New Patient Challenge: Day 3 - How?

Hello, my friends. How's everyone doing today? Great to see you all. All right, how many of you got your homework in? Go ahead and type in me if you submitted your homework from yesterday. All right. Amazing. Thank you. Thank you. What we're going to be doing, what I'm going to be doing is I'm going to be doing something called Wheel of Names. If you've never seen Wheel of Names, it's hilarious. And my son showed it to me, and it's a great way to get people's attention. So I'm going to be spinning and we're going to pick a random winner a little bit later today. So I'll share that once we go through all the submissions. Welcome back to Day Three. Today we're going to be discussing how. And one of the things we talked about yesterday that was so vital is the ability for you to present yourself as a guide. Being a guide and shifting from the hero and putting that crown on your client is very, very important. Your website ideally should position your client as the hero. That's so important, and oftentimes it's overlooked. So if you're in the process of branding your practice or rebranding your practice, think about how you can position your client as the hero instead of you being the hero. Now, in order for us to do that, we have to show empathy. We have to show our clients that we get them and that they get us. And this is, for many people, one of the hardest things for us to do. Now we know how to tell stories, hopefully, because we've watched so many stories in movies, in books, and so on and so forth. However, nobody's taught us how to perhaps understand the psychology of telling the story and understanding the difference it makes in the way you tell a story, and especially the most important story, which is yours. One of the keys to telling your story is going to be learning how the story and the cadence it needs to be told in and the order the events need to go in. So Joseph Campbell calls this the hero's Journey. Many of you have heard of the hero's journey. Another amazing speaking coach, Pete Vargas, calls this ordinary, extraordinary, and why. And so that's what we're going to work through today. And then we're going to talk about where you're going to present this and how you're going to present this to other people. One of the cool things about health and when you're telling your story is that you're in a position to share something that can literally change the course of somebody's Life.

So.

So how you tell that story matters significantly. And when you understand your story, it also gives you clarity on the direction you need to move in as well. So today we're going to go through a framework called the Hero's Journey. And this is from Joseph Campbell. This is how all stories are told. You'll never watch a movie and look at it the same ever again. And stories are how knowledge is passed down from generation to generation to generation. And when a story is told correctly, it's so much more memorable. So let's go through this and talk through this, and what we're going to do is we're going to break you up into breakout groups today, and you're going to get to share your story. So we're going to practice this firsthand. So make sure you're in a position where you can turn your camera on so we can see your beautiful face, and make sure that you're also prepared to speak. Okay? So the breakout groups are great because we get to connect and get to know one another. Let me see here. Awesome. So there's 12 steps to telling your hero's journey. Part one is the ordinary world. And what that basically means is that you thought everything was just the way it should be. Perhaps you were even in a flow state. I'll interject my story, so that inspires you to think of your story. So for me, my ordinary world was that I was a chiropractor, working in a sports clinic, loving my job, getting great results, working with Olympians, professional athletes. And at basically two years into practice, I had addressed and hit all the goals that I had set for my entire life. I had checked all of those things off the box. So that was my ordinary world, right on top of the world. And then the next step is the call to adventure. So I want you to think of what's your moment here and what's your call to adventure. So for me, my call to adventure was I was asked to be on the news because my boss at the time had frozen on live television and never wanted to be seen on TV ever again. One of our clients was actually working for the news and came to our practice, got amazing results, and said, more people need to know about you. So imagine having so much anxiety because of a previous traumatic experience and then basically handing that off to me, and I'm like, cool, I get to be on tv, right? Who doesn't want to be on tv? Because we are getting. Obviously it was going to be a positive thing. So that was my call to adventure. Okay. And then the refusal is, you know, you start doubting yourself, don't you? Right. Because if you've never done this before, then you're going to start questioning yourself. So that's the refusal. Like I'd never been on TV before. I didn't know what to expect. I was excited but obviously nervous at the same time. So let's go through part one. What was your ordinary world? In one to two sentences, what was your ordinary world? Almost think of your past life before you do what you do now. Now, keep in mind that this is a wheel that keeps turning, okay? So within stories, just like within spirals, there's bigger spirals and bigger spirals. That's how your life is. Your life is a spiral of these stories. Now, what you have to keep in mind is who your audience is. So if your audience is moms, then, or parents, right? Then you want to have a parent story, right? Or you want to appeal to the part of your story that appeals to your audience. Okay, so let's say you're a mom and you're an entrepreneur. If you're speaking to a group of entrepreneurs, you would focus on the entrepreneurial part of your story. If you. Same story, same journey. But now we're going to appeal. If you're in a group of moms, in front of a group of moms, we're going to appeal to the motherly side of your story, right? There's. As you're going through life, as you're going through a story, there's many parts of you, different personalities, if you will, that are going through that same journey, right? Does everyone see that? So we want to have a story that has versatility. Follow me. If you're understanding this and type in.

Yes.

If you're understanding and you're following along, Perfect. So this is so important. Because when we start presenting our story, right, there's patients literally everywhere. There's clients that you can help literally everywhere. However, we have to appeal to them so they get drawn into our story. So we have to focus on. On the part of us that's going through a story that resonates with them the most. So in one to two sentences, what was your ordinary world and what was your call to adventure? Maybe your call to adventure, it doesn't have to be positive, right? Maybe your call to adventure was, you know, a family member became ill or you became ill or, you know, you ran into a crisis type of situation. Okay, so what was that call to adventure? And then what was a refusal? Right. A lot of times refusal Is what we would call imposter syndrome. Who am I? We're refusing and denying ourselves. Okay, so this is what's going to hook people in. We have to know who our audience is. So when I'm speaking to a group of dads, I'll give you an example. My functional medicine journey starts off as my wife yelling from the top of the stairs, are you actually going to get paid today? For me, that was my call to adventure. She called me out. That's the question a guy never wants to hear his wife ever have to ask. Because you promised you would take care of the family. We want to. Really. The point of that is that in that moment, I'm a functional medicine practitioner. I'm also a dad. I'm also a husband. Right? I'm all of those things. So I would focus on the part of the story that appeals most to the audience that I'm in front of. So I'm from front of a group of dads. I would appeal to that part of my story. Does that make sense to everyone? And this is a skill that you'll develop over time. But it's really easy once you have awareness. Cause we always think before we open our mouths, right? So we can think about who our audience member is or who that conversation is with and appeal to that.

All right.

Step number four is finding your mentor or helper or guide. So for me, after I was on the news, we had about 80 people call the office. The story was about tennis elbow. Still remember Connie sharing about how we got amazing results for her tennis elbow? She was seeing a surgeon. Didn't help. She saw physiotherapy. Didn't help. And we did something called active release, and it helped her. Next thing you know, the phone simply would not stop ringing. And we had dozens and dozens of patients schedule, which is great until you realize that you can't help those people because what they're coming in with is not something that you have any familiarity with or training with. So I was refusing clients not because I didn't want to help them, but I couldn't help them. But I also realized that nobody else was helping them because they all had medical doctors and specialist appointments and natural healers that they were seeing. So not knowing where to send someone, that's difficult. That was part of my refusal. And then I started learning about functional medicine through what I would, in hindsight, call spam email. Because I never gave Dr. Grisanti permission to email me. I don't remember signing up for anything, but I'm So grateful that he must have got my email address, probably from our board, purchased the list, and started sending me emails explaining how he was getting amazing results with people with chronic health issues. Exactly like the ones I was turning away. Okay, so who is your mentor? Who stepped in to help you out? And then there's crossing the threshold, right? Which is learning your craft. So for me, I became a functional medicine practitioner. It's kind of like, you know, when you, when you see heroes like doing their sword fighting training, right? Or, or whatnot before they go to battle. And then, you know, so that, that would be the training that you received or the lesson that you received that's crossing the threshold. And then step six is test allies and enemies, right? What were the obstacles that were coming your way? So my boss was very focused at the time, and probably still is, on soft tissue injuries. She wanted nothing to do with helping people with autoimmune conditions, and rightfully so. She was very purpose driven and focused on helping people with soft tissue injuries. But once your mind is expanded and once you have a new paradigm, you can't go back. For me, I was a chiropractor, and no offense to any chiropractors, but I felt like that was my state of being a caterpillar going through the functional medicine training, that was me becoming a butterfly. You can't go back. You can remember and you can know, but you can't go back. So I brought that philosophy with me that the body can heal, that when we provide the right environment, the body can restore. But my boss didn't talk about nutrition with her clients. She didn't sell any supplements to her clients. These were high performance athletes that were coming in to see her. Imagine these people are ready and willing for opportunities like this. However, it was in her training, so that was one of my tests and challenges. I had to almost sneak functional medicine into my practice. So I started giving all of our clients, I started giving them the nutritional assessment questionnaire, and I started realizing that almost every single person who I thought I was helping was dying of something else that I wasn't helping them with. They were struggling with diabetes, they were struggling with autoimmune conditions, with digestive issues, but they weren't bringing that, any of that to my attention because they're coming to see me for their neck pain. So I was tested, right? And of course, within that same office, my, my boss was like, hey, you're spending too much time with people, right? We were in, we only had two rooms between the two of us. So you Know, if I'm spending more time in one room, then it's going to cause a little bit of a traffic jam. But once you know this, you can't stop talking about it. So time was a test. My boss was a test. My conviction was being tested. Right. And I can't say I had enemies, but, you know, sometimes you have forces or people who are, you know, not that they're working against you, but they're not supporting you. Right. A dam doesn't. Doesn't push the water back. It just holds the water where it is.

Is that loud? Can you hear that? Is it super loud? Okay, so I'm going to try to ignore it. It's super loud for me. But if it's okay for you, then that better.

It's going to go on and off. I apologize.

So we'll do our best. Okay, so we have to identify who are the tests, who are the allies, and who are the enemies. For some, it's going to be your kids are going to test you. For some, your job is going to test you. For some internal objections are going to test you. What are those enemies?

Okay, is everyone following along here?

Amazing.

I hope you're writing this down. Okay, so the order of this is important, and this is something that you're going to polish over time. Okay. Just like a diamond, you polish it over time.

Okay.

So now let's go to the approach. What's the approach you're going to take? Yeah, Aaron's got it right.

Sometimes the plumbing will test us. So what's the approach we're going to take? Right.

So for me, I started giving my clients lab testing. I started ordering supplements with my own.

Money and stockpiling them in the office because this is what I knew I could do to help people. And then you run into an ordeal.

You're going to face challenges there as well. And then what's the reward? So for me, the reward was getting amazing results with people and having so much more to talk about with them and so much more of an impact to have on their health.

And then we have the road back.

So for me, you know, once I knew this information, I couldn't look away. I couldn't go back to the way I was practicing, the limitations that I had. And so for me, I had to leave that practice. I was being groomed to take it over and having to having to have difficult conversations. I had to walk away from that practice.

And I promised myself that moving forward, I would do whatever it takes to teach this to as many people as I possibly can. Okay, so that's my story kind of coming full circle now. My story doesn't end there. There's another story that starts and then another story, and then another story. We keep writing this story over and over again. So what I'd like for all of you to do is spend a few.

Moments and if you have any questions, I'll take them now and then we'll split up into groups and you'll each have about five minutes to share your story. Any questions that are coming up right now? So the way I would classify the ordeal is so once you have this new approach, you're going through a transformation process and that's where you're going to start to feel any struggles that you're coming up against. Okay, so the reward is kind of the climax. So what, what challenges did you have to overcome. In order to achieve the rewarding outcome? Okay, great question coming in. What if you're speaking to a group that you don't have experience with?

I'm speaking to a breast cancer group tomorrow.

My main story is around infertility. So you're going to have to, you know, one thing that I'll say to that, Holly, is you're going to try to find and feel out the energy of the room. I would imagine that it's going to be mostly women, and I would imagine that it's going to be mostly moms. So if your story is around infertility, the thing that you could resonate with them is how important children are and how important it is for moms to be around as long as possible for their families and to be role models of health for their families.

So I'm assuming that your. You have kids only, right?

So you overcame that and that, you know, you promised, I'm sure you did that.

And of course you can speak whatever your truth is, but that you promise you had a baby, you do whatever it takes to not only take care of the baby, but to take excellent care of yourself.

So maybe that's the connection there for you.

Okay, can I talk about part one again?

I think it sets up the rest of the circle.

Yeah.

So part one is your ordinary world. So what was, what was happening for you at, you know, before you were called to, you know, learn about functional medicine or approach your health in a new way? And that story is the beginning of this story, the beginning of the ordinary world. That's something that constantly is changing based on your audience. Alright, so if I'm going to appeal to the dads in the room, my story is going to start after my son is born. Right. I wouldn't. Wouldn't make sense to talk about the stuff before. So what is that ordinary world that's relevant? The ordinary world has to be relevant to the audience. So your starting point and the. Even though the starting point is the same, the aspect of the starting point that you focus on is what's important. Right? Because in that moment, you're multiple things. You could be a mom, you could be a sister, you could be a grandmother, you could be an entrepreneur. So although that timestamp is the same, the part of who you were in that moment is going to be the person or the aspect of you that resonates most. Most with the person that you're speaking. Okay. And part four is the road back. Okay? So the road back is, you know, once you, let's say, achieve great health for yourself, right now, it's the road back to share it with other people. That's why you're here. Right? So now you bring the lessons back with you. We call it the return of the elixir. So the climax is actually the reward, And the return home is where we are now. That's the present moment. Right. That's why. That's. This is why I'm here to share this with you. Okay, so what we're going to do now is we're going to break up into groups of four, and you're going to have about five minutes each to share your story. The person with the shortest hair keeps time, and the person with the longest hair goes first. Okay. So shortest hair keeps time, longest hair goes first. And, you know, feel free to give each other input and feedback and guidance. Okay? This is a safe space for all of us to share. I do not expect perfection. Okay. When we can tell our story correctly, it makes a difference in all of our conversations from this point moving forward. So this is, again, very subtle but very powerful stuff. When it comes to acquiring and working with new clients, you have to know how to best communicate with them. All right, did you find this helpful today? Type in yes. Awesome. Thank you. All right, let's get you into breakout groups. So you should see a blue button to click on, and that'll take you to your breakout group.