 When you became a chiropractor, you probably dreamed of helping people in a bustling practice filled with miracle cases and appreciative patients. Instead, as insurance carriers have become increasingly stingy, new patients have become less plentiful.
It’s Not Your Fault
Think back to when you decided to become a chiropractor. You probably wanted a practice. But after you got in practice you discovered it was actually a small business. With the same challenge virtually every small business owner faces: getting new customers.
However, this was not a topic covered at chiropractic college. And no wonder. Many believe that getting new patients is somehow “dirty.” All you have to do is deliver great results.
Not true. In fact, it's practically a cliché that the patients who get the best results often refer the least!
Let’s solve this new patient issue once and for all, shall we?
Grueling 12-Hour Curriculum
 When my good friend Dr. Charles Ward called me and asked if I’d be willing to share my new patient strategies with his “tribe” of coaching clients, I was cautious.
“It’s a lot of material,” I said. “Plus, much of what I cover goes against what most chiropractic coaches and consultants teach.”
(Long pause.)
“Bring it on William,” replied Charles. “Times have changed and getting new patients is one of the most consistent requests I get from my coaching clients.”
“Sure,” I continued. “But most chiropractors have so many wrong-headed ideas about getting new patients, it’ll probably take 10- or 12-hours to do right.”
(Longer pause.)
“Okay,” said Charles. “How about three different, four-hour presentations at our upcoming seminars in Charlotte, Minneapolis and San Francisco?”
“Sounds great! Let’s do it!”
We discussed some other details. Among them, how to make it possible for you to attend if you're not Ward Success Systems client.
Here’s the agreement we reached. If you’re not a Ward client, you can attend each session for $195 if you preregister. But you have to mention “Esteb” when you register. Otherwise, if you just show up or don’t use my name it’s $395. (Granted, it's worth 10X that, but why spend the extra money?)
Being Attractive to New Patients
While getting new patients is mostly about who you are being, and not what you are doing, the second installment supplies specific first-visit procedures that set boundaries, manage patient expectations and lay the groundwork for generating new patient referrals—without asking. Complete this session and you’ll be able to turn the new patient faucet on and off at will:
#2 Virgins, Reluctants and Prodigals
Saturday, July 16, 2010
Ward Success Systems
Minneapolis, MN
To register: (925) 855-1635
It all starts with a telephone call, answered by the true gatekeeper of your practice, your front desk chiropractic assistant. This is where countless new patients are lost before they ever get in the door! See your practice through the jaundiced eyes of a skeptical, anxious new patient saddled with financial concerns and you’ll be better positioned to get the new patients you deserve.
- Where do your new patients come from?
- Do you achieve the four first-visit objectives?
- One question NOT to ask on your paperwork
- The biggest mistake made at the consultation
- Planting your flag and attracting your tribe
- Preframing the relapse and reactivation
Turning New Patients Into Practice Members
Whether you adjust on the first visit or second, you now have a firm footing to make your clinical recommendations with confidence. However, most report of findings have degenerated into a sales session. Big mistake. Huge, actually. Since new patients complete you, how you show up for the report of findings not only dictates how many new patients you see, but their quality.
#3 Referrals and Dormant Relationships
Saturday, November 5, 2010
Ward Success Systems
San Francisco, CA
To register: (925) 855-1635
While it seems like a new patient getting problem, it’s actually a new patient keeping problem. Are you practicing chiropractic medicine instead of chiropractic? If you’ve been seduced by the allopathic mindset of patients and insurers, learn how to extricate yourself, reduce your need for new patients and enjoy a stable, predictable practice of families who actually value their health.
- Restore your reports to a report-of-your-findings
- Why most so-called patient education is a waste of time
- Why a patient referral is ultimately a selfish act
- Celebrating when patients discontinue care
- Are you a new patient farmer or miner?
- Installing a new patient generating system
Not For Chiropractic Wimps or Short-Cut-Takers
Yes, it’s a lot of material. And there’s no fluff. No filler. No rah-rah. And every idea will permit you to look yourself squarely in the mirror.
You have never attended such an intense and practical program devoted entirely to the philosophy, art and science of getting new patients.
If you're one of those chiropractors who practiced during the Insurance Era, you've acquired some bad habits. You simply can't show up like you did when everyone had $100 deductibles. Undoing the bad advice and shortsighted strategies that trapped you on a treadmill of new patient addiction will take some work.
Are you up to it?
Contact Ward Success Systems and commit to solving this new patient thing once and for all:
Ward Success Systems
3000 Danville Blvd # 508
Alamo, CA 94507-1574
(925) 855-1635
Be my guest. Mention “Esteb” when registering for each session and save $200 off the normal $395 price of each seminar. That makes each game-changing session only $195.
My only concern is that at such a low price, you'll only implement a fraction of the material. No matter. Commit. Act!
Questions? Email Bill.
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