Author Archives: ed

Recycle Tote Bags and Promotional Events

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The Chinese ladies in San Francisco had the idea years ago before it was fashionable. You would see the women in Chinatown transporting all of their shopping with rumpled white plastic bags.  Both hands would be clutching separate sacks that were obviously from some prior purchase.

They recycled their bags. Now, many stores sell bags that can be recycled.
tote-bag
Maybe your “store” should as well. You can order some and have your logo or office name printed on them. Hand the bags out for Earth Day, Mother’s Day, Father’s Day, or for all new patients and put patient education material in them. There are many different opportunities to promote your practice using recycle tote bags.

You can order these in Wisconsin at www.northwoodspromo.com.  Ask for Jean.  Tell them you are with Petty, Michel & Associates and they should give you a discount.

I also talked to Matt at www.mpoel.mtoonline.com and he said “I have attached basic pricing starting @ 150 qty for each bag style.” I called a bunch of businesses and all had a minimum quantity. The above two companies seemed to offer the better deals. Here is one of their price lists: grocery-bag-150-qty

Spring Health Observances
And here are some other occasions in which you might want to use them. Excellent chiropractic promotion and for a worthy cause.

Practice Strategies For Success in 2009

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Milwaukee, WI
Winter (-14 degrees)

Our newsletters have been a little sparse over the last month. Like you, we have been getting the New Year going. It comes at you fast, like the Arctic cold in winter.

Phyllis, Dave and I got together recently and reviewed what has been working for the offices with whom we work and what hasn’t. We also looked at what we did that worked and what didn’t work so well. Based upon this, we have come up with a very exciting program and additions to our services for the New Year.

We will send out a description of these soon. Suffice it to say for now that we have kept our seminars and made them even better. We have also added more teleconferences. For the dates, locations, and topics, check the link below. Stay tuned for a complete description of them coming soon.

But the immediate subject of this letter is to present to you a very general strategy for what we feel is the best course for you to take in the New Year.

We enter the New Year in unprecedented times. There is no denying this. We do not live in our offices as islands, separated from the rest of the country or world.  Some websites will tell you that the end is near. I have been reading doomsayers since the 70’s and they still sound the same. I think it bolsters their ego and gives them a cause, but that is just my opinion.

But it would be wrong to pretend everything is as it always was. Not just our economy, but the world’s economy is going through massive, even revolutionary changes. But there are, and have been, other changes taking place as well. In the last 15 years, electronics have gone through many unthinkable transitions for us coming from the mid 20th Century.  Social changes world wide have taken us beyond the Third Wave, as Alvin Toffler described in his book.  And, there is the ongoing “Wellness Revolution” and “Green Revolution”, which those of us in the chiropractic profession can take pride in the fact that we have been in the forefront. Needless to say, the “Times Are a Changing.”

But with this change comes opportunity. The country is going through a severe “cleanse”: parasite cleanse, colon cleanse, you name it.  It is a time that offers many new avenues for growth and prosperity.

Jeffrey M. Stibel, an entrepreneur and brain scientist writes in a recent article in the Harvard Business Review:

The 2008 recession is an economic firestorm unlike anything the country has seen since the Great Depression. But 2009 is shaping up to be a trigger for an unprecedented surge of innovation that may be one of the most important turning points in the last 100 years.  (article)

Let’s look at some general strategies that will help you prosper in this New Year. We offer a few below and will mail out more specific action steps soon.

  1. First, don’t panic. Danger is always near, especially for a small business owner. So what else is new? Whether it is your association’s alarming headlines about how doctors are earning less or chiropractic gurus advocating working for massage therapists, negative news is all pretty routine, really.  People have always been around to promote the bad news. So what?  Good news is hardly ever promoted.
  2. Motivation. It is fine to face the brutal facts, but what is happening with a Wall Street investment company is not as important as what is happening in your community.  There is bad news. Negative news can distract and dishearten not only you, but also your staff and patients. Limit your exposure to national news and talk shows. Get the facts, fine. But more importantly, every day, look for new reasons to renew your purpose and drive to achieve your goals.
  3. Appreciate your profession. Chiropractic works. It has, it does, and it will.  People benefit from it. People need it, in hard times and good times. These are facts that do not change. You have a skill that you will always have and that can’t be shipped to Asia and that will always be needed and will always be effective. It is a million dollar skill.
  4. Your success is just between you and your patients. You don’t work for a corporation.    You are an independent business professional as well as an independent health care professional. Except from you patients, you can’t be fired.  But they can fire you.  So, take care of them better than you ever have.  The chief difference between you and other options they have is the connection you generate with them. What is the quality of relationship you have developed with your patients as a result of your extra-ordinary service and care?
  5. Health is Wealth: Sell Health.  Get across to your patients and community that health is the only real wealth and this is what your office is uniquely prepared to deliver. Regardless of the employment condition of your patients and potential patients, their health is their greatest wealth. If they are healthy, they can work 3 jobs if needed. If they are not healthy, they won’t be able to work even one. This is why they have to work on maintaining and improving their health. This has to be a recurring message you get across to your patients.
  6. Constant improvement. But only the best business will survive and thrive. Your business organization has to become better, or die.  We have seen mediocre practices struggle along that did not and would not improve their procedures. In better times, they could still survive. These types will more than likely go the way of the dinosaur unless they step up their “game.”  I am not advocating “social Darwinism”, but it is an observation that the better (healthier) companies survive and thrive, and poorly managed ones fail.  We recommend adopting a policy of what we call the “Practice Development Process”. (Small plug: this is what we do and teach.)
  7. More for less. With a process of constant improvement you can work out how you can get more done with less effort. Economize does not mean don’t spend money. It means spend money better. Get more “bang” for your buck. For every dime you spend, you should get back a half dollar.
  8. Triple your patient base. Whatever you have planned for marketing, triple it. Some of your patients may not be able to see you as many times or pay the same fees as before. If this is the case, and I am definitely not promoting this, you have to talk about #5 above.  You will also have to increase your volume of patient visits. It is no longer “how much you can get from how little, but how little you can get from how much”, to paraphrase an old quote from B.J. Palmer.

Over Christmas, most stores did poorly, except for Wal-Mart and McDonald’s. I am not advocating reducing your fees. You probably do not charge enough as it is. But, you have to be prepared to offer different plans based upon the time of payment (payment on assignment, at time of service, or in advance.), as well as other programs.

Now is a great opportunity for growth and entrepreneurship. You are the captain of your ship as it crosses the seas through storms and gales.  Stand at the helm (steering wheel) as the misty wind blows and know that you can beat any storm and take your crew and passengers to sunny skies and calm waters.

It is a challenge, an adventure, and a worthwhile goal you and your team can achieve.

We will be there too.

See you on deck!

Upcoming seminars and teleclasses.

helm

Spirit

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What is the Christmas Spirit?

Whatever the Spirit of Christmas is – compassion, love, joy, gratitude, generosity, empathy, reverence, whatever it is, deep down, you already know it.

It comes to you when you hear a carol for the first time of the season (though maybe not the 50th time). It comes to you when you see young children’s eyes light up when you talk about the Christmas tree. You may feel it at church, while gazing across a snowy landscape, or listening to a parent talk about bygone Christmases.

Even if you are not church-going, or a tabernacle-attending, or mosque-praying, or ashram-relaxing, you still know this Spirit.

Sometimes, you might have to be still for a moment to feel the Spirit. You have to let it come in. And with all the hustle of last minute activities, this Spirit may have a difficult time getting through.

But let it.

You work in one of the most helpful professions on the planet. Daily, you assist people find real relief, better health, and truer happiness. You do this with your technique, with your service, and with your love.

And you do it with this Spirit.

Our wish is for you to embrace it now and each day in New Year.

Stay tuned for a new announcement from Petty, Michel and Associates.  Boy, do we have some COOL things planned for next year!  Really NEW stuff.  And fun too!

In a couple of weeks, you will see an important bulletin going out on what we recommend for essential Strategies and Tactics for Success in 2009. You won’t want to miss it.

But first, you don’t want to miss the Spirit of Christmas.

And so, Merry Christmas to you.

With love and our kindest regards to you and your families all,

Ed, Dave, Phyllis
and all of us at PM&A

Merry Christmas from Dave, Dana, Dr. Peter, Phyllis, Linda, & Ed

Merry Christmas from Dave, Dana, Dr. Peter, Phyllis, Linda, & Ed

New England Chiropractors Are Amazing!

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Does New England have the most gung-ho and happy chiropractors in the country?

We just returned from an amazing week in the Boston area where we had the privilege of spending time with local chiropractors and their teams.

Dr. Peter in Boston

Dr. Peter in Boston

Wow! We doubt that we have ever seen a group that was more centered and positive about chiropractic and the services they were providing to their patients. And after spending a day in one of the offices near Boston, we are also convinced that there are no patients who are more satisfied with their services.

On Thursday, November 6, we hosted our 3-Goals seminar to over 50 doctors and chiropractic team members. Presentations were provided by Dave Michel, Phyllis Frase, and myself, with our special guest who gave a phenomenal lecture, Dr. Peter Kevorkian.

Dr. Peter is also a faculty speaker with the International Chiropractic Pediatric Association.

The next day, Friday, Dave and I were interviewed in a television studio for a cable television lecture series produced by Dr. Jean-Marc Slak. Saturday was topped off by a presentation to the Massachusetts Alliance for Chiropractic Philosophy.

A big THANK YOU to all of New England chiropractors for your generous hospitality and service to your communities.

More Photos

Just a reminder – We are holding our last seminar for the year in Chicago on Thursday, December 4. It is conveniently located near the O’Hare airport.  We have a special rate at the hotel of $99 if you want to spend the night. If you can make it, I encourage you to do so. It will definitely be worth your while. More info.

Upcoming Events…

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Reimbursement Teleseminar. Our third in a four part series on Chiropractic Reimbursement will be held this Tuesday, November 4,  12:30–1:30 pm, Central Time.

NOTE: Dave has suggested that you do your voting BEFORE so that you have this time set aside to attend this valuable teleseminar.

The topic covered is Account Management – taking the next logical step on following up on each account in your office. When do you call? When do you send to collections? When do you write it off? How do you know where your accounts are?

Phone number and access codes will be available on client member site this Monday.  If you are not an active client of PM&A, you may learn how to obtain access to this telesminar here.

Seminars
We are getting prepared for our year ending seminar programs, one in Boston on November 6, and the other in Chicago on December 4.  These are really outstanding programs designed to motivate, educate, and train doctors and staff on how to have fun building a self sustaining practice that runs close to full capacity.

Dave, Phyllis and myself will be in Boston all of next week where we will not only be presenting our seminar with Dr. Peter, but visiting clients and even taping a television interview. On Saturday, we then have the privilege of meeting with some 50 doctors for a special Philosophy Night. Each month, a large number of motivated and principled Massachusetts chiropractors get together for socializing and discussing some non-mechanical aspect of chiropractic.  We will take pictures and pass on what we learned.

The Boston seminar is almost sold out and Chicago is filling up. If you are interested or plan on attending, the sooner you send in your registration, the better. Registration form is here.

Wishing you all the best,

Ed

Fall Promotions

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Fall is here and soon it will be the Holiday Season, and the next thing you know, we will be in the dead of winter in 2009.

Yes, life goes on, but you would hardly know it with the constant war between the electoral candidates.  Oh, and then there is this financial crash. Some say the worst since 1929.

With all of this going on, who has time to focus on health care and wellness?

You do! And you better.

I talked to a doctor recently who was looking at buying survival food and was scaring his family half to death with tales of Armageddon. Another doctor called us and wanted to sell his practice.  What?!#

Let’s all take a deep breath and reread the Serenity Prayer.

Thinking global is fine, but you have to focus on the local. And the local is your patients here and now.  They need your best care, and so do their families, friends and the companies with whom they work. Your community needs your chiropractic care and leadership now more than ever.  In addition to the noise of elections and the current financial distress, our country’s “health care” system is in very bad shape.

It is really a question of leadership. When the niceties that hold up our society start to crumble, we are forced to reconsider our basics principles, purposes, and operating procedures. We reach for fundamentals – the things that are really important and do not change.

We know chiropractic works. It did in 1929, 39, 49, etc. We know people still need it and still benefit from it. Then the rest is up to us.

This also applies to our staffs. In uncertain times, everyone looks for certainty. And nothing is more certain than the tried and true science of chiropractic technique. What popular and accessible health care profession out there does it is better?   What gets more people healthier for less cost? It is you – the chiropractic doctor and professional chiropractic team member.

So, it is up to you to be the beacon, the light house, the calm and confident leader to your staff and patients. You have to be focused on your art, and stay centered in your philosophy.

There have always been crises. There always will be. But the basics always apply. And those who apply them win in the end.

So, back to reality here. Some of the basics include promotion. And for promotion to work it has to be planned and scheduled. Let’s look at what you are doing for your marketing calendar this month.

Here are some ideas:
1.    Marketing Manager System – Monthly Marketing Meeting. Schedule a marketing meeting soon. Review last several months. What worked, what didn’t. Look at the numbers. Make plans for the next 4 months – through February.
2.    Short term. Halloween ideas.
3.    November. Food drive for the less fortunate
4.    December. First week. Gift exchange, internal trade show at the office.
5.    Jan.  Workshops on fitness, health, and economical ways to stay fit.
6.    February. Valentine’s Day promotion. More workshops.

(Note to active clients and those of you who own the Marketing Manager System program: You can find sample word documents on your MMS computer program and on the MMS member’s site. Also, you can check with your consultant for customized for other materials.)

I would also be scheduling speaking engagements external and internal to the office for the first three months of the new year now.

For the next couple of months, you may have to work more internal. Make your office the warmest and friendliness and safest island of calm and health in your community. NO NATIONAL news.

Remember your basics: chiropractic works, people need it, and it is up to you to see that they get it. Stay focused on this formula, and you will have a bountiful fall and winter.

Fight or Flight – Creating Your Own Economy

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Brookings, Oregon.
Wednesday, October 1, 2008

***Rock stable principles in a sea of bad news – and the future of your practice
***October promotion with sample
***Reimbursement teleseminar coming soon
***Seminars in November and December
—————————————————-

Are you scared?

More and more, it seems like fear mongering is used by associations, consultants, and governments.

One doctor, who is having his best year ever, recently called in worried, questioning what he should do. He had just read his state association’s monthly magazine with the headline that chiropractors earned less, again, this last past year.  The article cited a survey and offered no real encouragement about what to do.

As a client of ours, we referred him to objective evidence that the action steps he had been working on were taking his business to record highs and that we were on the right track.

Another article by a well known chiropractic and dental consultant published last year talked about how chiropractic was all washed up. He suggested chiropractors start working for massage therapists.

You can always find bad news. But the fact, and the good news, is that if you implement fundamental marketing and management systems into your practice, and keep them going on a recurring basis, it will grow.  We know this to be true as we see it demonstrated from the numbers that come in from our clients. They are growing.

For business in general, at least here in the Midwest, things aren’t all bad. A recent report says that “Business activity in the U.S. Midwest expanded in September at a faster rate than expected, with production picking up rapidly and hiring rates on the rise, a report showed on Tuesday.” (Reuters, Sept. 30)

Fear is a strong emotion. It can make you panic and lose sight of what is right in front of you. A major reason people drown while swimming is because they let fear take control of them.

There may be threats to your survival staring you down, but fear and panic only make it worse. In the martial arts, you are trained to stay calm in violent situations and use your energy only when it is most effective. You have to be willing and able to take action. Fleeing can be more dangerous. But most of all, you stay calm, stay focused, and get through the situation ideally with non violence.

While our economic system, as well as our health care system, continues to destabilize, consider these elements which are as stable as rocks in pounding surf.

Chiropractic Results. Chiropractic has worked through wars, depressions, recessions, and will continue to do so no matter what the future brings.

Need For Chiropractic Care. People have needed chiropractic care in the past and this won’t change. In fact, with an aging population and a growing orientation towards wellness, the demand for chiropractic care will only grow.

Business. Globally, the Market will go through whatever changes it needs to go through. Locally, however, the principles of the Market and fair exchange do not change. People will pay for quality services and goods that they feel they need.

Your chiropractic practice, properly systematized, is an engine that exchanges the health benefits of chiropractic care with those who need it.

So, don’t be distracted by fear mongering about the national or even the chiropractic economy. Do not panic. You are not drowning.

What is the outlook for your business? It is promising! Why? Because you are able to create your own economy by implementing and maintaining effective marketing and business systems that support your practice.

Work on your business. Make it better. Learn about marketing and how to systematize your procedures. Study and get support as needed to improve all aspects of your operation. In fact, now more than ever, the best investment you can make is in your business.  But, keep in mind the fundamentals mentioned above never change.

# # #

October Promotion. Here is a simple promotion you can use for October, or any month. Link to promotion.

Show Me The Money – Teleseminar on Chiropractic Reimbursement. As a reminder, this Tuesday, October 7, we will have another teleconference on Chiropractic Reimbursement. Our last one was a tremendous success. Dave Michel is truly an expert in this area and your staff will benefit from attending this one hour seminar.   For active clients, the access code and phone number will be posted on our member’s site by Friday, October 3.  If you are not a client, you can learn more here –more info.

Seminars. Then, take advantage of attending one of our 3 Goals Seminars in Boston, on Thursday, November 6, or Chicago on Thursday, December 4.    More info.

Getting Away – Rule No. 9

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Sometimes you got to get away.

It could be for an hour, fifteen minutes, a week, or more.  To be fully engaged in your chiropractic practice, studies have confirmed, you also have to fully disengage every now and then.

One of my favorite books on this is by Dr. Jim Loehr and Dr. Jack Groppel, The Power of Full Engagement.  Disengaging from work, and engaging in other activities, adds more power and insight when you return to it.

More than 80 years ago, this subject was discussed by B.J. Palmer, known as the Developer of Chiropractic, with insight and character. His advice is completely supported by modern research and is worth reading and applying today.

Rule No. 9 ( PDF version to download.)

(720 words; about a 4 minute read)

Spinefest

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Dr. Don Warren and his happy team of professional chiropractic assistants created one of the greatest and most fun special promotions I’ve seen a long time. They call it Spinefest.

One type of an effective Special Promotion  ties into a donation program, which in this case, was a food drive. Not only were they able to generate money for the “Feed the Hungry” program and get great publicity doing so, they also fostered good will in the community and as a result, saw their new patient numbers head skyward.

They do this every fall. A recent magazine article just came out featuring Dr. Warren on the back cover. (Note: The article states that Dr. Warren is president of his state association which is incorrect.)

It's Summer. Get Outside!

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Summer is a great time to promote your services.

While all marketing starts from the “inside” and internal marketing can be very effective, so can external marketing.  Internal, or in the office marketing, is a form of networking. The most effective form of external marketing, or marketing to non patients outside of the office, has also been networking.

In our world today, we are “spammed” to death.  It is estimated that we are hit over 2,000 times each day in the US with advertisement impressions. There is just too much “noise.”

One of the reasons social networking on the internet has grown is that it allows people to bypass the noise and network on a more personal basis.  But real world local networking opportunities exist right in your back yard: summer “block parties”, church socials, Lions Club pancake breakfasts, parades, 10-Ks and other walk/runs, donation drives – the list goes on and on.

You can just show up and meet people. Let them meet you.  Much like an elected official does when she runs for office.  You can also get a picture taken of the event and then use this in your internal promotions.

Here is a picture of me waving to the crowd with our state representative, Dr.Sheldon Wasserman, at our local 4th of July parade.

Get a list of upcoming community events from the Chamber of Commerce and schedule a screening, talk, an information booth, your own participation (volunteer your help), or just a visit. Be neighborly.

There is often a run or walk as part of a donation program during the summer months in which you and your staff can participate.  We have seen offices proudly wear their office t-shirts and recruit many patients to do the same.

When you are networking, you get to know people. Be interested in them and thier interests. Then you can hand out your cards. You an also hand out coupons for a screening or workshop at your office. And then, of course, there are on site screenings.

Screenings still work. You better believe it! But they have to be well organized. Most importantly, the people doing the screenings have to want to be there and have fun doing them.  We have been doing screenings for over 20 years and they can be as effective now as they ever were.  But whether you do a screening, or run, or just show up with your friendly conversation and cards, there are many summer events for you to get out and do some networking.

Here are just some of the benefits:

  • Meet new people who can eventually become new patients or new referral sources.
  • Meet active patients and strengthen your relationship with them in a different setting.
  • See inactive patients and reactive them, or encourage referrals from them.
  • Get out, get some sun and have some fun!

As Woody Allen is to have said:

Eighty percent of success is showing up.

 You can’t loose. It’s Summer. Get Outside.

#  #  #

Promotions: Just Schedule Them

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As we have said MANY times before, the number one problem with the marketing in most offices is that— it just doesn’t get done.What is the solution?A big part of it is just scheduling them.

To help you with this, you need a marketing calendar.

Once a month, take an hour off and plan some internal and external events over the next several months.

If you wonder where your patients are, make sure your front desk has them scheduled to come in.

Next, you better make sure you have your promotions scheduled to encourage new people to come in.

To help you with this, here are 4 great resources:

  1. Essential elements about your chiropractic practice marketing plan.
  2. Sample three month planning calendar for download.
  3. Sample 12 month marketing calendar for down download (81/2 x 11).
  4. Large, 2 foot by 3 foot marketing wall calendar for purchase.  Post this in your break room and to plan and coordinate your upcoming promotions with your team.

Protecting Your Patients From Negative Press

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Just caught a minute of CNN Wednesday morning (June 25) about chiropractic and strokes.

The news anchor interviewed CNN’s resident M.D., Dr. Sanja Gupta, who reports on a specific stroke victim, Britt Harwe. He refers to an “advocacy group” for other stroke victims of chiropractic, and uses the term “Chiropractic Stroke.”  He also interviews a representative from the American Chiropractic Association who gives a pretty lame presentation.

So, to start off with, the piece is slanted negatively.

Then, the M.D. recommends that viewers only see chiropractors who have been licensed and who have attended chiropractic colleges, which are 2-4 year programs.  I may have missed something, but I have never seen, or heard of a chiropractor who has attended a two year D.C. program. Again, another slant covertly snuck in.

But then I checked: this  lady had a stroke FIFTEEN years ago! CNN is Cable NEWS network.  What about this is news?

To be fair, Gupta had a nice piece about chiropractic a few years ago.  And, not to pick on CNN, as I saw at least one negative article at another network’s web site.

While a stroke can be tragic, as in the case of Ms. Hawre, a quick glance at at least one study shows that chiropractic patients are no more likely to suffer a stroke following chiropractic treatment than they would after visiting their family doctor’s office.

Stroke victims deserve all the help, understanding, and care possible.  The chiropractic profession needs to always honestly review their standards of care for improvement, as does any profession or business.

But for a negatively slanted piece to come out 15 years after the fact belies the real motivation of the report. We have seen the medical establishment try to contain chiropractic in the past. This has been proven in the Wilk’s case.

The chiropractic profession is, and has been, the leader in the Wellness Revolution.  But it has not been easy.  There are and will continue to be sucker punches thrown at you and your patients.

Not supported by pharmaceutical funding, the responsibility of chiropractic public relations has to be shouldered by chiropractors and their professional staff.

I thought I would bring all this up because of your patients.  They hear garbage like this and it can dull their appreciation for chiropractic and what it and you have done for them.

You have to know what you are up against, as do your staff, as do your patients.

Educate them. Stay in the fight. Get a little outraged. It is good for you. Makes you strong. Tell your story and the chiropractic story. Improve your services and pursue your greater purposes.

This is the real point of this post: protect your patients by educating them.  Get them through their care and onto wellness care. Have them join the fight.

We put together a poster regarding strokes in case they bring it up to you for your use in patient education. Down load it and use if you want. You can get more data at the A.C.A. site here.

CNN link


How Do You Start Your Day?

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How do you start your day?

The fact is, the way you start your day will determine, largely, how you end your day.

Start it right and you’ll end it right.

Start late, flustered, groggy, moody, cranky, and your day will be longer, harder, and less productive.

Time and time again, when we work with doctors and their teams on starting their day off correctly, we notice that the patients become happier, the appointment book fills up,  and the doctor feels more in control of her patients.  Just last month, as a matter of fact, one doctor implemented this procedure and hit her highest new patients – ever.

Another doctor gets to the office before his staff and associate doctors and reviews the day’s schedule.  Before the patients come in, he reviews each patient, as needed, and makes sure all patients are set up for the right procedures that day. In spite of the fact that he has several clinics, and a handful of associate partners, it is no wonder he still averages over 1200 visits per month. So can you.

You can start your day any dang way you want, the choice is yours. Actually, you have two choices as diagrammed below.

Some offices call this their morning “huddle”, or “case management” meeting. Whatever you call it, here are some successful procedures to start your day:

1.    Discipline. Make sure that it starts on time. Only have it 2-3 times per week to start with. Keep it simple, FAST, and fun. This will be the biggest hurdle. But, just schedule it and make it happen.

2.    Humor. A staff member should start off with a good joke. For example, the front desk has the first Monday, the doctor on Wednesday, the Accounts CA has to bring a joke for Friday, and so on. It goes on a rotational basis. If this is hard to do, then that is all the more reason to do bring a joke. If you are bad at jokes, again, all the more reason to bring a joke. 🙂  Need a joke? We have a few over here.

3.    Patients. Then, go over each patient that is coming in that day and decide, as needed, what extra should be done with him or her.  For example, does Patient A need a progress exam, need to be scheduled for the care class, another financial consultation, or be seen to schedule her family for no charge “check-ups?”  If your office is seeing over 800 patients that day, probably best to just check over some of the patients — no need to cover each one. Just see if any of the doctors or staff have any input on anyone.[We have seen an 800 visit day. Lots of fun!]

4.    Office. Then, review how the office is progressing towards its goals for the month.

5.    Goals/Visualization. Then, set realistic daily goals, and look at and even visualize not only achieving them, but achieving the weekly and monthly goals as well.

6.    Miscellaneous. No more than two quick minutes for a miscellaneous announcement, if needed.

7.    Motivation. Finally, the clinic director should end off with a patient success story, or something inspirational and motivational. A quote, a story, etc.  We have lots of quotes in the Marketing Manger System computer program. You can also take one Chiropractic Principle each day, discuss it with the staff, and work out ways to apply it that day.

The whole meeting should be done BEFORE patients are seen, and last no more than 15 minutes.  Use it in your group, and use it on your self, and watch your practice grow.

"Good balance of hard facts and philosophy."

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We just finished our Minneapolis seminar and WOW! Not trying to exaggerate here, but it was great.


Highlighting our the seminar was Dr. Peter Kevorkian who gave a rousing presentation. Dr. Peter’s animated talk interwove science, chiropractic history, and practical patient education procedures that both inspired and informed.

Like many of you, I have been to scores, if not hundreds of chiropractic talks (not counting listening to Dave go on and on about insurance companies on our long driving road trips). Dr. Peter was masterful at integrating philosophy and science with the practical nuts and bolts our clients could use to develop their practices. One of the best presentations I have heard.

And like a true leader, he practices what he preaches, seeing well over 3,000 visits per month with his wife, in three days per week. He actually is achieving all three goals and represents our 3 Goals Program well.

Phyllis Frase gave specific tips for staff team members and doctors in her presentation that was energetic and passionate. Dave Michel and I also gave talks that provided sound business and marketing advice.

One doctor almost complained to us that the day after the seminar his staff were so on fire and motivated he could hardly recognize them.

One of the most glowing reports stated that the seminar was a “Good balance of hard facts and philosophy.”

New seminars coming up in Chicago and possibly on the East coast. Stay tuned…

Photos here.

Here are some comments:

Good balance of hard facts and philosophy.

There were many ideas that we could apply in our office.
The information was incredibly useful. We need to recognize that we are in a business.

I also liked the fact that you were punctual. This leaves a huge impression on your company.

Great seminar.

Learned many new ideas. Loved the focus on service — there were many example we can implement that were new and many great reminders. The information was absolutely useful.

Speakers were dynamic and to the point.

Information was entirely useful. I liked the 3 Goals Process and the 9 roles on it. It was a practical seminar – not too much info, not too little. Easily refreshed on some things and good reminders on what to implement.

Great speakers.

Information was very useful. Great job!.

Like the marketing ideas and positive energy.

Information was simple but useful kept short as not to lose focus. Great energy and from the heart .. can feel the passion.

Thank you for a great day of learning how to be better than yesterday. I have really enjoyed going to work so much more since we have joined PM&A these last few months. And, we have gotten busier – so fun!!

It Gets Better Each Time!

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What a Seminar! Our second 3 Goals seminar which was held in Milwaukee was SO much fun that if we knew it was going to be like this, we would have been doing seminars years ago.

With over 60 people attending,with veteran doctors and staff, and rookies as well, the place was rockin’.

Just a note from all of us at PM&A: For those of you who attended – Thank You! We had a great time sharing our information and meeting you all.

Hope to see you again.

Some comments below and pictures here.

First, a kind letter from a veteran office manager of 4 offices:

Dear Ed, David and Phyllis,

Wow!! I was blown away by you guys yesterday, this was information that every chiropractor and chiropractic assistant needs! I have been a C.A. for 23 years, Office Manager for 17 years, and still viewed your seminar as a beneficial learning experience. I have several procedures and marketing ideas that I will be implementing. In my opinion, The 3 Goals Seminar should be a must for any new D.C., the content was invaluable! You guys truly made my experience for the day extraordinary, thank you!

Sincerely,

Cindy S.

Here are some more comments:

“Very energetic , lots of ideas, the CA information was wonderful.”

“The marketing info is going to be helpful.” “Information was clear.” “Lots of energy and like the experience of the presenters.” “Great for new doctors.” “Patient education info was great. Good info on systems and how to keep them in place.” “Great marketing ideas in and out of the office.”

“Financial planning and collections very helpful.” “Marketing strategies were good.” “Liked most how to systematize your office.” “Liked the different types of marketing meetings.” “Information was practical, well organized.” “Clear and numbered structure.”

“I thought it was a great seminar.” “VERY HELPFUL. Lots of information and ideas that can/should be implemented in our office and mission.” “Enjoyed the overall enthusiasm of all speak sand their excitement for wellness/chiropractic.”

“3 Goals System as overall guide for practice success strategy.” “Informative and interesting. I can leave here and work on many things in the office tomorrow.” “Awesome presentation!”

No Soup For Dr. Steve and Staff — One Year!

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Last week I was in Elgin, Il, working with a chiropractor and his staff.

The doctor has a patient who is doing an independent film and used his clinic as a location for filming. The movie includes the actor, Larry Thomas, who is famous for his part in the Seinfeld comedy sitcom as the “Soup Nazi.”

Besides being a reminder to a very funny skit, the lesson here is that a chiropractic office has many uses besides chiropractic care. It can be used for meetings of local associations, workshops, yoga classes,  and many other types of events.  All of these position your facility as an inclusive public location and can get you better known. This film, even if it tanks, will definitly draw attention to Dr. Steve and his services. And if the film becomes a blockbuster… soup and adjustments for everyone!

Watch a clip from the Seinfeld series with the Soup Nazi. Clip.

Leprechaun Appreciation Day

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Just saw a greeting card and emulated their design and idea (thanks www.seltzergoods.com) to create a Kid’s Day promotion.

On Saturday, March 15th your office could offer a couple of hours just for kids. Or, you could spread the special promotion out over a few days and call it Leprechaun Appreciation Week.

Leprechauns are mischievous… just like most kids! (Sample poster.)

There are also other types of St. Pat.’s promotions you can do in your office that are fast, fun, and can be productive. For more ideas. (Link.)

And, just to get you in the mood, here is a little Irish Jig.(Link.)

(Will need speakers.)

Party at Chiroville

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Many mall stores, such as the GAP, Banana Republic, Abercrombie & Fitch, have as part of the office policy to create a party atmosphere in their stores. The idea is that potential shoppers passing through the mall will see happy faces in the stores with the music playing (sometimes extra loud) and feel like they want to join in the party.

The same concept applies to your office. It should always be friendly and inviting. And on occasion, it’s OK to go overboard.

Early this week, one of the chiropractic office’s I visited had a pleasant surprise. I made it through the ice, snow, and sub-freezing temperatures to the front door, took off my heavy coat, and walked into the reception area.

The staff were dressed in summer clothes. Marimba island music was playing. There were palm trees and a fishing net over the front desk. The staff were smiling and one of them asked me if I wanted a fruit smoothie, being told that they were not serving rum this morning.

The sign over the blender and freshly cut fruit said: “Welcome to Chiroville”, alluding to Jimmy Buffet’s Margaritaville. While enjoying my freshly made smoothie, I watched other patients come in from the cold and saw how pleased they were with the friendly change of pace of this special promotion.

The staff seemed to have as much fun with it as the patients. And, as did the doctor!

As a side note, the practice is having its best February ever for new patients.

The moral of the story? If every day was a party at your office, wouldn’t you want be there? Wouldn’t you want to invite all of your friends there too?