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Thank you for listening to Life By Design For Chiropractors | The Voice of Reason in Chiropractic! 

Need help growing a Retention Based Practice™?

>> Schedule a Practice Discovery Call with Jamie 

>> Join our "Freemium" Facebook Group The Retention Based Practice™ 

Episode 148:

Every week more and more Chiropractors are asking me how to create freedom from "needing" to expand their practices? 

While going online isn't for everyone, there are aspects about an online business that can serve you in your brick and mortar and ...

For some, it's exactly the leap you need to take! 

On today's episode of Life By Design For Chiropractors, I'm joined by my colleague Dr. Robert Delgado.

Robert has created his own successful online business and coached others to do the same. 

What We Covered: 

• The elephant in the room! How is it possible to build a 6-figure business in just 90 days? 
• What's your passion? How can you mold your excitement into an online business that's profitable?
• Robert's woo-woo story that's so crazy, it can't not be true. You really need to hear it to believe it. 
• The 3-step blueprint that must be in place before significant success can follow.

 

Looking for more information from our guest?  

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Many years back, I'd thought about writing a book.

I had plenty of ideas, what I considered enough motivation and the desire to get 'er done.

That was until I found out the "actual" time and energy it was going to take.

Years later, I consulted with a firm who it appeared would be my saving grace and the book would finally become a reality...

Until I saw the 30-50K price tag.

Yikes.

Although I could see possible value on a global scale, the benefit to a local practicing Doc just didn't measure up.

Recently, I was sent a book to review by an old classmate from CMCC, Dr. Scott Vatcher.

Scott's book had made as a Best Seller in 7 Amazon categories!

My interest was piqued again.

How did he do it?

Could he help me?

It only made sense to bring him on to the podcast and find out for myself and our listeners.

What we covered:

• Why would a Chiropractor write a book?
• How much time and energy will it take from start to finish?
• Once the book is complete, then what? How can we leverage it for our advantage?
• What is Authority Marketing and how does is benefit a local, small business owner, like a Chiropractor?

Life By Design For Chiropractors is back! It'll be worth the wait. On today's episode we relaunch with a new segment called "Convos with Chiros". I sit down, virtually, with Laurence Tham from Drive Your Practice. Laurence and I were each others first...

First Chiropractic adjustment that is.

And we've had a friendship ever since that time.

Both Laurence and I have made plenty of "leaps" in our lifetime and we discuss the mechanics, the nuances and upsides of taking chances in practice and life.

What we covered:

• How the power of experience translates into copywriting and audience building.
• When failure is fantastic and how to do well!
• Most people only see the leap and miss the steps leading up to the big jump. What goes on behind the scenes, what considerations go into tough choices and where can you get started if it's all new to you.

Candy, vitamin or painkiller?

Which one of these best describes your practice?

In my experience most Chiropractors are positioning themselves as a "vitamin"...

Good for you, but nothing urgent or overly important.

You can live with it, you can live without it, but you probably won't remember much about the experience either way.

I'm not suggesting that's conscious or even what you think about your service.

But it is what your market and some of your patients think.

In order to become the go to resource for spinal, neurological or functional health in your community, your potential prospects must believe that you have the "painkiller".

And I don't mean that literally.

I mean you must become the solution to a pressing, urgent problem they desperately want to solve.

How do you accomplish that in a 3rd Paradigm Chiropractic model?

That's the topic for today's episode of Life By Design For Chiropractors.

What I Covered

• What does it mean to be "candy"?
• Why most docs are comfortable positioning themselves as a "vitamin" and how it's massively hurting your practice.
• What it means to become a "painkiller" and how to start the process without compromising your practice values.
• The exact language we use in our most successful marketing funnel to position our service as important and urgent.

How would you like to send a simple email, less than 15 words, to your list of subscribers, and have 7 replies back for new patient appointments?

No spinal screenings.

No arm twisting.

Just replies like these:

"Yes please"

"My number is 519-X51-XX12"

"It's for my son, he's 12 years old"

Was this a one trick pony?

Nope.

Every month this email yields 2-9 new patient requests.

I'll even give you the basics of the email I sent!

It's been 6 weeks since we've had space.

Four openings have been made available for a Case Review with one of our Corrective Chiropractors + possible Bio-Structural Assessment.

Would you like one?

On today's episode of Life By Design For Chiropractors I explain why nurturing your leads is a simple, yet boring and lengthy process, that's 100% worth the effort...

And then some!

What I Covered

• The easy way to nurture your leads and make big gains years later.
• How you need to think about your leads today in order to prepare them for action when they are ready. 
• Be sure your content, even your ads, follows this very simple rule and it will serve you well for the future.

When I started my practice, I was 1000% convinced I would never lose a patient.

Call me naive, many have before...

I assumed if I simply taught them "what I knew, they would do what I do."

Every other Chiropractor had it wrong.

I had it right.

Until it happened to me.

Which, by the way, took approximately 5 days into my practice life.

On today's episode of Life By Design For Chiropractors, Kreso and I take another break from Training Camp to discuss our once utopian views of practice and how we now handle the reality without letting it minimize our impact or happiness.

What we covered

• Ready for a reality check? Take a look at all of your inactive files? What the heck happened to those people?
• The mantra I repeat to help me let go of the need to control what people choose and to make it about me.
• What systems should you have in place to help manage the experience of patients discontinuing? Yes, don't just leave it to chance!
• How prequalification not only protects you, but also protects the patient.
• A general communication framework that you can use in practice when someone requests to discontinue their care.

 

Struggling with your marketing?

Crickets when you post a video to social?

No one is visiting your website?

You've created the world's greatest lead magnet...

And not a single person has opted in?

It must be your market.

Really, it's the only logical solution.

Similar to your patient who has "tried" everything and even followed your advice to a T.

Yes, sure they did :)

When you have a marketing problem, the single most productive approach is to assume YOU, not your market, is the problem.

Even if you aren't the only issue, it's still the fastest, most controllable way to right the ship and get headed in the direction you'd like.

On today's episode of Life By Design For Chiropractors, Kreso and I get back together for a live discussion about markets.

What we covered

• What is a "market"?
• Could your market be a part of the problem?
• What's the best market for Chiropractors?
• The difference between a demographic and a psycho-graphic.
• Real world examples of what's working in my practice, why it's been so incredible and how you can start doing it too.
• Pitfalls from years of mistakes and a simple, yet significant, change in thinking that turned everything around.

When a patient says no to our recommendations, we assume it's always something we said or didn't say, something we did or didn't do.

That is the case sometimes, but far too often much of the information we could add to aid the decision making process gets overlooked.

There's an entire hierarchy of needs at work inside the patient's mind and most often completely unknown to the patient themselves.

If we know and understand what the patient needs, we can tailor our information, environment and efforts to ensure these "beliefs" are covered during our interactions.

The end result...

More yeses.

Happier patients.

Better outcomes.

On today's episode of Life By Design For Chiropractors I share "The 5 Things Patients Must Believe Before Saying Yes."

What I Covered

• Why these beliefs are so important to setting the stage for a yes.
• Belief One - Do they know they have a problem.
• Belief Two - Are they seeking a solution.
• Belief Three - Is help possible?
• Belief Four - Can we help?
• Belief Five - Can they do it?
• Bonus: The one situation where all 5 beliefs are addressed and the answer is still no.

Hard bone on a soft nerve?

Foot on the water hose?

How do you communicate chiropractic in the 21st century?

There have been, and still are, some incredible minds in Chiropractic.

Kent, Gentempo, Chestnut, Minardi, Murphy, Haavik and many more I'm certainly missing.

These pioneers have moved us away from the bone on nerve model to a new contemporary view of the spine, the nervous system and subluxation.

As powerful as science is, understanding the science and making it consumable for your market and your patients is a totally different story.

On today's episode of Life By Design For Chiropractors I share a concept I've been developing in my own practice that I believe will be of tremendous value to those Chiropractors listening in.

What I Covered

• Different "levels" of knowledge should be applied at different points in the onboarding process. What are the unique points and what quality of content should be delivered at each?
• The computer analogy is not new but as it has been typically communicated, it positions your objective incorrectly. 
• A new way to adapt the computer analogy of the nervous system and how a Chiropractor plays a central role in improving the operation.
• How to use and explain the analytics you gather from your objective testing.