Retention Based Practice™ with Dr. Jamie Richards

Episode #2 in this 3 part series uncovers one of the foundational components to your marketing success...a plan.

What we covered:

• Why a plan is required for successful marketing.
• The 3 benefits of a customized and integrated marketing blueprint.
• What considerations you need to make when crafting your plan.
• A simple template you can put into play in your own practice right now!

There's little doubt chiropractors are poor marketers. "Poor" is actually far too kind…

In the first episode of a 3 part series we unveil the 3rd most common marketing mistake made by chiropractors.

What we covered:

• The principle that is keeping new patients from finding you when they are ready.
• 3 types of follow up you must have in place to squeeze the most out of your marketing efforts.
• Why automation is the key to building relationships and trust and ultimately bridging the gap between "I've been thinking of seeing a chiropractor…" to "Can I book an appointment on Monday?"

There is enough "vision" to go around the entire chiropractic profession and more!

What do you need to have in place in order to ensure that vision becomes a reality? You will need goals, objectives and the secret sauce...habits.

What We Covered:

• What is a habit?
• The 2 step process to get rid of the old and in with the new.
• The 10 Essential Habits every chiropractor must have to maximize their success.

How many of your meetings turn into a catch up session or worse...an hour of complaining and gossiping? Setting your team's focus and building a well oiled machine happens with purposeful team training. What We Covered:

• The difference between a team meeting and team training.
• The organizational framework to guide your team development.
• When to set your agenda aside and put out fires.
• How to ensure new staff members get up to speed as fast as possible with minimal disruption to your success.

Given the amount of time and energy that goes into the Day 1 and Day 2 procedures, systems and training, you would think they were the most important of all the interactions a doctor would have with a patient.

However, when you crunch the numbers and measure the potential opportunity to develop a lifetime practice member...it's actually your day to day visit where the greatest opportunity exists.

How much attention do you give this visit in your training? Are you prepared for every single visit you'll have every day? How much return are you leaving on the table when your focus is on getting more "new ones" instead of taking great care of the ones you have already?

What We Covered:

• The one word people love to hear most.
• How to prep for your day and make it matter for each patient.
• The "game" great staff plays every single visit to make people feel at home.
• How you can derail everything with this one mistake.

Imagine having a practice full of patients that just "got it." You already have some of those people, every chiropractor does. You know… the patients that seem like they were made for your office. You have easy meaningful conversations with them, they come in regularly until they move or die and all the while, they say really great things about you and are a terrific referral source. You think to yourself "If I could only have a practice full of those people!" Although that might never be possible (we cover why in this episode) you CAN do a much better job at CREATING those types of patients.

The people who truly understand and want what you do are not dropped from a space ship...they are created.

So… the question now becomes… How do you create a lifetime practice member? What we cover:

• Why it's unrealistic to think that every patient will be a lifetime patient.
• How to properly 'separate your' practice, like every business does... and have the appropriate conversations with the appropriate people.
• What are the different avenues you can use to communicate with your practice?
• What to actually say to your patients that moves them towards being lifetime patients.

Do you have a Standard Chiropractic Practice? Is your approach limiting your enjoyment, community impact and your bottom line?

Find out which type of practice you currently have and decide if you'd like it to change or stay the same.

What We Covered:

• The 3 reasons a Retention Based Practice is better.
• Why the hard sell will come back to bite you.
• How to replace the stress of confrontation with the joy of agreement.

Wouldn't we all love to have a network of businesses that loved to tell their clients about us?

Contrary to what seems to be the norm, you can't simply ask them to choose you, it must be earned.

One of the best ways to develop the kind of relationship that reciprocates is through a Partners Program.

On today's show we review the required steps to start building your own program and begin the task of becoming the "go to" office in your community (without asking).

What We Covered:

• Why alliances will work and when they won't.
• How to begin choosing your partners.
• What infrastructure will you need to have in place to begin?
• The best practices for integrating and maintaining your program.

New clients are the lifeblood of a practice and referrals are the best type of infusion. They are more pre-qualified, engaged and pre-sold on your services.

In today's episode Dr. Mike Gibson is back to talk about why referrals rule and how you and your can earn them.

What we covered:

• Why referrals are such a valuable source of new clients
• 4 pillars of referability
• Our referability rules
• How much does the referee really matter?

We're joined by another special guest and friend of Life By Design, Dr. John Minardi.

John and I discuss the "bone on nerve" model that is prevalent in the Chiropractic profession.

What we Cover:

• Does this model encompass what chiropractors experience in practice?
• Is it doing the profession harm?
• Why do we default to this explanation?
• What model does the science support?
• How do we successfully communicate it to the public?