many times have I asked myself why people just don’t get it?” how many times in your career have you asked this looking to the heavens in futility and total frustration?

The psyche of each individual that you meet holds the answer. And it is far off from yours in a large majority of people that you meet.

This doesn’t mean it is difficult to change. It is only difficult to change when you’re unaware of it and it doesn’t change and therefore you cash in on a maximum 10%.

Let’s get you that other 90.

There is an apparent sequence to getting people well.

For you, this amounts to: Find them. Then find the cause of their problem. Then enlighten them. Then reat them.

In other words, and to simplify, the apparent sequence is: LOCATE – DIAGNOSE – EDUCATE – CORRECT