Retention Based Practice™ with Dr. Jamie Richards

How important is communication to the success of your business?

It's kind a rhetorical question…

I feel confident anyone running a business, especially a chiropractic business, recognizes just how key quality communication is really is. In fact, there isn't a single aspect of your business that doesn't require it.

Marketing, copywriting, case reviews, reports, feedback cycles, and especially public speaking!

In every instance you are strategically moving your prospects down a funnel with the end goal of making a "sale".

I know that word may be taboo in chiropractic and other health care professions but that's exactly what you're doing. You're selling someone on a future result that benefits them…s o you had better be incredible at doing it!

On today's episode we speak with communication expert Roberto Monaco.

Not only has Roberto being coaching thousands of clients to success for years, but he has an affinity for working with chiropractors as chiropractic has made a massive impact on his life.

Enjoy today's episode…I'm absolutely certain what you hear will be on your to-do list right way.

Here Is What We Covered

• Why Roberto has special affinity for chiropractic and how it has increased his excitement to ensure you become an expert communicator.
• The 5 categories you must include in all of your talks if you expect to bring the audience with you all the way to the end (and beyond).
• The biggest challenge that faces chiropractors from the stage and how to start overcoming it.
• What is LODI and how will it affect your results.
• How much time you should spend practicing your close if you expect it to actually work.
• The 3 F's of creating the perfect close and detailed examples of Roberto doing them for you!

Thank you for listening to Life By Design – The Podcast For Chiropractors… The voice of reason in Chiropractic.

— Jamie

Click below to visit the show notes.

http://www.lifebydesignforchiropractors.com/roberto-monaco

In the world of chiropractic, it's commonplace to ADD extra 'stuff' into your practice.

Ketogenic aids, protein powders, weight loss, every single vitamin known to humanity, pillows, orthotics, books, workshops, essential oils, rehab tools and in some (many) cases... you'll find everything under the sun!

Should these extras be added?

Is it anti-chiropractic to do anything else other than a check-up and correction?

Are you tempting the chiropractic gods?

This has been a heated debate among chiropractors for decades.

Unfortunately, most of those in the debate have never paid attention to incorporating real world (vs. chiro-world) business principles to the conversation.

No question, success leaves clues.

What do the most successful companies in the world choose to do? What should you do?

On today's episode, that's exactly the burning question we tackle.

What we covered:

• What is your core product? How do you determine what is the central piece and what is peripheral?
• What are the biggest benefits to staying focused on your ONE THING?
• Two absolutely mandatory requirements that MUST be met if you wish to successfully add "extras" to your core product.
• What happens when you decide to forgo our advice and sell a product or products disassociated from your core product.
• The truth about the Multi-Level Marketing business model and what that could mean to your practice.

Click here for instant access to a recent training where we covered the importance of defining your core product.

Of course, new patients are important and are the lifeblood of the practice and yes, practice volume is a key stat... (assuming everyone is paying which isn't a guarantee in chiropractic) but there's much more to keeping your finger on the pulse of your business.

With a solid statistical tracking system and a clear understanding about what each piece of information means you can make better, more objective decisions; you can properly plan for your practice's future; and you'll also know 'when it's time to fold 'em'.

In this episode we map out the information you need to be pulling from your practice in order to know if it's successful and trending towards more or if you're failing and falling further in the wrong direction.

What we covered:

• Why are statistics important to your business?
• How do you implement a statistical tracking system without adding more work to your already full plate?
• What are the secondary metrics that can add valuable information to your decision making process?
• The one metric that trumps all others.
• How this metric will help you figure out if a marketing strategy is worth the investment.

Looking for help tracking your practice statistics?

Visit: http://www.lifebydesignforchiropractors.com/sss

Positioning your product (in the case of this podcast... chiropractic) is a key, yet often overlooked, component of your marketing strategy.

By meticulously studying your ideal consumers and understanding their needs, desires and challenges, you can begin to uncover how to best communicate your service and its benefits to your customers.

With proper positioning you can craft better messages, overcome competitive pressures and communicate in a way that resonates with and motivates your prospects to take action.

You are searching to stake your claim to some key mental real estate in your audience's mind. This is the space where you, your product and your solution take ownership in meeting these needs for your customer.

Done well, you control the narrative and more of the outcome. Done poorly, you risk being lumped in with nearly every other chiropractor and health care provider in the "alternative heath", "wellness" or "therapy" realm.

On this episode we help you begin to figure out how to properly position your practice and your brand in the mind's of your market.

Enjoy!

Here Is What We Covered

• The first question every marketer MUST ask before they find themselves in a hole they will have a very tough time getting out of.
• The second question every marketer MUST ask before they find themselves in a hole they will have a very tough time getting out of.
• How to determine where your solution fits in your consumer's mind.
• The other group that needs to be "positioned" for your message to resonate and fill a gap.
• The BIG challenge with positioning Third Paradigm Chiropractic and how you can solve it.

Click HERE to learn more about the Life By Design Training Camp.

Click HERE for the complete show notes and to download the Complete Guide To Positioning Your Practice.

It's commonplace in a business setting (especially a small business and specifically a chiropractic business) to mistakenly train your team while minimizing or avoiding the necessity to train yourself.

Contrast this with athletes at nearly all levels but most certainly at the professional level who train on a daily basis, constantly pushing themselves to get better and better.

While team training is a fundamental component of success, if you yourself are not training you will not improve, you risk being being surpassed by your competition, and you cannot contribute your maximum effort to your team.

There are endless benefits to building your own personal training curriculum.

Regular and consistent chiropractic training will make you more competitive, increase your competency and make you more efficient so you can confidently claim that you are the best at what you do.

In this episode we discuss why you need to train yourself, how do make sure it happens and what you should be training on.

Enjoy!

• The big mistake chiropractors make when contemplating training and development.
• What the auto industry can teach us about training.
• The endless benefits to training yourself and not just your team.
• How to determine what exactly you need to be training on.
• What to consider when scheduling your training curriculum.
• Key areas every chiropractor must include in their training program.

Click below to learn more about the Life By Design Training Camp:

http://www.lifebydesignforchiropractors.com/tc

One of the most challenging tasks for any marketer (especially chiropractors) is creating marketing content your avatar cares about.

It's commonplace to fall into the trap of writing blogs, recording videos and podcasts about the topics we think are important and our market NEEDS to know about.

The problem is if they don't care, they won't pay attention and they'll never consume the content.

Dr. Paul Groulx from DC on Fire has a special knack for knowing what people think, what they want and how to deliver it in a way that positions him as an expert. On today's episode Paul gives you a simple framework so you can start doing the same.

Here Is What We Covered

• The levels of desire that every patient has (whether they tell you or not.)
• How Paul started to figure out what people actually care about.
• 3 ways to create movement in your video and "catch" your prospects eye.
• The acronym guide to content creation.
• How to use the correct call to action for your media source.

Stuff From This Episode

How To Use Surveys To Capture Valuable Data About Your Market And Turn Leads Into New Patients

Click here to download Dr. Groulx's Winning Formula For Video.

Thank you for listening to Life By Design – The Podcast For Chiropractors… The voice of reason in Chiropractic.

— Jamie

A recent episode of Life By Design For Chiropractors called "Master The Art Of The To Do List To Make 2017 Your Best Yet" opened up a pandora's box full of questions about which apps and tools we love and use ourselves.

Apps can be wonderful way to boost your productivity, enhance your health, manage your finances and support your ongoing education... They can also lead you down a rabbit hole and steal your time.

In today's episode we tell you about the ones we love and why!

Of course, we couldn't cover them all so you can download the full list of tools for chiropractors here:

http://www.lifebydesignforchiropractors.com/tools-for-chiropractors/Here Is What We Covered

• Hands down our favourite app we just couldn't imagine living without (and a backup app in case you're not a fan of Apple).
• An app that will quickly show you the quality of your sleep and give you insight into making it better.
• The long list of tools that will help you manage your files safely, design like a pro (for free), centralize ALL of your notes and ideas, as well as resize your photos in jiff!

How many Chiropractors do you know with a massive vision? Just about every single one of them!

How many Chiropractors do you know who have achieved even a fraction of that dream practice? Very few of them!

Why?

It's not for lack of dreaming big, it may be in part not having the skills and capabilities to make it a reality, but the most common issue is not knowing what to do first and how to plan those "to-do's" in your schedule. Today's episode covers exactly how we recommend you do it. What we covered: 1. How to solve the paralysis keeping you from getting things done.

2. You may have heard "to-do" lists don't work...find out why done well, not only do they work, but they're a game changer.

3. How to categorize your to-do's for efficient organization and structure.

4. Paper just won't cut it any more...the must have apps to make this as easy as possible.

5. Never again wonder know what you're supposed to be working on..learn how to schedule every single task in time.

What do you do when you have time in between patient visits?

Regardless of whether you are new, growing a practice base or run a thriving, busy chiropractic practice...there is still time in between patients.

It may vary from a little to far too much but it's there...waiting for you to decide how to use it.

Will it be surfing on Facebook?

Replying to emails?

Sending text messages?

Checking stocks or sports updates?

You may be thinking..."How does what I do or don't do between patients make a big difference?"

Successful doctors know how you use this time can help make you or it can start breaking you. It happens very slowly but your choices during this "free" time will accumulate to add focus, preparation and mastery to your practice or they can eat away at your focus, attention and ultimately the experience for your patient. Here are 7 things to not let your quiet time sabotage your numbers.

What we cover:

• Why multi-tasking is a myth and its real cost to your bottom line.
• The criteria to pick your own "quiet time to do" if our list of 7 doesn't fit your liking.
• The tools you need to stay fresh and focused during off times.

While the final two months of the year are a wonderful time for strategic planning, they are especially perfect for planning the marketing segment of your business.

Most small businesses practice reactive marketing...when customers are dwindling, they institute an uptick to their marketing campaigns and launch recycled tactics to grab a few new clients to keep the machine churning.

It can work, in fact it's how most chiropractic practices generate new business. The problem is that "working" is far from optimal.

Without a marketing strategy and blueprint you're leaving massive impact and profits on the table, not to mention significantly increasing your stress and frustration.

The solution is a well thought out Marketing Blueprint and a plan to start taking action.

What we covered:

• How to know exactly where your business is at and how much new business you need to reach your goals.
• 2 key components of a successful marketing blueprint that are necessary to ensure you hit the ground running in 2017.
• 7 areas to consider before deciding what marketing projects to launch.
• What the "gold standard" chiropractic marketing blueprint should look like.