Under the Influence with Martin Harvey

What actually makes a great second visit?
Most chiropractors think it’s about presenting a care plan.
Others think it’s about convincing people to follow one.
More explaining.
More persuading.
More “handling objections.”
But before people commit to a plan, they’re asking something much simpler:
Does this make sense for me?
In Part 2 of this series, Martin zooms out from the step-by-step and explores the psychology of what makes an effective second visit.
Why do some second visits create confidence, clarity, and commitment, while others create confusion?
Martin breaks down the biggest mistakes chiropractors make, and the communication approaches that help people feel clear, supported, and confident in the path ahead.
Including:
• Why too much time between visits weakens momentum
• The hidden power of recap and why it reconnects emotion
• Why autonomy statements reduce resistance and stop care plans feeling salesy
• How to present a clear plan without pressure or apology
• Why clarity beats persuasion when building commitment

To learn more about the Bali Reset:
https://insideoutpractices.com/bali-reset-2026
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
Email me - martin@insideoutpractices.com

What actually makes a great first visit?
Most chiropractors think it’s about gathering information.
Others think it’s about impressing people.
Better explanations. Better credibility. Better findings.
But before people buy into a plan, their brain is asking something much simpler:
Do I feel heard?

In this first episode of a 2-part series, Martin zooms out from the step-by-step and explores the psychology of what makes an effective first visit.
Why do some first visits create trust, certainty, and retention… while others quietly leak patients?
Martin breaks down the biggest mistakes chiropractors make and the key communication approaches that help people feel heard, understood, and clear on the value of care.
Including:
• Why connection matters before credibility
• The hidden power of an open-frame history
• Why unpacking questions change everything
• How “2 parts to the problem” helps people see the bigger picture
• Why experiences beat explanations when changing beliefs

To learn more about the Bali Reset:
https://insideoutpractices.com/bali-reset-2026
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
Email me - martin@insideoutpractices.com

What do you do when practice feels tougher?
Discounts?
More ads?
Lower the barrier to entry?
In this episode, Martin sits down with Dr Shady Botros to unpack a different path: relational growth.
Over the last 15+ years, Shady has developed a framework for building genuine relationships with GPs that has led to more than 800 GP referral visits a year.

Not by watering down chiropractic.
Not by pretending to be something he’s not.
And not by chasing transactional growth.

We talk about:
• Why tough economic times change how people make healthcare decisions
• The difference between transactional and relational practice growth
• How Shady approaches GPs without selling out chiropractic
• Why most GPs aren’t anti-chiropractic (they’re mostly just not thinking about you)
• The surprising reason GP referrals can be remarkably stable in uncertain times
• The 4-part framework Shady teaches to build professional relationships with medical doctors

Whether practice feels hard right now or you simply want to help more people without leaning harder into discounts and ads, this one is worth a listen.
To learn nore about Shady's upcoming seminar https://unitedchiropractic.glueup.com/event/in-collaboration-with-shady-botros-179259/
To learn more about Shady's online program https://abundant-medical-referrals.getlearnworlds.com/
To learn more about the Bali Reset:
https://insideoutpractices.com/bali-reset-2026
Learn more about Better Questions. Better Retention.
https://insideoutpractices.com/new-page
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

Most chiropractors think practice growth comes from big breakthroughs.
New ads.
New funnels.
New “systems.”
But the best practices often grow another way:
Tiny improvements.
Repeated consistently.
A better question.
A clearer explanation.
A stronger handover.
A more intentional experience.
The aggregation of marginal gains.
In this episode, Martin unpacks a common practice “shituation” :
Someone is seeing you regularly for prevention or performance care…
Then suddenly goes somewhere else for an acute flare-up you probably could have helped with.
Why does it happen?
Why do good clients still “bucket” providers into categories?
And how do you respond without sounding defensive or territorial?
Inside this episode:
• Why patients often stop associating chiropractors with acute problem-solving
• The hidden downside of successfully communicating prevention care
• How “yes, and…” communication lowers resistance
• Why making people feel wrong closes them off
• The difference between “hunting” and “farming” in practice growth
• How collaborative networking can create a win-win-win for clients, providers, and your practice
• Why sustainable growth usually comes from refinement, not reinvention

Aligned Practice is opening for just 3 new chiropractors.
The new intake includes our personalised onboarding process designed to help create momentum in communication, retention, referrals, and confidence.

To learn more about the Bali Reset:
https://insideoutpractices.com/bali-reset-2026
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

What makes an associate relationship last 19 years?
In this episode, Martin sits down with Dr. Kieran Whelan to unpack why long-term associate relationships are surprisingly rare in chiropractic… and what makes them work when they do.
We discuss:
The hidden costs of owning your own practice
Why autonomy, mastery, and purpose matter more than money alone
How to create a practice culture people actually want to stay in
The impact of consistency, collaboration, and shared values
Why “busy” isn’t always the goal
Kieran also shares the story of what first inspired him to become a chiropractor and how creating more space outside practice helped him enjoy practice even more.
A conversation about communication, culture, lifestyle design, and building a sustainable career in chiropractic.

Also, quick heads up:
Aligned Practice is opening for just 3 new chiropractors.
The new intake includes our personalised onboarding process designed to help create momentum in communication, retention, referrals, and confidence.
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