Dr. Josh Wagner
The Official Blog of Dr. Josh Wagner And Patient Mastery

Creating the Most Referred To,
Sought After & Respected DCs:
The SMELL We Don't Talk About
Written on February 4th, 2018
Yesterday I stumbled upon an old shoebox I've kept of my earliest football jerseys.

I hold on to very, very few material items.
Most of my coveted sports trophies have been tossed.
There's a reason this shoebox remains...

Those (washed) jerseys still contain a smell so powerful and visceral
I'll only TRY to share with you here...

When I put my nose to them my stomach turns and a nervousness of survival sets in.

Here's why:

Following in my brother's footsteps I played youth football for the town "across the tracks".
They had better coaches and played against other programs unlike my hometown's team.

And I looked up to them because in 3 years my brother's team only lost 1 game.

We'd begin practice in the middle of August, weeks before school even started.
It was the first time I'd really witnessed kids full on fighting.
Off the field there could be hatred amongst some.

As soon as we'd see Mike's ADT Security truck pull into the parking lot it was time to suit up.

On the field they were brothers.

I learned how to be powerful from some of those kids.

Kids who already had a chip on their shoulder at just 12 years old.

Our tackling drills were simple:
2 lines facing each other 10 yards apart. One person with the ball.
Now run into each other head first and whoever's standing afterward wins.

We'd all take a knee at the end of a grueling practice as the sun sets over the trees of Leonard
Park and the smell of the Chinese restaurant across the street stays indelible in my mind.

Graduates would show up at practice and drill us.
Run the hills, leg lifts for minutes on end, and of course - more tackling circuits.

One told us it didn't matter if we won or lost,
what counts is if other towns know when they see you on the schedule they're going to get HIT.

It's what contributed to a newspaper quote I'll never forget about me at the varsity level.

"If you're lucky enough to get past their defensive line,
you'll have the luxury of being met with a brick wall in Safety Josh Wagner"

Coach Mike, who must've been just 20 years old for my brother's team would always
say before a game "It's OK to be nervous. It's NOT OK to be scared."

I was always nervous before games.

Football is different than any other sport.

The other team's goal is literally to hurt you, not just score on you.

It's like preparing for a street fight.

That's what the smell of my jersey reminds me of.
A bus full of players heading north on I-87 to go into battle against another town.

It's a stronger nervousness than anything I've felt academically or professionally.

In the years since I've donated money to the program and go back every few years
on a Sunday morning to see what the team looks like.

It's dwindled vastly.

Many of the same coaches and assistants from 25 years ago are still there.

They all admit it's not what it used to be. Not just in numbers...
The kids aren't the same nowadays; "They're not tough like you guys were".

Sometimes if I find myself driving near the park between 4-6pm during the Fall
I'll go in to see if they're practicing.

And if I'm lucky and they are I'll sit and just watch a few minutes.

The Chinese restaurant is long gone. If it weren't, the smell would make it that much more real.

Every time I leave I drive away I'm more grateful and committed to what I'm up to now.

Last time I actually spoke to Mike after a game I asked him if he's got family?
He told me he's been the father figure for a best friend's teen son who doesn't have one.

Occasionally I see him now working part-time at the locally awarded fish market.

Sometimes our eyes meet but he's busy at work behind the counter.

He wouldn't remember my name - but he knows the connection.

I could see the years of sacrifice and service in his eyes.
I can also see the pain because he looks away quickly.
It's alright Mike...
We've all got pain in one area or another.

Of all the fear and nervousness those jerseys produced in my veins for years...

When their smell hits me now...
It anchors me to commitment, discipline and service.

And I'm grateful for that.

Sometimes... I hear Chiropractors talk about the smell of their x-ray machines
and how nauseous it makes them...

Bringing memories of countless x-rays processed only for too many patients to say
"I'll think about it"
and disappear...

Not an inspiring way to remember practice days...

Instead, what if that same x-ray smell brought you feelings of service and commitment.
To abundance, giving and receiving.

To making a real difference in your community and providing your family a life that inspires you.

That's the real power of being a Chiropractor.

And it can start just by switching how we look at what we already have.

More to come on this...

Here for you 100%.
Dr. Josh Wagner
Patient Mastery
My 5th Grade Jersey:
Perfect Patient Funnel System
School Street - Home of The Brave
Written on February 4th, 2018
Do you ever find yourself hoping a new patient likes you rather than going in as the authority...?

This story will help illustrate why that is and what to do about it:

20 years ago the rapper DMX was popular and he'd rap: "School Street - Home of the Brave!".

It's the projects where he grew up in Yonkers, NY 25 min south of where I did.

I'll never forget going to play basketball games there...

Off one of the main arteries of downtown Yonkers, take a left at the KFC...
It leads down a back alley street of grimy auto body shop after grimy auto body shop...

Each one had their own set of dirty, angry Pit Bulls CHAINED up to each side of the garage staring at you as you drove by...

Pull up to a set of tall brick project buildings and cautiously leave your car parked on the street.

It always seemed to be overcast or drizzly there...

Enter through a metal detector immediately inside the residential building
into a full basketball court carved out inside the first 2 floors.

I'd never seen anything like it.

There was hardly anywhere for fans to stand.
It felt like being in a fish bowl - Being stared at with no exits.

Every time a monster dunk was thrown down the refs had to stop the game
as rabid fans streaked the court waving towels over their heads.

Our coaches instructed us: If you feel your man take off jumping behind you - turn,
grab their waist and pull them down...

Otherwise you're about to get embarrassed on an alley-oop behind your back.

The stomping feet of the crowd felt like the building was pulsating to the beat of the game itself.

Our team would show up a bunch of skinny, pale, freckly, timid looking Irish kids out of place.

We'd hear the snickers before the game and comments like "You lost bro?!?"

When the game whistle blew everything changed.

Because we were the ones with the Eye of the Tiger.

It didn't matter we weren't as fast, tall, strong or able to jump as high...

We knew how to play.

And we knew how to win.

Our captain wouldn't let it go any other way.

And we'd exit, exhausted, grateful to see our cars in the same spot as parked with hubcaps still on to drvie back to a cozier part of Westchester county.

Our ability to ADAPT is what made us so strong.

It didn't matter we were out of our environment.

It didn't matter what the other team or crowd thought of us.

We brought OUR game.

And the same MUST happen in your practice every day .

Not just when it's already a good month.
Not just when patients are showing up with the best insurance.

Because EVERY new patient is coming in with some history of CHIRO you don't know about...

The obvious ones are skepticism, lack of respect and hesitancy of your recommendations...

They're never going to tell you the real ones...

And it doesn't matter.

Because when you OWN what you do, who you are, the value you deliver AND
communicate it in a PATIENT-CENTERED way...

It doesn't matter if it's the resistant male whose only there because his wife insisted...

He's going to let go of that and love you.

It doesn't matter if it's the new patient who knows EXACTLY what care they need, how it's to be done, the correct schedule and they just need you to "push there" bc that's all you're good for.

All of that is done forever.

Because you're so powerful and so adaptable to whoever walks through your doors.

That's Patient Mastery.

That's DC Mindset Mastery.

That's what's coming VERY soon for you.

So you're not only the most referred to, sought after and respected doctor in town...
But you FEEL and KNOW you are too, even before it happens.

Be on the lookout - San Diego Training May/June - specific weekend TBD.

Until then stay focused, be great with your patients, and know that you offer a service so valuable that no one else provides.

And the only thing that separates where you are and where you want to be is
inside your head
and how you communicate it to others.

I can't wait to share with you both.

Here for you 100%,
Dr. Josh Wagner
Patient Mastery
SCHOOL STREET, YONKERS NY:
Perfect Patient Funnel System
Win The Crowd 
Written on February 3rd, 2018
Yesterday I woke up to a very rare NY white Christmas.

There's different types of snow... and this was the quintessential kind.

Each tree looks like it's part of the celebration as the snow clings to every branch.

Before heading to my brother's to see family I meditated, read and
then turned on the TV to relax beside a blazing fire.

One of my favorite movies was playing: Gladiator.

The scene where Russell Crowe is mentored before going into the Roman Coliseum
sparks a cord...

His capture admits to Crowe he too was once an enslaved Gladiator.

And gives these choice words before he's thrown into the lion's den :

"I wasn't the best because I killed quickly. I was the best because the crowd loved me...
Win the crowd, and you'll win your freedom."

Crowe responds
"I will win the crowd. I will give them something they've never seen before."

And you know how the story ends.

Think in this example of Gladiators "killing quickly" as you being superb getting patients well.

So many Chiropractors think the wonderful skill we possess is what 'wins the crowd'
(i.e. patients and your community raving about you and coming in more often).

But it's NOT - even though it SHOULD BE...

The best clinical chiropractors aren't guaranteed practice success, unfortunately...

That doesn't mean it's not a needed element and should be strived for - it absolutely should.

However it's NOT what separates the successful from the struggling.

And success is different for each of us:

It could be easily covering your practice and family overhead with no financial concerns.

Or working the exact hours you choose without doing any of the marketing you detest.

Or being recognized as a leader in your community and the many referrals from it.

Your success is ultimately what you choose it to be.

And you're far more likely to have it when you WIN THE CROWD
and
GIVE THEM SOMETHING THEY'VE NEVER SEEN BEFORE.

What's that look like in Chiropractic practice?

Giving a new patient experience they'll tell others about without a doubt.

Does a stressed and in pain new patient feel inspired for what their life could look like after their first visit with you?

Or do they feel overwhelmed about the process required to get them there [the age old ROF]?

Are they getting pushed through an exam conveyer belt...

Cut off and hardly listened to (like every other doctor experience)...

Force-fed education to get them to agree with what's going to be done to them...?

Because that's what most Chiros are taught to do...
or resort trying to figure it out all on their own.

But none of that is winning the crowd.
And it's not something patients haven't seen before with other doctors...

You provide a service so unique and valuable... the way you communicate it to brand new patients needs to be the same.

And when you combine THAT with your skills it's an unbeatable combo.

To be loved, respected and admired by every new patient who gets the opportunity to see you.

In that space the insurance convo isn't that important anymore...

Patients say "I want this. I need this. And I want it from you."

Let's give more patients that inspiring first experience.

They'll give you their trust, referrals and care investment in return - I guarantee it.

That's the doctor your community and patients are looking for.

And you're just a few choice words and conversations away from giving it to them.

Join me and a special group of doctors at an upcoming Patient Mastery training to get it
(or learn it online in the comfort of your home by a fire).

And make this coming year the first year of a brand new practice model that works.

Here for you 100% ,
Perfect Patient Funnel System
The Japanese Secret to Happy Patients
Written on February 3rd, 2018
Last night I ascend the steep escalator into the Hudson Hotel.

The dimly lit, huge brick backdrop of the reception draped with ferns is striking.

Turning to the right I see 2 neon buns resembling lips as the perfect logo...

Hundreds of dimly lit orange bulbs hang from the ceiling.

An artistic rendition of Godzilla destroying NYC adorns the wall beside a huge fireplace.

It's my first time trying the infamous Umami Burger.

Originally discovered by Japanese scientists,
Umami is the 5th taste after sweet, sour, salty and bitter.

A savory and indescribable taste chefs strive for.

This company has created it in their burgers.

I see inside the kitchen a pair of old Japanese men preparing all the food...

Even the ketchup is different...

Normally I think it should be illegal to serve anything other than Heinz.

Not this time.

It's perfect on these creations.

Truffle burger, Impossible burger, Royale burger... all to illicit the umami factor.

I had the Umami burger.

And I'll be back for the others.

As I left I thought about how to describe Umami...

And realized it's not far from the experience certain Chiropractors have in practice.

Like the patients who refer after that initial consult because it just feels right to...

The patients who throw down their credit card without asking their spouse
even though they believed they'd have full coverage...

The patients who have NO idea what you're doing to them... and trust you fully.

There's no description fitting to tell their friends.

There doesn't need to be either...

They'll never be able describe or understand the science behind it..

They definitely can't describe subluxation without looking like they've joined a cult...

It's not even about their worst pain disappearing.

Because we've all had the patients who disappear without a thank you after saving their lives.

It's far, far deeper than that.

It's a connection created they've never experienced before.

Not with other doctors, bosses, colleagues or sometimes even spouse.

Recently a doc practicing the PPFS consult with his wife said he learned things about her
he'd NEVER KNOWN before...

That one conversation caused her to open up to him.

That's powerful.

That's what can separate you in your town.

To be able to recommend care without ever feeling like a salesperson.

And become the most referred to, sought after and respected doctor in your community.

That's giving the umami experience to your patients.

Thank you for your service week in and week out.

This Thanksgiving week, I thank YOU .

I know it's not easy.

I know in January deductibles reset (and probably increase).

And if you're reading this I know you're doing the best you can to serve your patients.

So you and your family deserve the best in return.

That's why I'm offering the last, best opportunity for creating the umami experience
in your practice with every patient.

So you get paid fully and referred to more than ever before.

Here for you 100% ,
Dr. Josh Wagner
Patient Mastery
Perfect Patient Funnel System
Be Careful Of These 2 Unfortunately Inherited DC Mindsets
Written on February 2nd, 2018
After working with hundreds of DCs the past few years... trends show up.

This one is SO common among us all I want you to be aware of it...

I experience it too.

These 2 inherited mindsets of Chiropractors sabotage our practices:

1. The Red Headed Stepchild to Medicine

This is NO knock to redheads or step children (just a term of speech!)...

As DCs we're so often frustrated by the lack of respect we get compared with MDs.

From the general public, to the insurance companies to even our own friends and family...

Sometimes causing us to attack medicine just out of resentment.

Rather than the plenty of legitimate reasons available to fault them...

The thing is... our patients don't care about that...
They don't understand what we do and never will.

And they don't want a doctor who bashes what they've been doing for years...

A 45 min lay lecture is NOT going to change 40+ years of indoctrination...

Yes they'll nod their heads, but when the child has a fever 98% are still turning to
the medicine cabinet or pediatrician.

This mentality sabotages us because the aggressive mindset confuses and turns off patients.

And it eats us inside.

Like a wise college professor once told me,
"Anger takes up a lot of energy..."

Trust me, it's not worth it.

The 2nd inherited DC mindset is the opposite of the first.

It's the exaggerated ego...

The come back from a greenbook pounding, fist pumping DC seminar
feeling chiropractic is the one and ONLY requirement for health...

That we've been 'ordained to deliver'...

I'm all for passion and confidence... but be careful if it turns into us being the end all be all of healthcare and healing.

That also confuses and turns off patients.

Every DC has miracle cases.

It doesn't mean every case is going to be a miracle.

Which doesn't mean you're not capable of helping everyone.

But the exaggerated ego and bravado leaves patients with a skepticism and reluctance to refer.

Both mentalities are really 2 sides of the same coin.

And the extent you have one usually means the other is present as much...

So what's the answer?

Pull in from both edges to a much stronger center medium.

A middle ground where you're confident and certain of the service you deliver.

You know there's no other professional who does exactly what you do...

And you know the incredible difference it makes for your patients immediately and the long run.

And you know your patients are getting FAR more than they're paying for.

Instead of the chip on the shoulder or the inflated head...

Put that energy into your heart.

Where patients can feel it.

Be a beam of light projecting on every new patient in that consult.

And every person you meet in public.

So they can feel it from you.

The certainty, the confidence, the love and the passion.

Not just for Chiropractic...

But for giving them full life back.

That's Chiropractic.

Not ego or defensiveness.

Be great this week .

Your patients deserve it.

And I know it's who you are already.

Here for you 100%,
Perfect Patient Funnel System
Keep It Concise
Written on August 2nd, 2017
Yesterday's phone call with a DC 15 years in practice...
After 4 management companies...
(and finally out of his last 5 year coaching contract...)
He's still uncertain WHO should go over patient financials...
Each program has instructed him differently;
- "ONLY the office manager goes over finances..."
- ONLY the doctor does it...
- NEVER do it until Day 3....
Etc, etc... You've probably experienced this too...
So he asked me what's the best approach..?
And I gave him an answer that not only made sense but made him feel relaxed and good about being in practice.
Much like the theme in everything in our practice and life...
It's not WHAT you do...
It's HOW and WHY you do it.

5 Chiropractors can do the exact same:
- Screening
- Lay Lecture
- Consult (with the exact same patient)
- Recommendations/ROF (with same patient again)
- Employ the SAME staff
- Be in the SAME town
- Practice the SAME technique
- Have the SAME philosophy and practice goals
And still have very, VERY different results...
It's not the "WHAT" you're doing.
Rather the WHY behind it and the HOW it's done.
No different in going over patient financials.
So the original question of WHO should do it.....?
WELL.... Who gets the better result doing it?
Result = patient is inspired to start care, pay, tell others about your practice in person and online and play their part in the healing process too.
If the doctor creates that better - He/She should do it.
If you have a rockstar staff member who gets that result better than the doctor - he/she should do it.
Simple, right?
Give that gift to your new patients.
A leader who is clear, confident, concise, passionate and patient-centered in all interaction to LEAD them to get what they're looking for - THROUGH your best recommendations.
Your new patients in stress are looking for just that...
Give it to them.
Your community really needs what you provide.
But they mostly don't know it.
They'll WANT it when you communicate so they can hear it.
Let's start delivering that by BEING THAT.
Whether it's the Doctor or the Office Manager.
Help more people and have fun doing it.
Make more and get paid what you're worth.
You're worth it, doc.
Here for great DCs worldwide,
Dr. Josh Wagner
The Perfect Patient Funnel System
Perfect Patient Funnel System
My New Favorite Restaurant
Written on July 27th, 2017
This past year I've found my new favorite restaurant...
hands down.
DCs: Knowing why could make a big difference for your new patient referrals...
I've been back a dozen times and raved to countless people urging them to go...
Yet just 4 years ago the previous restaurant went out of business ...
It couldn't survive in the exact same location....
Now...
Good luck getting a table without a reservation.
Every night packed since it opening.
It's not the new upper east spot Avra or perennial Per Se or 11 Madison Park...
It's not even in NYC...
Yet over an hour north...
Sitting alongside a rural country road in a small farmhouse with a plaque nailed beside the skinny front door honoring it's historic landmark of 1775.
As you approach you see the classic white structure, front porch patio and gardens...
If you're lucky it's night and the home is lit up
with torches every 10 feet bordering the front yard.
There's a greenhouse up the hill... a purple light fills the inside giving the impression of a
NYC dance club... in the middle of a lettuce field... very unique.
The home sits on a small farm where all the produce comes from.
There's even a quaint little farm stand house attached for the quintessential farmer market feel.
In fact last Saturday there was a small crowd of people gathering outside...
Since it's usually closed at dinner time I walked over...
A woman had rented out the farm stand house for a beautifully intimate 10 guest birthday dinner.
Frank Sinatra was playing, candles lit on a long wood table while the lobster tanks bubbled in the corner...
Enter the main house and you first notice the exposed wood beams and floor that looks and feels as it hasn't been re-done in 150 years...
Or maybe it's the enormous pillar in the middle of the room... 3 sides having fireplaces...
each one lit during cold NY winters...
The walls are covered with historic pictures of the property and town, the owners' grandfathers who were fishermen and farmers... or write ups in famous magazines.
There's the weathered American Flag that looks like it dates back to the Civil War hanging over one fireplace.
But it's not this that has me rave about it...
I've never seen a restaurant outside of the incredibly expensive and luxurious...
whose staff pays such attention to detail.
From bartenders to waiters to raw bar staff... you can see their focus and attention.
It's as if they're all part of a military squad performing their roles perfectly...
The bartenders know my drink before I order and welcome me with a genuine smile and a handshake.
The music playlists are always great;
Last Saturday was St. Pepper's Lonely Hearts Club Band.
Now the food...
There's no body of water in site of this restaurant.
Especially not an ocean...
Yet the raw bar is one of the best I've ever tasted,
if not THE best.
And I spend a lot of time on 2 islands with great seafood: Manhattan and Miami Beach.
The menu is 90% seafood, yet it sits on a small farm in rural countryside...
The cocktail sauce is served with actual shaved pieces of horseradish root on top...
The polenta fries... magical.
They literally MELT and DISAPPEAR in your mouth before you even start chewing...
There's only a handful of tuna burgers available every night...
they're actually made from the tuna brought in that day... not pre-made patties...
I'm devastated if I order too late and they're all gone...
So now I know to ask to put one on hold when I arrive which the bar does for me.
Each dinner table is graced with 3 iconic old school garnishes:
SeaSalt, Tabasco and Old Bay seasoning in the yellow can.
Every season brings a certain nostalgia... winter with the 3 fire places ablaze...
the yellow glow of candles and underground railroad lights hanging from the ceiling...
Summers walking the property enjoying the gardens and sitting outside while the bar crowd disperse as their tables are ready...
A delightful crowd of patrons and staff... where it feels everyone knows your name.
By the end of the night I sit gazing, content... feeling
"I'm home".
It's Farmer and the Fish in Purdy's, NY - just beside North Salem horse country.
That's what I know your new patients can feel about you and your practice too.
What is it that'll have them speak about you like this...?
Post about you?
Review you?
Have you walked through your new patient experience from their eyes recently?
Have you had someone do it who will give you honest feedback?
Did they get WOWED?
Were they truly heard during their consult?
Were they made to feel this IS the place for them..?
Give your new patients that gift.
And watch how people come out of the woodwork to see what you're about.
Let's save more lives, have more fun doing it and get paid what we're worth.

Truly here for you 100%,

Dr. Josh Wagner
Here for you 100%,
Dr. Josh Wagner
The Perfect Patient Funnel System
Perfect Patient Funnel System
Tuscany hairpin turns and your 10 year vision [+ great picture]
Written on May 9th, 2017
Yesterday morning I left Rome on a new BMW for a week long Tuscany bike tour.
First stop is Orvieto: a quintessential tiny Italian countryside city atop a mountain.
Silent after dark, one way cobble stone streets, countless restaurants and very little English...
Upon picking up the bike I read through the itinerary...
It makes a BIG DEAL about hairpin turns.
I wasn't familiar with the term and I don't use hairpins...

Then I see it's referencing 180 degree turns especially while going uphill.
It's a more difficult aspect of riding.
And I'm no motorcycle expert.
But after surviving a Vietnam bike tour last winter... I've experienced some of the worst.
So the itinerary goes on to explain how to make these turns correctly...
Because most people aren't taught.
And you don't want to get caught NOT doing these turns correctly (see pic below).
Very interestingly... your hands DON'T turn the bike... your body does.
And where your eyes are looking determines your body positioning itself to make the turn...
Herein lies the problem...

As you're going into a hairpin turn it's easy to stay looking forward.
Just like if you're driving a car.
​​​​​​​You want to see what's right in front of you after all..!
This doesn't work well on a bike though...
And if you stay too focused on the road in front of you, you'll likely not make it.
Because the bike goes where your eyes are pointing, no matter how strong your arms are turning the wheels.

HOWEVER... when you deliberately choose to look AROUND the turn as much as you can
to where you WANT to end up after...
Your head needs to turn 90 degrees...
Which is away from the turn you're approaching or IN...
BUT... when you do it...

Subconsciously your body shifts in the exact right position for the bike to get there.
There really isn't any conscious turning of the bike AT all...
But it's not as easy as it sounds...

You're supposed to NOT look at the impending turn right in front of you...
...where if you keep going forward you'll cross the barrier and run off the road (pic above).
And instead look AWAY toward where you want to go... trusting the bike will turn...
It's SCARY when first learning this....

But it ALWAYS works.
Until it's habit and turns are looked forward to because they're effortless and enjoyable...
And I challenge you Josh to think the same way about your 10 year plan.
Or whatever future vision you may have for your practice or life.
Because I guarantee if you're ALWAYS looking at the next exact steps to take in front of you...
The ones that need to get taken care of today, this week, this month...

You'll stay stuck dealing with these forever...
And never really get any closer to your end vision.
But... when you put deliberate focus every day ON that end vision...
No matter how far off it feels...
Subconsciously you'll make choices and take actions taking you closer to it.
See the difference...?
Try to figure it out step by step from where we are now... and we get stuck in the minutia...
Choose to see and feel the clear vision you want on a daily basis...
And watch without realizing it you take steps toward it.
It's the same exact principle.

Your body moves where your eyes go.
So where are you looking?
Because your eyes still work when they're closed (visualizing... not sleeping!).
And even MORE so I'd contend.
And riding 5 hours today throughout winding Tuscan countryside instilled this in me further.
So until your next visualization session:
I hope you enjoy some of these beautiful scenes from Orvieto, Assisi and in between : )

Here for you 100%,
Dr. Josh Wagner
The Perfect Patient Funnel System
Perfect Patient Funnel System
Where Really Wealthy People Choose to Put Their Money...
Written on April 27th, 2017
I met my friend Mark for dinner in Miami Beach last week before the DC Consult Training. 

You may've seen a video a few months ago of me on the docks outside his boat. 

He started as a patient years ago. 

On nice NYC days he'd ride his bicycle to get adjusted. 

Other days his au pair would drive him in his vintage Rolls Royce.  

Sometimes he'd show up on his motorcycle..  

40+ years ago one of his first business hits was putting Mickey Mouse on a t-shirt... 

From there lucrative businesses and real estate ventures ensued... 

Now he presides on boards and is actively involved in NYC arts between traveling to his homes throughout the world.  

He even hosts orchestra concerts in his apartment... 

While we were at dinner last week the topic of trusts comes up. 

He's got 2 children and he recently interviewed lawyers to set up his wealth. 

I said "You haven't done that yet??" 

He exclaims "It's just now hitting me I won't live forever..!" 

So he tells me about the 4 attorney/financial managers he sees. 

The first 3 all give him the run around...  

Explaining how complicated the process can be and that they'll need to see ALL his assets and paperwork once they're on retainer... 

Yada yada yada... 

He says to each: 
"Am I really the first guy whose come in to see you with a considerable amount of wealth..??"

And on to the 4th one...  
Who upon hearing his needs lays out a precise plan to ensure getting him what he wants.

This isn't the first time this attorney has suggested it - it's what he's done for all his clients with like circumstances and goals. 

What did Mark do? 

Said lets get started and retained him on the spot. 

Why? 

Certainty. 

But not Mark's - the attorney's.  

There was NO ambiguity. 

There was no beating around the bush or trying to set him up for something... 

And even though Mark still said to him:  
"Ok pull out the exact same papers you use for all your other clients and let's do this..."
He was willing to shell out the thousands on the spot because he felt taken care of. 

And it's NO different in your practice with YOUR patients . 

All people, not JUST the wealthy... are attracted to certainty. 
Especially in healthcare. 

If you're congruent with the care you're recommending and 
congruent how you communicate that with new patients so they're inspired..

There's no reason your patients shouldn't be shelling out thousands with you too. 

Whether that's initially or over their lifetime of care. 

But here's the big IF's... 

Many great chiropractors AREN'T certain about their care recommendations... 

Because they're told what to do by someone WITH certainty from a stage... 

Who practiced in the Mercedes 80s... 

And doesn't know a thing about what it's like today. 

And they're qyite certain about scaring the heck out of patients... 

Because it's not THEM doing it... 

They get to watch from the sidelines... 

And if you've been told to recommend care you're NOT congruent with... 
I BET the WAY you were told to communicate it doesn't sit right for you either... 

It CERTAINLY never did for me... : ) 

Good thing is you don't have to say those lines anymore. 

Or figure out the right ones all on your own. 

That's why The Perfect Patient Funnel System was created. 

For Patient Mastery in ALL areas communication and recommendations. 

So YOU FEEL great with your new patients.  

So THEY feel great with you AND feel great paying you. 

Lets make that how practice is this year and forever. 

Get your first tutorial for this right here. 
Here for you 100%,
Dr. Josh Wagner
The Perfect Patient Funnel System
Perfect Patient Funnel System
Getting the Dream House
Written on April 17th, 2017
What I usually share is how easy it can be getting new patients to say yes and invest...

This time... 

A platinum DC in The PPFS texts me enthusiastically... 

The offer for his growing family's dream house just got accepted : ) 

And it was the LOWEST offer the seller received...! 

??? 

YES - the seller accepted LESS money because they wanted HIS family to have the home. 

And it all came down to the emotional component... 

No differently than with your new patients considering your care investment. 

This doctor wrote an emotionally moving letter to the owners showing how much their home meant to his family and why they would be the best fit to sell it to. 

And he got it. 

With the lowest offer. 

The owners were HAPPIER with LESS in their bank account. 

And the same holds true with your new patients . 

Your care may be more expensive than other doctors in town. 

It may be more of an investment than it used to be when insurance covered... 

But when you position your care as the best way for your patients to get their life back... 

The investment conversation decreases dramatically... 

Patients would rather have THEIR LIFE BACK than some more money in their bank. 

But you've gotta know how to find that out... 

What does getting their life back look like? 

Because it's not just a script "get your life back" that makes the difference to people. 

You've gotta really listen. 

To ask the right questions. 

And have the intent and heart of truly leading them there. 

When you do, you'll get new patient investment like you've never seen... 

Getting you closer to that next dream house. 

That's what you deserve. 

And that's really what your patients want for you too. 

Because you got them their life back. 

The best way to start the process of brining this into your practice is with this presentation on patient centered consults and care plans. 

Take an hour and really sit through it and take notes. 

It could make all the difference for 2017 and beyond.
Here for you 100%,
Dr. Josh Wagner
P.S.
I speak deeper on emotional value in today's LIVE FB video for you to see below:
3 Absolutes For More Wellness Patients Easily
Written on April 13th, 2017
Over the past months I've been hearing from doctors newly using The Perfect Patient Funnel System consult how much easier new patient care investment is... 

However...   

They're now wanting to know about increasing retention AFTER initial care. 

Because if you're anything like me, you probably don't have more than .1% of your patients requesting lifetime wellness care up front... 

And less than 3% continue with care for life without ever having a lapse... 

So something's missing... 

And whether you call it wellness, maintenance, prevention or protection...  
you probably see the same results.

It's frustrating... 

We know what we have is SO beneficial and valuable, but patients rarely get it... 

So instead of thinking it's a new term, definition, lay lecture or secret email sequence...

Check out these 3 absolutes: 

1. Make patients feel comfortable leaving, returning AND referring if they take a break.. 
    (How? Click the video link below)

2. WHEN is wellness care is introduced to patients... 
 --> If it's too early, you're likely sabotaging it happening...

3. HOW you communicate what wellness care is to each patient (differently)...

Because if you're trying to "sell the invisible" (Wellness)... it's TOUGH...
Hence 3% continuation for the profession in general...
The 3 absolutes for creating more retention and wellness oriented patients: HERE

I made this Facebook Live video about it. 

I thought it was going to be quick, but comments and Likes kept coming in...  
So I kept giving more.

Make the time to watch it. 

At least get through the 3 absolutes for easier patient retention. 

So instead of 1-3% wellness conversion, it's closer to 20%. 

With a lot more referrals coming in, and patients loving you and paying you. 

I'm excited for what's possible for your practice using these.
Here for you 100%,
Dr. Josh Wagner
Making BANK Without Charging MUCH At All
Written on April 6th, 2017
On Tuesday I shared with you the most expensive bar in Manhattan...

Here's the opposite... 

So you don't think you have to be expensive or exclusive to be heavily rewarded. 

The Blazer is the definition of a roadhouse grill and burger joint in Purdys, NY. 

A rural town off a road you'd never be on unless you lived there. 

Drive by quickly and you'd think it was just another white house... 

That's if it's closed and the dirt lot beside wasn't overflowing with lifetime customer cars...

Beginning in middle school it was my father's Friday night spot. Every Friday. 

And continued for 15 years till he moved north out of range. 

Was it the $6.75 burger that consistently won county records and write-ups...? 

Or the crispy and massive steak cut fries mounted so high impossible to finish...? 

Or the most delicious Blazer Onion that likely led way to Outback's "Bloomin' Onion"... 

No...

It was Tommy.

The small, skinny, bald, pale, suspender-wearing bartender going on 39 years. 

He runs the bar.   

And if you sat there it was because of Tommy, not the small TV screens in the corners. 

Not always attentive and rarely giving a drink on the house... 

Yet a personality and charm rare to find... 

The real twinkle in his eye and genuine smile when he sees you approach. 

The energetic and enthusiastic handshake he extends. 

The kindness and flattery he shows to ALL females. 

He may not remember your name, but his demeanor screams "How are you brother !?" 

I didn't get to know Tommy like my father did till years later. 

Surely just another generation he's catered to. 

He always asks how dad's doing and I know he cares. 

I know about his grown up children living distantly and his love for hiking the area on days off. 

I order Sam Adams because that's what my father drank there.

 Once I ordered a bloody Mary and Tommy jokingly mumbles "you son of a bi$#h.."
...because it takes longer to make than pouring a draft.

Recently I saw a past high school official who used to do my football and basketball games. 

I distinctly remember of the hundreds of officials in ALL my years... 

He was 1 of only 2 that I remember dreading see show up to the games... 

He was strict, mean and if you looked at him funny on the court good luck... 

When I first spotted him that same dread and nervousness of 16 years old crept in... 

Now... we reminisce about the players we loved watching and playing against years ago. 

And we're friends.   

Because of The Blazer. 

For a roadhouse there's a distinct charm to it... 

The jukebox has a thousand songs and I always play the same 24 for $5. 

Uniform PD and FD badges from every municipality in NY adorn the ceiling beams. 

A "Pinstripes Rule" plaque above the bar referencing it's a NY Yankees bar. Like it or leave : ) 

Antique bar mugs line the ceiling shelves.. alongside a 6 ft 19th century fireman's spear.

Christmas and St. Patricks's Day... the set up must take a week. 

Creaky wood floors, yellow lighting, cash only. 

All the waitresses have been there since I can remember and seems like they're all family.

Good luck getting a table on a weekend without a long wait to watch Tommy entertain. 

But that's half the charm of The Blazer. 

It's a place not everyone knows your name, but you feel the love anyway. 

And it's really no different how you and your CA (and associates) can treat every single patient. 

Especially on day 1. 

Not just the lifers who it's easy to do it with. 

Because when that happens... 

It doesn't matter what your fees are. 

You'll be busy, awarded, talked and written about, and even emailed about too : ) 

Let's create that this year . 

To becoming the most referred to, sought after and respected DC in your town.
Here for you 100%,
Dr. Josh Wagner
P.S.     

That's Tommy below.   

The only picture I could find of him online. 

All decked out and possibly singing on St. Paddy's Day. 

Or maybe he's greeting someone who just walked in... 

Hopefully you can feel his cheer just from this image... 

And when you look closely... notice the man's happiness sitting there watching him.
The Most Expensive Bar in Manhattan...
Written on April 4th, 2017
The person who first told me explains:

"If you have 1 chance to spot George Clooney on a night out in Manhattan... 
your best bet is Bemelman's at 1am..."

My first time was years ago just before Christmas... 

That happens to be an extra-special time there...   

The nightly jazz piano trio blares Christmas classics. 

Dim yellow lighting and wallpapered hand drawn depictions of the famed children's story 
Matilda dancing throughout Central Park.

Painted by the original artist of the series... as an honor to Bemelman's and the city. 

Waiters in white coats, old bartenders in full uniforms. 

Filled with a clientele I couldn't begin to describe...  
so I'll let a NYC magazine writer do it I found:

"If you want to pretend you’re in a hybrid Gossip Girl and F. Scott Fitzgerald novel,
Bemelman's Bar on the Upper East Side is the place to do it."

She nailed it.
Except it's not if you want to pretend...
The clientele IS that.

Getting to be in the social energy of a small room full of the most prestigious,
successful, elegant New Yorkers like a private christmas party...

Everyone singing together and smiling... 

Faces masked my dim lighting and a grand piano smack right in the middle. 

It's NYC's version of Midnight in the Garden of Good and Evil (minus a murder). 

There's no reservations... yet somehow the people who deserve tables... have them. 

There's a cover charge JUST to to sit at the bar... and that doubles to sit at a table... 

If the host doesn't know you (or "of you") or you're not dressed impeccably... 
you'll likely hear "sorry, nothing available tonight..."

Housed in one of the most iconic and expensive upper east side hotels... The Carlisle.

This place is anything but touristy. 

The woman who invited me that wintery evening was visiting NY.  

She recommended it because she wanted a more private scene... 

She had just been chosen to the Forbes 50 most powerful women list. 

And she knew Bemelman's would provide just that. 

We had 1 appetizer and 2 drinks each... and after tax and (a normal) tip... $250. 

Was it worth it? 

Every penny.  

It was one of my most memorable nights of Manhattan. 

I've tried to get there every Christmas-time since to experience it again. 

And if you're ever in Manhattan make sure to put it on your list. 

That's the same fond memories your patients could think about your practice too...

Regardless of your fees or exclusivity of care.

Rather how you made them feel...

Because as important as their results are... they won't remember you solved their headache 
or disc issue... (at least not after awhile).

But they'll always remember how you treated them and made them feel. 

Because it's a rarity in the medical world. 

So you have the best ability to separate yourself. 

To become the most referred to, sought after and respected DC in your community. 

Starting with giving patients an experience they'll never forget.
Here for you 100%,
Dr. Josh Wagner
Park Ave Pastels
Written on March 30th, 2017
There are patients I'll never forget and still make me smile...

Eve lived on Park avenue and a practicing psychologist at 70+. 

One of the most sophisticated, kind and sharp woman I can recall.... 

Widowed with a more active social life than my single self almost 40 years younger... 

She'd always mention how proud she was of her son in California  
and the stress of selling her Hampton's house.

"What am I going to do with all the art in the backyard...?!" 

We'd talk psychology, philosophy and even inquire on each other's social lives 
[though she NEVER admitted to dating!].

Every week she'd tell me about the wonderful new hot spot restaurant and broadway show 
or Carnegie Hall performance
she went to with differing groups of friends.

She raved about "Hamilton" a year before most of the public ever heard of it... 

Her hair, jewelry, dress... always impeccable. 

And then were her toes come Springtime... 

I thought of Eve today after noticing an Easter sign with all those pastel colors... 

For a woman who wore primarily black, white or tan... 

When Spring hit NYC her open toed shows revealed a different color pastel on each toenail...

I've never seen that and it always made me smile... 

From an immaculately put together 70+ year old psychologist sporting what I considered 
was for an 11 year old girl...

And I'd always exclaim "Really Eve?!?" 

But she didn't care what I thought or anyone else... she liked them just like that... 

Eve came in for years. 

I don't think she ever understood what I was doing or the post scans I showed her... 

She'd complain I was expensive and didn't like getting her makeup on the face paper... 

But she trusted me fully.

And the adjustments made an incredible difference for her compared to NOT getting adjusted...

And really ... that's no different than any other patients.

She believed in me, not in Chiropractic. 

And she got the results she was looking for, not what I was looking for her.. 

Paying patients need to be lead by a doctor they trust and believe in. 

Which always comes from you fully believing what you do and ALL you say...

And they need to feel and see a difference (if they're paying for it).

All else just gets in the way...

Keep the process simple. 

Keep it patient-centered. 

Lead patients to where THEY want to get to.   

THROUGH your service. 

Rather than leading people TO Chiropractic (through education). 

It's far easier, less hassle and you'll help more people for a longer time. 

To being the most referred to, sought after and respected DC in town.
Here for you 100%,
Dr. Josh Wagner
Walter's
Written on March 30th, 2017
A few weeks ago my last grandparent passed...

Grandma Margie. 

She was 94 and closest to all of her 6 east coast grandsons. 

After her funeral we picked up items most reminiscent from her old house. 

Chicklets gum, nips coffee candies, Skor heath bars and Canadian Club and Ginger Ale..!

Then with all cousins I grew up with we met at the 1 place 
her husband, Grandpa Morty, would ALWAYS take us...

Walter's Hot Dog Stand in Mamaroneck, NY. 

A to-go only, hot dog institution oddly shaped as a pagoda with a green tile roof. 

You'll always see a line of people along the sidewalk waiting for one... 

This spot is so revered it was made a nationally registered landmark 20+ years ago. 

That means it can NEVER be removed. 

AND IT'S A HOT DOG STAND... 

A simple menu and order: 

Skinny wood forks to stab at the fries with... 

Picnic tables off to the side down a small hill to enjoy your comfort food, comfortably.  

A broken down red early 20th century firetruck we used to climb on... now covered in tarps.

I recall days devouring our lunch in the back of my grandpa's station wagon 
when it would rain.

The tan back seats pushed down with all of us sprawled out enjoying our lunch like a camping trip just a town over from home.   

I'll never forget those days and memories... 

I look forward to future reunions at Walter's including the next generations of our family.

Below are pictures of Walter's from 1928 and now. 

And it'll never be removed... 

A ridiculously simple hot dog stand became a landmark...! 

At the bottom of their website reads: 

"The accolades that have meant the most to the fourth-generation family business
have been from customers around the world.  

Loyal guests continue to send postcards to our 98 year old business
from travels as far as Nepal, South Korea and Vietnam
detailing their cravings for a Walter's hot dog."

And the same can be for your practice .

A beautiful, loving, serving, fun, incredible healing Chiropractic practice 
that becomes an (un)registered landmark in your community...

Where you make memories for generations of families who've come to you the same. 

And you get to look back on being the most referred to, sought after and respected DC in town.
Here for you 100%,
Dr. Josh Wagner
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