“If I don’t feel bad, I must be fine.”

That belief quietly undermines retention, reactivations, and proactive care.

In this episode of Under the Influence, Martin unpacks one deceptively simple question that changes everything:

“Why now?”

When someone has had a problem for weeks… months… sometimes years…

Why now?

Used well, this question:

• Reveals what actually motivated them to act
• Exposes their lifestyle values (what they have to do, love to do, or identify with)
• Shows you their threshold for action
• Gives you the language to communicate prevention and performance in a way that feels personally relevant

Martin also breaks down:

– Why most patients are “copers” who minimize the size of their problem
– How unpacking questions help resize it
– Why pacing and tone matter more than the words themselves
– How to bridge from pain to prevention to performance without sounding preachy

This isn’t about being more persuasive.

It’s about being more precise.

Ask better questions.Understand deeper motivations.Communicate chiropractic in a way that lands.

Check out the Retention Recipe

https://insideoutpractices.thinkific.com/courses/retention-recipe-2-0

To learn more about Aligned Practice

https://insideoutpractices.thinkific.com/products/communities/aligned-practice

To learn more about Reactivate to Accelerate

https://insideoutpractices.thinkific.com/courses/reactivate

Learn more about Daily Visit Communication 2.0

https://insideoutpractices.thinkific.com/courses/daily-visit

Email me - martin@insideoutpractices.com

Most patients believe one simple lie.

If I feel fine… I must be fine.

Sounds harmless.

It’s not.

It’s the reason they:
• cancel early
• disappear when pain settles
• only come back when things flare up

I call it The Feeling Fallacy.

The idea that feelings = function.

But pain is a smoke alarm. Not a performance report.

And here’s the kicker:

Explaining this doesn’t work.

More words don’t change beliefs. Experience does.

In this episode, I break down how to:

• name the “Feeling Fallacy” so patients instantly get it
• stop using abstract language like “optimal function”
• pre-frame findings before they feel them
• use simple tests (ROM, balance, posture) to show deficits, not describe them
• turn relapse into a teaching moment that builds long-term buy-in

No clever lines. No scripts. No philosophy lectures.

Just small framing shifts you can use tomorrow morning that help patients move from:

Pain → Prevention → Performance.

Because the best time to get adjusted…

…is when you already feel good.

To learn more about Aligned Practice

https://insideoutpractices.thinkific.com/products/communities/aligned-practice

Check out the Retention Recipe https://insideoutpractices.thinkific.com/courses/retention-recipe-2-0

To learn more about Reactivate to Accelerate

https://insideoutpractices.thinkific.com/courses/reactivate

Learn more about Daily Visit Communication 2.0

https://insideoutpractices.thinkific.com/courses/daily-visit

Email me - martin@insideoutpractices.com

This week’s episode was recorded in India.

Not in practice.
Not on Zoom.

Dr Vismai Schonfelder and I sat side-by-side after a day serving kids in rural communities and hit record.

It turned into less of an interview…
and more of a debrief about what actually makes practice work.

We cover:

• Specificity: why generic “stress talks” don’t cut through, but “anxious brain” does

• Ideal clients: why relevance beats reach

• Transactional vs relational: how one model feels like pushing a rock uphill

• The flywheel most chiropractors never build: retention, referrals, reactivations

• The Cringe Razor: a simple ethical filter for marketing and practice decisions

• AI vs human touch: why content is getting cheaper… and connection is getting rarer (and more valuable)

We also talk about the Nalu giving program and one small intervention that changes outcomes fast: a $10 school uniform.

If you’ve felt torn between “grow the business” and “stay true to your values,”… This conversation will help.

Learn more about Vismai

https://thevismai.com/

To learn more about Aligned Practice

https://insideoutpractices.thinkific.com/products/communities/aligned-practice

Check out the Retention Recipe https://insideoutpractices.thinkific.com/courses/retention-recipe-2-0

To learn more about Reactivate to Accelerate

https://insideoutpractices.thinkific.com/courses/reactivate

Learn more about Daily Visit Communication 2.0

https://insideoutpractices.thinkific.com/courses/daily-visit

Email me - martin@insideoutpractices.com