1
Welcome and Congratulations!
5 minutes
Chiropractors who knew me before and chiropractors who know me now kept asking me, “doc, what did you do? How were you able to develop this type of practice?” As I looked back, it really came down to seven steps... seven steps that I did differently as I built a brain-based practice. The difference between the two is amazing. In my first practice I had a PVA of 12 and never saw more than 130-140 patients a week. In my practice now my PVA is well over 150 plus and I see over 500 patient visits a week.Seven steps!These are the seven steps I’d like to share with you so that you can transform your practice too!Enjoy!
2
The Power Of Moving To The Brain
17 minutes
What I have found in comparing my first practice to my second practice is that patients want what we have, they just don’t know we have it. As soon as they hear the TRUTH, the majority of them will want to see you, not for neck and low back pain relief, but for brain-based care and they will bring their family and their friends in to see you as well.
3
12 minutes
Chiropractors who knew me before and chiropractors who know me now kept asking me“doc, what did you do? How were you able to develop this type of practice?”As I looked back, it really came down to seven steps... seven steps that I did differently as I built a brain-based practice. The difference between the two is amazing. In my first practice I had a PVA of 12 and never saw more than 130-140 patients a week.In my practice now my PVA is well over 150 plus and I see over 500 patient visits a week.Seven steps!
4
20 minutes
By doing these things, I was able to develop a certainty that was so strong that it didn’t matter that I was an introvert. It didn’t matter that I was shy, it didn’t matter that I didn’t like going to networking events. It didn’t matter that I didn’t know that much about social media. It didn’t matter!!! My WHY was so strong that I overcame all of those things and built a brain-based practice anyway!If I can do it you can do it too. Your community NEEDS you to do it!
5
23 minutes
Position Yourself To Attract Lifetime Patients If you’re doing this right, you’re going to hear that time and time again and what is it going to do? It is going to explode your practice! Because when patients are out talking about chiropractic or chiropractors, they’re going to tell their friends and family what you do is different and they’re going to draw them into your practice.Differentiate yourself doc!
6
4 minutes
BioChart Once I was able to demonstrate need for care with something other than pain I had to ask the right questions. You see I found that when I was “telling” my potential patients felt as though I was selling BUT when I asked and they answered then they owned it and wanted it. This is one of the reasons I had a 97% acceptance rate. Make sure you are not telling and are asking the right questions.You can do this!
7
14 minutes
Intake Form Once I was able to demonstrate need for care with something other than pain I had to ask the right questions. You see I found that when I was “telling” my potential patients felt as though I was selling BUT when I asked and they answered then they owned it and wanted it. This is one of the reasons I had a 97% acceptance rate. Make sure you are not telling and are asking the right questions.You can do this!
8
19 minutes
Creating A Common Goal / ROFI had to set the goal and not only set the goal but l but I needed my patients to accept the goal and follow through with that goal. I had to set up care plans. My care plans in my new practice were a year-long. I realized that in order for someone to accept a year-long care plan and pay cash for that care plan, I had to build a ton of value in what I did as a chiropractor and in their need for care that they wouldn’t refuse. I had to make sure they understood the importance of their brain, prove to them that there was an issue and then also prove to them that by focusing on the brain I could help them.There were specific steps I needed to take when I delivered my care plan, so that they understood the value and gladly accepted and paid for care.
9
24 minutes
Care Plan Time! Once I was able to demonstrate need for care with something other than pain I had to ask the right questions. You see I found that when I was “telling” my potential patients felt as though I was selling BUT when I asked and they answered then they owned it and wanted it. This is one of the reasons I had a 97% acceptance rate. Make sure you are not telling and are asking the right questions.You can do this!
10
28 minutes
Get them signed up for care, first adjustment, and next steps… Once I was able to demonstrate need for care with something other than pain I had to ask the right questions. You see I found that when I was “telling” my potential patients felt as though I was selling BUT when I asked and they answered then they owned it and wanted it. This is one of the reasons I had a 97% acceptance rate. Make sure you are not telling and are asking the right questions.You can do this!
11
15 minutes
Get Your Finances In Order. Regardless of whether or not you accept insurance or you’re a cash practice, in order to build a lifetime wellness based high PVA practice you have to overcome one of the biggest obstacles to lifetime care and that is ...finances.
12
13 minutes
Put Insurance in it's place! Regardless of whether or not you accept insurance or you’re a cash practice, in order to build a lifetime wellness based high PVA practice you have to overcome one of the biggest obstacles to lifetime care and that is ...finances.
13
17 minutes
Stop Billing Patients. Regardless of whether or not you accept insurance or you’re a cash practice, in order to build a lifetime wellness based high PVA practice you have to overcome one of the biggest obstacles to lifetime care and that is ...finances.
14
6 minutes
The Follow Through. Regardless of whether or not you accept insurance or you’re a cash practice, in order to build a lifetime wellness based high PVA practice you have to overcome one of the biggest obstacles to lifetime care and that is ...finances.
15
14 minutes
Changing the paradigm in the office. These were just some of the ways I educate my following and shift the paradigm of chiropractic being just about neck and low back pain to chiropractic being about the brain and nervous system.
16
17 minutes
Shifting the paradigm outside of the office. A paradigm shift is very simply a shift in mindset. Someone changing their mind. I realized the majority of patients coming to see me, the majority of people out in the world right now think chiropractic is just about neck and low back pain. I had to shift that.
17
7 minutes
Planning and hosting events. I found that not only did patients stay longer when they attended an event outside of their regular chiropractic adjustment, but I also found that when they brought guests, their guests were more likely to accept care at my office. In fact, my events have a 97% acceptance rate with a 37% pay in full rate.
18
16 minutes
Dinners with the docI found that not only did patients stay longer when they attended an event outside of their regular chiropractic adjustment, but I also found that when they brought guests, their guests were more likely to accept care at my office. In fact, my events have a 97% acceptance rate with a 37% pay in full rate.
19
16 minutes
Wine Women and WellnessI found that not only did patients stay longer when they attended an event outside of their regular chiropractic adjustment, but I also found that when they brought guests, their guests were more likely to accept care at my office. In fact, my events have a 97% acceptance rate with a 37% pay in full rate.