Grow your practice with pictures

A doc asked me, "What is the best way to generate in-house referrals?"

I gave him the same basic answer that has grown many a practice. One of my favorites is Dr. Degraffenreid's. He got out of chiropractic school and did not have two nickles to rub together.

He worked for Dr. Dave Hofer in Kansas City for about 6 months, started a practice several hours away (where he wanted to live) out of a garage that was cleaned up and looked nice. He now has a large, busy practice and no debt.

Here's how you do it:

1. First you need a method of treatment that YOU know works consistently and predictably. Anything less than that and you cannot grow your practice ethically because you will always be wondering if you will be able to deliver on your promise. Click this link: Get the Advanced BioStructural Correction™ Home Seminar Program to get started now and then attend a live seminar to get the full training. (Many practitioners do not realize how much that restricts their own communication and personal abilities to grow their practices until they are doing Advanced BioStructural Correction™ for a few months and then call me astonished with -- you know Dr. J, I really have to thank you for ABC™, I was going to quit, was going broke, etc. before I found Advanced BioStructural Correction™ and realized I really can consistently get the results I was promising.)

Get Advanced BioStructural Correction™ click here.

Check out what Dr. Porter says, his practice literally quintupled that first year. He did not have to "sell" treatment, just get people to notice that he really was making the changes others promised but did not deliver (inlucing him until that time). Nice to be able look someone in the eye and know you will deliver on your promise.

2. Next, you need Before and After pictures of that first visit and a large mirror in your office. So, take a Before picture, save it as a file on your computer and print it out to show the patient.

3. Create a sheet/template in MS Word or a like program that says, "These Results Every Time" across the top. Four pairs of pictures (Before/After) with the, "These people are relaxed..." statement, see fixthebody.com right side above the pictures if you do not have the wording down.

Under the pictures put "Imagine how quickly they are out of pain" (do not correct the tense) and then some testimonials or descriptions of cases in places where you cannot use testimonials.

Then put a horizontal line across the page. Below the line put the usual laundry list of: "Things Dr. so-and-so treats:" Get it from a yellow pages ad if you cannot think of your own, or even if you think you can. And then "Call Now!" with phone #.

4. Next, you need to tell people what to look for in themselves, relatives and friends.

5. Next, you need to do an examination that looks for those things and demonstrates them well to the patients including the picture.

6. If you have done #3 correctly the patients are already commenting on their forward head posture and other findings.

7. Then treat the patient and take an After picture, save it and print it out.

8. Have patient notice changes a bit -- while they are doing that one of your staff is substituting their pictures for one of the others in the page from above and printing out about 10 of them.

9. Give the patient the sheets and say, "You finally found a doctor who can actually make the changes everyone else is just talking about making." Give them a second to understand that and then: "You need to give these to all your friends and relatives because they are all either looking for a good chiropractor or they know someone who is."

Unless you are one heck of a lousy communicator within a month you will start getting a steady line of referral from that action.

Dr. Jutkowitz