When it comes to Health and Wellness Screenings there are many ways to go about doing it that work. I was taught by one of the greatest screeners on the planet named Pat Kelly.
We did a screening at the Maui County Fair and signed up 63 new patients for active care that next week. Whew!
Here is what I learned from the master himself:
- Position one is the “schmoozer” a.k.a. “roamer.”
- This person greets people in the crowd and gets them interested in why you are there. They hold a clipboard with the “Health and Stress Test questionnaire,” get out into the crowd and stop people as they walk by and say something along the lines of, “Excuse me, do you know what we are doing here today? We’re doing a quick health and stress test. Are you under any stress? If they say yes, the roamers say, “Why don’t you fill this out and we’ll find out.” If they want more details the roamer might say, “We are screening for health problems and future health problems which might be connected with the spine and nervous system. It only takes a few minutes, would you like to find out about your health and stress level? (In the “Health Screening” Training module we show several different versions of questions the schmoozer may ask, i.e. “Hey do you know what we are doing here today? We are checking for hidden health problems, have you ever had a cholesterol check…?” or “Hey do you know what we are doing here today, we are doing a health lie detector test”. The whole trick is to ask questions to get them engaged!
- Obviously we want a “high I” for this position. They must be friendly, outgoing, and positive and have a burning desire to fill your practice with people for you to help. Certainly patients whose lives you have saved make great roamers. Nice looking and nicely dressed is a plus. We had several people in this position, they were known as “Rosenites.” We all have them, you know the people who need to tell everyone about their healing experience. These are the people you want for this position.
- You want them to get a line going. The more people that are waiting in line to see you the more people will wait in line to see you. Have the roamer collect the questionnaire, get them in line to go to the next position and start to “schmooze” with them and sing your praises. Nothing gets a line going better than technology. I used the thermograph and just scanned the neck as a quick scan. We had the computer connected to a T.V. that was at eye level. It was amazing to watch people stop in their tracks as they would walk by our booth! They would literally walk up and ask our roamers what that was, and if they could do it!
- This position also sets appointments and collects money for the perspective patient who has just left the doctor at position Three.
- When position two is ready, the roamer introduces the patient to the “Screener” and gives some personal information they found out about the person from their brief time together. Remember, we are trying to get these people to “bond” with us, and the fastest way to get someone to bond is to ask them questions and listen to them talk.
- Position Two is the “Screener.”
- This person is going to let them know what they are going to do and what the goal of the interaction is. After a few pleasantries they might say something like, “Our goal tonight is to see if you have nervous system stress and potential related health issues. If we find that is the case, we want to see if chiropractic care may be able to help you. Would you like us to do that?” If they say no, briefly find out why. Take remedial action if possible, if not, move on to someone who does want what you offer. Assuming they say yes, explain the screening test they are about to perform. With the thermograph we said, “This is a thermograph. It simply measures the heat coming out of your skin. It doesn’t put anything into your body and cannot hurt you in any way. Both sides of your neck should be the same temperature, because they both have the same blood supply, (touch their neck on both sides.) If they are not the same temperature, it may indicate that you do have spinal or nervous system interference and we may be able to help you. Ready to check?” Do C1 to T1 or T2. Assuming there does show some imbalance, they will want to say something like, “Oh yes, you do show imbalance and this interference may be related to your health problems.” (Assuming that is legal in your state.) “I will introduce you to the doctor in just a moment and he/she will do a few more checks with you and further discuss your health concerns.
- While the screener is doing the nervous system scan they are discussing some of what they are finding as well as the persons health concerns and empathizing with them.
- While they are waiting for the doctor at position three to finish up we want the screener to talk the doctor up in a big way and make them feel comfortable with their decision to meet with the doctor.
- Screener now introduces the patient to the doctor and gives a quick summary of their health concerns. Something like, “Dr, _____, I would like you to meet Dave. Dave has headaches and arm pain and it’s affecting his sleep and work. Dave has tried all kinds of medicines, P.T., and acupuncture but has not had good results. You can see that he has red lines at C1 through C3 and blue lines at C7 and T1 and he is very interested, (possibly interested etc.) in getting this taken care of. All of this information is taken from the questionnaire.
- Position three is the Doctor.
- The doctor greets the patient and connects instantly.
- The doctor does a quick review of the symptoms.
- Now the doctor does a quick touch, tell, ask and teach and blows the patients mind with his/her amazing skills and ability to know what else is going on with the patients health and go right to the spot! The critical key here is to do the Whole Story and make sure the patient says it back to you!! http://www.rosencoaching.com/store/laasr-mastery-process/the-whole-story/
- The doctor now goes into the launching sequence that they have fully memorized from the, Health Screening Training module. http://www.rosencoaching.com/store/new-patients/health-screening
- The doctor gives the “special offer”. There is no question you will have much better results if they have to pay something to reserve the exam spot. I would recommend something along the lines of $27-$47 for the reservation and then give them $100-$200 worth of services. (Assuming that is legal in your state). Maybe your consultation/examination, R.O.F., and all of your bells and whistle tests and x-rays that you do. Assure them that this is not “a bait and switch.” The $27- $47 absolutely includes everything. If they don’t choose to follow through with care, the $27- $47 is all they will spend. If they do choose to follow through with care, you will discuss the fees at the R.O.F. when you have more data. It is also nice to have the $27- $47 go to a local charity. You can use their banner and have the people write the checks directly to the charity.
Again, there are many ways to do this. I had great success doing it this way and have shared it with many of my clients who also have had great success. Recognize that this article helps point you in the right direction with the “procedural” aspect of doing screenings, but there are many “headspace” issues to look at also! If you are serious about screening make sure you get the Training Module. It will rock your world!