EP 442 | Stop Trying To Be Liked...Why Chiropractors Need To Master The Art Of Being Respected with Dan Bai
What if trying too hard to be liked is actually getting in the way of helping more people?
In this episode of The Chiropractic Philanthropist Revival Series, Dr. Ed Osburn sits down with Dan Bai, CEO and founder of Close for Chiro, for a bold conversation about sales, communication, authenticity, authority, leadership, and what it really takes to help more patients say yes to care.
Dan has spent more than two decades in chiropractic and built Close for Chiro specifically around sales training for the chiropractic profession. He shares why the company's provocative name was intentional and why he believes chiropractors need to rethink what "sales" actually means. Dan Bai
Ed and Dan dive into one of the biggest challenges many chiropractors face: wanting patients to like them so badly that they're afraid to communicate with certainty.
Dan explains why being liked is different from being respected, and why authority and trust are essential if a patient is going to follow your recommendations. Dan Bai
The conversation also explores why sales shouldn't be viewed as a transaction. Dan argues that the initial interaction is the first domino in creating transformation, because if patients don't accept the care they need, they never get the opportunity to experience the results. Dan Bai
They also discuss Close for Chiro's approach to training, why implementation matters more than simply consuming information, and how accountability and early wins help chiropractors actually put what they learn into practice. Dan Bai
Dan and Ed also get into professional unity, handling criticism, mentorship, AI, and the importance of continuing to improve your communication and business skills.
In this episode:
- Why chiropractors shouldn't focus on being liked
- The difference between being liked and being respected
- Why authority and certainty matter in patient communication
- Why many chiropractors struggle with sales
- Why the word "sales" triggers so many chiropractors
- Why Dan intentionally chose the name Close for Chiro
- How authenticity can make your communication more effective
- Why authenticity doesn't mean sharing everything publicly
- Learning from criticism instead of taking it personally
- Why no successful person truly does everything alone
- How patients can become some of your greatest teachers
- Who the ideal Close for Chiro client is
- Why chiropractors in the 10–15 year range may benefit most from sales training
- Why newer chiropractors sometimes believe they can simply wing it
- The importance of following a proven system before modifying it
- Why implementation matters more than consuming information
- How Close for Chiro creates early wins for its students
- Why accountability is critical for online education
- How chiropractors can improve their patient communication skills
- Why attracting new patients isn't enough if they don't accept care
- The connection between patient conversion and patient outcomes
- Why sales can be part of service rather than a transaction
- Why chiropractors need to stop competing over philosophy and technique
- The importance of professional unity and collaboration
- How Close for Chiro adapted its training before the COVID pandemic
- Why guided online education can outperform a "set it and forget it" model
- Using AI to practice handling patient objections
- How AI could change sales training and communication
- Dan's experience overcoming major professional challenges
- Why persistence matters when building a business
- The value of learning from mentors, patients, and experience
- Books Dan recommends for improving sales and communication
- Why giving away valuable content can be part of a larger marketing strategy
- The difference between "hunting" for clients and "farming" through content
- Why chiropractors need both a relationship-building engine and a direct sales process
Dan's core message is simple:
Being liked isn't enough. If you want to help more people, you need the confidence and communication skills to earn their trust, establish authority, and guide them toward the care you believe they need.
CONNECT WITH DAN BAI
Close for Chiro
Learn more about Close for Chiro and its chiropractic sales training:
Dan explains that Close for Chiro is focused specifically on sales training for chiropractors and helping doctors improve patient communication and implementation. Dan Bai
@real_closeforchiro
https://www.instagram.com/real_closeforchiro/
Dan mentions Instagram as one of the best ways to follow his current content. Dan Bai
RESOURCES MENTIONED
The Accidental Salesman
Dan recommends The Accidental Salesman as a foundational sales book for chiropractors who never intended to become salespeople but found themselves needing to develop those skills. Dan Bai
Pitch Anything
Dan also recommends Pitch Anything as another foundational sales resource. Dan Bai
Traction — Gino Wickman
Dan discusses Traction and the Entrepreneurial Operating System (EOS) as an example of how free educational content can introduce people to a methodology before they invest in implementation help. Dan Bai
CONNECT WITH TCP
Website:
https://www.chiropracticphilanthropist.com
Apple Podcasts:
https://podcasts.apple.com/ca/podcast/the-chiropractic-philanthropist-with-dr-ed-osburn/id911516462
Spotify:
https://open.spotify.com/show/164LfnNvQ3dlaL7nhlkfvr
OUR VALUED SPONSORS — THANK YOU FOR SUPPORTING TCP
INSiGHT CLA
INSiGHT CLA delivers neurological scanning technology that helps chiropractors objectively assess nervous system function, communicate findings with patients, demonstrate measurable outcomes, and track progress over time.
VidConcierge by Valtoria Media
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KonnectMD
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