Does your unmotivated staff drive you nuts? Do you go through staff like a hot knife in butter? Even though the average longevity of a Chiropractic CA is only 2 years, there is a lot you can do to make those 2 years count. And, if you do a better job with your next staff in terms of hiring and motivating, they may just stay a lot longer. That might be worth learning about – don’t you think?
Well, for many years, I did not really understand this whole motivation business until my association with AMC helped clear it up the whole picture.
As part of our ongoing coach’s training – the best in the industry – in my opinion, we were introduced to a lady named Tamara Lowe who wrote a best- selling book called “GET MOTIVATED”.
In the book, she goes into great detail explaining all the different motivational types as it relates to individuals. The detail is incredible yet easy to understand. Best of all, you can get an accurate “snapshot” of what motivates you or anyone else by taking a simple 5 minute test by answering 21 questions.
I was amazed at how accurately it pegged me. I am a strong Producer and highly Internally motivated by bigger than myself causes (Chiropractic as a good example). However, I am an out of control Variable which means I am a great starter and a poor finisher. Sad but true. That’s was the bad news. The good news is now that I have realized this from a somewhat objective source, it makes it easier for me to change that aspect of what Tamara calls my “Motivational DNA”.
What does all this have to do with you motivating your staff? In my experience working with this in offices I coach all over the country – it can be huge! If you hired an Internal CA and can’t figure out why your cash staff bonus system puts her to sleep…you need to know why. This CA wants to change the world for the better (hopefully if she has attended your lay lecture for new patients, that would include Chiropractic).
She will respond much better to being reminded often just how much she is improving people’s health and literally changing their lives by being part of your Chiropractic team.
On the other hand, if your CA’s MDNA (Motivational DNA) is External, just “SHOW HER THE MONEY”! It’s not that changing lives isn’t important to her too. It’s just that tangibles like cash and prizes are more important to her.
This is just a tip of the iceberg. I have used these insights to improve my marriage even after 45 pretty good years so far.
Let’s say you give your potential CA this MDNA test BEFORE you consider hiring her. Can you see how it might make the decision easier when you have the selection process down to the 2-3 best candidates?
I wish I had known about this “technology” when I first started in practice.
The only problem with that idea is that Tamara Lowe had not even been born then.

This article is a little story about how I bought an $80,000 Lexus for less than $4,000.
OK, you are right it is not a new Lexus. I have not bought a new car in the last 15 years and don’t ever intend to again even if I live to be 100.

My wife and I have always wanted a Lexus 400 since the day they came out in late 1989 as the 1990 first year model. Lexus and Infinity were racing to be the first with an ultra luxury V8 touring sedan after years of making small econo-boxes for the previous 20 years. Lexus just won the race.

I did purchase a 97 Infinity Q45 some time back but got rid of it quickly after paying $17,000 for it and putting 6K into repairs the first 6 months.

Back to the bargain Lexus. The car lot I found this sleeping beauty on only sells Hondas and Toyotas. This 93 Lexus was the owner’s car. He has purchased it from the original owner, a retired Army Colonel who took amazing care of it. It had just turned over 100,000 miles which is just getting broken in for a Lexus. He was selling it cheaply because it needed $1500 in repairs to the electronic dash display. It worked and didn’t work. He did not want to spend the money and I could put up with it – for awhile.

My wife Linda is amazingly good at finding resources on the Internet. In about ½ hour of research, she located an electronics company in Massachusetts which specializes in repairs of this type. We go the electronic display repaired, with a lifetime warranty, for $70!

We have not put almost 10,000 miles on the car and it has everything a new one has – except for a fat payment book.

On the other hand, when shopping for a Consultant, cheaper is probably not better. Actually, AMC will help you for a full year at no charge to get your practice growing again. I don’t know how it could be any more reasonable than that.

That’s a better bargain than a $4,000 Lexus any day!

Is there anything more important than money in your life? There should be quite a few things! How about your family, dearest friends , your spiritual life – heck, what about a beloved pet? I know a grocery clerk who spent over $7,000 on her cat just to hopefully buy it another year to live when it was old and sick.
Money is just a means to an end. Money represents what it can buy and the time and energy it took to generate it. If the average person stopped to think before spending their money just a little longer – like a cooling off process, counting to 10 perhaps, maybe they would make better decisions. Who am I to be pontificating about all this? I have made every dumb , emotion driven mistake you can related to money, so in that regard, I am an expert at spending foolishly. I should clarify that to say I WAS. Now, that I am older and definitely wiser, my attitude toward spending has taken a 180.
Having raised 4 children 2 boys and 2 girls, (the girls have definitely been more of a challenge), I tried to teach them some money lessons I had to learn the hard way. The boys are doing a great job. The girls are catching up.
There are several principles, I have attempted to pass on to my kids when it comes to spending their money. It can be summed up with some key questions such as…Do I need this or, do I merely want it? How will it benefit me now and later? (this is why spending money on things like food and rent are so easy to answer). One key question centers around feelings related to spending. When my oldest daughter was about to make a major purchase (a vehicle), I told her that she should compare the short term feelings of happiness generated by the new car smell with the longer term feelings of facing a $400 payment every month. I know that is much easier question for an older person to answer objectively.
Whether you are young or old, your spending habits can make or break you. One thing I have observed about Chiropractors, is that once we start to getting our head above water financially, we always manage to spend just a little more than we take in. It’s like the practice will continue to grow and that the money will continue to roll in forever at the same rate. I have learned that it just makes more sense to hope for the best but plan for the worst.

My dad was an engineer who achieve quite a high level of success in his career. He got a nice letter from President Reagan when he retired from running our nuclear reactor research projects in Oak Ridge Tennessee. He was the original negative thinker. His approach was to always assume the worst so that whatever the outcome, you would be ready. I can’t say I agree with the whole concept, but as in so many other areas, the older I get the smarted he has gotten.
Since I mention cars, stay tuned for my story about how I bought a $79,000 Lexus recently for 5 cents on the dollar!