Chiropractic Coaching: Capitalizing on Referral Opportunities

Chiropractic Coaching: Capitalizing on Referral Opportunities

Chiropractic Coaching: Capitalizing on Referral Opportunities

Hello everybody and welcome to Thrive in Five. I’m Dr. Dennis Perman and I’ll be your chiropractic coach for today. This session we’re gonna be talking about capitalizing on referral opportunities. Success leaves clues, and along the way, every day in your office, your patients are dropping these clues to help you know when they have somebody that they could refer that you could also help. So, let’s explore some of the different places in your practice day that referral opportunities manifest. First, when a new patient comes in, they typically fill out a family health history. In that family health history. They’ll often say things like, My brother gets headaches, or My entire family has digestive complaints, or whatever. Well, that’s an opportunity for you to be able to ask more questions to find out if there are more people that you could help. Now, certainly one of the key places that you are able to, to, uh, elicit referrals is by asking the spouse to attend the report of findings.

The report of findings is a very private moment between the doctor and the patient, but the spouse should be part of that because otherwise you’ll find yourself explaining to the spouse the next visit, everything that you’ve tried to say in the report of findings. It’s just more efficient and works better if you have the spouse come to the report of findings. And my experience is that something 60, 70, 80% of the time when you have a spouse come to the report of findings, that spouse also becomes a patient. Now, you can also be listening in on their conversation. They’re talking with you and they’re saying things like, I have trouble sleeping, or, but that runs in my family. Or I, um, sometimes get a pain in my foot. And I don’t know, I think I seem to remember my dad complaining about that as well.

So you listen to their conversation, that’ll give you more clues about who you could ask for a referral. You could initiate it also, I used to say, and I always ask the question, I knew the answer to say, You’re married, aren’t you? Yes. So, is your spouse going to, its another chiropractor? Well, no, of course not. Well, are you aware that sometimes your spouse might have health issues going on that might not be manifesting as symptoms quite yet? I didn’t know that. Well, what do you think we need to do? If you want to get her in here and let me get, check her out and see if she’s fine. If she is, I’ll tell you. But if not, you’d wanna know that, wouldn’t you? Yes, I would. You see, it grows out of normal conversation. Also, an important checkpoint is the re-exam. When you re-examine somebody, that’s a perfect time for you to ask questions about others that they might be interested in enrolling in your practice.

And certainly the most obvious one is when they’re feeling better, because when they say they got up off the table, Doc, you are a miracle worker. I feel so much better. And you get to say, I’m so happy to hear that. You know, you probably remember that you came to our office because Mrs. Jones sent you in. Who are you telling about chiropractic? Who could, you could really help to change the course of their destiny? Now, you always wanna make sure that when you ask for referrals that you do in a dignified way. And I like the T l C method of asking for referrals Target, which is when you ask a question to find out which person they could potentially refer. That’s what we’ve been talking about so far. Leverage, which is when you give them a good reason to refer and then close, which is where you, um, seal the deal and get them to actually make the referral.

Now, one point they’re along these lines. I find that it’s better to ask instead of, Do you know anybody? Ask specifically, Who do you know? Because you wanna get them to think of, of a specific individual. You want to get them to think of a specific person that they could send in. Not a generalized group of people that they could look for. Asking for referrals is actually a fine art, but there’s nothing about it that that’s that complicated that any chiropractor who’s determined couldn’t do it. So I urge you to engage your patients in conversation. Find out from them who else they know that you could help and be bold enough and loving enough to ask them, Hey, who do you know that chiropractic could help? Now so many of you have participated in our Practice Growth Calculator promotion. This is one of the most important things that you can do, whether you a member or not, you wanna be able to tap into the Practice Growth Calculator because by inserting just a few simple numbers, all of which you already know, you can get back tremendous information about how to grow your practice, about where some weaker areas might be in your practice that need attention.

And you can establish some specific goals. This is goal setting season. You wanna go ahead and run your camera, run your scanner over this QR code that you see here, and let’s see what we can do about getting you to use the Practice Growth Calculator to identify first where you are in practice and second, where you might be able to head in practice at The Masters Circle Global. We specialize in helping doctors establish targets and goals that can help them to achieve at the level they want to, helping as many people as possible and having as much as possible to show for it. Thank you so much for your time today. I really appreciate the opportunity to be here with you. This is Dr. Dennis Perman from The Masters Circle Global signing off for Thrive in Five.

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