Patient Acceleration

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Filed under chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing tools, chiropractic practice marketing, marketing ideas for chiropractic, marketing ideas for chiropractors

Suffice to say there have been many challenges and changes in the chiropractic industry. Ask many chiropractors that have been practicing for over 10 years and they will tell you they make less today then previous. Ask most chiropractic colleges and they will tell you enrollment is diminishing all the while student debt increases. What does this say about the future of chiropractic, the future of the industry and the challenges many still have?

 

The answer to all of this is simple – take control. There are too many chiropractors that simply do not want to change and constantly “desire the good ole days”. Let me be the first to tell you that the good old days are over. Similar to the manner in which bones and systems in the body degenerate well so do chiropractic practices. The problem with many chiropractors today and their former institutions is a failure to change.

 

Each week I get calls from individuals that their practice is suffering, their patient volume is decreasing and their account receivable shrinking. Ironically, rather than do something about altering the decrease many do nothing. Why is it that you as a doctor get so angered at patients that disobey or ignore your advice but you will not alter yourself? Chiropractors follow the same advice of patients – self destruction. Simply put what worked for you 10, 20 and 30 years ago no longer work. If it is broken then you have to fix it because you will not get a different result.

 

The issue is that not one chiropractor was born with an innate skill for business. Hoping that osmosis will gift you with business acumen is improper. The colleges and associations are doing all chiropractors a disservice in not providing such information. Worse yet, the apathy to enroll in a program, find a coach or consultant or even read about such information denotes that there are other priorities. May I suggest you realign your priorities because lack of education will not create revenue serendipity. Similar to the way you switched from using a rotary phone, to a push button phone to a cell phone to now voice over IP or smart phone, your business (practice) must change to.

 

As you venture into making some alterations to your practice, it will behoove you to review three vital areas: expenses, marketing and technology.

 

First, there are many chiropractors that fail to review their monthly expenses. In order to invoice a patient for services the plain and simple rule of business is Profit = Total Revenue – Total Costs. Therefore, you cannot charge a patient for any services unless you understand all of the costs of the practice. For example, David recently rang me because of a struggling practice. He invoiced $30 per visit but upon investigation his office visit cost was $37.64. David was losing money on every patient. No wonder why he say less then $15,000 per year in income. In order to advance you need to develop a profit and loss statement as well as sales forecast. (Send me an email and I will gladly send you a template for both).

 

When you review your expenses ensure you cancel services you do not use or do not return any return on investment. And, if you are considering acquiring ancillary service such as diet, supplementation, orthotics, etc. – DON’T! It is unconscionable that many chiropractors invest well into the thousands of dollars for dietary products and services when you all have invested over 4800 hours in educational work. You have all the knowledge you need application. The fact is that few chiropractors dedicate significant time and resources toward developing passive income streams. If you want to acquire multiple streams of income then it is vital you be more strategic and sketch out a plan before investing time in tactical issues that will fail you.

 

As far as marketing is concerned, it is like death and taxes you hate it. Yet, it does not matter if you read any of the fad marketing books, listen to coaching and consulting advice or get an intern to help you; to operate a successful chiropractic practice you must engage in daily marketing. Stop ignoring the obvious and stop the envy. The reason why others are more successful is that they have adopted the marketing mentality. Successful chiropractors realize the importance of the three M’s in marketing: Message, Markets and Multiple Channels. You have to create a message that is congruent with your market and you must send that message through multiple channels in order for the market to become attentive.

 

Further, your marketing must be relentless and consistent. Too many chiropractors Stop marketing because they believe they do not have the time, the resources or that “business is fantastic right now”. If you believe the latter, think again. There is a vital reason that Coke Cola, Sony, GM and many other businesses invest billions in marketing – traffic and revenue. To gain competitive advantage and become more successful you must change your current marketing mindset.

 

Finally, technology must be your friend. In itself I can develop a series of articles on how technology aids your practice however, in a nutshell, technology will automate your billing and coding, diminish paper flow with the use of electronic medical records, increase your reimbursements with automated billing and help your reputation and discovery for patients on the Internet. Technology can be your friend and needs to be, hiding from it will continually set you back.

 

I completely understand the numerous challenges to operating a business. And, you also feel slighted because no one mentored you in business acumen to make you successful earlier. Take it from me as I came from a very disadvantaged and troubled childhood. I made my fortunes the old fashion way: constant questions, chronic research, voracious reading, valued mentoring and incredible change. I realize that change is not easy but you face it every day; from patients that cancel, to roads the require detours to family issues, change is simply a part of our lives. The fact is that you must become immersed in it or you will constantly face victimhood and stress.

 

There are so many great doctors (like you) I know of that are currently closing doors, selling practices, going bankrupt, avoiding the real issues and facing financial hardship. You do not need to. If you take some proactive steps today you will be amazed with what you see. If you do not know where to start or even how give me a call and I will be happy to address the questions.

 

There are so many exciting things in healthcare today that the advantages of chiropractic far outweigh the challenges. According to the Bureau of Labor and Statistics the job outlook is incredible but you need to be in it to win it. So take some time, lay out a strategic plan, evaluate what needs to change, why and when and then change it. What you change in your business acumen today will provide for you a very happy and healthy tomorrow.

 

© 2014. Drew Stevens PhD, all rights reserved.

 

Drew Stevens is a chiropractic coach and consultant that works with struggling chiropractors and transforms them into wealthy practitioners. He is a turnaround specialist with over 31 years of successful practice management success. Dr. Drew is also the author of Practice Acceleration the best selling book for chiropractors on how to start and operate an incredibly successful practice and he is a frequent contributor to Chiropractic Economics. For more information please visit his website or call him at 877-391-6821.

Comments Off Posted by Dr. Drew Stevens on Tuesday, December 23rd, 2014

Filed under chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing tips, chiropractic marketing tools

Rachel called me seeking chiropractic business advisory because her practice was down by 44% from the same period last year. When I questioned what tactics she was using to get patient she said to me “I stopped using them because I lack money”. Rick called me a few hours later stating similar issues and he too expressed that his cash decrease have led him to stop seeking new patients.

 

So if there were a leak in the roof or the water pipes would you not invest money to repair it? If you had a need to take insulin do you stop buying it because you lack money? Why then would you stop seeking new patients if you need them for a sustainable business?

 

Here is something to ponder. What do Walt Disney, Henry Ford, H.J. Heinz and P.T. Barnum all have in common? They are famous individuals and founders that wen bankrupt and reinvented themselves into multi-millions.

 

The time is now to refrain from the poverty mentality and arise from your despair. Therefore you must focus all of your efforts into building relationships that create new chiropractic opportunities. Here are some things to consider:

  1. Stop the screenings. Stop listening to the wanna be consultants and the chiropractors turned coaches that tell you that screenings get clients – they don’t. Screenings are transactional and stereotyped; illustrate your expertise with other things that create relationships.
  2. Introverted or not you must speak and from the heart. Too many of you are working hard not smart. There is less labor and more opportunity with the low hanging fruit in your patient pool. Ask your patients where they work and if you might create a seminar during lunch or during the day at regular intervals to discuss issues from the heart such as: “What To Do I’m Always So Tired”, “ My Neck and Back Aches When Stressed, Please Help”, “Dear Diary, End My Indigestion”. Any of these topics can be retitled but speak to issues patients are presently undergoing.
  3. Speak from the Heart 2. Do not listen to any fool telling you that you can buy a set of tapes, need to buy a program or have to invest in a consultant to develop PowerPoint slides. They are merely taking your cash. Use those 4500 hours of class and clinic to discuss things that you know about, trained for and love to discuss. Presentations do not cost money.
  4. Stop looking for the magic bullet! When it comes to chiropractic marketing there is no magic bullet. Stop listening to the fodder from others telling you to buy chiropractic advertising, chiropractic diets, chiropractic nutrition etc. These are nothing more than criminals in cheap suits. Marketing costs nothing! You need a message, a market and channels that do not charge. These include the Internet, social media, public relations, cause marketing, publicity, interviews, article writing, teaching, volunteering, referrals and reactivations. All of this cost no dollars!
  5. Swim towards the low hanging fruit. When was the last time you looked at the file cabinet and opened it for a chiropractic patient you have not seen in years? There is a mountain of cash in those file cabinets they are not meant to collect dust. So brush them off and starting finding the gold in them there files.
  6. Stir the Pot. How many times have you sat in your office waiting for the next patient? What do you do while you are waiting? 77% do nothing but waste time on social media or reading chiropractic research. Let me ask you something; if your child were hungry and had not eaten in 2 days would you sit at your desk thinking or would you be active finding work? Get off your backside when you are finding yourself pondering and meet people. You should be exchanging business cards at the dry cleaners, the sandwich shop, the auto repair store, the sport association, wherever you go. If you act as a ghost others will see you as such.
  7. Never Stop. The reason for your volume-plagued practice is that you have stopped. Never stop. Marketing must be a consistent daily practice that ensures new relationships are built, sent into the pipeline and come out as regular paying active patients.

© 2014. Drew J. Stevens PhD. All rights reserved.

 

Comments Off Posted by Dr. Drew Stevens on Tuesday, November 18th, 2014

Filed under chiropractic marketing, chiropractic marketing techniques, chiropractic marketing tips

Sharon called me last week crying that she hadn’t received her reimbursements and she “was doubtful she needed to remain a chiropractor”. Sharon was among five folks that called me in a similar way in several weeks. With many years of chiropractic coaching I’m finding this matter more.

 

There are usually some exciting conclusions that may be drawn from these repeated phone calls and “cries for assistance”.

  • There are a lot of chiropractors which become quite “comfortable” making use of their life and hesitate from escaping the rut. The undeniable fact that small quantities in chiropractic affected person volume are the “norm” develop more panic then advice, rather than seek the advice of chiropractic coaches as well as friends a lot remain at standstill. It is suitable to look for guidance of people whom have accomplished it effectively. Asking inquiries and searching for guidance seriously isn’t failure it truly is an option for ones success.
  • One on the ideals I usually profess while chiropractic instruction is the amount of passion your doctor has for aiding people. Chiropractic comparable to other professions allows one to honor his or her avocation and develop this into the occupation. Which in turn reminds me…
  • Chiropractic is a business and needs to be treated that way. Chiropractic business success is usually predicated with four important principles: promoting, systems, people and functions. Without these chiropractors will always and eternally lack confidence, cash and clients. You need proper business processes and skills to guide your process.
  • One of the best methods of being uncomfortable is actually taking several risk. There’s an adage that states “failure seriously isn’t an option”. It most certainly is. You could make mistakes and you will fail but… understand. Stop leftover in fear you need to becoming convenient with having a risk.
  • Some chiropractors can also be very unpleasant discussing charges; in simple fact many usually do not review these people. One regarding my customers, Karen received over 14, 0000 with monthly charges and had been only taking in 11, 000 per month. Running a profitable process requires your doctor to become comfortable with balance bedding, profit and loss and income phrases.
  • Steven reached me a lot of months ago that has a major concern that you of his employees had been stealing income from your ex. After a few months we established the member of staff had the truth is stolen above $55,000. The issue the following is that this chiropractor didn’t want to be involved with office troubles because “he had been too busy and also this stuff bores him”. That is where the east shore tuff really like attitude transpires, “deal using it”. You’re operating an enterprise and the minute you remove yourself coming from imperative issues for instance business policy and procedures, you have to be able to be able to trust the person who is, otherwise your own nest egg will instantly turn into a goose egg.

 

 

There are hamburgers with menus which cost above $100, bottles of wine in this thousands and services which cost in the millions. As someone that mitigates chronic pain, know your own value, articulate your own value and trust your worth. Be comfortable when you’re great.

 

© 2014. Came Stevens PhD, almost all rights set aside. If you want to escape this ravages regarding chiropractic convenience then learn how this workshop will assist you to attract, convert and hold on to new people.

Comments Off Posted by Dr. Drew Stevens on Monday, July 7th, 2014

Filed under chiropractic marketing, chiropractic marketing ideas, chiropractic marketing techniques

When was the last time you reviewed your lease or building manual? Did you look carefully enough to see whose name is on the lease/mortgage?

 

You might notice that your name appears but written in indelible ink are your patients. Your patients own your practice, your brand, your revenue and your future. The issue then is flight, fright, or do what is right.

 

The reason why so many practices fail is their immeasurable narcissism. In other words, the culture, the leadership and the staff work with doctor focus. The thriving practice is patient centric. For example, which office would you rather visit with a front desk receptionist and doctor that are dismissive to patients, quote policy and procedure and invest little time in relationship. Or, the doctor and staff that get to know you, see you in the community and spend time getting to know you and are exceedingly service oriented.

 

Companies such as Zappos, Southwest, Disney, and The Ritz are revered because of their customer centrism. They realize that customers own the brand and conduct their business with the customer as the nucleus of the business.

 

For your own benefit, if your waiting room is light and your referrals are few and far between perhaps you need to shift the focus and culture to patient centrism. Becoming more patient centered decreases labor, marketing and worries.

 

What is the culture of your practice? What does it mean to you to be more patient centered?

 

© 2013. Drew Stevens PhD, all rights reserved.

 

Author of Practice AccelerationThe runaway bestseller for operating a successful practice now available at https://www.greenbranch.com/acceleration

Comments Off Posted by Dr. Drew Stevens on Tuesday, July 2nd, 2013

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors

I was a decent high school track athlete and thanks to good fortune I was able to attend university because of my athletic achievements. However, as a former sprinter, one must learn to run relaxed. Typically sprinters as well as long distance runners get stressed and need to learn to relax during their competition or exercise runs.

 

What I’ve learned over the years is that business professionals including doctors tend to get very stressed about their practice. This includes infighting among staff or low patient volume. Their stress affects their self-esteem and work ethic. They need to learn to relax by recasting their self esteem.

 

Research proves that if your self-esteem and confidence are shot you absolutely must change your state. Your attitude will provide you either a low or high altitude. Don’t believe me? Think of the times when you are stressed, everything annoys you. From less ice in a beverage to conversations you have with friends and patients. However, when you are flying high you often say “…and this is the way it gets done exclamation!”

 

Self-esteem is about selling yourself first. You have to look into the mirror every day and believe in yourself. You need to diminish limiting beliefs. You need to believe in your self worth and your self-image. You have to look in that mirror and say that you are the force of good and you are the force that controls all of your emotions. Believe in yourself and you control your destiny.

 

Stop reading the motivational and self-help books. If they really helped there would not be so many of them. Stop listening to unsolicited feedback and stop comparing yourself to others. Look at what you bring to the table, look what your creator has developed and look at all the good in your life. Take control, look at the mirror and realize the wonderful gifts you have!

 

© 2013. Drew Stevens PhD, all rights reserved.

 

Seeking more volume take a look at the only self directed learning for doctors for less than the price of a daily latter or Frappuccino. Needs Patients Fast review it today.

Comments (0) Posted by Dr. Drew Stevens on Thursday, March 7th, 2013

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors

 

 

Do you know that who answers the phone, how the phone is answered and your rapport with patients is all part of practice building? There are nuances to your practice to help retain patients. This means that the practice must provide a 5 start treatment from the moment of reception to departure.

 

I recall a time when a doctor called his own office to book an appointment for his wife whom was in dire pain and the receptionist could not even take a proper message!

 

What type of attitude does your practice provide? How thoughtful are staff and you? How well are you at providing rapport? Are you retaining patients or chasing them away like roaches when the light come on? Send us your replies below.

 

 

 

© 2013. Drew Stevens PhD.

 

 

 

Drew Stevens transforms struggling chiropractors into wealthy chiropractors. And he operates one of the leading practice management firms in the country. His knew book “Practice Acceleration” is available through Greenbranch Publishing. He can be reached through his website at www.stevensconsultinggroup.com

 

 

 

 

 

 

Comments (0) Posted by Dr. Drew Stevens on Wednesday, February 27th, 2013

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors

My wife recently had an issue where she needed to visit a physician for some medication. After three months of waiting to see this particular position she was told to wait in the waiting room for a few moments for her appointment. 45 minutes later she was told that the doctor was held up in surgery and she must wait at least another two and half hours! My wife works full time so naturally she left.

 

Several days later she made another appointment and was told that the physician was out of the country for the next four months. However she really needed this medication! The office person that answered the phone told her to take aspirin and make an appointment to visit with the doctor on his return to the country.

 

Not only was it incredible that she had a make an appointment, but that the nurse was prescribing medication!

 

After yet another four months my wife returned for an appointment, walked into the waiting room and was once again was told that there would be 2 ½ hours before the physician would see her because he was held up. She subsequently left for another physician.

 

Just like any other business, a patient to a practice is the most important asset of any doctor, no matter what! When you treat your patients like yesterday’s news then you will not have a full waiting room. Patients must be treated as your greatest asset not your adversary. They assist you with the health of your practice by providing complements to others about the health of your practice. Good patient care will aid the success of any practice small, medium or large. Yo help you from suffering roller coaster revenue you will shop your practice more often and ensure that you and your staff treat your patients like platinum.

 

© 2013. Drew Stevens PhD, all rights reserved.

 

 

Read Patient Acceleration by Greenbranch Publishing– the new book for chiropractors that need more business now! Get a free preview now!

 

 

 

 

Comments (0) Posted by Dr. Drew Stevens on Wednesday, February 13th, 2013

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors, Uncategorized

For almost 40 years I have had dogs in my life. I love their personality, their love and their habits. To that end, two of my dogs Holly and Wags when bored or in a very playful mood would chase their tale. Tale chasing is common in puppies that do not know it is attached or adult dogs because of some behavioral or neurological order.

 

With over 30 years of practice management activity I see many doctors chasing their tales. This includes bromide tactics of advertisements in newspapers, Yellow Page™ advertising, bulletin boards, or the ever present, “Now Accepting New Patients” signage. In addition, many doctors that desire a thriving practice tend to throw good money after bad by investing in website subscription sites, internet marketing and a myriad of other wasteful ideas.

 

Doctor’s behavior to chase their tale is driven by:

  • Fear
  • Elimination of Risk
  • Lack of Knowledge

 

To augment tale chasing and irrational behavior you must begin to:

  • Seek advice from those you trust
  • Ignore unsolicited feedback
  • Ensure vendors you choose offer value and not “false promises”
  • Ensure that outside help illustrates output and results not just facts
  • Have assistance that holds you accountable and walks you through processes
  • Has a track record

 

Doctors whose practices are not growing must find help they can trust and have a track record of success. Finding the right help will take time and energy but at least the end result will be worth it. By not finding the right help and getting no results you simply chase your tale. Are you chasing yours?

© 2013. Drew Stevens PhD. All rights reserved.

 

Drew Stevens Ph.D. is a world-renowned marketing mentor for doctors. Drew is one of those very rare practice management marketing experts who not only has 30 years of practical experience but also advanced degrees in strategic marketing and branding. Not many can make such as claim! Dr. Drew works with physicians and medicos such as chiropractors who struggle with revenue and transforms them into wealthy professionals. Dr. Drew has aided thousands of professionals to reach billions of dollars in new revenue by strategically implementing processes that make the practice more efficient and give back medicos their financial freedom! He runs one of the most prominent, respected and visible practice management firms in the United States! if you seek results you need Dr. Drew!

 

 

Comments (0) Posted by Dr. Drew Stevens on Friday, February 1st, 2013

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors, Uncategorized

With numerous changes in healthcare the time is now to think about your future and the future of your practice. Too many chiropractors are uni-focused in one market such as personal injury. Yet as lucrative as it has been change is coming.

 

For many, change is scary, change is uncomfortable and change is grotesque. Yet change also means renewal and innovation.

 

In tomorrows changing market now is the time to seek out new alliances, new demographics and new services. You need to look forward and not back. Now is the time to think about what your practice will look like not only tomorrow but six months from now. The question then is what are you doing to make a different tomorrow?

 

 

© 2012. Drew Stevens PhD. All rights reserved.

 

Drew Stevens Ph.D. is a world-renowned marketing mentor for chiropractors. Drew is one of those very rare chiropractic-marketing that transforms struggling chiropractors into wealthy professionals.

 

Not enough patients? If you Need Patients Fast, get more cash now for free!

 

Just in time for Christmas read Patient Acceleration by Greenbranch Publishing– the new book for chiropractors that need more business now! Get a free preview now!

 

 

 

Comments (0) Posted by Dr. Drew Stevens on Tuesday, December 11th, 2012

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors, Uncategorized

There are many individuals angered about winning politicians yet they have not taken ownership with expressing their democratic right of voting.

 

And, there are many doctors that complain about how low their margins and waiting rooms are but spend no time marketing. A mentor of mine has a great term for this – victimhood. I call it ownership. One cannot expect any change with life if there is no ownership. There will be a need to work continuously to create change and there is much need to remove oneself from the comfort zone but when there is activity there is change.

 

From time to time I adjunct at universities and spend quite some time developing syllabi. Incredibly students continually ask me about assignments because they do not take ownership in reading the syllabi.

 

As Martin Luther King stated, “Change does not roll in on the wheels of inevitability, but comes through continuous struggle.” That struggle comes from owning the issue and creating the solutions to resolve it. So, if there are few patients – market. If there is a lack of revenue – create ancillary income. If receivable’s are slow – hire outside resources to help you. If there is no time to call associations and organizations for health presentations – use your staff. Yes, there is a solution for anything, but you need to own the issue.

 

The next time life seems to throw you an issue, develop the proper strategies for resolutions rather than festering in the spirit of being the victim.

 

© 2012. Drew Stevens PhD, all rights reserved.

Comments (0) Posted by Dr. Drew Stevens on Wednesday, November 7th, 2012