Opportunities from Obstacles

One of the most frequently-raised "hot topics" among new coaches and Affiliate owners is that of the client with pre-existing health issues.

Consider this: there exists a demographic 'sweet spot,' containing folks old enough to support your services but young enough to appreciate the necessity of same. At fourty-five years old, I'm able to pay for your attention, and I can see the effects of deconditioning on my retiring parents; I'm READY for you.

I'm also on one knee, and my MD wants to put me on Lipitor. Just in case, you know.

Here's how to turn those two "red flags" into green lights:

1. Ask my permission to consult with other healthcare practitioners. This doesn't demonstrate lack of knowledge or ignorance on your part; instead, it shows me that you care enough to check. You're willing to take up your own time to be 100% sure of your course of action...before I commit to purchasing anything from you? We're going to be friends.
2. Ask me to sign a 'release of information' form. This shows me that you're a professional who's been down this road before. It also gives you my signed consent to ask important questions of other care providers; elevates your standing in my eyes to "professional"; and creates a psychological contract (we trust each other.)
3. Call the professional who has had recent dealings with me. This is typically a chiropractor or physiotherapist. To make it clear that you respect their time, and are not asking them to do your job for you, suggest a course of action and ask if they agree. Be specific: don't use buzzwords like "core" and "trunk," but actually suggest strengthening of the TvA, for instance. Then ask if they have anything to add; most will, and that's good. The best conversationalists are the good listeners, not talkers.
4. Send the professional a thank-you email that includes your information in the signature line. Check your spelling.
5. Call me back. "I've just had a chat with Dr. Smith, and I have a good idea of what our course of action should be." You've corroborated your method, and added a professional endorsement without asking anyone for a testimonial.
6. Clearly bracket a timeline, if possible. "I think we'll see notable improvements in three weeks, if you come twice each week and do the homework that I give you." This is a terrific time to ask me to come up with some Bright Spots: "How will you know when the therapy is starting to work? What's the first thing you'll notice?" 

Instead of a gaining an over-cautious client, and keeping your own hand on the emergency brake for the next month, you've taken the opportunity to raise your own esteem in the eyes of the client (you've built a foundation of trust) AND with another professional caregiver. 

We use this method often, both with postrehabilitation clients AND Ignite! clients. The snowball effect is amazing.