This deserves repeating…
The more people with whom you communicate each and every day, the better.
It increases the amount of people who are thinking of you each and every day.
This sounds extremely obvious but most industries, including Chiropractic, seem to do everything but exercise common sense…including nurturing and maintaining relationships with their customers (past, current, and future customers, clients, and patients).
Most industries (Including Chiropractic) stop caring and communicating to their customers once the transaction ends.
The relationship is transactional.
THIS IS A HUGE AND COSTLY MISTAKE.
Nothing is more efficient and profitable than building, nurturing, and maintaining relationships
If your relationships don’t grow, your practice won’t grow either. It is that simple.
YOUR PRACTICE CANNOT GROW
IF THE # OF RELATIONSHIPS DOES NOT GROW AS WELL.
Building relationships is like building muscle. If you don’t get stronger, your muscles don’t grow.
If the # of relationships that you have shrinks, so will your practice.
You must increase the # of your relationships. Relationships = Strength and that’s how your practice grows.
Now, just like any relationship, the more value you add to it, the more likable, reliable, and trustworthy you are, the better the relationship will become… and in the context of a Doctor-Patient relationship, this means more patients coming back and referring others.
- Closing patients won’t build a practice.
- High case fees won’t build a practice.
- New equipment won’t build a practice.
- More knowledge won’t build a practice.
- More passion won’t build a practice.
- Educating patients won’t build a practice.
- Personal injury won’t build a practice.
- Philosophy won’t build a practice.
- Worrying won’t build a practice.
- Hard work won’t build a practice.
- A business loan won’t build a practice.
- Going to seminars won’t build a practice.
- A YouTube Channel won’t build a practice.
- Facebook ads won’t build a practice.
- Free exams and discounted offers won’t build a practice.
- Charging more or less than everyone else won’t build a practice.
- Moving to another location won’t build a practice.
- Finally practicing on your own won’t build a practice.
- Being the best Chiropractor in the world won’t build a practice.
- Clinical results won’t build a practice.
- Your good looks, your charm, and your personality won’t build a practice.
- Really needing to succeed won’t build a practice.
- Your spouse’s point of view and/or advice won’t build a practice.
- How long you’ve been practicing won’t build a practice.
- “The fastest growing city in America” won’t build a practice.
- An affluent area won’t build a practice.
- Being open more hours than everyone else won’t build a practice.
- Open adjusting won’t build a practice.
- Modalities, functional medicine, nutritional counseling, network marketing, stem cell, fill in the blank: _______ , won’t build a practice.
FOR A HEALTHY AND PROFITABLE PRACTICE
THAT SUSTAINS ITSELF…
THE QUALITY AND QUANTITY OF YOUR RELATIONSHIPS
IS THE DECIDING FACTOR.
THAT’S IT.
AND THE GOOD NEWS IS…
It’s the most efficient, elegant, and easy practice to own.
AND ANOTHER THING…
Like fruit, relationships are perishable.
If not nurtured continuously, they wither and after 12 months, they cannot be saved.
That is why every new ChiroTrust member goes back 12 months and builds their practice from that list first. Everyone who has been in the office in the last 12 months, including current patients, is fair game.
If you have 10,000 patient files amassed over 20 years and you haven’t been communicating with them continuously, you are a stranger to over 90% of those people. Communicating with them will not bear fruit.
But if you started with ChiroTrust 20 years ago, then your “list” would now be 10,000 strong and with ChiroTrust, they would be thinking of you a minimum of 20 days a month. 10,000 X 20 = 20,000 communications per month.
Bottom line…
Your list is the most valuable asset that you own.
It’s perishable but it doesn’t have to be.
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