From 0 to 70% in 3 months

Getting Attendance at Your “New Patient Class”

Dr. Katie Kearney-Bidwell, HealthSource of Eden Prairie, MN.

Whatever you choose to call it (New Patient Class, Special Consultation, Orientation, Workshop, etc.) almost ALL D.C.’s agree it SHOULD be done and WOULD be a good systems to have in place. But, the glaring TRUTH of the matter is this: MOST PRACTICES HAVE A TOUGH TIME GETTING ANYONE TO ATTEND!

On this FREE call, Dr. Bart Anderson discusses this vital strategy with Minnesota Chiropractors Dr. Katie Kearney-Bidwell and Dr. Samantha Hermsen. Already having a great clinic when Dr. Sam stepped in as an associate just a few months ago, they were determined to make it stronger than ever. The Special Consultation (New Patient Class) was one area they focused on to start … and in the past 3 months moved that statistic from 0 to 70% attendance! And it’s still going up!

Listen in on this call and learn exactly how their TEAM made that happen.

Join Dr. Bart Anderson as he speaks with

Dr. Katie Kearney-Bidwell and Dr. Samantha Hermsen of HealthSource, Eden Prairie, MN

Dr. Samantha Hermsen, HealthSource of Eden Prairie, MN

Date: Thursday, May 30, 2013

Time: 12:30-1:15 Eastern Time

(11:30-12:15 Central time)

Participate. Learn from Experts. Grow. BE PREPARED!

HealthSource Launch U is committed to empowering the next generation of DC’s to be the BEST yet. That requires that we provide constant and never ending opportunities for YOU to learn and grow like you will NOWHERE else! Some Chiro-students get us in their colleges. Some engage in our weekly e-mails. But ALL can benefit from our Tele-Class series! You can listen, take notes and even ask questions right from the comfort of your own home!

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More perspective on the Key Area of Management

Leadership” is the art of leading people right? Maybe. And “management” is getting them to do what you want right? Sort of….sometimes language or definitions can be confusing.

Leadership in a Healthsource setting is about how you are showing up as a leader. What time to you rise in the morning, what do you read, when do you work out, are you journaling, and what are you doing to develop yourself? It’s not really about directing people, that’s management.

Our definition of management is how do you paint the picture, how do you convey your dream and how well can you get your team to “buy in” to the dream and act on it. There are a thousand ways to spin it and communication with your team to “manage” them can take many forms. The ultimate form your communication takes though is very important. The message must reach the intended target in a language they understand, or the team won’t be “flying in formation.”

Consider Nathan Arizona in the Cohen brothers cult-classic film “Raising Arizona”. He is asked “Do you have any disgruntled employees?” to which he responds “Hell their all disgruntled. I’m not running a damn daisy farm. My motto is “Do it my way or watch your butt!”

The next question is “Well do you think any of them could’ve done it?” and he says “Oh don’t make me laugh. Without my say-so they wouldn’t piss with their pants on fire.”

(Pardon the language in the quote)

So, management can be viewed this domineering way, but is it effective? Do teams relate to that style?

We have discussed in this series many, many times that a chiropractic business owner has 3 Key Roles to play: the Clinician, the Director/Manager and the CEO.

Chiropractic School, technique seminars and self-study will handle the clinician role. It is the technical side of our profession. Time in quiet reflection, writing, and visualizing along with strategies like effective time use, etc. will start to address the CEO role. But management….that is a lot like coaching, in our opinion.

Think about it: A coach runs practice and training. A coach builds relationships between teammates. A coach makes the game plan. But a good coach can see the champion inside the under performer, coax that champion out, and fan the tiny spark of talent that bursts into flames.

John Wooden with trophies

There are many types of coaches: hard drivers, gentle encouragers, technical advisors or some combination. John Wooden comes to mind, legend has it he would start practice early in the season with how to put on your socks and shoes. Why? Because he was reinforcing there is a standard … a right and wrong way to do everything. Everything.

If you put your socks on in a careless fashion you could get a blister. That meant you might miss practice. That meant a particular offense for a particular game could be altered, which meant you could lose that game, which could change the season and your play-off bid, which could affect your making the play-offs or the position you were seated in the brackets, which could affect your chances in the tournament, and ultimately change the outcome of the championship game…one blister. Legend has it he also approached fundamentals this way too. “This is a basketball, you dribble like this, you shoot like this….” on up to the complex offensive and defensive patterns that UCLA was known to execute.

One might start (me included) and go sheesh! Really? Overkill! But Wooden has an unmatched 10 NCAA basketball championships. Ok, I have had a nice chiropractic career, but it is not the equivalent of 10 NCAA titles….maybe we all could take a page from Wooden’s coaching and put in our office training manual.

How we do anything is how we do everything. This is a throw-back to the leadership topic touched on earlier. Intense attention to detail and discipline in our personal lives carries over into the detail and discipline that we execute with our teams in the office.

The time spent in quiet reflection, dreaming, writing and planning is echoed in our level of preparation. This level of preparation is clearly reflected in our management…specifically what level of “buy in” can we elicit from our teams.

One of our early mentors used to say, “It’s the little things that make the big things big.” He was right on, the tiny bits of excellence in the little things we do and say daily multiply and carry great significance. They build up into the tsunami of success one tiny action and habit at a time.

Management is about leading and directing our teams. Management is not so much about barking orders as it is telling people the story of our dreams and giving them a compelling reason to join our cause. Hard workers and free thinkers are great asset, but they won’t stay unless they feel part of something meaningful. You want these people on your team. They extend your reach. It is imperative to communicate clearly with them so they understand the mission and their role in its success.

Remember, people and flowers grow in the direction of sunlight. This is an important consideration in managing people and developing your communication style.

Dr. Erin O’Maley

Every now and then we come across something written or put out by another D.C. that we like and feel motivated to share with our HS Launch U docs and other followers. Some pieces are from within HealthSource and some, like this one, are not. Some are not even from within Chiropractic! BUT, they are always congruent and have shared something we feel can help those we lead.

This piece that we are passing along was written by Dr. Erin O’Maley of O’Maley Mobile Wellness. Thanks Dr. Erin for posting the article below on your blog. Looks like many have read and shared. It is simple and well put for ALL to learn and apply – lay people, students and docs. We are reposting here for all to learn and use. It’s a great example of what ALL start-up docs can kick out to your patients, community and followers. You can do this, too!

Dr. O’Maley, thank you for allowing us to repost this!

1. Pain is the last symptom of dysfunction.

A patient’s back is often restricted or unstable for months or years before it presents as a problem and they show up in a chiropractor’s office. In addition, the absence of pain is not health. While medication may be needed, if you take a pill and the pain goes away, the dysfunction that caused it still persists. Muscle, ligament and joint injuries often occur as a result of long-term biomechanical dysfunction, sometimes from past injuries, making the area more susceptible to future injury.

2. Athletes use chiropractors to stay well and perform better, not just for the occasional injury.

Athletes choose chiropractors because we are movement specialists. Chiropractors were spotted all over the Olympic coverage last year, and top athletes such as Michael Jordan, Tiger Woods, Michael Phelps, Tom Brady, Evander Holyfield, and Arnold Schwarzenegger have all been proud patients of chiropractors. These days it’s far more common than not for major athletes and sports teams to keep chiropractors nearby to help prevent injuries, speed injury recovery, improve balance and coordination, and give them a greater competitive edge.

3. The body does not perform as a cluster of separate mechanisms, but rather a cascade of events that all starts with proper control by the nervous system.

The nerves that travel through and control every function of your body originate at the spinal cord and their transmission may be disrupted if the joints of the surrounding spinal column are not moving properly. This disruption in biomechanical integrity combined with altered physiological function is what chiropractors call a subluxation. Below is a chart that illustrates the relationship of the spinal nerves exiting the vertebra branching off to the various organ systems. You can see why it is not uncommon for a chiropractor to treat a patient with mid-back pain who also suffers from irritable bowel system, a patient with a subluxated sacrum who has been unsuccessfully trying to become pregnant, or a patient with an upper back fixation and acid reflux.

4. Doctors don’t do the healing.

Sorry to disappoint you, but a chiropractor will never fix your back. What we are able to do is restore proper motion in the joints, which relieves tension on the nerves and muscles and allows your body to do the healing that it is inherently made to do. As chiropractors, we believe that the body is a perfect organism in its natural state, and all disease comes from a disruption in the body’s proper transmission of signals by the nerves which affects its ability to heal and to defend against disease-causing agents. We never treat disease. We assess to find which spinal levels are causing the disfunction, and we adjust it to restore proper nerve flow so the nervous system may work as efficiently and effectively as possible.

5. Chiropractic is for all ages.

Many seniors aren’t aware of the benefits of chiropractic care which can help them not only with pain relief, but also increase range of motion, balance and coordination, and decrease joint degeneration. There’s no patient too young for chiropractic either! Chiropractors check infants moments after birth for misalignments of the upper vertebrae that may occur as a result of the birth process. In addition to supporting overall health and well-being, parents also take their children to chiropractors to encourage healthy brain and nervous system development, to assist with colic, asthma, allergies, bed-wetting and sleeping problems, and to assist with behavioral disorders.

6. We know about more than your backbone!

This surprises many people who had no idea that chiropractors give advice on nutrition, fitness, ergonomics and lifestyle, screen for conditions unrelated to the musculoskeletal system and refer out to other practitioners when necessary. Chiropractors are also able to complete specialties in other areas such as pediatrics, sports rehabilitation, neurology, clinical nutrition, and addictions and compulsive disorders.

Other than particular specialties and the differences in learning to adjust and learning to prescribe medication, our training hours are not dissimilar from that of medical doctor. The following are the classroom hours for basic science requirements compiled and averaged following a review of curricula of 18 chiropractic schools and 22 medical schools.

7. Successful chiropractic patients accept responsibility.

When somebody says that they tried chiropractic and it didn’t help, I cringe and get the feeling that they really missed the boat. Of course, there are cases with complicating factors, but I have heard this from people with straightforward chiropractic problems when it is very clear what has happened here. In most cases, one doesn’t acquire back pain over night, and it’s not going to go away over night. If a weak core from years of sitting at your desk is to blame for the additional stress on your joints, I would expect an adjustment to provide relief, but once the condition is no longer exacerbated, I would most definitely prescribe some exercises for you to do at home. I might also suggest we evaluate your nutrition if I suspect an inflammatory diet may be wiring you for pain. Sure, I’m always happy to adjust someone and make a living, but if you’ve been given homework and you don’t do it, I better not hear you blame chiropractic when you’re hurting again!

8. Chiropractic may help you get sick less.

Studies have indicated that adjustments consistently reduce the production of pro-inflammatory mediators associated with tissue damage and pain, and may also enhance the production of immunoregulatory complexes important for healthy immune system defense. As far back as the deadly flu pandemic of 1917-1918, chiropractors noticed that their patients seemed to have fewer fatalities than among the general population and were able to publish their work in an osteopathic journal since no scholarly journals were accepting chiropractic data. The estimated death rate among patients of conventional medical care in the U.S. was estimated at 5 to 6 percent while the fatality rate among influenza cases receiving spinal adjustments was estimated at 0.25%.

9. “I heard I’ll have to go forever” is a myth.

You may want to go to your chiropractor forever once you’ve started because you didn’t realize how great getting adjusted is, but your doctor won’t expect you to come for continuous care without symptoms. Generally, if you come in with pain, once you’ve been treated for your initial complaint, you’ll be scheduled for a few more appointments to make sure proper motion is being maintained, then it will be recommended you return occasionally to be checked just like you would go to the dentist to get checked for tartar buildup and cavities. Of course, many people still choose to see their chiropractor weekly or monthly for wellness or maintenance care.

10. Adjustments don’t hurt.

There is no bone snapping or warrior-style pulling heads off spinal columns! The neck adjustment some chiropractors use causes anticipation for many new patients, but is actually much more gentle than they imagined, and involves a quick, direct thrust to a specific spinal bone. The sound an adjustment makes is called a cavitation and is only space being created within the joint causing gasses to be released from the joint capsule, which creates the popping or cracking noise. Also, chiropractic adjustments will not wear out your joints, as some imagine because they have been warned not to “crack their knuckles” for this reason in the past. Adjustments, unlike “knuckle cracking” or having your friend stomp on you while you lay on the carpet, are applied specifically to improve the motion of your joints and limit the small dysfunctions that over time can lead to arthritis. Most people after an adjustment describe the feeling as being “lighter”, having greater ease in moving the body, and being able to stand up taller.

Resources:

http://www.yourmedicaldetective.com/drgrisanti/mddc.htm

http://www.dynamicchiropractic.com/mpacms/dc/article.php?id=9485

Another definition is this … Convert: to bring over from one belief, view, or party to another. Ok that is a little better.

Oh yea, there’s one more: to make a goal after receiving (a pass) from a teammate. Don’t you just love Merriam-Webster?

A while back, we told the story of Paul the Apostle’s conversion found in the New Testament book of Acts. He gets bonked on the head and changes his way of thinking. It’s interesting, because many definitions and uses of conversion deal with religion, ideology, philosophy, or political leanings. Well, let’s stay off religion this time and stray into philosophy. It can take a change in philosophy for a potential patient to accept care in our offices. What they understand or believe to be true about health, sickness and healing will affect their decision making process.

Break philosophy down and you have philos (Greek for love) and sophia (Greek for knowledge). So to convert, or bring over, someone’s philosophy from one point to another requires increased knowledge. It really gets pretty simple from here, the more knowledge the better our conversion rate. Old timers hang in there a minute. New guys, conversion in a HealthSource Office is a statistic that measures how many leads become patients and start care in our offices. So, how do we enhance our communication to increase a prospect’s knowledge and increase our conversion percentages?

Well I’ll stick with the Greek theme for a minute, the word doctor in its original Greek, has less to do with healers and more to do with teachers. I guess that’s not so odd, it is our job as chiropractors to teach folks how to get well and stay well. We illuminate which choices move them towards health and vitality. We, also, identify which choices are causing their problem and pushing them towards an early demise.

The trick is before we can start the education process, we have to get the conversion. This is an essential

part of the Second Day ROF procedure. To achieve conversion there are the 4 essential questions that must be answered; What’s wrong, Can you help, How long will it take, and How much will it cost.

Answering these questions provide a patient with the basic knowledge to help them decide to accept care and whether to convert. There are some ways to increase the level of knowledge a patient has regarding these questions, and increase the chances of a successful conversion from “lead” or “prospect” to patient.

After handling the first two questions (What’s wrong and Can you help), the next two questions handle the “how” and “why” of our prescribed care. These must be addressed clearly or communication breaks down. There are some simple steps that will increase the clarity of the information and knowledge that is delivered. Each uses a separate “tool”. Okay, not a tool in the sense that you may be thinking like a hammer, wrench, etc. Rather, they are COMMUNICATION TOOLS …

Step One: is using what we call “The Primary Care Worksheet”. This tool clearly itemizes the number of adjustments and other services that will be required to quickly and skillfully resolve the patient’s problem.

Step Two: Is using another tool called “The Primary Care Calculator. This system rapidly calculates the cost of care less any insurance benefits and identifies the patient’s financial responsibility.

Step Three: Use an “Insurance Verification Form”. This documents any and all communication with the patient’s insurance carrier. This is used to confirm the patient’s insurance coverage and confirm their financial responsibility.

Step Four: The Health Insurance Responsibility Form. This form clearly defines which portion of the ordered care is the patient’s responsibility and which portion is the responsibility of the third party payer.

Tools like this are essential … what tools are YOU using?

By removing any misunderstanding regarding cost, we have a much better chance of conveying the value of our care. The real need to follow our recommendations is enhanced when the care is made accessible and affordable. These forms (tools) aid in that understanding. There are other vital steps in this process but these simple steps outline the financial procedures. They help increase the knowledge base so a shift in philosophy CAN occur.

Remember this simple analogy: Is our care expensive? Yes, compared to a ball point pen, but not compared to orthodontic care. In the words of my good friend, Dr. Nick Schultz, “You know if their TV blew up they’d have a new one by Monday…”

The job of conversion is to shift a potential patient’s philosophy through education. Let’s get some folks shifted so they realize the value of living a healthy vital life!

In our clinics, when we convert a prospect into a new patient, we tell the patient what our expectations are and also the goals of the care plan, right? Bringing these promises or goals into reality is called Patient Fulfillment! It is truly where the work BEGINS. Some docs may have the tendency to coast or relax after the patient decides to get care and even pre-pay for the treatment. This is a bad idea!

Patient fulfillment is a cornerstone of the HealthSource model. We make sure we do all the things we said we would. Each visit counts! During the adjustment time with the patient, be talking about their health. That is what matters most to them. Not current events or sports. Let them know what you are feeling. Communicate changes and re-check your work after each adjustment. This is quality care.

If the patient is not progressing as anticipated, let them know. Find out if they are doing the things you asked them to do at home like ice and/or exercises. This keeps them accountable as well.

Future pacing is, also, something we encourage all docs to do. It is letting the patient know what to expect over the next few visits such as anticipating changes in the soft tissue, improved ROM, less pain and joints moving better.

Many of these things you are already thinking, but you need to verbalize this to your patient. As re-exams approach, make sure you have this scheduled to do. You told the patient on Day 2 in the ROF that you were going to do these… so make sure you do! This is walking your talk.

Patient fulfillment is easy to do … and when done with good intent will create patients that stay for care, pay for care and refer friends and family!

Deliver on your promises today!

Beyond that, in this day and age, every practicing D.C. (whether they opt to “play the insurance game” or not) must not only be “aware” of Documentation and Compliance factors …You pretty much need to be a black belt in the sport – or at least have one on your team! If not, it’s common knowledge that you will experience (a) challenges, delays and frustrations in getting paid and (b) audits, post-payment reviews … and all of that other “fun” stuff.

Well, we DO have a “D & C Black Belt” on our HealthSource team. (D & C = Documentation & Compliance). His name is Dr. Jim Hoven. Dr. Jim is the Vice President of Education and Compliance for HealthSource. Yes! You just read that right … VP of that dirty little “C Word” … COMPLIANCE! It is Dr. Jim’s role to keep his finger on the pulse of this topic and lead the profession’s largest franchise in this often confusing and sticky area. Think YOU could learn a few things from him?

Not long ago, we gave our thousands of HS Launch U readers the opportunity to take a “black-belt session” with him. Maybe you were able to be a part of that fabulous tele-class. Or, maybe not. Either way, you now have the ability to tap into the content of the great call.

Using the audio below, you can do so any time right at home. It’s our gift to you!

Recording — How to Make a Practice GREAT … and SAFE!

A sampling of what you WILL learn from this recording:

• Patient Compliance VS. Health Care Compliance – You’ve learned about one, but do you know about both?
• Are Medical Necessity and Clinical Necessity the same thing?  You may be surprised at the answer!
• The Top-5 elements you MUST document! Without these, forget passing any audit!!
• What are the elements of a compliant treatment plan? The stuff you must have if you expect to get paid for your care.

Dr. Jim Hoven received his Doctorate of Chiropractic at Logan College of Chiropractic. He was actually class-mates with Launch U’s Dr. Bart Anderson! Since that time, Dr. Hoven has served the health care industry as a provider, an educator, and a trainer in many different organizations. Through extensive lecturing and community involvement, Dr. Jim has built several successful chiropractic practices throughout the Denver area and has been requested to lecture at numerous business, civic, and governmental events. More recently, Dr. Hoven has traveled the country consulting with medical clinics on documentation and coding issues related to physical medicine procedures.

(NOT Dr. Damon Walton)

It’s a universal truth that persistence and hard work pays off.

It’s a reality that ultra-successful people will do what unsuccessful people will NOT.

Think about it in regards to the BEST relationships you see…those that have lasted decades.  Do you think that, just by dumb luck, those things happen? Absolutely not! It takes effort and lots of it.  All around us are examples to the contrary.

It’s 100% NO different when it comes to building your business.  You start with YOU first, and you chip away EVERY day at becoming a better version YOU.  Then you take better actions.

Setting a goal, and allowing yourself to stop short tells the universe that you do not respect yourself. It creates the foundation for future mediocrity.  It’s what nearly everyone does.  I don’t know about you, but I don’t want the life that everyone else has…I want the one represented on my DREAM BOARD.  Not following your RULES every day does the same. Sure, we all get off track, but then you reset, and get back on the course.

As you’ve heard me say… “You have to do your own push-ups”.

How…when the world is crapping on you?

Why…when it’s not producing the results?

Great questions…and always remember that God’s delays are NOT God’s denials, and you WILL eventually reap the rewards based on the “seeds” you’ve planted.

Get leverage on yourself.  Seriously…do it RIGHT NOW.  Review your Dream Board…review your practice goals.  What will your life be like IF you achieve these things??  Pretty darn awesome, right?  What about if you don’t achieve those things? … What will your life be like if you allow yourself to lack discipline and NOT take the hard steps?

Mediocrity sucks…and good is the ENEMY of GREAT!

There is nothing we want for you more than to see you all succeed beyond your wildest imaginations…but you cannot do it by being like 90% of all those you come in contact with.  Be great today. Be even greater tomorrow.  You CAN and you WILL—if you choose to. It’s up to you!

Remember…Discipline Determines Destiny!

- Dr. Damon

So …. You have, hopefully, read and enjoyed a great message from Dr. Damon. Now apply, grow, and achieve! AND, feel free to share your thoughts, comments, and impressions! 

About GETTING … MONEY!

HealthSource Launch U is committed to empowering the next generation of DC’s to be the BEST yet. That requires that we provide constant and never ending opportunities for YOU to learn and grow like you will NOWHERE else! Some Chiro-students get us in their colleges. Some engage in our weekly e-mails. But ALL can benefit from our Tele-Class series! You can listen, take notes and even ask questions right from the comfort of your own home!

“Tid-bits and tips from a D.C. who lives in that world every day!

Dr. Bart Anderson discusses this vital topic with

Dr. Damon Walton

Dr. Damon Walton

Dr. Damon Walton is the co-founder and director of HealthSource Launch U and a key part of the HS Central States Regional Developer team which coaches doctors in 8 states. One of his primary roles is walking prospective start-ups through the Method to the Money (M2M) program – that process of assisting them develop a REAL business plan, present it to lenders and most importantly jump through the hoops of securing the funds to launch their practice.

In case you’re wondering: YES! He has a very challenging role… that is filled with hurdles and frustrations for those trying to borrow. BUT, through that, Dr. Damon has become extremely knowldgable (and effective) at this critical step.

Think YOU could learn a few things from him?

Participate. Learn from Experts. Grow. BE PREPARED!

Date: Thursday, March 28, 2013

Time: 1:00-1:45 Eastern Time

Dr. Damon Walton graduated from Logan College of Chiropractic in December of 1995, and immediately joined a large multi-doctor clinic in Springfield, IL. Dr. Walton then opened his first solo clinic in Carlinville, IL in 1997, and opened his second clinic just 18 months later. In less than four years, Dr. Walton had expanded to 10 clinics across IL and MO. Retiring from successful chiropractic practice in 2003, Dr. Walton focused on financing and opening offices…having vested ownership in over 70 clinics nationwide, and helping to launch dozens more. Dr. Damon is a regular lecturer at numerous Chiropractic Colleges, and has been on the stage for a number of organizations over the years.

How do I get more new patients?

In previous articles we addressed having an active, aggressive marketing PLAN. Too many docs market hard when there practice is slow, and then let off the gas when they are busy. This leads to constant stress and frustration. This week, we will cover the topic of Marketing to MD’s. Dr. Nick Schultz, one of the trainers and coaches for Launch U will share briefly how he has very effectively done this.

One of the easiest ways to start networking with MD’s is to log and track the patient’s primary MD. This can be found on the NP intake form (or should be!). If it is not written down, ASK the patient and get permission from him/her to reach out to their doctor in order to keep the MD tuned in to the patient’s health status so there is a good TEAM effort for their best results. After all, who doesn’t want that? Inform the patient that you will be letting their MD know what you found and what you plan on doing for the patient.

Create a BRIEF narrative report detailing what the patient came in for, what you found on the X-rays and your plan of care. In our model, we always find it beneficial to make sure we stress that Progressive Rehab is a major component of what you do. The simple fact is MD’s see this sort of added service as more comprehensive and effective (and we agree!).

You can either send this report by mail or fax, but we prefer to HAND DELIVER it to front desk of the MD’S office. This allows you to meet their front desk team in person. Through experience, I found out that many patients call their MD’s for Chiropractic referrals and if the front desk knows YOU, they will be more likely to give you the referral right then instead of “bothering” the doctor.

When you drop off your report, also bring a nice treat for them. Once you get to know their staff a little better, you can ask them when you could set up a time, only about 10-15 min, to talk with the doctor personally to discuss the care of “their” patient.  This will usually work!

Let their front desk know that you are, also, building a practice and have (or will have) patients needing a MD. You are looking for an MD to send referrals to, and wonder if they would be interested in accepting more new patients. After all, who doesn’t want that?

You need to go into these encounters with an attitude that you will be working TOGETHER on patients AND referring other patients to them in the future. Let’s admit it: there IS a time and a place for that to happen. We are chiropractors to the core … but we, also, respect the times when we could use some medical assistance. Be sure to know: The MD and their staff can tell when someone is just looking to GET something from them…in this case NP’s. Think WORKING ALLIANCE … not them being a feeder for you. That never works out … and causes frustration. Maybe you have felt this?

When you get the chance to meet with an MD, make it count! Most of them have had pretty poor experiences with chiropractors in the past. In this meeting you need to communicate how you are different than other DC’s. When I started this relationship, I focused on musculoskeletal issues only (back pain, neck pain and headaches). Yes I know we can do so much more, but I had to get my foot in the door first! Also, let the MD know that if you can NOT help a patient, you will send them back to the MD. Make sure they understand that you will send a brief report back to them on any referral you get. This will establish you as a vital member of the healthcare team.

I have networked with many MD’s for the past 10 yrs. My current office is in a medical campus and we were INVITED to relocate here based on my relationship with them. The secret is MD’s will refer once they see value and trust! It’s simple to do … when you value and trust them and plan to be cooperative. Good luck mining!

Lead generation is all about getting LOTS of poles in the water!

Get your message out to as many people in your community with as many WAYS as possible. If your goal is to attract 40 new patients per month and you are only running a single ad in your local newspaper as an example, this may be hard to do. At Healthsource, we are constantly pushing doctors to expand their marketing efforts … not JUST so they can earn more money …. But so that they can impact more people! THAT is what it is all about! Serve more and money follows!

Attracting potential new patients to your clinic for a consultation should revolve around doing BOTH internal and external marketing efforts … and doing them CONSISTENTLY … every month!

Internal campaigns can include Special Consultations (health care classes), Monthly drawings, monthly health talks, referral contests (check with your state board), patient appreciation days, etc. External events can be business massage events, back safety talks (and other topics), spinal screenings at various places, business to business meetings, referral groups (like BNI), yellow page ads, telemarketing, Chamber of Commerce events, Service clubs like  Rotary, etc.

Seriously … the lists can go on and on… and on. The only thing that limits it is YOUR willingness to do whatever it takes. The idea is to be creative and to bear in mind it is a “Base Hit” game! Many of these ideas may result get in only one or two new patients, but when you have around 15-20 of these systems going each month, this will add up to lots of people for you to care for.

You may be thinking that this is a lot of work. My suggestion is start small and add a new type of event each week or so. Then after a few months you will have lots of poles in the water! Get to work; it’s time to go fishing!