As you know, educating patients is the easiest, simplest and most cost effective way to create a new patient referral funnel. If you are someone who is comfortable talking, then do what I do and everyday you will bet referrals from existing patients, who are your best source. They already know you, they like you and you have helped them. By educating them you turn them into referral giants. What I do is once I step foot in my office, I never stop talking, my mouth starts going a mile a minute and it never stops. Let's face it, most people are not going to just refer - it happens but most need education, prodding, reminder, ask, ask, ask, - education prodding, reminder, ask, ask, ask .....
Tip # 22 - Use everything at your disposal to educate
One of the greatest things about open room adjusting is that I get to educate lots of patients at the same time. Basically every moment I am adjusting or my wife is adjusting or we are adjusting together we are putting on a show. We are actors and in this type of setup, our patients are not only the audience but also become active participants.As Jimmy Durante said "everybody want to get into the act." Use that to your advantage and make your patients actors in your play. Make them movie stars in your screen show. Involve them and they will want to be involved.
Here is a simple way to get your patients involved:
Just yesterday I set-up a dedicated computer system in the "hot-seat" area. In our adjusting area we have three adjusting tables and ten seats which are separated only by a half wall. Up until yesterday our patients were educated only by a never ending parade of videos and posters and handouts and talk. Yesterday they got introduced to the great videos we are blessed to receive on a daily basis by our friends on FB. Yesterday morning I saw a very funny video as to why kids need chiropractic. It was sort of a montage of kids from Americas Funniest Videos.
Now some may have only seen the funny - but I saw the potential so I set up a touch screen monitor in the hot-seat area and as patients came in I would walk around and press the start button and tell them - this is why kids need chiropractic. Everyone would laugh hysterically (a great thing to have in the office) and at the end I would ask them if they got it. Whether they did or they didn't I would then get on my soap box and explain how childhood falls, led to subluxation if left undetected and uncorrected would lead to health problems - if not immediately, certainly int he future and then they would wonder where they came from. Everyone got it! Then came the close. Has your child or grandchild ever fallen down or been hit in the head with a soccer ball or slipped on the ice .....? Of course they have - Every child has! Then I would ask if they were going to let their go through life subluxated and suddenly everyone was making appointments for their kids to get checked. They did get it!
Now we are good at getting referrals but suddenly we were on to something. By the afternoon the computer screen had little tic messages hanging off of it people were getting it. New patients were being booked and it did not cost us a dime. We just used what we had.
What is in your office right now that you could use to create referrals. To get your patients involved - involve them in every way possible. Utilize all of their senses. Hand them something, tell them something and show them something. Have fun with them! Use what you already have at your disposal. A computer is cheap and is a great investment. Many people get bored by watching and listening to the clinical end but they never tire of funny.
There are opportunities everywhere - see them - use them - share them.
Here is a link to the video: http://www.facebook.com/drcagen?v=feed&story_fbid=371436377859
Tip # 22 - Use everything at your disposal to educate
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Dr. Steve will be speaking at Sherman College Lyceum on May 22nd. I hope to see you there.
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Inventory Blowout
Successful DC is blowing out the last of our famous Ultimate Success Journals. Now you can get this Ultimate Life Planner for only $29.95 +s/h (thats a $50.00 savings). There are still 10 months left for you to plan for your success. Take action.
You can also get our Ultimate 13 month marketing calendar for only $14.95 (reg. $49.95)
Or order our complete success series which includes one of everything above along with a copy of my new book - How to run a really cool practice and make a really big profit for only $49.95!!
Supplies are limited so take action. Email me at drcagen@citcom.net and I or someone from my staff will call you. Or, call my office directly at (828) 885-7100
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VIP One-on-One Coaching
We now have two slots open in our online coaching program. You get my personalized attention everyday for 90 days. I answer your most pressing questions and give you a behind the scenes look at how to build a successful, financially profitable practice. These seats do not open up often and they are being offered to you first. Visit http://successfuldc.com/coaching.html for more info.
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Thursday, March 18, 2010
Tuesday, March 9, 2010
Tip # 21
Tip # 21 - Keys to a Successful Practice
So today let's talk about a few things you can begin doing immediately to jump start your practice and build it up rapidly.
1. Be a chiropractor
Fall in love with chiropractic and pass the message on at every possible moment. Your level of intensity is what will generate new patients and referrals by the boatload. You can not be monotone in your actions or in your voice. People want to feel your enthusiasm. They want to be set on fire by your passion and they want to know that chiropractic is the best thing they can do for themselves and their family.
2. Get know in your community.
This is one of the simplest, most affordable and easiest forms of marketing and is one which will provide you with many more new patients than an ad in the local newspaper. It is also the longest lasting form of advertising. It is called relationship adverting. Get known as the local chiropractor in your community. It is really a fun way to advertise because what you are doing is going out, having fun and making new friends. People refer to people they know and like. So get involved - it pays off in new patients and friendships.
3. Market and be consistent in all of your efforts
Unfortunately we still have to market ourselves but the truth is - we do. Accept it, and do it. The key to marketing is consistency. It is never ending. Develop a marketing plan and stick to it. The real key to marketing is to market who you are. This will attract the patients who want to be in your office.
4. Educate your patients to be referral machines
Very few patients will refer if you do not educate them about chiropractic and how chiropractic can help. Share the success stories and then teach patients how to share them also. Do your patients know what subluxation is how it destroys life. Do they know it helps children with earaches? Pretty basic stuff. The key is to talk to them on their level. Throw out the doctor jargon (except the word subluxation) and tell them that when the bones are subluxated the bones decay and start closing the little holes where the nerves come out .... Simple is best.
5. Ask for referrals
When a friend asks for your help, do you ever say no? Not usually and your patients are the same way. Develop friendships with them and then ask them to refer. It's so easy to get referrals when you say to a friend (patient) John/Mary, I need your help. (remember, don't be monotone) and then fill in what you need. HAVE FUN WITH THIS!
6. Have Fun
You chose to be a chiropractor so don't bitch about the medical doctors or people not understanding, blah, blah, blah. People will only be as excited as you are. So the key is to just be you. I LOVE to have fun. Whether I am at work or at play, I LOVE to have fun and I carry this over into my practice everyday. My wife Dr. Nancy loves to have fun and so does my super CA and we all give each other the latitude to do so. If I had to go to a boring office which plays elevator music and has patients in a waiting room reading people magazine I would shoot myself. Chiropractic is a celebration of life and when you think of it this way, everyday can and will be a joy. Initially patients come to you because they hear you can help them and they stay because you delivered on their expectation and because they like you. You can have fun and stay professional! I love to sing and adjust and have fun with the kids and tell jokes and give hugs. That is my kind of practice and people flock to it because we make it an experience for them. We are not being phoney, we are being who we are. Our dog is at work with us and we have a big popcorn machine in the office and some may look down their nose at this type of practice but we are having a ball and seeing more people than all of the other chiropractors in town put together. You only have one shot at life - make the most of it.
7. Be organized
I can't stress this enough. If you want to be seeing BIG numbers, then you have to be organized in everything you do - from adjusting hours to paperwork. When you are organized - life is more fun.
At Successful DC, we help chiropractors achieve more fun and higher levels of success than they ever though possible. If you are looking for a coach who has been there and is doing it everyday, visit our website and look into our VIP One-on-One coaching program. It is affordable and is guaranteed to help you develop and reach the levels of happiness you deserve - in life and in practice. www.successfuldc.com
Tip # 21 - Keys to a Successful Practice
Have a great day,
Dr. Steve
Your daily Success Coach
So today let's talk about a few things you can begin doing immediately to jump start your practice and build it up rapidly.
1. Be a chiropractor
Fall in love with chiropractic and pass the message on at every possible moment. Your level of intensity is what will generate new patients and referrals by the boatload. You can not be monotone in your actions or in your voice. People want to feel your enthusiasm. They want to be set on fire by your passion and they want to know that chiropractic is the best thing they can do for themselves and their family.
2. Get know in your community.
This is one of the simplest, most affordable and easiest forms of marketing and is one which will provide you with many more new patients than an ad in the local newspaper. It is also the longest lasting form of advertising. It is called relationship adverting. Get known as the local chiropractor in your community. It is really a fun way to advertise because what you are doing is going out, having fun and making new friends. People refer to people they know and like. So get involved - it pays off in new patients and friendships.
3. Market and be consistent in all of your efforts
Unfortunately we still have to market ourselves but the truth is - we do. Accept it, and do it. The key to marketing is consistency. It is never ending. Develop a marketing plan and stick to it. The real key to marketing is to market who you are. This will attract the patients who want to be in your office.
4. Educate your patients to be referral machines
Very few patients will refer if you do not educate them about chiropractic and how chiropractic can help. Share the success stories and then teach patients how to share them also. Do your patients know what subluxation is how it destroys life. Do they know it helps children with earaches? Pretty basic stuff. The key is to talk to them on their level. Throw out the doctor jargon (except the word subluxation) and tell them that when the bones are subluxated the bones decay and start closing the little holes where the nerves come out .... Simple is best.
5. Ask for referrals
When a friend asks for your help, do you ever say no? Not usually and your patients are the same way. Develop friendships with them and then ask them to refer. It's so easy to get referrals when you say to a friend (patient) John/Mary, I need your help. (remember, don't be monotone) and then fill in what you need. HAVE FUN WITH THIS!
6. Have Fun
You chose to be a chiropractor so don't bitch about the medical doctors or people not understanding, blah, blah, blah. People will only be as excited as you are. So the key is to just be you. I LOVE to have fun. Whether I am at work or at play, I LOVE to have fun and I carry this over into my practice everyday. My wife Dr. Nancy loves to have fun and so does my super CA and we all give each other the latitude to do so. If I had to go to a boring office which plays elevator music and has patients in a waiting room reading people magazine I would shoot myself. Chiropractic is a celebration of life and when you think of it this way, everyday can and will be a joy. Initially patients come to you because they hear you can help them and they stay because you delivered on their expectation and because they like you. You can have fun and stay professional! I love to sing and adjust and have fun with the kids and tell jokes and give hugs. That is my kind of practice and people flock to it because we make it an experience for them. We are not being phoney, we are being who we are. Our dog is at work with us and we have a big popcorn machine in the office and some may look down their nose at this type of practice but we are having a ball and seeing more people than all of the other chiropractors in town put together. You only have one shot at life - make the most of it.
7. Be organized
I can't stress this enough. If you want to be seeing BIG numbers, then you have to be organized in everything you do - from adjusting hours to paperwork. When you are organized - life is more fun.
At Successful DC, we help chiropractors achieve more fun and higher levels of success than they ever though possible. If you are looking for a coach who has been there and is doing it everyday, visit our website and look into our VIP One-on-One coaching program. It is affordable and is guaranteed to help you develop and reach the levels of happiness you deserve - in life and in practice. www.successfuldc.com
Tip # 21 - Keys to a Successful Practice
Have a great day,
Dr. Steve
Your daily Success Coach
Monday, March 8, 2010
Tip # 20
Well I am back and supercharged. The reason I have not written recently is because I do everything in blocks. I find that is the most productive method for achieving high levels of success because I am able to focus all of my energy on writing or promoting or organizing during the "on" block and I can relax and recharge during the "off" block. Six weeks on - two weeks off. During the "off" time I am still at work because I am a chiropractor 24/7 but since I have so much in play during the "on" periods, the residual effects of what I have done floats me through the "off" period. The off periods also give me time to reflect and review the direction and efforts I expended during the past "on" cycle and allows me the opportunity to alter or redirect my efforts and direction - if needed.
Tip # 20 - Reflect on your Past Successes and Learning Opportunities
Today ends one of my "off" cycles and boy was it needed. During this time I had the opportunity to review my past performances and forge new alliances. I recreated the Ultimate Travel Card - one which incorporates everything necessary to stay current and in regulation with all insurance companies and I created a new seminar company with a great friend of mine - more info on that later.
Every day gives us the opportunity to reflect not only on what we have done but more importantly where we are going. This is where you need a life plan. You life plan is your guide to not only where you are going but it is also your accountability partner one which gives you the opportunity to gauge how well you are moving towards your goals.
where has your life/office plan taken you? If you are not achieving the level of success you deserve from yourself, your staff and your promotions, take a day to review why not. If you need help, ask for it. that may mean hiring a coach (check out my VIP One-on-One Coaching, or you may just need to tweak your office training schedule.
The first step is to really sit down and do a self-analysis and then to move on from there.
Successful DC offers simple solutions for your most pressing problems.
Tip # 20 - Reflect on your Past Successes and Learning Opportunities
Tip # 20 - Reflect on your Past Successes and Learning Opportunities
Today ends one of my "off" cycles and boy was it needed. During this time I had the opportunity to review my past performances and forge new alliances. I recreated the Ultimate Travel Card - one which incorporates everything necessary to stay current and in regulation with all insurance companies and I created a new seminar company with a great friend of mine - more info on that later.
Every day gives us the opportunity to reflect not only on what we have done but more importantly where we are going. This is where you need a life plan. You life plan is your guide to not only where you are going but it is also your accountability partner one which gives you the opportunity to gauge how well you are moving towards your goals.
where has your life/office plan taken you? If you are not achieving the level of success you deserve from yourself, your staff and your promotions, take a day to review why not. If you need help, ask for it. that may mean hiring a coach (check out my VIP One-on-One Coaching, or you may just need to tweak your office training schedule.
The first step is to really sit down and do a self-analysis and then to move on from there.
Successful DC offers simple solutions for your most pressing problems.
Tip # 20 - Reflect on your Past Successes and Learning Opportunities
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