Alternative Health

DC On Fire | Podcast for Chiropractors

Chiropractic practice management. Dr Paul Groulx, Dr Jamie Richards, Life By Design, Warrior Coaching, Dr Ryan French. Internet Marketing for Chiropractors. DCONFIRE.COM

Podcast for Chiropractors. Bringing you the sharpest minds in practice management, chiropractic technique, mindset and chiropractic marketing. Brought to you by Dr Paul Groulx. Dr "G" has become an expert in online marketing and uses online technology to market to his community and attract new patients....all on autopilot.

Episodes

TILT #10 Transform Your Practice From Owning a "Job" to Running a Business... All While Keeping Your HEART in the Game.
25:41
2017-09-22 13:59:57 UTC 25:41
TILT #10 Transform Your Practice From Owning a "Job" to Running a Business... All While Keeping Your HEART in the Game.

This episode was SUPPOSED to be all about Dinner with the Doc - out of curiosity, I asked Dr Rob about his upcoming webinar.  He started describing what it was about....

I was mesmerized.

Learn how Dr Rob has transformed his practice from something that was totally dependent on him, his personality, his adjusting style, his charisma...to a business that can operate and even grow without having to "be there" all the time.

All while staying true to his calling, keeping a focus on serving his team his community and most importantly...his family.

BONUS CONTENT:  We eventually got around to talk about his way of filling up Dinner with the Doc - without attracting "freebie-dinner-seekers".  You can download that conversation as a bonus at www.dconfire.com

Marketing With No Deception and No Discounts with Dr Chad Woolner and ChiroFunnel Secrets
41:16
2017-09-22 13:59:57 UTC 41:16
Marketing With No Deception and No Discounts with Dr Chad Woolner and ChiroFunnel Secrets

Marketing With No Deception and No Discounts with Dr Chad Woolner and ChiroFunnel Secrets

Here is what I cover in this episode, why you need to listen- and how you will benefit.

Dr Chad recalls how early in practice he joined a large coaching organization but found it to be mostly irrelevant as it created many awkward conversations and was just inauthentic.

One blessing that came from four years of pain and constantly being on the verge of bankruptcy is that it forced him to innovate and try new things.

Dr Woolner credits Dr. Scott Fletcher for teaching him what he considers to be a "million dollar phrase" and helped completely transform his practice.

Dr Chad reveals what he believes to be the #1 thing patients fear the most and how to address that fear.

Why discounting services makes new patient acquisition more difficult despite the initial appearance of being a "gold-mine" when marketing online and offline.

The number one goal of a chiropractor is to build a following - this is the underpinning of how Dr Woolner created ChiroFunnel Secrets.

 

How to Deliver "The Principle" Without Talking all day and Boring Your Patients
22:30
2017-09-22 13:59:57 UTC 22:30
How to Deliver "The Principle" Without Talking all day and Boring Your Patients

How to download "the Principle" into  our patients without talking ourselves and our patients...to DEATH!

I surveyed my patients asking them "why do you keep coming back to see me?" - I didn't like the answer. 

I thought my Dr's Report was a "conversion" report.  I was aught that it was designed to "convert" patients from their way of viewing health to our way.  After the survey I quickly realized that it was more accurately called the "Everything you need to get started" report.  

They were never "converted".  But 'conversion' is absolutely critical for the benefit of the patient as well as the health of your practice...

I use two methods.  

1. I still deploy a Doctor's Report except I only do it once per month and it is delivered to the patient after they have accepted care.   This is a totally different experience than how I used the report to "get" them "converted".

2.  Email marketing.  Sending messages to patients with video and other forms of content that is a mix of "patient-centered" material and "me-centered" material.   The ratio to use is 1:3.  

 

 

 

What a Frail and Dying Man Taught me about Living.
14:36
2017-09-22 13:59:57 UTC 14:36
What a Frail and Dying Man Taught me about Living.

People often ask me why I take on as many projects as I do. 

Two Podcasts, a full time practice, mentoring docs, a wonderful wife and 2 kids.

This is why.

Tilt #7 How to Position Yourself as an ALLY to an MD Without "Selling Out" with Dr Nicole Lindsey
37:55
2017-09-22 13:59:57 UTC 37:55
Tilt #7 How to Position Yourself as an ALLY to an MD Without "Selling Out" with Dr Nicole Lindsey

Dr Nicole Lindsey is an expert at creating rapport with medical doctors in her community so that she becomes an obvious choice for Chiropractic referrals.  In January, she launched "Dominate Chiromarketing" to help her colleagues reproduce the same results.

Learn how Chiropractic can be positioned as a "solution" - not a "problem", for the MD.

I was surprised to learn how eager many physicians are to meet us and why they don't refer.

Dr Lindsey has 4 strategies to create these relationships and she breaks down one her favourites on this interview.

Why Direct Response is ALL WRONG for Facebook - and what to use instead.
19:50
2017-09-22 13:59:57 UTC 19:50
Why Direct Response is ALL WRONG for Facebook - and what to use instead.

The difference in mindset of a prospect on Google and Facebook and why you MUST know the difference. 

Why direct response marketing is not (usually) the right thing to do on Facebook and what happens when you do it wrong (which is most of the time).

How to change public perception on Chiropractic.

How "Done for You" Facebook marketing companies are deepening the scarcity mindset in Chiropractors.  

 

 

Why Your Facebook Marketing is Not Working and Why it May Never Work
20:41
2017-09-22 13:59:57 UTC 20:41
Why Your Facebook Marketing is Not Working and Why it May Never Work

Here is what I cover in this episode, why you need to listen- and how you will benefit.

  • What is the "Mere-Exposure Effect" and this will always have a better ROI than a pure transactional direct response style online sales.  The vast majority of Chiropractors use the latter.
  • How direct response CAN wreck your reputation and rob you of ever having any long term success on social media.
  • Learn my "Secret Sauce" and how I use the "Mere Exposure Effect"

TILT #6 with Dr. Dan Bai | Why a Tech-Ca Will Never do Another Consultation for Me
44:28
2017-09-22 13:59:57 UTC 44:28
TILT #6 with Dr. Dan Bai | Why a Tech-Ca Will Never do Another Consultation for Me

Using a Tech Ca to do your pre-consultation and consultation is widely taught to be time and money saving.  Learn why this is a MYTH and doing that actually costs you time and money…big time.

The educated consumer is not always someone who is ready to buy.

A buyer needs both a logical and an emotional reason to buy.  Listen-in to learn how to make this happen predictably and ETHICALLY.

The importance of rapport and why it is the key to unlocking a deeper connection to you as their “problem solver”. 

3 Steps to gain rapport.  Every. Single. Time.

How to handle a patient who denies any kind of trauma, no car accidents, no slips and falls, no sports injuries.  Clinically it is obvious that the dysfunction goes well beyond the stated “2-3 weeks”

What “time-lining” means and how it helps uncover hidden sources of trauma – plus some great examples of how to do it. 

The key to an easy Report of Findings is ___________.

What the “Echo Move” is and why you have to learn it.

The 3 questions that allow a patient reveal their deeper desire.

Access to a bonus audio training HERE.

Three Levels of Desire in Every New Patient You Never Considered and Why it’s Critical That You Do.
16:45
2017-09-22 13:59:57 UTC 16:45
Three Levels of Desire in Every New Patient You Never Considered and Why it’s Critical That You Do.

Here is what I cover in this episode, why you need to listen- and how you will benefit.

In this episode I discuss why I no longer let a Tech CA do the pre consultation for a new patient exam.

The three levels of desire a patient has when they come to see you; Level One:  The problem they _______ willing to tell you. Level Two: The problem they _______ willing to tell you
. Level Three: The problem they are ________ to tell you.

Being able to extract at least the first two levels of desire radically increased how easy it is to have a successful Day 2 and boost retention.

If all you get is level one, you can still be successful but it is very superficial and your level of connection risks being equally superficial.

_______ is the key to being able to extract the second and third level of problem/desire.

 

http://www.dconfire.com/the-three-levels-of-desire-in-every-new-patient-you-never-considered-and-why-its-critical-that-you-do/

Why My Last New Patient Was Willing to Travel 25min to my Office : DC On Fire MINIcast
09:42
2017-09-22 13:59:57 UTC 09:42
Why My Last New Patient Was Willing to Travel 25min to my Office : DC On Fire MINIcast

Why my last new patient was willing to drive 25min (without traffic) when the office space next to him was the closest Chiropractor.  

[HINT] He wasn't a referral.

http://www.dconfire.com/psa

 

 

TILT #5 How a Facebook Video-Ad Attracted 21 New Patients...Without a Cheesy Offer
26:17
2017-09-22 13:59:57 UTC 26:17
TILT #5 How a Facebook Video-Ad Attracted 21 New Patients...Without a Cheesy Offer

  • The simple in-office procedure you can implement TODAY that will help you gather the intel needed to make killer new patient getting videos.
  • Two reasons "Shares" are the most important engagement you can get for your Facebook content.
  • Not one of the new patients saw the _____________ in the video.
  • What the "Chiropractic douche-bag offer" is and how it hurts you.
  • What your prospects may find more powerful than inducement.

Also:  A recent mentoring client was crestfallen after 42 new patients said no.  It turns out her in-office procedures were pretty good but it was the quality of her new patients that was poor.  Hear the effect it had on her and her team.

  • The new currency in marketing today is __________.  The way you develop this is through ____________ and _____________.
  • Proof that a "holistic" approach is ESSENTIAL when marketing online.
  • What your most important online asset is BAR-NONE.  (HINT:  it isn't your website).
  • The first FOUR conversions you need to WIN with a video-ad...before your prospect even engage with you.

http://www.dconfire.com/

TILT #4 How I Ran an EASY Facebook Ad that Actually Worked.
19:32
2017-09-22 13:59:57 UTC 19:32
TILT #4 How I Ran an EASY Facebook Ad that Actually Worked.

 

Here is what I cover in this episode, why you need to listen- and how you will benefit.

You know it, I know it...when it comes to online marketing, "There's GOLD in them there hills". But is seems so complicated and only a select few seem to make it work.  The dream of new patient automation is real.

I recently ran a campaign that actually worked.  I stumbled upon it by accident.  The video was never meant to attract new patients, I actually made it for my patients.

In this episode I break down the details of how I did it.  

HINT:  All you need is a smart phone and a Facebook account. No email sequence, no complicated funnels and software to use.  

Seriously.  Total equipment required...Facebook account.  Smart phone.  That's it.

Listen in, execute what you learn, grow your practice.

TILT #3 How Changing My Care Plans Sent Referrals Skyrocketing!
29:06
2017-09-22 13:59:57 UTC 29:06
TILT #3 How Changing My Care Plans Sent Referrals Skyrocketing!

  • 3 Awesome changes to my practice when I joined a coaching group.
  • 1 Rotten change to my practice when I joined a coaching group.
  • Why I used to be able to rely almost completely on referrals and which procedure I implemented that completely destroyed that.
  • The in-house marketing event that pulled 20-25 new patients every time…until it didn’t (and why it stopped working).
  • How I was able to get patients who have been with me for years, to trust me again and start referring.

TILT #2 - 5 Metrics You Gotta Know - To Make Your Chiropractic Practice Grow in 2016 and Beyond
29:36
2017-09-22 13:59:57 UTC 29:36
TILT #2 - 5 Metrics You Gotta Know - To Make Your Chiropractic Practice Grow in 2016 and Beyond

This episode is about MONEY.

"Five Metrics You've Gotta Know To Make Your Practice Grow"....

Here's what I cover and why you need to listen.

  • I reveal the 4 practice metrics I used to review quarterly – then I got busy, fat and lazy…stopped reviewing and watched my Chiropractic practice numbers slowly decline.
  • Recently I included a new metric I had never considered – and it was an eye opener.
  • Which of the five metrics is the most important and why.
  • The overlooked pitfall in using the wrong data from your office management software.

Downloads include two spreadsheets.  The first is the workbook I use to calculate my income reports and the second is the spreadsheet I use to prepare and present financials to patients at the D2 ROF.  

Get your downloads HERE.  

 

 

TILT #1 Why My Corporate Talk Was Successful...Even When Unprepared.
18:15
2017-09-22 13:59:57 UTC 18:15
TILT #1 Why My Corporate Talk Was Successful...Even When Unprepared.

Today I recorded  this video right after I delivered an outreach talk to a local bank.  It was successful but it could have been better.

This video explains the TWO reasons I still managed to book new patients despite being poorly prepared.

  1.  The headspace.
  2. How I close the talk.
      • Why I believe we have to "close the room"
      • The ladies that changed my mind forever on whether to close "hard" vs close "soft".
      • How I get permission to "pitch" Chiropractic services from the people who invite me to the talk and why this is so important.

On this episode of DC On Fire, I introduce TILT Talks ™ Episode #1.I am a Chiropractor - just like you.  One of my first mentors in Chiropractic once taught me that "practice is a great reflection of who you are."  I didn't fully understand that statement at the time.

Truth is, no matter how successful practice is...it is never a straight line to the top.  When you get "to the top", it doesn't mean you stay there.  That certainly hasn't been the case for me.

TILT™ Talks are going to be short, to the point vignettes into the back-room of my practice.  The good, the bad the ugly.  Snapshots into what I am learning.

 

#014 Authenticity and Passion + Simple Tactics = Big Chiropractic Practice
47:07
2017-09-22 13:59:57 UTC 47:07
#014 Authenticity and Passion + Simple Tactics = Big Chiropractic Practice

Even if you don't want to see big numbers, I know you want to practice with less stress and more joy.  Dr Sokolov's highest weekly volume is an astounding 975 patient visits. His monthly average for new patients is a very reasonable 15-20 new patients/month and most of them are referrals. Curious?  I would be.  Stick around to the end and you will hear some of the most elegant languaging to invite people to your practice.

#013 Is Your Chiropractic Practice “Personality Dependent?” | Dr Rob Vasquez
44:19
2017-09-22 13:59:57 UTC 44:19
#013 Is Your Chiropractic Practice “Personality Dependent?” | Dr Rob Vasquez

Dr Vasquez describes the disappointment that followed after adjusting more than 1200 patients in a week and the steps he took to completely transform how he practices.  Listen as he describes how he flipped his practice from being “personality dependent” to “principle dependent”. Is this the right way for you? Listen and decide for yourself.

#012 Simple Shift in Thinking Creates Extraordinary Results |Dr Rick Penney
43:08
2017-09-22 13:59:57 UTC 43:08
#012 Simple Shift in Thinking Creates Extraordinary Results |Dr Rick Penney

Within hist first 6 months of practice he was geared up and seeing 150 patients per week and before long his practice volume peaked at approximately 380 visits per week.  Slowly and insidiously Dr Rick's practice was on a downward trend with no end in sight. 

What do you do?

Turns out that a simple change of heart, created a change in belief which changed his entire approach.

The results have been extraordinary.

#011b Part Two - How to DOMINATE Any Public Speaking Engagement with Roberto Monaco
22:49
2017-09-22 13:59:57 UTC 22:49
#011b Part Two - How to DOMINATE Any Public Speaking Engagement with Roberto Monaco

If you haven't listened to Part One (Episdoe #011a) then you should. This is the continuation of the same interview.  Frickin' AWESOME material.  

#011a How to DOMINATE Any Public Speaking Engagement | Roberto Monaco - Master Communicator and Public Speaking Coach
38:02
2017-09-22 13:59:57 UTC 38:02
#011a How to DOMINATE Any Public Speaking Engagement | Roberto Monaco - Master Communicator and Public Speaking Coach

Roberto Monaco - master communicator and public speaking coach/trainer.  This episode will teach you the basics of how to dominate any public speaking engagement.  Whether you build your practice using speaking events or you host a weekly Doctor's Report - I GUARANTEE that you will implement the GEMS in this episode. Put everything aside, get a paper and pen, throw on some headphones and just...listen.

#010 How Progress Exams Can BOOST Your Chiropractic Practice
42:26
2017-09-22 13:59:57 UTC 42:26
#010 How Progress Exams Can BOOST Your Chiropractic Practice

Ever get anxious or fearful when progress exam results are not what you (or the patient) expected?  Imagine if you could turn this into a golden opportunity to build or revive your practice while providing excellent care. Progress exams are required by most Chiropractic boards...so why not do them well? Turn this "pain-in-the-butt" board requirement into a legitimate practice BOOSTING opportunity.  

#009 Spinning Out of Control | Dr Kim Guthrie
46:24
2017-09-22 13:59:57 UTC 46:24
#009 Spinning Out of Control | Dr Kim Guthrie

Dr Kim has a vision - a vision that kept her going even when she hit rock bottom. Imagine losing everything but your family. Imagine experiencing hemiplegia, extreme vertigo, your IQ dipping to "Special Needs".  The diagnosis was "stroke" but it wasn't. Tune in and find out what was really happening and how she got her life back.  

#008 How to Be a Successful Mom and Chiropractor at the Same Time | Dr. Emilie Perras
38:31
2017-09-22 13:59:57 UTC 38:31
#008 How to Be a Successful Mom and Chiropractor at the Same Time | Dr. Emilie Perras

In her first month in practice she collected an astonishing $29,000.00.  A year later Dr Emilie and her husband moved to a new city to open their dream practice and start from zero.  Within three years, she built a practice seeing just shy of 400 visits per week AND she found the time to have two children.

#007 The Heart and Mind for 2000 visits/wk | Dr Yurij Chewpa - Warrior Coaching
01:03:16
2017-09-22 13:59:57 UTC 01:03:16
#007 The Heart and Mind for 2000 visits/wk | Dr Yurij Chewpa - Warrior Coaching

Dr. Yurij Chewpa, co-founder of Hunt Club Chiropractic and co-creator of Warrior Coaching.

Listen in and learn how Dr Chewpa was transformed from a Chiropractor with a full therapy suite (complete with Athletic Trainer on staff) to a principled Chiropractor adjusting more than 2000 visits per week with his practice partner Dr Ed Quirk.

Also: 

  1. How he ended up with an expected invoice from the "Tax Man" for $1.2 million.
  2. How Warrior Coaching was born and how they are dramatically different from most coaching groups.
  3. The eight questions he asks a new patient at a report of findings.

#006 "Sign This or You're Done"| Dr Timothy Murzycki
44:34
2017-09-22 13:59:57 UTC 44:34
#006 "Sign This or You're Done"| Dr Timothy Murzycki

On this episode of DC On Fire Podcast for Chiropractors, I interview Dr Timothy Murzycki from Bellingham Massachusetts and operates a thriving 100% cash practice!  He tells the story of how he survived a sudden dismissal from his first practice and followed by being struck by a drunk driver.  Listen in and learn how he emerged and about the group that he credits with his rebirth and success in Chiropractic.

#005 Forty Percent Drop in Practice Volume Over 12 Weeks | Dr Erin McLaughlin
52:21
2017-09-22 13:59:57 UTC 52:21
#005 Forty Percent Drop in Practice Volume Over 12 Weeks | Dr Erin McLaughlin

Dr Erin McLaughlin shares her biggest challenge in ten years of practice.  Imagine a successful practice, serving hundreds of people every week - dropping 40% in 12 weeks. Find out why and how long it took her to build it back up again.  

Never Use Outlook or Mail to Email Your Patient List.
10:44
2017-09-22 13:59:57 UTC 10:44
Never Use Outlook or Mail to Email Your Patient List.

There is a MAJOR difference between sending an email and that email actually getting delivered to your patient's/prospect's inbox.  Dr G explains.

#004 Kicked out of Practice to 600/wk | Dr. Trevor Kilian
42:08
2017-09-22 13:59:57 UTC 42:08
#004 Kicked out of Practice to 600/wk | Dr. Trevor Kilian

Dr Kilian tells the story of why his father had no choice than to remove him from practice after practicing together for four years.  So grateful that Dr Trevor was courageous enough to be so raw in this interview and share secrets that most would take to the grave.

#003 Crazy Big Practice - Almost No External Marketing | Dr Ryan French
46:40
2017-09-22 13:59:57 UTC 46:40
#003 Crazy Big Practice - Almost No External Marketing | Dr Ryan French

Dr Ryan French is the owner of Inside Out Chiropractic in Bolton, Ontario. Despite a population of about eighteen thousand and twenty two Chiropractors in town, Dr French has still managed to build one of the largest practices in Canada.  Learn what made the difference - it wasn't procedure or technique.  By the way, Dr French does almost no external marketing.

#002 From Lukewarm to "Building a Beast" | Dr Mike Gibson
37:51
2017-09-22 13:59:57 UTC 37:51
#002 From Lukewarm to "Building a Beast" | Dr Mike Gibson

Dr Mike shares a devastating life event that radically changed his life, practice and mindset.  Learn why everything he ever learned was called into question.  The wisdom in this interview came at a great price.  Put your pen down and just tune in.  

#001 From 250K in Debt and Back Again | Dr Jamie Richards
40:20
2017-09-22 13:59:57 UTC 40:20
#001 From 250K in Debt and Back Again | Dr Jamie Richards

Dr. Jamie graduated with great hopes and dreams like you and me.  Twenty-four months into practice he was $250,000 in debt and in a practice that paled in comparison to what he had hoped for.  All of this despite having some great mentors.  Tune in to this podcast and learn how he got into this mess and more importantly, the specific steps he used to turn that ship around.  Today he sees about 320 visits in a 12 hour work week.

Tilt #12 Does This Brand of Chiropractic Have a Bigger Marketing Challenge than Most of Us?
45:31
2017-10-12 12:54:37 UTC 45:31
Tilt #12 Does This Brand of Chiropractic Have a Bigger Marketing Challenge than Most of Us?

Chiropractic is hard enough to market well.  Dr Shawn Dill has a marketing challenge that is harder than most.

Let's break it down.

  1. We live in an allopathic world...but we have a vitalistic product. Okay...same for most of us.
  2. His clinics are Cash only...in the face of a public that make insurance premium payments and are fully expecting to be able to use their "entitlements".  This is a growing subset of practice styles across the USA.
  3. Now....wait for it....his clinics are STRICTLY upper cervical.  Occiput, C1, C2 - that's it. How do you master the messaging for that combination?!

That is a serious marketing/messaging challenge.  Listen-in and learn from a guy who has managed to master and replicate the process.  Great stuff.

 

TILT #11 Chris Burfield Dishes on What is Working on Facebook Right Now
40:09
2017-10-12 12:54:37 UTC 40:09
TILT #11 Chris Burfield Dishes on What is Working on Facebook Right Now

Chris is quick to tell you that he is not a Chiropractor...but he understands Chiropractic better than a lot of us.

Twenty years....that's how long he has been helping Chiropractors spread the message, grow their practice and....make more dough.  :)  He's passionate, he's raw, a man's man and hard not to like. Super glad to have him on the show.

I invited him because out of all the other marketers peddling their wares to us - he is the ONLY one who shares in my frustration and sees the DIS-service we do to ourselves when we market ourselves the way most of us do.  Like DOUCHE-BAGS.

He thinks like me...and that makes him a GENIUS!  :)

Listen in - while I extract a useable campaign from him -  that he details right here on the show. Listen, learn, profit.  Or not...and miss out.

TILT #10 Transform Your Practice From Owning a "Job" to Running a Business... All While Keeping Your HEART in the Game.
25:41
2017-10-12 12:54:37 UTC 25:41
TILT #10 Transform Your Practice From Owning a "Job" to Running a Business... All While Keeping Your HEART in the Game.

This episode was SUPPOSED to be all about Dinner with the Doc - out of curiosity, I asked Dr Rob about his upcoming webinar.  He started describing what it was about....

I was mesmerized.

Learn how Dr Rob has transformed his practice from something that was totally dependent on him, his personality, his adjusting style, his charisma...to a business that can operate and even grow without having to "be there" all the time.

All while staying true to his calling, keeping a focus on serving his team his community and most importantly...his family.

BONUS CONTENT:  We eventually got around to talk about his way of filling up Dinner with the Doc - without attracting "freebie-dinner-seekers".  You can download that conversation as a bonus at www.dconfire.com

Marketing With No Deception and No Discounts with Dr Chad Woolner and ChiroFunnel Secrets
41:16
2017-10-12 12:54:37 UTC 41:16
Marketing With No Deception and No Discounts with Dr Chad Woolner and ChiroFunnel Secrets

Marketing With No Deception and No Discounts with Dr Chad Woolner and ChiroFunnel Secrets

Here is what I cover in this episode, why you need to listen- and how you will benefit.

Dr Chad recalls how early in practice he joined a large coaching organization but found it to be mostly irrelevant as it created many awkward conversations and was just inauthentic.

One blessing that came from four years of pain and constantly being on the verge of bankruptcy is that it forced him to innovate and try new things.

Dr Woolner credits Dr. Scott Fletcher for teaching him what he considers to be a "million dollar phrase" and helped completely transform his practice.

Dr Chad reveals what he believes to be the #1 thing patients fear the most and how to address that fear.

Why discounting services makes new patient acquisition more difficult despite the initial appearance of being a "gold-mine" when marketing online and offline.

The number one goal of a chiropractor is to build a following - this is the underpinning of how Dr Woolner created ChiroFunnel Secrets.

 

How to Deliver "The Principle" Without Talking all day and Boring Your Patients
22:30
2017-10-12 12:54:37 UTC 22:30
How to Deliver "The Principle" Without Talking all day and Boring Your Patients

How to download "the Principle" into  our patients without talking ourselves and our patients...to DEATH!

I surveyed my patients asking them "why do you keep coming back to see me?" - I didn't like the answer. 

I thought my Dr's Report was a "conversion" report.  I was aught that it was designed to "convert" patients from their way of viewing health to our way.  After the survey I quickly realized that it was more accurately called the "Everything you need to get started" report.  

They were never "converted".  But 'conversion' is absolutely critical for the benefit of the patient as well as the health of your practice...

I use two methods.  

1. I still deploy a Doctor's Report except I only do it once per month and it is delivered to the patient after they have accepted care.   This is a totally different experience than how I used the report to "get" them "converted".

2.  Email marketing.  Sending messages to patients with video and other forms of content that is a mix of "patient-centered" material and "me-centered" material.   The ratio to use is 1:3.  

 

 

 

What a Frail and Dying Man Taught me about Living.
14:36
2017-10-12 12:54:37 UTC 14:36
What a Frail and Dying Man Taught me about Living.

People often ask me why I take on as many projects as I do. 

Two Podcasts, a full time practice, mentoring docs, a wonderful wife and 2 kids.

This is why.

Tilt #7 How to Position Yourself as an ALLY to an MD Without "Selling Out" with Dr Nicole Lindsey
37:55
2017-10-12 12:54:37 UTC 37:55
Tilt #7 How to Position Yourself as an ALLY to an MD Without "Selling Out" with Dr Nicole Lindsey

Dr Nicole Lindsey is an expert at creating rapport with medical doctors in her community so that she becomes an obvious choice for Chiropractic referrals.  In January, she launched "Dominate Chiromarketing" to help her colleagues reproduce the same results.

Learn how Chiropractic can be positioned as a "solution" - not a "problem", for the MD.

I was surprised to learn how eager many physicians are to meet us and why they don't refer.

Dr Lindsey has 4 strategies to create these relationships and she breaks down one her favourites on this interview.

Why Direct Response is ALL WRONG for Facebook - and what to use instead.
19:50
2017-10-12 12:54:37 UTC 19:50
Why Direct Response is ALL WRONG for Facebook - and what to use instead.

The difference in mindset of a prospect on Google and Facebook and why you MUST know the difference. 

Why direct response marketing is not (usually) the right thing to do on Facebook and what happens when you do it wrong (which is most of the time).

How to change public perception on Chiropractic.

How "Done for You" Facebook marketing companies are deepening the scarcity mindset in Chiropractors.  

 

 

Why Your Facebook Marketing is Not Working and Why it May Never Work
20:41
2017-10-12 12:54:37 UTC 20:41
Why Your Facebook Marketing is Not Working and Why it May Never Work

Here is what I cover in this episode, why you need to listen- and how you will benefit.

  • What is the "Mere-Exposure Effect" and this will always have a better ROI than a pure transactional direct response style online sales.  The vast majority of Chiropractors use the latter.
  • How direct response CAN wreck your reputation and rob you of ever having any long term success on social media.
  • Learn my "Secret Sauce" and how I use the "Mere Exposure Effect"

TILT #6 with Dr. Dan Bai | Why a Tech-Ca Will Never do Another Consultation for Me
44:28
2017-10-12 12:54:37 UTC 44:28
TILT #6 with Dr. Dan Bai | Why a Tech-Ca Will Never do Another Consultation for Me

Using a Tech Ca to do your pre-consultation and consultation is widely taught to be time and money saving.  Learn why this is a MYTH and doing that actually costs you time and money…big time.

The educated consumer is not always someone who is ready to buy.

A buyer needs both a logical and an emotional reason to buy.  Listen-in to learn how to make this happen predictably and ETHICALLY.

The importance of rapport and why it is the key to unlocking a deeper connection to you as their “problem solver”. 

3 Steps to gain rapport.  Every. Single. Time.

How to handle a patient who denies any kind of trauma, no car accidents, no slips and falls, no sports injuries.  Clinically it is obvious that the dysfunction goes well beyond the stated “2-3 weeks”

What “time-lining” means and how it helps uncover hidden sources of trauma – plus some great examples of how to do it. 

The key to an easy Report of Findings is ___________.

What the “Echo Move” is and why you have to learn it.

The 3 questions that allow a patient reveal their deeper desire.

Access to a bonus audio training HERE.

Three Levels of Desire in Every New Patient You Never Considered and Why it’s Critical That You Do.
16:45
2017-10-12 12:54:37 UTC 16:45
Three Levels of Desire in Every New Patient You Never Considered and Why it’s Critical That You Do.

Here is what I cover in this episode, why you need to listen- and how you will benefit.

In this episode I discuss why I no longer let a Tech CA do the pre consultation for a new patient exam.

The three levels of desire a patient has when they come to see you; Level One:  The problem they _______ willing to tell you. Level Two: The problem they _______ willing to tell you
. Level Three: The problem they are ________ to tell you.

Being able to extract at least the first two levels of desire radically increased how easy it is to have a successful Day 2 and boost retention.

If all you get is level one, you can still be successful but it is very superficial and your level of connection risks being equally superficial.

_______ is the key to being able to extract the second and third level of problem/desire.

 

http://www.dconfire.com/the-three-levels-of-desire-in-every-new-patient-you-never-considered-and-why-its-critical-that-you-do/

Why My Last New Patient Was Willing to Travel 25min to my Office : DC On Fire MINIcast
09:42
2017-10-12 12:54:37 UTC 09:42
Why My Last New Patient Was Willing to Travel 25min to my Office : DC On Fire MINIcast

Why my last new patient was willing to drive 25min (without traffic) when the office space next to him was the closest Chiropractor.  

[HINT] He wasn't a referral.

http://www.dconfire.com/psa

 

 

TILT #5 How a Facebook Video-Ad Attracted 21 New Patients...Without a Cheesy Offer
26:17
2017-10-12 12:54:37 UTC 26:17
TILT #5 How a Facebook Video-Ad Attracted 21 New Patients...Without a Cheesy Offer

  • The simple in-office procedure you can implement TODAY that will help you gather the intel needed to make killer new patient getting videos.
  • Two reasons "Shares" are the most important engagement you can get for your Facebook content.
  • Not one of the new patients saw the _____________ in the video.
  • What the "Chiropractic douche-bag offer" is and how it hurts you.
  • What your prospects may find more powerful than inducement.

Also:  A recent mentoring client was crestfallen after 42 new patients said no.  It turns out her in-office procedures were pretty good but it was the quality of her new patients that was poor.  Hear the effect it had on her and her team.

  • The new currency in marketing today is __________.  The way you develop this is through ____________ and _____________.
  • Proof that a "holistic" approach is ESSENTIAL when marketing online.
  • What your most important online asset is BAR-NONE.  (HINT:  it isn't your website).
  • The first FOUR conversions you need to WIN with a video-ad...before your prospect even engage with you.

http://www.dconfire.com/

TILT #4 How I Ran an EASY Facebook Ad that Actually Worked.
19:32
2017-10-12 12:54:37 UTC 19:32
TILT #4 How I Ran an EASY Facebook Ad that Actually Worked.

 

Here is what I cover in this episode, why you need to listen- and how you will benefit.

You know it, I know it...when it comes to online marketing, "There's GOLD in them there hills". But is seems so complicated and only a select few seem to make it work.  The dream of new patient automation is real.

I recently ran a campaign that actually worked.  I stumbled upon it by accident.  The video was never meant to attract new patients, I actually made it for my patients.

In this episode I break down the details of how I did it.  

HINT:  All you need is a smart phone and a Facebook account. No email sequence, no complicated funnels and software to use.  

Seriously.  Total equipment required...Facebook account.  Smart phone.  That's it.

Listen in, execute what you learn, grow your practice.

TILT #3 How Changing My Care Plans Sent Referrals Skyrocketing!
29:06
2017-10-12 12:54:37 UTC 29:06
TILT #3 How Changing My Care Plans Sent Referrals Skyrocketing!

  • 3 Awesome changes to my practice when I joined a coaching group.
  • 1 Rotten change to my practice when I joined a coaching group.
  • Why I used to be able to rely almost completely on referrals and which procedure I implemented that completely destroyed that.
  • The in-house marketing event that pulled 20-25 new patients every time…until it didn’t (and why it stopped working).
  • How I was able to get patients who have been with me for years, to trust me again and start referring.

TILT #2 - 5 Metrics You Gotta Know - To Make Your Chiropractic Practice Grow in 2016 and Beyond
29:36
2017-10-12 12:54:37 UTC 29:36
TILT #2 - 5 Metrics You Gotta Know - To Make Your Chiropractic Practice Grow in 2016 and Beyond

This episode is about MONEY.

"Five Metrics You've Gotta Know To Make Your Practice Grow"....

Here's what I cover and why you need to listen.

  • I reveal the 4 practice metrics I used to review quarterly – then I got busy, fat and lazy…stopped reviewing and watched my Chiropractic practice numbers slowly decline.
  • Recently I included a new metric I had never considered – and it was an eye opener.
  • Which of the five metrics is the most important and why.
  • The overlooked pitfall in using the wrong data from your office management software.

Downloads include two spreadsheets.  The first is the workbook I use to calculate my income reports and the second is the spreadsheet I use to prepare and present financials to patients at the D2 ROF.  

Get your downloads HERE.  

 

 

TILT #1 Why My Corporate Talk Was Successful...Even When Unprepared.
18:15
2017-10-12 12:54:37 UTC 18:15
TILT #1 Why My Corporate Talk Was Successful...Even When Unprepared.

Today I recorded  this video right after I delivered an outreach talk to a local bank.  It was successful but it could have been better.

This video explains the TWO reasons I still managed to book new patients despite being poorly prepared.

  1.  The headspace.
  2. How I close the talk.
      • Why I believe we have to "close the room"
      • The ladies that changed my mind forever on whether to close "hard" vs close "soft".
      • How I get permission to "pitch" Chiropractic services from the people who invite me to the talk and why this is so important.

On this episode of DC On Fire, I introduce TILT Talks ™ Episode #1.I am a Chiropractor - just like you.  One of my first mentors in Chiropractic once taught me that "practice is a great reflection of who you are."  I didn't fully understand that statement at the time.

Truth is, no matter how successful practice is...it is never a straight line to the top.  When you get "to the top", it doesn't mean you stay there.  That certainly hasn't been the case for me.

TILT™ Talks are going to be short, to the point vignettes into the back-room of my practice.  The good, the bad the ugly.  Snapshots into what I am learning.

 

#014 Authenticity and Passion + Simple Tactics = Big Chiropractic Practice
47:07
2017-10-12 12:54:37 UTC 47:07
#014 Authenticity and Passion + Simple Tactics = Big Chiropractic Practice

Even if you don't want to see big numbers, I know you want to practice with less stress and more joy.  Dr Sokolov's highest weekly volume is an astounding 975 patient visits. His monthly average for new patients is a very reasonable 15-20 new patients/month and most of them are referrals. Curious?  I would be.  Stick around to the end and you will hear some of the most elegant languaging to invite people to your practice.

#013 Is Your Chiropractic Practice “Personality Dependent?” | Dr Rob Vasquez
44:19
2017-10-12 12:54:37 UTC 44:19
#013 Is Your Chiropractic Practice “Personality Dependent?” | Dr Rob Vasquez

Dr Vasquez describes the disappointment that followed after adjusting more than 1200 patients in a week and the steps he took to completely transform how he practices.  Listen as he describes how he flipped his practice from being “personality dependent” to “principle dependent”. Is this the right way for you? Listen and decide for yourself.

#012 Simple Shift in Thinking Creates Extraordinary Results |Dr Rick Penney
43:08
2017-10-12 12:54:37 UTC 43:08
#012 Simple Shift in Thinking Creates Extraordinary Results |Dr Rick Penney

Within hist first 6 months of practice he was geared up and seeing 150 patients per week and before long his practice volume peaked at approximately 380 visits per week.  Slowly and insidiously Dr Rick's practice was on a downward trend with no end in sight. 

What do you do?

Turns out that a simple change of heart, created a change in belief which changed his entire approach.

The results have been extraordinary.

#011b Part Two - How to DOMINATE Any Public Speaking Engagement with Roberto Monaco
22:49
2017-10-12 12:54:37 UTC 22:49
#011b Part Two - How to DOMINATE Any Public Speaking Engagement with Roberto Monaco

If you haven't listened to Part One (Episdoe #011a) then you should. This is the continuation of the same interview.  Frickin' AWESOME material.  

#011a How to DOMINATE Any Public Speaking Engagement | Roberto Monaco - Master Communicator and Public Speaking Coach
38:02
2017-10-12 12:54:37 UTC 38:02
#011a How to DOMINATE Any Public Speaking Engagement | Roberto Monaco - Master Communicator and Public Speaking Coach

Roberto Monaco - master communicator and public speaking coach/trainer.  This episode will teach you the basics of how to dominate any public speaking engagement.  Whether you build your practice using speaking events or you host a weekly Doctor's Report - I GUARANTEE that you will implement the GEMS in this episode. Put everything aside, get a paper and pen, throw on some headphones and just...listen.

#010 How Progress Exams Can BOOST Your Chiropractic Practice
42:26
2017-10-12 12:54:37 UTC 42:26
#010 How Progress Exams Can BOOST Your Chiropractic Practice

Ever get anxious or fearful when progress exam results are not what you (or the patient) expected?  Imagine if you could turn this into a golden opportunity to build or revive your practice while providing excellent care. Progress exams are required by most Chiropractic boards...so why not do them well? Turn this "pain-in-the-butt" board requirement into a legitimate practice BOOSTING opportunity.  

#009 Spinning Out of Control | Dr Kim Guthrie
46:24
2017-10-12 12:54:37 UTC 46:24
#009 Spinning Out of Control | Dr Kim Guthrie

Dr Kim has a vision - a vision that kept her going even when she hit rock bottom. Imagine losing everything but your family. Imagine experiencing hemiplegia, extreme vertigo, your IQ dipping to "Special Needs".  The diagnosis was "stroke" but it wasn't. Tune in and find out what was really happening and how she got her life back.  

#008 How to Be a Successful Mom and Chiropractor at the Same Time | Dr. Emilie Perras
38:31
2017-10-12 12:54:37 UTC 38:31
#008 How to Be a Successful Mom and Chiropractor at the Same Time | Dr. Emilie Perras

In her first month in practice she collected an astonishing $29,000.00.  A year later Dr Emilie and her husband moved to a new city to open their dream practice and start from zero.  Within three years, she built a practice seeing just shy of 400 visits per week AND she found the time to have two children.

#007 The Heart and Mind for 2000 visits/wk | Dr Yurij Chewpa - Warrior Coaching
01:03:16
2017-10-12 12:54:37 UTC 01:03:16
#007 The Heart and Mind for 2000 visits/wk | Dr Yurij Chewpa - Warrior Coaching

Dr. Yurij Chewpa, co-founder of Hunt Club Chiropractic and co-creator of Warrior Coaching.

Listen in and learn how Dr Chewpa was transformed from a Chiropractor with a full therapy suite (complete with Athletic Trainer on staff) to a principled Chiropractor adjusting more than 2000 visits per week with his practice partner Dr Ed Quirk.

Also: 

  1. How he ended up with an expected invoice from the "Tax Man" for $1.2 million.
  2. How Warrior Coaching was born and how they are dramatically different from most coaching groups.
  3. The eight questions he asks a new patient at a report of findings.

#006 "Sign This or You're Done"| Dr Timothy Murzycki
44:34
2017-10-12 12:54:37 UTC 44:34
#006 "Sign This or You're Done"| Dr Timothy Murzycki

On this episode of DC On Fire Podcast for Chiropractors, I interview Dr Timothy Murzycki from Bellingham Massachusetts and operates a thriving 100% cash practice!  He tells the story of how he survived a sudden dismissal from his first practice and followed by being struck by a drunk driver.  Listen in and learn how he emerged and about the group that he credits with his rebirth and success in Chiropractic.

#005 Forty Percent Drop in Practice Volume Over 12 Weeks | Dr Erin McLaughlin
52:21
2017-10-12 12:54:37 UTC 52:21
#005 Forty Percent Drop in Practice Volume Over 12 Weeks | Dr Erin McLaughlin

Dr Erin McLaughlin shares her biggest challenge in ten years of practice.  Imagine a successful practice, serving hundreds of people every week - dropping 40% in 12 weeks. Find out why and how long it took her to build it back up again.  

Never Use Outlook or Mail to Email Your Patient List.
10:44
2017-10-12 12:54:37 UTC 10:44
Never Use Outlook or Mail to Email Your Patient List.

There is a MAJOR difference between sending an email and that email actually getting delivered to your patient's/prospect's inbox.  Dr G explains.

#004 Kicked out of Practice to 600/wk | Dr. Trevor Kilian
42:08
2017-10-12 12:54:37 UTC 42:08
#004 Kicked out of Practice to 600/wk | Dr. Trevor Kilian

Dr Kilian tells the story of why his father had no choice than to remove him from practice after practicing together for four years.  So grateful that Dr Trevor was courageous enough to be so raw in this interview and share secrets that most would take to the grave.

#003 Crazy Big Practice - Almost No External Marketing | Dr Ryan French
46:40
2017-10-12 12:54:37 UTC 46:40
#003 Crazy Big Practice - Almost No External Marketing | Dr Ryan French

Dr Ryan French is the owner of Inside Out Chiropractic in Bolton, Ontario. Despite a population of about eighteen thousand and twenty two Chiropractors in town, Dr French has still managed to build one of the largest practices in Canada.  Learn what made the difference - it wasn't procedure or technique.  By the way, Dr French does almost no external marketing.

#002 From Lukewarm to "Building a Beast" | Dr Mike Gibson
37:51
2017-10-12 12:54:37 UTC 37:51
#002 From Lukewarm to "Building a Beast" | Dr Mike Gibson

Dr Mike shares a devastating life event that radically changed his life, practice and mindset.  Learn why everything he ever learned was called into question.  The wisdom in this interview came at a great price.  Put your pen down and just tune in.  

#001 From 250K in Debt and Back Again | Dr Jamie Richards
40:20
2017-10-12 12:54:38 UTC 40:20
#001 From 250K in Debt and Back Again | Dr Jamie Richards

Dr. Jamie graduated with great hopes and dreams like you and me.  Twenty-four months into practice he was $250,000 in debt and in a practice that paled in comparison to what he had hoped for.  All of this despite having some great mentors.  Tune in to this podcast and learn how he got into this mess and more importantly, the specific steps he used to turn that ship around.  Today he sees about 320 visits in a 12 hour work week.

miniCAST $10,000 From this One Little Thing!
08:44
2017-12-14 22:21:12 UTC 08:44
miniCAST $10,000 From this One Little Thing!

I learned this years ago - did it...it worked...and then forgot all about it.

Sound familiar?

Being generous in your clinic's neighbourhood and NOT being a jackass can payoff handsomely.  

DISCLAIMER:  This isn't a technique.  It's a way of living that people can just sense in you.  It makes you attractive.   

TILT #13 How to Choose the Topics for Your Facebook Videos to Move Prospects into Patients
16:57
2017-12-14 22:21:12 UTC 16:57
TILT #13 How to Choose the Topics for Your Facebook Videos to Move Prospects into Patients

Point #1.  You've got your first goodwill video going.  Awesome.  Now what?  You have to move them from slightly warmer traffic to warm, to red hot to entering in their information knowing full well you are going to contact them (that is a HOT lead).

Point #2.  Reverse engineer all the different micro-decisions they make from the moment they have a symptom, to standing in your office with their credit card in their hand. Understand that each micro-agreement is a psychological state.  Create videos/content to match some of these psychological states and help move them along the temperature gradient.  This is CRITICAL!

Point #3.  Use this opportunity (content creation) to polarize your audience - repel those who are not a good fit and attract those who are.

Point #4.  The two most important emotions you need to cultivate as you bring a prospect along the continuum are....TRUST and CURIOSITY.

#34 How to ELIMINATE New Patient No-Shows
14:41
2017-12-14 22:21:12 UTC 14:41
#34 How to ELIMINATE New Patient No-Shows

In this miniCAST – I am talking about the one method I have instituted across the board that has all but eliminated new patients booking an appointment to just…not show up.

It is a waste of energy because it’s demoralizing.  A waste of time and a waste of revenue.

BONUS CONTENT:  I recorded a call with a prospect who entered his name, email and phone number in a form from a Facebook Ad.  I called him immediately (as I always do) to build a little rapport, book the appointment and take a deposit.

In this particular case,He was intending to book an appointment for two weeks into the future.Remember that adding time to the sales cycle kills deals. Listen in to hear how I turned that around and got him booked for the next day.

Click HERE to get the BONUS Content

Tilt #12 Does This Brand of Chiropractic Have a Bigger Marketing Challenge than Most of Us?
45:31
2017-12-14 22:21:12 UTC 45:31
Tilt #12 Does This Brand of Chiropractic Have a Bigger Marketing Challenge than Most of Us?

Chiropractic is hard enough to market well.  Dr Shawn Dill has a marketing challenge that is harder than most.

Let's break it down.

  1. We live in an allopathic world...but we have a vitalistic product. Okay...same for most of us.
  2. His clinics are Cash only...in the face of a public that make insurance premium payments and are fully expecting to be able to use their "entitlements".  This is a growing subset of practice styles across the USA.
  3. Now....wait for it....his clinics are STRICTLY upper cervical.  Occiput, C1, C2 - that's it. How do you master the messaging for that combination?!

That is a serious marketing/messaging challenge.  Listen-in and learn from a guy who has managed to master and replicate the process.  Great stuff.

 

TILT #11 Chris Burfield Dishes on What is Working on Facebook Right Now
40:09
2017-12-14 22:21:12 UTC 40:09
TILT #11 Chris Burfield Dishes on What is Working on Facebook Right Now

Chris is quick to tell you that he is not a Chiropractor...but he understands Chiropractic better than a lot of us.

Twenty years....that's how long he has been helping Chiropractors spread the message, grow their practice and....make more dough.  :)  He's passionate, he's raw, a man's man and hard not to like. Super glad to have him on the show.

I invited him because out of all the other marketers peddling their wares to us - he is the ONLY one who shares in my frustration and sees the DIS-service we do to ourselves when we market ourselves the way most of us do.  Like DOUCHE-BAGS.

He thinks like me...and that makes him a GENIUS!  :)

Listen in - while I extract a useable campaign from him -  that he details right here on the show. Listen, learn, profit.  Or not...and miss out.

TILT #10 Transform Your Practice From Owning a "Job" to Running a Business... All While Keeping Your HEART in the Game.
25:41
2017-12-14 22:21:12 UTC 25:41
TILT #10 Transform Your Practice From Owning a "Job" to Running a Business... All While Keeping Your HEART in the Game.

This episode was SUPPOSED to be all about Dinner with the Doc - out of curiosity, I asked Dr Rob about his upcoming webinar.  He started describing what it was about....

I was mesmerized.

Learn how Dr Rob has transformed his practice from something that was totally dependent on him, his personality, his adjusting style, his charisma...to a business that can operate and even grow without having to "be there" all the time.

All while staying true to his calling, keeping a focus on serving his team his community and most importantly...his family.

BONUS CONTENT:  We eventually got around to talk about his way of filling up Dinner with the Doc - without attracting "freebie-dinner-seekers".  You can download that conversation as a bonus at www.dconfire.com

Marketing With No Deception and No Discounts with Dr Chad Woolner and ChiroFunnel Secrets
41:16
2017-12-14 22:21:13 UTC 41:16
Marketing With No Deception and No Discounts with Dr Chad Woolner and ChiroFunnel Secrets

Marketing With No Deception and No Discounts with Dr Chad Woolner and ChiroFunnel Secrets

Here is what I cover in this episode, why you need to listen- and how you will benefit.

Dr Chad recalls how early in practice he joined a large coaching organization but found it to be mostly irrelevant as it created many awkward conversations and was just inauthentic.

One blessing that came from four years of pain and constantly being on the verge of bankruptcy is that it forced him to innovate and try new things.

Dr Woolner credits Dr. Scott Fletcher for teaching him what he considers to be a "million dollar phrase" and helped completely transform his practice.

Dr Chad reveals what he believes to be the #1 thing patients fear the most and how to address that fear.

Why discounting services makes new patient acquisition more difficult despite the initial appearance of being a "gold-mine" when marketing online and offline.

The number one goal of a chiropractor is to build a following - this is the underpinning of how Dr Woolner created ChiroFunnel Secrets.

 

How to Deliver "The Principle" Without Talking all day and Boring Your Patients
22:30
2017-12-14 22:21:13 UTC 22:30
How to Deliver "The Principle" Without Talking all day and Boring Your Patients

How to download "the Principle" into  our patients without talking ourselves and our patients...to DEATH!

I surveyed my patients asking them "why do you keep coming back to see me?" - I didn't like the answer. 

I thought my Dr's Report was a "conversion" report.  I was aught that it was designed to "convert" patients from their way of viewing health to our way.  After the survey I quickly realized that it was more accurately called the "Everything you need to get started" report.  

They were never "converted".  But 'conversion' is absolutely critical for the benefit of the patient as well as the health of your practice...

I use two methods.  

1. I still deploy a Doctor's Report except I only do it once per month and it is delivered to the patient after they have accepted care.   This is a totally different experience than how I used the report to "get" them "converted".

2.  Email marketing.  Sending messages to patients with video and other forms of content that is a mix of "patient-centered" material and "me-centered" material.   The ratio to use is 1:3.  

 

 

 

What a Frail and Dying Man Taught me about Living.
14:36
2017-12-14 22:21:13 UTC 14:36
What a Frail and Dying Man Taught me about Living.

People often ask me why I take on as many projects as I do. 

Two Podcasts, a full time practice, mentoring docs, a wonderful wife and 2 kids.

This is why.

Tilt #7 How to Position Yourself as an ALLY to an MD Without "Selling Out" with Dr Nicole Lindsey
37:55
2017-12-14 22:21:13 UTC 37:55
Tilt #7 How to Position Yourself as an ALLY to an MD Without "Selling Out" with Dr Nicole Lindsey

Dr Nicole Lindsey is an expert at creating rapport with medical doctors in her community so that she becomes an obvious choice for Chiropractic referrals.  In January, she launched "Dominate Chiromarketing" to help her colleagues reproduce the same results.

Learn how Chiropractic can be positioned as a "solution" - not a "problem", for the MD.

I was surprised to learn how eager many physicians are to meet us and why they don't refer.

Dr Lindsey has 4 strategies to create these relationships and she breaks down one her favourites on this interview.

Why Direct Response is ALL WRONG for Facebook - and what to use instead.
19:50
2017-12-14 22:21:13 UTC 19:50
Why Direct Response is ALL WRONG for Facebook - and what to use instead.

The difference in mindset of a prospect on Google and Facebook and why you MUST know the difference. 

Why direct response marketing is not (usually) the right thing to do on Facebook and what happens when you do it wrong (which is most of the time).

How to change public perception on Chiropractic.

How "Done for You" Facebook marketing companies are deepening the scarcity mindset in Chiropractors.  

 

 

Why Your Facebook Marketing is Not Working and Why it May Never Work
20:41
2017-12-14 22:21:13 UTC 20:41
Why Your Facebook Marketing is Not Working and Why it May Never Work

Here is what I cover in this episode, why you need to listen- and how you will benefit.

  • What is the "Mere-Exposure Effect" and this will always have a better ROI than a pure transactional direct response style online sales.  The vast majority of Chiropractors use the latter.
  • How direct response CAN wreck your reputation and rob you of ever having any long term success on social media.
  • Learn my "Secret Sauce" and how I use the "Mere Exposure Effect"

TILT #6 with Dr. Dan Bai | Why a Tech-Ca Will Never do Another Consultation for Me
44:28
2017-12-14 22:21:13 UTC 44:28
TILT #6 with Dr. Dan Bai | Why a Tech-Ca Will Never do Another Consultation for Me

Using a Tech Ca to do your pre-consultation and consultation is widely taught to be time and money saving.  Learn why this is a MYTH and doing that actually costs you time and money…big time.

The educated consumer is not always someone who is ready to buy.

A buyer needs both a logical and an emotional reason to buy.  Listen-in to learn how to make this happen predictably and ETHICALLY.

The importance of rapport and why it is the key to unlocking a deeper connection to you as their “problem solver”. 

3 Steps to gain rapport.  Every. Single. Time.

How to handle a patient who denies any kind of trauma, no car accidents, no slips and falls, no sports injuries.  Clinically it is obvious that the dysfunction goes well beyond the stated “2-3 weeks”

What “time-lining” means and how it helps uncover hidden sources of trauma – plus some great examples of how to do it. 

The key to an easy Report of Findings is ___________.

What the “Echo Move” is and why you have to learn it.

The 3 questions that allow a patient reveal their deeper desire.

Access to a bonus audio training HERE.

Three Levels of Desire in Every New Patient You Never Considered and Why it’s Critical That You Do.
16:45
2017-12-14 22:21:13 UTC 16:45
Three Levels of Desire in Every New Patient You Never Considered and Why it’s Critical That You Do.

Here is what I cover in this episode, why you need to listen- and how you will benefit.

In this episode I discuss why I no longer let a Tech CA do the pre consultation for a new patient exam.

The three levels of desire a patient has when they come to see you; Level One:  The problem they _______ willing to tell you. Level Two: The problem they _______ willing to tell you
. Level Three: The problem they are ________ to tell you.

Being able to extract at least the first two levels of desire radically increased how easy it is to have a successful Day 2 and boost retention.

If all you get is level one, you can still be successful but it is very superficial and your level of connection risks being equally superficial.

_______ is the key to being able to extract the second and third level of problem/desire.

 

http://www.dconfire.com/the-three-levels-of-desire-in-every-new-patient-you-never-considered-and-why-its-critical-that-you-do/

Why My Last New Patient Was Willing to Travel 25min to my Office : DC On Fire MINIcast
09:42
2017-12-14 22:21:13 UTC 09:42
Why My Last New Patient Was Willing to Travel 25min to my Office : DC On Fire MINIcast

Why my last new patient was willing to drive 25min (without traffic) when the office space next to him was the closest Chiropractor.  

[HINT] He wasn't a referral.

http://www.dconfire.com/psa

 

 

TILT #5 How a Facebook Video-Ad Attracted 21 New Patients...Without a Cheesy Offer
26:17
2017-12-14 22:21:13 UTC 26:17
TILT #5 How a Facebook Video-Ad Attracted 21 New Patients...Without a Cheesy Offer

  • The simple in-office procedure you can implement TODAY that will help you gather the intel needed to make killer new patient getting videos.
  • Two reasons "Shares" are the most important engagement you can get for your Facebook content.
  • Not one of the new patients saw the _____________ in the video.
  • What the "Chiropractic douche-bag offer" is and how it hurts you.
  • What your prospects may find more powerful than inducement.

Also:  A recent mentoring client was crestfallen after 42 new patients said no.  It turns out her in-office procedures were pretty good but it was the quality of her new patients that was poor.  Hear the effect it had on her and her team.

  • The new currency in marketing today is __________.  The way you develop this is through ____________ and _____________.
  • Proof that a "holistic" approach is ESSENTIAL when marketing online.
  • What your most important online asset is BAR-NONE.  (HINT:  it isn't your website).
  • The first FOUR conversions you need to WIN with a video-ad...before your prospect even engage with you.

http://www.dconfire.com/

TILT #4 How I Ran an EASY Facebook Ad that Actually Worked.
19:32
2017-12-14 22:21:13 UTC 19:32
TILT #4 How I Ran an EASY Facebook Ad that Actually Worked.

 

Here is what I cover in this episode, why you need to listen- and how you will benefit.

You know it, I know it...when it comes to online marketing, "There's GOLD in them there hills". But is seems so complicated and only a select few seem to make it work.  The dream of new patient automation is real.

I recently ran a campaign that actually worked.  I stumbled upon it by accident.  The video was never meant to attract new patients, I actually made it for my patients.

In this episode I break down the details of how I did it.  

HINT:  All you need is a smart phone and a Facebook account. No email sequence, no complicated funnels and software to use.  

Seriously.  Total equipment required...Facebook account.  Smart phone.  That's it.

Listen in, execute what you learn, grow your practice.

TILT #3 How Changing My Care Plans Sent Referrals Skyrocketing!
29:06
2017-12-14 22:21:13 UTC 29:06
TILT #3 How Changing My Care Plans Sent Referrals Skyrocketing!

  • 3 Awesome changes to my practice when I joined a coaching group.
  • 1 Rotten change to my practice when I joined a coaching group.
  • Why I used to be able to rely almost completely on referrals and which procedure I implemented that completely destroyed that.
  • The in-house marketing event that pulled 20-25 new patients every time…until it didn’t (and why it stopped working).
  • How I was able to get patients who have been with me for years, to trust me again and start referring.

TILT #2 - 5 Metrics You Gotta Know - To Make Your Chiropractic Practice Grow in 2016 and Beyond
29:36
2017-12-14 22:21:13 UTC 29:36
TILT #2 - 5 Metrics You Gotta Know - To Make Your Chiropractic Practice Grow in 2016 and Beyond

This episode is about MONEY.

"Five Metrics You've Gotta Know To Make Your Practice Grow"....

Here's what I cover and why you need to listen.

  • I reveal the 4 practice metrics I used to review quarterly – then I got busy, fat and lazy…stopped reviewing and watched my Chiropractic practice numbers slowly decline.
  • Recently I included a new metric I had never considered – and it was an eye opener.
  • Which of the five metrics is the most important and why.
  • The overlooked pitfall in using the wrong data from your office management software.

Downloads include two spreadsheets.  The first is the workbook I use to calculate my income reports and the second is the spreadsheet I use to prepare and present financials to patients at the D2 ROF.  

Get your downloads HERE.  

 

 

TILT #1 Why My Corporate Talk Was Successful...Even When Unprepared.
18:15
2017-12-14 22:21:13 UTC 18:15
TILT #1 Why My Corporate Talk Was Successful...Even When Unprepared.

Today I recorded  this video right after I delivered an outreach talk to a local bank.  It was successful but it could have been better.

This video explains the TWO reasons I still managed to book new patients despite being poorly prepared.

  1.  The headspace.
  2. How I close the talk.
      • Why I believe we have to "close the room"
      • The ladies that changed my mind forever on whether to close "hard" vs close "soft".
      • How I get permission to "pitch" Chiropractic services from the people who invite me to the talk and why this is so important.

On this episode of DC On Fire, I introduce TILT Talks ™ Episode #1.I am a Chiropractor - just like you.  One of my first mentors in Chiropractic once taught me that "practice is a great reflection of who you are."  I didn't fully understand that statement at the time.

Truth is, no matter how successful practice is...it is never a straight line to the top.  When you get "to the top", it doesn't mean you stay there.  That certainly hasn't been the case for me.

TILT™ Talks are going to be short, to the point vignettes into the back-room of my practice.  The good, the bad the ugly.  Snapshots into what I am learning.

 

#014 Authenticity and Passion + Simple Tactics = Big Chiropractic Practice
47:07
2017-12-14 22:21:13 UTC 47:07
#014 Authenticity and Passion + Simple Tactics = Big Chiropractic Practice

Even if you don't want to see big numbers, I know you want to practice with less stress and more joy.  Dr Sokolov's highest weekly volume is an astounding 975 patient visits. His monthly average for new patients is a very reasonable 15-20 new patients/month and most of them are referrals. Curious?  I would be.  Stick around to the end and you will hear some of the most elegant languaging to invite people to your practice.

#013 Is Your Chiropractic Practice “Personality Dependent?” | Dr Rob Vasquez
44:19
2017-12-14 22:21:13 UTC 44:19
#013 Is Your Chiropractic Practice “Personality Dependent?” | Dr Rob Vasquez

Dr Vasquez describes the disappointment that followed after adjusting more than 1200 patients in a week and the steps he took to completely transform how he practices.  Listen as he describes how he flipped his practice from being “personality dependent” to “principle dependent”. Is this the right way for you? Listen and decide for yourself.

#012 Simple Shift in Thinking Creates Extraordinary Results |Dr Rick Penney
43:08
2017-12-14 22:21:13 UTC 43:08
#012 Simple Shift in Thinking Creates Extraordinary Results |Dr Rick Penney

Within hist first 6 months of practice he was geared up and seeing 150 patients per week and before long his practice volume peaked at approximately 380 visits per week.  Slowly and insidiously Dr Rick's practice was on a downward trend with no end in sight. 

What do you do?

Turns out that a simple change of heart, created a change in belief which changed his entire approach.

The results have been extraordinary.

#011b Part Two - How to DOMINATE Any Public Speaking Engagement with Roberto Monaco
22:49
2017-12-14 22:21:13 UTC 22:49
#011b Part Two - How to DOMINATE Any Public Speaking Engagement with Roberto Monaco

If you haven't listened to Part One (Episdoe #011a) then you should. This is the continuation of the same interview.  Frickin' AWESOME material.  

#011a How to DOMINATE Any Public Speaking Engagement | Roberto Monaco - Master Communicator and Public Speaking Coach
38:02
2017-12-14 22:21:13 UTC 38:02
#011a How to DOMINATE Any Public Speaking Engagement | Roberto Monaco - Master Communicator and Public Speaking Coach

Roberto Monaco - master communicator and public speaking coach/trainer.  This episode will teach you the basics of how to dominate any public speaking engagement.  Whether you build your practice using speaking events or you host a weekly Doctor's Report - I GUARANTEE that you will implement the GEMS in this episode. Put everything aside, get a paper and pen, throw on some headphones and just...listen.

#010 How Progress Exams Can BOOST Your Chiropractic Practice
42:26
2017-12-14 22:21:13 UTC 42:26
#010 How Progress Exams Can BOOST Your Chiropractic Practice

Ever get anxious or fearful when progress exam results are not what you (or the patient) expected?  Imagine if you could turn this into a golden opportunity to build or revive your practice while providing excellent care. Progress exams are required by most Chiropractic boards...so why not do them well? Turn this "pain-in-the-butt" board requirement into a legitimate practice BOOSTING opportunity.  

#009 Spinning Out of Control | Dr Kim Guthrie
46:24
2017-12-14 22:21:13 UTC 46:24
#009 Spinning Out of Control | Dr Kim Guthrie

Dr Kim has a vision - a vision that kept her going even when she hit rock bottom. Imagine losing everything but your family. Imagine experiencing hemiplegia, extreme vertigo, your IQ dipping to "Special Needs".  The diagnosis was "stroke" but it wasn't. Tune in and find out what was really happening and how she got her life back.  

#008 How to Be a Successful Mom and Chiropractor at the Same Time | Dr. Emilie Perras
38:31
2017-12-14 22:21:13 UTC 38:31
#008 How to Be a Successful Mom and Chiropractor at the Same Time | Dr. Emilie Perras

In her first month in practice she collected an astonishing $29,000.00.  A year later Dr Emilie and her husband moved to a new city to open their dream practice and start from zero.  Within three years, she built a practice seeing just shy of 400 visits per week AND she found the time to have two children.

#007 The Heart and Mind for 2000 visits/wk | Dr Yurij Chewpa - Warrior Coaching
01:03:16
2017-12-14 22:21:13 UTC 01:03:16
#007 The Heart and Mind for 2000 visits/wk | Dr Yurij Chewpa - Warrior Coaching

Dr. Yurij Chewpa, co-founder of Hunt Club Chiropractic and co-creator of Warrior Coaching.

Listen in and learn how Dr Chewpa was transformed from a Chiropractor with a full therapy suite (complete with Athletic Trainer on staff) to a principled Chiropractor adjusting more than 2000 visits per week with his practice partner Dr Ed Quirk.

Also: 

  1. How he ended up with an expected invoice from the "Tax Man" for $1.2 million.
  2. How Warrior Coaching was born and how they are dramatically different from most coaching groups.
  3. The eight questions he asks a new patient at a report of findings.

#006 "Sign This or You're Done"| Dr Timothy Murzycki
44:34
2017-12-14 22:21:13 UTC 44:34
#006 "Sign This or You're Done"| Dr Timothy Murzycki

On this episode of DC On Fire Podcast for Chiropractors, I interview Dr Timothy Murzycki from Bellingham Massachusetts and operates a thriving 100% cash practice!  He tells the story of how he survived a sudden dismissal from his first practice and followed by being struck by a drunk driver.  Listen in and learn how he emerged and about the group that he credits with his rebirth and success in Chiropractic.

#005 Forty Percent Drop in Practice Volume Over 12 Weeks | Dr Erin McLaughlin
52:21
2017-12-14 22:21:13 UTC 52:21
#005 Forty Percent Drop in Practice Volume Over 12 Weeks | Dr Erin McLaughlin

Dr Erin McLaughlin shares her biggest challenge in ten years of practice.  Imagine a successful practice, serving hundreds of people every week - dropping 40% in 12 weeks. Find out why and how long it took her to build it back up again.  

Never Use Outlook or Mail to Email Your Patient List.
10:44
2017-12-14 22:21:13 UTC 10:44
Never Use Outlook or Mail to Email Your Patient List.

There is a MAJOR difference between sending an email and that email actually getting delivered to your patient's/prospect's inbox.  Dr G explains.

#004 Kicked out of Practice to 600/wk | Dr. Trevor Kilian
42:08
2017-12-14 22:21:13 UTC 42:08
#004 Kicked out of Practice to 600/wk | Dr. Trevor Kilian

Dr Kilian tells the story of why his father had no choice than to remove him from practice after practicing together for four years.  So grateful that Dr Trevor was courageous enough to be so raw in this interview and share secrets that most would take to the grave.

#003 Crazy Big Practice - Almost No External Marketing | Dr Ryan French
46:40
2017-12-14 22:21:13 UTC 46:40
#003 Crazy Big Practice - Almost No External Marketing | Dr Ryan French

Dr Ryan French is the owner of Inside Out Chiropractic in Bolton, Ontario. Despite a population of about eighteen thousand and twenty two Chiropractors in town, Dr French has still managed to build one of the largest practices in Canada.  Learn what made the difference - it wasn't procedure or technique.  By the way, Dr French does almost no external marketing.

#002 From Lukewarm to "Building a Beast" | Dr Mike Gibson
37:51
2017-12-14 22:21:13 UTC 37:51
#002 From Lukewarm to "Building a Beast" | Dr Mike Gibson

Dr Mike shares a devastating life event that radically changed his life, practice and mindset.  Learn why everything he ever learned was called into question.  The wisdom in this interview came at a great price.  Put your pen down and just tune in.  

#001 From 250K in Debt and Back Again | Dr Jamie Richards
40:20
2017-12-14 22:21:13 UTC 40:20
#001 From 250K in Debt and Back Again | Dr Jamie Richards

Dr. Jamie graduated with great hopes and dreams like you and me.  Twenty-four months into practice he was $250,000 in debt and in a practice that paled in comparison to what he had hoped for.  All of this despite having some great mentors.  Tune in to this podcast and learn how he got into this mess and more importantly, the specific steps he used to turn that ship around.  Today he sees about 320 visits in a 12 hour work week.