This method can instantly help you reach large numbers of highly qualified prospects!

The other business is usually more than willing willing to participate because it’s a way for them to reward their loyal customers without incurring any costs. In the process you’ll get a bunch of high quality new patients, while the other business gains goodwill.

For example, I recently read an story about a new business that successfully used this technique.  The business was a high-end women’s clothing boutique. The store arranged to give a free silk kimono to every female customer of a local BMW dealership who brought in a letter sent by the dealership offering the gown as a gift for their past patronage. The kimono had to be picked up at the boutique.

More than 600 women responded, picking up $100 kimonos that cost the store just $16 a piece. Those 600 women spent an average of $400 on other merchandise during their initial visit. Do the math, and you’ll see that the startup spent $9,600 to generate some $240,000 in sales–and, not incidentally, to begin building its own clientele.

Six Steps to Success

This type of marketing marketing is actually a simple and relatively inexpensive process that will deliver solid results if you follow a few basic rules:

1. Precisely define your target audience. Look, simply stating that “Women 35 to 55″ is your target market isn’t enough. You need to create a detailed profile.

The women’s clothing boutique that marketed to BMW owners determined that their likely customers drove certain types of cars, patronized a certain class of hair salon, belonged to a health club, and were likely to play bridge. In other words, they knew these types of people had money and time to spend.

Think how awesome it would be for you to attract new patients of this caliber?

2. Find local businesses that serve the same market segments as you.  You wouldn’t want to hit up the local Golden Corral would you?  You know people that eat there are the same type of people that are always looking for a “deal”.  So why would you want a new patient coming to see you that has that mindset.  Target businesses in your town that cater to the kind of people you want to attract.  …people with time and money.

3. Develop a clear offer for each prospective business partner. Come up with a free or deeply discounted product or service that has a high perceived value for the consumer with a low dollar cost for you.

For example, you could offer a Free 30 minute Massage for each person who has purchased a BMW in the last 90 days from the local dealer.  …then when that person comes in to see you, you could tell them after their massage,  ”Oh, by the way, did the BMW dealership tell you about the Healthy Boost Package that came with your free massage??”

And when they say, “No, what is the “Healthy Boost Package?”

You can reply with, “Oh! You actually get another Free 30 Minute Massage and a Full Health and Wellness Exam here in ouroffice when you schedule the Exam this week!”   BOOM Goes The Dynamite!!!!  You’ll have more new patients than you’ll know what to do with!

Would you be willing to pay a Massage Therapist $20/hour to Massage 20 additional people this month if you could get 50% of those people to close on a chiropractic care plan?

Let’s do the maths, 40 prospects come in for their initial free massage.

40 X $20 = $800.

Then 20 of these people schedule a new patient exam… 20 X $20 = $400.

10 of these new patients start care plans at a $1,000 case fee.

hmmmmmmm….$1,200 for $10,000???   Would that be worth it to you?  I hope so!!

4. Pitch the plan, highlighting the benefits to the other business. Emphasize that it’s a way for them to reward their customers at no expense and with virtually no effort. It’s also a way to reach out to customers without overtly trying to make a new sale.

5. Supply a letter for the other business to use. Providing a well written letter that can be sent to the other business’ customers on that business’ letterhead.  This will help put the plan into motion quickly. It will also show the partner how easy it will be for him or her to participate.

Some businesses will allow the letter to be inserted into their monthly invoices or newsletters at no cost to you. Others will charge or require that you pay for a separate mailing. It’s a small price to pay for access to that business’ customer base.

6. Develop a strategy to convert redeemers to new patients. This, after all, is your long-term goal. The Strategy I mentioned above is a great one to use, but you may want to come up with your own.

Best of all, you’re piggybacking on the success of another entrepreneur who has spent years building a solid customer base.

I hope you found this strategy valuable!

Let me know if you plan on implementing it and what your results are!

Love and Wisdom,

Enjoy!

You know, BJ once said, “We never know how far reaching something we may say, think or do today will effect the lives of millions tomorrow.”  …and with that being said, when was the last time you “hugged” every single one of your patients after an adjustment?

A simple HUG can go a long way with building “rapport” with your patients.

A simple HUG can be a powerful healing tool in your practice.

In fact, studies show that folks who are regularly hugged by their close friends and family have reduced heart rates, lower blood pressure, increased nerve activity and more upbeat moods. A survey of successful marriages even showed that hugging and touching (not sexual intercourse), were the key factors in keeping the relationship long-lasting.

So, here’s your homework for today!   …and in my opinion, a VERY POWERFUL Practice Building Tip!

HUG YOUR PATIENTS after each adjustment today, and then sit back and watch their faces light up and their hearts warm!

BIG HUGS,

You see, I took to art at a very young age, specifically cartoon art. As a matter of fact, I’ve been drawing cartoons for as long as I can remember. It seems like I’ve always had pencil in my hand! lol

At one point, before I got involved with chiropractic, I thought I wanted to be a cartoonist.

As you can imagine, with enough practice, I became a pretty decent “cartoonist” and when I was 9 years old, I started drawing cartoon characters that looked similar to the guys in the B.C. Comic strip and Beetle Bailey …and the kids in my class LOVED the drawings I did!

They loved them so much that one kid offered me a dime ($0.10) for one of my cartoons!
…and that’s when it hit me! People would actually pay for my art!!!   I was officially IN Business!!

Lunch back then was $0.90, so I knew after lunch everyone had an extra $0.10 in their pocket. I think you know where I’m going with this, right?

Well, that night I went home and hit the drawing board and started drawing a bunch of cartoons in my note book.  I spent a few hours drawing them.

The next day after lunch, when we all got back to home room, I took out my notebook that had all my drawings in it and and started going around the class and asking if anyone wanted to buy a “Chris Burfield” original? lol

There were about 30 kids in my class, so before the second half of the day began, I would usually end up with a couple of bucks in my pocket from the artwork I sold! Pretty sweet!  This went on for weeks until my business was eventually shut down.  …more on that in a minute.

Since that time, I have learned that there are 7 skills every entrepreneur must learn to be successful. And over the years I have refined my own entrepreneurial skills based on this info.

I want to share these 7 skills with you today!

You see, there are many useful business skills that a new entrepreneur should have.
…and these are some of things I’ve learned.

Skill #1: Don’t be afraid to take risks!

You are going to need to walk the line. Successful people don’t play it safe. Successful people are risk takers, they go all in and they leave nothing on the table!

I used to draw my cartoons in class while I was suppose to be doing school work. I was taking a HUGE risk of getting “caught”, and having to sit out recess, but I did it anyway. Eventually I did get caught and my little operation was shut down by my 3rd Grande Teacher, Miss Murphy. She thought I was taking advantage of the kids in my class by charging them for my artwork. …and I’m sure she didn’t like the fact that I wasn’t paying attention in her class either. lol  So she shut it down like a Boss!! I guess she wanted me to “conform” and learn to be a good little slave like everyone else. lol  Entrepreneurship isn’t really encouraged in school, know what I mean, jelly bean?

Skill #2: Be a Decision Maker

There is no doubt that being a chiropractor and an entrepreneur that you are going to make a lot of decisions in your practice. Decisions that are going to impact your future. Nevertheless, you can’t afford to spend too much time thinking about these things. Instead, just make the decision and go for it.

But you want to know something that is really cool? You can always make adjustments along the way!  Just because you make a decision to go in one direction doesn’t mean you can’t change course if things aren’t working out the way you expected. With that being said, you first have to decide.

“Fear and indecision to pursue your goals is a disease that keeps people in the poor house, living paycheck to paycheck their entire lives.”  

Skill #3: Be a Dreamer and a Visionary

Before you opened your practice, I’m sure you spent time dreaming about what it would be like.  Well, guess what?  Now you own the practice and it’s  time to stop dreaming, set your goals and make your dreams become a reality!

However, you must first have a vision. You will need to decide what direction you want your practice to go in. You have to have a Vision of where you want your practice to go, or you’ll get stuck in a rut.  The first step is to create a detailed vision for your business.  Where there is no vision, the practice and your patients perish!

Skill #4: Be Driven

Most people can stay excited about something for three months.  After 3 months, the excitement dwindles and their drive for their success dries up!  It’s important that you have an “Everyday We Grind” attitude!  After all, you are not going to want to give up before you reach your goal. Remember, success is measured by how many times you pick yourself up after being knocked down. …and  trust me, you will get knocked down more than once along the way!  Be Driven To Succeed and Never, Ever Give Up!

Skill #5: Be Passionate

Remember, when you’re on fire, people will come just watch you burn!!  Once they see your passion, they will be more likely to do business with you. If you are not passionate, then you will drive potential new patients away instead of attracting them to your office.

Skill #6: Be Confident

Remember that old commercial from Gillette, “Never let them see you sweat.” It is important that you never look as if you don’t know what you’re doing. You must show confidence. Always be firm and decisive. Confidence puts others at ease.

Skill #7: Be Energized

Like I said earlier, excitement for most people only lasts about 3 months. Most people can stay excited for that long…but successful people can stay excited an energized for decades!!  You need to be excited about chiropractic because your energy level, no matter how high or low it is, will rub off on your patients. Even when things are not going your way, it is still important to stay pumped!!!!

These are the characteristics of successful entrepreneurs! Now that you know what they are, instead of wasting these gifts, make sure you put them to good use!  It’s not hard, you just have to decide that you’re going to do it!

Love and Wisdom,

No, I do not like Hitler. No, I do not approve of the Nazi movement. No, I do not have a single racist bone in my body. So, before the hate filled comments start flooding in, realize that this post is simply to serve as an educational tool.

Hey doc,

It’s not secret that our beliefs control our perception of life.

…but what exactly is a belief you ask?

A belief is nothing more that a feeling of  ”certainty”.

As a matter of fact, your “personal beliefs” affect everything in your life.  …and the same goes for your patients.

Your patient’s personal beliefs determine their perception of what “health care” really is and what you can do for them as a Chiropractor.

Those beliefs generate certain feelings and in turn, those feelings generate their “motivation” for wanting to “fix” whatever is ailing them.

Now, here is where it gets interesting. Their motivation leads to them taking certain actions (or not taking certain actions). …and depending what action they take or don’t take, that action or non-action will produce a certain result.

In other words…

Now this is some pretty wild stuff, but all “beliefs” are programmed.

And beliefs can be programmed through Propaganda!

Propaganda Marketing is a very powerful tool!

When we think of Propaganda our mind usually drfits toward 1930′s Nazi Germany.

Joseph Goebbles was the head of Adolf Hitler’s “Ministry of Public Enlightenment and Propaganda” and through this style of marketing Goebbles was able to re-program an entire nation’s belief system!

So much so, that the people of Nazi Germany felt a strong conviction toward their cause and were willing to die for it!!

Now, what most people assume is that ALL Propaganda is bad.  They assume Propaganda is nothing more than marketing filled with lies and deceit. However, that is simply not the case.  The morality of Propaganda is determined by the end goal.

For example, the United States and Great Britain also used Propaganda during the war, but their propaganda was for a good cause. It inspired young men to pick up their arms and fight for the freedom of people everywhere!  They were so convicted of it that they were willing to die for it.

So Propaganda, if used with good intention, can have a very positive effect on people.

The AMA and Big Pharma have used Propaganda Marketing over the years to “program” the people of this great nation into believing that Drugs are good. Drugs solve problems. Drugs make you healthy. Drugs are what you need.

…and they have done a damn good job of it too!  The United States makes up 5% of the world’s population, yet consumes 60% of the world’s drugs.

So how did they do it?

Simple!

Repetitive Propaganda

The AMA and Big Pharma have been using Propaganda for decades now to further their agenda of pushing dangerous drugs on an unsuspecting public.  The type of Propaganda they use is misleading and deceitful.

The AMA even used Propaganda to try and bring down the Chiropractic Profession.  Morris Fishbein was Secretary of the American Medical Association from 1924-1949 and distributed Propaganda to our nation’s school teachers, guidance counsellors, medical schools, corporations, etc…calling chiropractors “rabid dogs” and referring to them as members of an unscientific cult.  …and he was so good at it, that the chiropractic profession almost collapsed.  Thank God for Wilk, et al vs. AMA!!

Here’s the deal, americans are exposed to 2000 advertisements each day!  How many do you think they remember? (…not to many) however, I can guarantee you that each advertisement is registered in their subconscious mind and “programmed” into each person subjected to this onslaught of propaganda type advertising.

Does this type of marketing and advertising work?  You bet your bottom dollar it does!

If you ever sit down and watch television, you’ll probably notice that 6 out of 10 ads are for some “drug” that is going to make your life better.  …and if you ever watch Saturday morning television, you’ll see that 8 out 10 ads are for junk food!

Hense 5% of the world’s population consuming 60% of the worlds drugs!

…and not to mention that childhood obesity is reaching epidemic proportions!  It’s now affecting 30% of our children!  …and to make matters worse, adult onset diabetes is now happening in 11-12 year olds!

Remember earlier when I said “belief” is nothing more than a “feeling” of certainty?

Well, I want you to take a minute and imagine a table without legs.

Got it? Good!

Now, let’s pretend for a moment that you don’t trust chiropractors. Chances are, you may have an experience that reinforces that opinion.

That experience is one leg that you just added to your table to reinforce it.  That reinforcement supports that opinion and all of a sudden, it starts to be more true for you…more real!

You are now more “certain” about that opinion and you start taking ownership of it.

BUT!!!…when you have enough reinforcements (4-5 legs supporting your table) your opinion eventually becomes a belief. It is your reality and you are absolutely, positively certain that you can’t trust chiropractors and no one is going to change your mind!

Unless they can somehow de-program you!  …and create a new belief that is reinforced by experiences!   So much so, that it dissolves the old belief.

When you have so many experiences that you do not even question a belief, it can become a conviction. A conviction is something you feel so strongly about that you would almost die defending it.

So it goes from and idea , to an opinion , to a belief , to a conviction .

The way to grow a huge Chiropractic Empire in your community is to re-program your patients old belief systems with new beliefs through the use of Propaganda Marketing!  Creating “certainty” in their minds that health and wellness come from within!  …so much so, that they become convicted with your mission and your purpose to make the world a better place!

I think I’ll shoot some videos on this and show you how to use Propaganda Marketing for good intentions in your own practice!  …and show you how you can use this “taboo” strategy to really get your message out there a make a real difference in the lives of the people in your community!

Until next time!  Love and Wisdom!

If you loved this video as mush as I did, then leave a comment below!

Love and Wisdom,

Most chiropractors I talk to, don’t realize this and as a result, they market to the “logical” side of patients instead of the emotional side.

If you want to fill your practice with a flood of new patients and grow your chiropractic business tremendously this year, you need to learn and understand how using psychology can set you apart from every other chiropractor in town and truly take your business to the next level.

Psychology needs to be applied in all your marketing efforts.

For example, let’s say you run and ad in your local newspaper, it would be wise for you to seek first to understand, then to be understood before you actually ran that ad.

I know what you’re thinking right now, “What on earth are you talking about, Chris?”

The point I’m trying to make here is this, first strive to understand what’s going on in your patients mind, put yourself in their shoes and try to understand what they are going through emotionally with their health problem.

You need to understand their situation so clearly that you actually start to “feel” what they feel.

Then once you understand what they are going through, attempt to convey that in your marketing message.  By doing this “first”, you’ll be able to connect with them on an emotional level.

You’ll get them to understand that you understand exactly what they are going through and they’ll see that you truly care about helping them get better.

When you do this, the new patient will have the perception that you understand him/her and  that you actually care about him/her.   …and this is when the magick starts to happen in your practice.

Because in turn, the person you are marketing to will begin to care about YOU and understand YOU and this greatly increases the chance of them picking up the phone and calling your office!

Look, people in your community (and people in general) desperately want to feel cared for and understood more than anything else.

If you can master understanding this vital psychological factor, there is no doubt in my mind that you will gain a major advantage over every other doctor in town.

You know, one of the biggest mistakes I see chiropractors make in their marketing is they run ads or have websites that sell “features” instead of “benefits”.  No matter what type of business you have, your marketing MUST sell benefits, not features. Remember, every single person on the planet is asking one simple question, “What’s in it for me?”

A feature is a characteristic of your product or service. A benefit is what that feature does for your patient.

Here is an example of features vs. benefits:

Feature: At XYZ Chiropractic, we do corrective care chiropractic. (…really? Who cares???)

Benefits: At XYZ Chiropractic we increase your vitality, giving you more energy to play with your kids and be the kind of mom or dad you’ve always wanted to be when you’re with them!  (…ok! Now we’re talking!)

Here’s a little trick for finding the benefit within the feature. List a feature then ask yourself, “So what?” What does that feature do for my patients?

For example, let’s say you use Activator Technique in your practice and you decide you want to tell people in your town that you practice this specific technique and decide to list it in your ad.

Well, you would simply ask yourself, “So what??

What does using Activator Technique do for your patients?

And then answer that question.  …and there is your benefit!!

If you start doing this in all of your marketing, you’ll end up with more new patients than you can shake a stick at!

It works!  …so try it!

Love and Wisdom,

Is it just me, or are most chiropractic offices you know of just absolutely obsessed with getting new patients?  They create facebook fan pages, run newspaper ads, conduct spinal screenings, run referral contests, educate patients, bend over backwards and sometimes even beg to get a new new patient. lol

And the kicker is, they go through all that only to end up ignoring these same patients once they become an established patient.

Chiropractors will spend hundreds even thousands of dollars every month on their marketing to attract new patients!

When the more valuable, already profitable existing patients are walking out the back door unnoticed and uncared for.

I am always amazed at how little time the average chiropractor spends with their existing patients. Time that is truly deserve!

Here is a list of some of the things you may want to consider implementing into your own business in order to increase patient retention.

I hope you found value in these retention strategies!  …if so, please leave a comment below!

Love and Wisdom,

Would you refer your best friend to a jerk? The answer is obvious: …of course not.  No one wants to refer their friends or family members to a jerk.

So with that being said, one of  the keys to doubling your practice, or at least your referrals is this: Don’t be a jerk.

“Okay, well, we’re one step ahead of the game,” you say, “because we’re NOT jerks!”

Ahhhhhh….au contraire monfrair, don’t be so sure. …because from your patients point of view, your office just might be. In fact most businesses are. The truth is, most businesses (chiropractic included) are self-absorbed, uncaring, and greedy.

Now before you get upset with me and start sending me nasty emails protesting,  “But we’re not like that, we really do care! How could people possibly think that?  …jerk”  lol

Easy. Lets look at this scenario. Let’s pretend for a moment that I’m one of your patients…and this is what I experience when I come to your office:

This type of practice is Self-absorbed, Uncaring and Greedy. To put it in simple terms, your business is a jerk. Sorry, but no wonder you’re not getting more referrals !

You’re patients don’t feel connected to you at all. There is a major disconnect going on in your practice. …and until you fix it, you’re referrals will be minimal at best.

So what do people need to “hear” from you in order to feel connected to you?

Simple! Three things…

I respect you

I understand you

I care about you.

So what I want to do right now is offer you a simple solution that will double your referrals in 2013!

1) Role Play every interaction/experience your patients have with your office. Everything from the first initial google search of your website, phone call, consult, rof, and typical patient visit.

Take a 60-90 minutes today (do this during lunch today or stay late after work)  and role play with your staff what a typical office visit looks like to your patients.  (and what a new patient visit looks and feels like) I want you to experience what the patient experiences each and every time they walk into your office.  I think you’ll be surprised at what their perception of your office really is.

Do everything “EXACTLY” as you would normally do it.  …and observe your interactions with the patient and or new patient and put yourself in their shoes and “feel” how they would feel.

2) As you role play, ask yourself these questions:

- Are my words and actions sending messages of, respect, understand, care?
- If not, what can I do differently to send those messages?

3) Put into practice whatever you come up with.

Evaluating your patinet’s experience from the respect/understand/care perspective will transform your business. Patients will actually like you (your business) – and maybe even love you – rather than thinking you’re a jerk. Most important, they’ll start telling their friends. Voila!  You’ll double your referrals – and then some!

So here is some homework for you. For the next thirty days, take a good look at all the messages your business sends. Cut out any disconnects and transform your practice into one that patients perceive as Respectful, Understanding and Caring.  …do this and you WILL see your referrals increase and I wouldn’t be surprised if they ended up doubling.

Love and Wisdom,