October 3, 2025 • 19 mins
Referrals represent the foundation of a thriving chiropractic practice, yet most practitioners leave this crucial growth engine to chance. When patients come to you through a trusted friend or family member, they arrive with pre-established confidence in your abilities and demonstrate significantly higher lifetime value than those acquired through advertising.
The modern practice landscape has pushed many chiropractors toward a model focused on quick-fix therapies and supplemental modalities that create a revolving door of patients seeking minimal visits with rapid results. This approach may generate impressive new patient numbers initially, but it creates a perpetual need for more patients while wearing practitioners down with constant grinding. The path to sustainable practice growth begins with reconnecting to what makes chiropractic truly special – the subluxation model that differentiates you from all other wellness practitioners.
By intentionally creating systems that generate referrals, you transform your practice from one dependent on external marketing to one that grows organically through patient advocacy. Practical strategies like timing your referral requests after patients show positive progress (typically around 8 visits), implementing milestone recognition programs, creating patient success walls, and developing digital testimonial campaigns all contribute to consistent referral generation. The most successful approaches combine in-office systems with strategic online content that showcases real patient transformations.
Your challenge this week: ask just three patients for referrals. This simple action, when repeated consistently and supported by systematic procedures, creates the foundation for a practice that truly refers itself. Want the exact scripts that make asking comfortable and effective? Email info@EnricoD.com for a free PDF guide on referral language that works.
- Join Marketing 101 for Chiropractors Facebook Group here
- Learn more at EnricoD.com
- Book a free discovery call with Enrico to level up your business
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
flow naturally, both inside and outside of your
office and even online.
Referrals are the highestquality new patients you can get
.
They trust you before they evenmeet you.
We know this, but mostchiropractors aren't intentional
about creating them.
Today we're going to fix that.
You have to be intentional onthis.
(00:22):
Referrals really do matter.
They're the backbone of anybusiness really, especially in
service-based industries like us.
Referred patients have a higherlifetime value than
ad-generated ones.
We know this.
If we could just run a referralpractice, we would take that
and run with it all day.
They show up, they commit tocare and they refer others.
They already trust you becausethe trust is transferred from
(00:46):
the family or friend thatreferred them to your office.
Now what has been happeningover the I call it the social
media generation right now, withgetting leads to come in and
getting marketing like that, isthat we try and convert people
at a higher volume with reallycrappy care plans that maybe are
(01:08):
just visit by visit and thepeople that do come in and come
in for a second, third, fourthvisit.
We count them as conversionsand we're like, okay, the ads
are working and they may do likefour shockwave treatments and
they feel better and they'redone.
Then they were happy with you.
The doc did great, the team wasnice, the shockwave technology
(01:29):
worked, or the sound wave orwhatever therapy you're doing
worked.
Now they're going to refertheir pickleball or CrossFit
buddies and they now Jim comesin and Jim's like hey man, my, I
got an elbow Tom sent me andthey're like great, we love Tom,
he's great, thanks forreferring Tom.
And you, you know, send Tom atext and Jim's like hey, man, I
got an elbow Tom sent me.
And they're like great, we loveTom, he's great, thanks for
referring Tom.
And you know, send Tom a textand Tom's like great.
And then now you start on withJim and guess what?
(01:52):
Jim is expecting Threetreatments and he's going to be
better.
And what has been happening overthe last few years we're all
guilty of this is by funnelingthese types of people into three
visit plans.
Now they're not even a plan.
You're just going to visit byvisit.
You start to scratch your headand wonder why you're going
through so many new patients andstill needing more new patients
(02:13):
.
It's because you created abeast with these secondary
modalities that you've leveragedonto your business.
We are guilty of this with redlight therapy.
In our office.
We try and couple it with ourweight loss program, which is
valuable, it's high ticket, itworks, but we sift through a lot
of people that come in and pay49 bucks for one red light
session and are out and wewonder where all these new
(02:35):
patients are coming from.
So that's my admission, myguilt that I'm sharing with you.
In our office we do it too.
We're guilty.
We're not the straight practicethat just does upper cervical
or whatever it is.
We try other things as well,and you may too as well, and you
kind of bounce your head offthe wall and wonder why you're
(02:55):
seeing so many more patients andreferrals and that's the issue
there.
So what I'm talking about isbuilding good systems like on
last week's episode that wetalked about that building good
systems in the office where youare stacking value for people.
And all we have in chiropracticand I don't care what side of
the fence you're on on this isthe subluxation model.
(03:19):
You have to preach this.
You have to preach it likeReggie Gold, like Charlie Kirk,
like Wayne Dyer.
You have to preach this.
This is what differentiates youfrom the PT next door, from the
myofascial therapist, from theholistic practitioner, the
(03:39):
wellness counselor.
I've seen so many unqualifiedpeople pretend to be qualified
now than ever before and theyjust, they run practices.
They have online virtualpractices.
I'm like, what's youraccreditation?
They're like I'm a wellnesscoach.
I'm like, okay, I don't knowwhat that means, but whatever,
nothing knocking that.
I mean I'm just, but withchiropractic, I mean, if we're
(03:59):
just going to fall into thatwhole bucket, what are you?
I'm just a wellness person, I'ma chiropractor.
What does that mean?
What does that actually mean?
Guys, you really have to jumpon this in whichever way works
for you.
I don't know what schools youwent to.
I work with a lot of PalmerLife and Sherman Docs.
I mean, we can talk.
We can talk about this stuff.
There's no pushback.
You start talking to otherpeople National, western USC and
(04:22):
all that stuff and then they'relike what's now?
Come on, we're evidence-based.
I'm like it is allevidence-based joint motion and
fixation.
That's all we do is optimizethat.
We optimize the motion,fixation of spinal joints so
that the nervous system can workoptimally.
Now, call it whatever you wantremove subluxations, remove
fixations.
We have to fix on that message,or your message or your system
(04:46):
that you have.
That is unique.
You need to stick on that andrun with it.
That's how you build areferral-based practice.
We're coming to you for this.
Whatever it is tonal adjustingto help unwind nervous systems
of as young as possible kids sothat they can flourish and
thrive.
For whatever specificconditions that you help with,
(05:08):
the focus has to be there.
This general blanket of justhelping acute pain gets you into
these practices where peopleare unhappy.
Chiropractors are unhappy withthis, whether they're successful
, making money or not.
I've got chiropractors that aredoing great, making money or
not.
I've got chiropractors that aredoing great Taking home,
clearing home.
(05:28):
Home income not gross in thepractice over 300K I mean, that
is a successful chiropractorthat are like dude, I can't keep
doing this.
I'm driving myself into theground, yeah, yeah, that's what
ends up happening because youcreated a beast.
It's a machine that looks goodon paper.
Other people are coming to youroffice like man you're
successful and you're just likedude.
We are grinding, we aregrinding.
There's no glory in this.
(05:49):
We are grinding.
And that's where thefrustration comes from.
And it all comes down to thismarketing, this backbone on.
What are you putting out there?
How are you branding yourself?
You have to follow the thingthat makes you different and you
chose chiropractic.
And ingrained into the DNA ofchiropractic is the removal of
subluxation.
(06:09):
Your job is to find, target andeliminate subluxations from the
spine.
That's what you were trained on.
All the other acute conditionsthat you kind of got tempted to
go down and be the knee guy orthe shoulder guy or the or
whatever it is, the, thepregnancy guy, whatever, gal,
whatever it is.
That's fine too.
It's great.
It's the awesomeness of ourindustry and our scope that has
(06:32):
expanded to allow us to do allthis.
It's very cool, I'm, it'sawesome.
But you're going to feel likeyou're lost because you're not
driving home the thing.
And once you drive home thething, people stay, refer and
pay forever.
They just want to.
We have a lady in our office andmy practice is only seven years
old.
She has spent $43,000 onchiropractic care, nothing else,
(06:54):
none of the other modalitiesthat we do, nothing else.
Her average visit per week islike four.
She comes in and gets checked.
She feels like her Atlas can'thold.
That's her primary focus.
She comes in and gets checked.
She feels like her Atlas can'thold.
That's her primary focus.
She gets checked all the time.
Most of the time she's holding,but she pays.
(07:15):
That's a record for me in mypractice for one person to be
spending that kind of money.
But it just shows you when youzone in and hone in on the thing
and people are like holy and itchanges their lives.
There's no, you're notconvincing anyone.
Many of us have to convinceourselves that what we do
actually works.
How many of you are there whereyou're like, yeah, I'm a
chiropractor and yeah, it'spretty cool, but there's not a
(07:38):
doubt.
I'm not saying you're doubtingthe chiropractor, but there's
like this yeah, it's not.
Is it that great?
That?
That kind of I guess it isdoubt.
That is that's the definitionof doubt.
It's you're doubting.
If it is that great and ittranslates into your practice.
You know home issues arebusiness issues and business
issues are home issues.
They go both ways.
So, clearing up your mind onthat oh man, this turned
philosophical.
I didn't mean to do that.
(07:59):
Referrals Referrals do matter.
They trust you In-officereferral system.
That's going to work.
Ask for referrals proactively.
You got to do it.
Many of you don't even ask.
You're like no, I can't do that.
I'm not like you, enrico, Ican't do that.
I'm like you don't know whatI'm like.
Yeah, I'm in front of amicrophone right now saying what
I need to say and I soundconfident, but in practice I'm
(08:21):
like you too.
There's people that are like,oh, do I really want to push it?
Is it uncomfortable?
Most docs wait and hope thatthey conversation during the
care plan progress checks.
Whenever a check comes in, whatI use is after a few visits,
let's say a past eight visits.
I consider that a good patient,a compliant patient.
(08:42):
They're sticking to the care.
They've done their eight visitswithin that first 30 days or so
.
If it's a twice a week careplan, they're good, they're
doing good At that time.
How's it doing?
They're like, hey, man, I feellike 80%, like that's awesome,
right there.
That's a trigger for me to havea positive feedback.
Typically, what you'll see frompatients is like, oh, it's still
(09:03):
.
You know it's still there.
And they start pointing right,they're not there yet.
I find like if they're stilltalking about the pain, they're
probably not a good umtestimonial yet, or referral yet
.
When they start saying, dude, Ifinally slept or that was
whatever you did last time, thatwas fantastic.
I'm like, boom, I grabbed theGoogle card.
I'm like, hey, can you leave areview about this?
(09:25):
Do you know anyone else withthese types of hip pains?
Gosh, like half the women in mybootcamp are like complaining
of me and hip pain.
I'm like here's six cards, givethem to all six of them.
She's like you know what I do?
I talk about you all the timebut I'm going to give the card
that it works.
The transition is so well inthose moments if you read the
(09:47):
room.
So some other little tips thathave worked for me over the
years.
Use them if you want.
Don't use them if you don'twant to.
The new baby gift box.
We do a lot of pediatrics,prenatal, postnatal care in our
office.
It's a gift box with like aclean hand cream, a belly cream,
a little terry towel, a onesiebranded with our logo on it and
then the front little cute thingon the front for them.
We have them in three month,six month and 12 month sizes.
(10:10):
So you know when they come inand say baby was 11 pounds,
we're like, okay, we're notgoing to give them the three
month one, we're going to sendthem the six month one.
T-shirts for their hundredthadjustment.
Patient success photo walls,people sharing experiences that
feel special to them.
Capturing those moments canreally spark referrals
internally.
(10:30):
Incentives that actually work,that are ethical, non-discounted
, referral-based systems, aremonthly prize draws like gift
baskets, massage guns, localrestaurant cards.
Those are hits, those are allhits.
Patient appreciation days,where patients who bring a guest
get entered into something big.
(10:50):
We used to give away barbecuesin the summers.
We stopped that the last coupleof years.
Barbecues in the summers westopped that the last couple of
years.
One because we did switch intoa new office and it's upgrades.
It's super nice and throwing ina barbecue in there at the
front was just, I think, tacky,so we stopped that.
Boy, was it a hit?
It was huge.
Tons of tickets were put in it.
People loved it.
Emphasize gratitude overgimmicks.
(11:12):
When you do this stuff Onlinereferral growths.
Social proof equals digitalreferrals.
You have to have social proof.
Every testimonial video is areferral on repeat, because you
can just use those videos overand over again.
Train your staff to ask people.
They're listening too.
So when people are raving,would you mind sharing a quick
(11:33):
30 second video about howchiropractic has helped you?
They'll be like yeah, I'll dothat.
The best would be for you tocome into the office one day
when you're all ready for it andwe'll shoot it on our iPhone or
iPad and it'll take like 30seconds of like shooting, but
we'll be there for five minutesto prep you beforehand and then
just to refer, refer it out.
(11:54):
Would you be willing to do that, or would you like to just
shoot it on your own at home?
We'd use that too, but here'sthe script Follow this.
I found Dr D online when I wassuffering from this and this.
I came to them and within thisamount of time I started to feel
better, and now I'm not onlybetter, but I've also found out
(12:15):
that this, this and this hashappened.
I highly recommend, if you'resuffering from anything like
this, to contact Dr D at FullLife Chiropractic and find
relief yourself.
I mean, that's the typicaltemplate that you would teach
them how to do that.
Those are the winners, thoseare the great.
And it's coming from theirmouth about their issue, about
their specific thing, and itjust it's great for a whole
(12:35):
bunch of reasons.
Community content as well.
Share success stories on socialmedia with the permission from
the patient.
So everyone gets a testimonialvideo release form that they
sign, video and picture formthat then it's signed, it's in
their file, it goes out there Ifanyone ever contacts us saying
hey, you know what?
I have second thoughts aboutthat.
Can you take it down?
Don't use it against them.
That Well, you signed, I don'thave to take it down.
(12:56):
Don't do that.
Take it down.
Someone doesn't want to bethere, their kid was involved or
something like that.
Take it down, but we have itthere and legally you could keep
it up.
But this is in case someonereports and says that equals
(13:18):
instant referrals.
You literally post on socialmedia say tag your friends about
this.
That may be having this.
That works really well.
Script your review request.
If you found today helpful,would you take 30 seconds to
review?
Give, leave us a review.
It helps people who are justlike you find our office.
That could be a text, it couldbe an email.
(13:41):
You could send them a link toyour Google review page.
There's so many ways to getthis done.
Referral campaigns these can behighly successful as well.
Quarterly or biannually, bring afriend week, just a week where
you open it up.
It can be during Halloween week, it can be back to school week,
it could be spring break, itcould be mid summer, it can be
(14:03):
any time that you want to do.
Pick one or two weeks a yearwhere it's bring a friend week,
and you just bombard the emailsthat go out a month before.
You're like hey, the week ofOctober 25th through the 31st,
dress up and bring a friend.
Patient appreciation weeks andevents barbecues, smoothie bars,
raffles, kids day, whatever itis that you want to do, these
(14:24):
things can work If you've gotthe time for it.
Your team wants to do stufflike that Online contests tag a
friend who needs better posture.
That equals a giveaway.
If you do it, you're put into.
We see everyone that's taggedor shared it because it's right
there on your feed.
You put all those people into araffle.
They win the basket.
You pick somebody from it andsay hey, tonya, thanks for doing
the.
Tag a friend challenge, youactually won.
(14:47):
You give them a call.
They're like oh my gosh, that'sawesome, thank you.
Segment Referrals don't justhappen, they're engineered and
you know this, I know you knowthis.
You don't know how you do it,but you do it.
As the years go by in practice,you start to just think you're
doing a great job.
People love you and they referto you and you're absolutely
(15:10):
100% correct on that.
But the ego gets in the way onthat.
And then you expect it andunfortunately I don't know what
universal principle this is andhow it works, but when you need
it it doesn't happen.
When you don't think about itand don't need it and you're
thriving, the referrals arepouring in and you're like what
(15:30):
is happening?
We are full, we are busy.
It's funny, when you're busy,you're busy, busy.
And then when you're slow,you're like scary slow.
There's never like this.
We're kind of slow and we'rekind of busy.
It's never.
It's never there that there'slike dude, we don't have time to
any times to slots, to put innew patients.
You're like, how did thathappen?
And then there's other timeslike dude, this is the slowest
week I've had in in years.
(15:50):
What's going on?
I'm panicking here.
Is that how it works like?
You're like well, that'scuriously slow.
What's going on?
And then you know you dissectit and try and figure it out.
And then you panic both ways.
It's funny.
I don't know what universal lawthat is or how that works, but
it just keeps repeating itself.
It keeps happening.
But if you dissect it it'sbecause you ended up focusing on
(16:11):
a couple things.
You had a few good teammeetings in a row, three weeks
in a row, things stuck.
Your team got inspired somehow,some way.
They didn't tell you how, theydidn't know why.
They were just like yeah, youknow what?
I haven't done this in a while.
They forgot to tell you.
Your manager of three yearsjust went out and did it, sent
out an email blast, a couplethings jived up and you got six
(16:32):
reactivations that called in.
Plus you got the phone ringingthat week with six new patients.
Plus the ads brought in sixleads that actually booked and
showed you got 18 new patientsthis week and you're like what
the shnikes you know.
You guys know what I'm talkingabout.
If you've been in business, ithappens, right, but it's not
completely, um, random.
(16:53):
It's not completely random.
There's reasons for it and lifeis so fast that you may not
notice the things you do.
So if you have systems andprocedures that you continuously
follow, it's a recipe forsuccess all the time, because
you're always focusing on thethings that matter.
That's the.
That's what systems andtrainings and weekly meetings
and things with your team thatare so important.
(17:13):
It just keeps everyone usingthe right ingredients every week
to be successful, to bake thecake great every week.
When you don't do that,ingredients are missed, things
are forgotten, and by Fridayyou're like that was the most
disgusting.
What did you guys forget inthat?
And they're like, oh, we forgotthe eggs.
I'm like that is gross, it wasjust a horrible week.
(17:36):
My analogies suck, I'm sorry.
So challenge for you this weekin your office ask three
patients for a referral.
That's it that.
Analogies suck, I'm sorry.
So challenge for you this weekin your office ask three
patients for a referral.
That's it.
That's your challenge.
Do it Just ask three patientsthe first three.
You might get this done onMonday.
You might just be like therewas three great people on Monday
morning.
I asked all three of them andthen, whether it happens or not,
you did it.
You asked them.
(17:57):
But just this week, ask, andI'll have a free resource for
you the referral scripts thatactually work, pdf.
Just email me info atEnricoDcom and say, hey, where's
that referral script?
I want to use that for my teamand myself so I can just stay on
point and put it in my systemsand procedures, so that it's in
my manual for my office, so thatwe can always go back to it
(18:17):
quarterly and review it and belike oh, we forgot to ask for
referrals.
Let's keep asking for referrals.
Just send it that way.
Or if you've got the email eachweek for the reminder for the
podcast, it's there in theattachment.
Just click on that, it's yours.
That's it, guys.
Try it this week.
Ask for three referrals, seehow that goes and get back to me
, leave a comment, say, hey, ourreferrals are going up or our
(18:39):
referrals are going down, byimplementing these one or two
things.
That's how you build success.
Have a great week.
Keep doing what you're doing.
Your community needs you.
We all need you.
Keep up the great work.
flow naturally, both inside and outside of your
office and even online.
Referrals are the highestquality new patients you can get
.
They trust you before they evenmeet you.
We know this, but mostchiropractors aren't intentional
about creating them.
Today we're going to fix that.
You have to be intentional onthis.
(00:22):
Referrals really do matter.
They're the backbone of anybusiness really, especially in
service-based industries like us.
Referred patients have a higherlifetime value than
ad-generated ones.
We know this.
If we could just run a referralpractice, we would take that
and run with it all day.
They show up, they commit tocare and they refer others.
They already trust you becausethe trust is transferred from
(00:46):
the family or friend thatreferred them to your office.
Now what has been happeningover the I call it the social
media generation right now, withgetting leads to come in and
getting marketing like that, isthat we try and convert people
at a higher volume with reallycrappy care plans that maybe are
(01:08):
just visit by visit and thepeople that do come in and come
in for a second, third, fourthvisit.
We count them as conversionsand we're like, okay, the ads
are working and they may do likefour shockwave treatments and
they feel better and they'redone.
Then they were happy with you.
The doc did great, the team wasnice, the shockwave technology
(01:29):
worked, or the sound wave orwhatever therapy you're doing
worked.
Now they're going to refertheir pickleball or CrossFit
buddies and they now Jim comesin and Jim's like hey man, my, I
got an elbow Tom sent me andthey're like great, we love Tom,
he's great, thanks forreferring Tom.
And you, you know, send Tom atext and Jim's like hey, man, I
got an elbow Tom sent me.
And they're like great, we loveTom, he's great, thanks for
referring Tom.
And you know, send Tom a textand Tom's like great.
And then now you start on withJim and guess what?
(01:52):
Jim is expecting Threetreatments and he's going to be
better.
And what has been happening overthe last few years we're all
guilty of this is by funnelingthese types of people into three
visit plans.
Now they're not even a plan.
You're just going to visit byvisit.
You start to scratch your headand wonder why you're going
through so many new patients andstill needing more new patients
(02:13):
.
It's because you created abeast with these secondary
modalities that you've leveragedonto your business.
We are guilty of this with redlight therapy.
In our office.
We try and couple it with ourweight loss program, which is
valuable, it's high ticket, itworks, but we sift through a lot
of people that come in and pay49 bucks for one red light
session and are out and wewonder where all these new
(02:35):
patients are coming from.
So that's my admission, myguilt that I'm sharing with you.
In our office we do it too.
We're guilty.
We're not the straight practicethat just does upper cervical
or whatever it is.
We try other things as well,and you may too as well, and you
kind of bounce your head offthe wall and wonder why you're
(02:55):
seeing so many more patients andreferrals and that's the issue
there.
So what I'm talking about isbuilding good systems like on
last week's episode that wetalked about that building good
systems in the office where youare stacking value for people.
And all we have in chiropracticand I don't care what side of
the fence you're on on this isthe subluxation model.
(03:19):
You have to preach this.
You have to preach it likeReggie Gold, like Charlie Kirk,
like Wayne Dyer.
You have to preach this.
This is what differentiates youfrom the PT next door, from the
myofascial therapist, from theholistic practitioner, the
(03:39):
wellness counselor.
I've seen so many unqualifiedpeople pretend to be qualified
now than ever before and theyjust, they run practices.
They have online virtualpractices.
I'm like, what's youraccreditation?
They're like I'm a wellnesscoach.
I'm like, okay, I don't knowwhat that means, but whatever,
nothing knocking that.
I mean I'm just, but withchiropractic, I mean, if we're
(03:59):
just going to fall into thatwhole bucket, what are you?
I'm just a wellness person, I'ma chiropractor.
What does that mean?
What does that actually mean?
Guys, you really have to jumpon this in whichever way works
for you.
I don't know what schools youwent to.
I work with a lot of PalmerLife and Sherman Docs.
I mean, we can talk.
We can talk about this stuff.
There's no pushback.
You start talking to otherpeople National, western USC and
(04:22):
all that stuff and then they'relike what's now?
Come on, we're evidence-based.
I'm like it is allevidence-based joint motion and
fixation.
That's all we do is optimizethat.
We optimize the motion,fixation of spinal joints so
that the nervous system can workoptimally.
Now, call it whatever you wantremove subluxations, remove
fixations.
We have to fix on that message,or your message or your system
(04:46):
that you have.
That is unique.
You need to stick on that andrun with it.
That's how you build areferral-based practice.
We're coming to you for this.
Whatever it is tonal adjustingto help unwind nervous systems
of as young as possible kids sothat they can flourish and
thrive.
For whatever specificconditions that you help with,
(05:08):
the focus has to be there.
This general blanket of justhelping acute pain gets you into
these practices where peopleare unhappy.
Chiropractors are unhappy withthis, whether they're successful
, making money or not.
I've got chiropractors that aredoing great, making money or
not.
I've got chiropractors that aredoing great Taking home,
clearing home.
(05:28):
Home income not gross in thepractice over 300K I mean, that
is a successful chiropractorthat are like dude, I can't keep
doing this.
I'm driving myself into theground, yeah, yeah, that's what
ends up happening because youcreated a beast.
It's a machine that looks goodon paper.
Other people are coming to youroffice like man you're
successful and you're just likedude.
We are grinding, we aregrinding.
There's no glory in this.
(05:49):
We are grinding.
And that's where thefrustration comes from.
And it all comes down to thismarketing, this backbone on.
What are you putting out there?
How are you branding yourself?
You have to follow the thingthat makes you different and you
chose chiropractic.
And ingrained into the DNA ofchiropractic is the removal of
subluxation.
(06:09):
Your job is to find, target andeliminate subluxations from the
spine.
That's what you were trained on.
All the other acute conditionsthat you kind of got tempted to
go down and be the knee guy orthe shoulder guy or the or
whatever it is, the, thepregnancy guy, whatever, gal,
whatever it is.
That's fine too.
It's great.
It's the awesomeness of ourindustry and our scope that has
(06:32):
expanded to allow us to do allthis.
It's very cool, I'm, it'sawesome.
But you're going to feel likeyou're lost because you're not
driving home the thing.
And once you drive home thething, people stay, refer and
pay forever.
They just want to.
We have a lady in our office andmy practice is only seven years
old.
She has spent $43,000 onchiropractic care, nothing else,
(06:54):
none of the other modalitiesthat we do, nothing else.
Her average visit per week islike four.
She comes in and gets checked.
She feels like her Atlas can'thold.
That's her primary focus.
She comes in and gets checked.
She feels like her Atlas can'thold.
That's her primary focus.
She gets checked all the time.
Most of the time she's holding,but she pays.
(07:15):
That's a record for me in mypractice for one person to be
spending that kind of money.
But it just shows you when youzone in and hone in on the thing
and people are like holy and itchanges their lives.
There's no, you're notconvincing anyone.
Many of us have to convinceourselves that what we do
actually works.
How many of you are there whereyou're like, yeah, I'm a
chiropractor and yeah, it'spretty cool, but there's not a
(07:38):
doubt.
I'm not saying you're doubtingthe chiropractor, but there's
like this yeah, it's not.
Is it that great?
That?
That kind of I guess it isdoubt.
That is that's the definitionof doubt.
It's you're doubting.
If it is that great and ittranslates into your practice.
You know home issues arebusiness issues and business
issues are home issues.
They go both ways.
So, clearing up your mind onthat oh man, this turned
philosophical.
I didn't mean to do that.
(07:59):
Referrals Referrals do matter.
They trust you In-officereferral system.
That's going to work.
Ask for referrals proactively.
You got to do it.
Many of you don't even ask.
You're like no, I can't do that.
I'm not like you, enrico, Ican't do that.
I'm like you don't know whatI'm like.
Yeah, I'm in front of amicrophone right now saying what
I need to say and I soundconfident, but in practice I'm
(08:21):
like you too.
There's people that are like,oh, do I really want to push it?
Is it uncomfortable?
Most docs wait and hope thatthey conversation during the
care plan progress checks.
Whenever a check comes in, whatI use is after a few visits,
let's say a past eight visits.
I consider that a good patient,a compliant patient.
(08:42):
They're sticking to the care.
They've done their eight visitswithin that first 30 days or so
.
If it's a twice a week careplan, they're good, they're
doing good At that time.
How's it doing?
They're like, hey, man, I feellike 80%, like that's awesome,
right there.
That's a trigger for me to havea positive feedback.
Typically, what you'll see frompatients is like, oh, it's still
(09:03):
.
You know it's still there.
And they start pointing right,they're not there yet.
I find like if they're stilltalking about the pain, they're
probably not a good umtestimonial yet, or referral yet
.
When they start saying, dude, Ifinally slept or that was
whatever you did last time, thatwas fantastic.
I'm like, boom, I grabbed theGoogle card.
I'm like, hey, can you leave areview about this?
(09:25):
Do you know anyone else withthese types of hip pains?
Gosh, like half the women in mybootcamp are like complaining
of me and hip pain.
I'm like here's six cards, givethem to all six of them.
She's like you know what I do?
I talk about you all the timebut I'm going to give the card
that it works.
The transition is so well inthose moments if you read the
(09:47):
room.
So some other little tips thathave worked for me over the
years.
Use them if you want.
Don't use them if you don'twant to.
The new baby gift box.
We do a lot of pediatrics,prenatal, postnatal care in our
office.
It's a gift box with like aclean hand cream, a belly cream,
a little terry towel, a onesiebranded with our logo on it and
then the front little cute thingon the front for them.
We have them in three month,six month and 12 month sizes.
(10:10):
So you know when they come inand say baby was 11 pounds,
we're like, okay, we're notgoing to give them the three
month one, we're going to sendthem the six month one.
T-shirts for their hundredthadjustment.
Patient success photo walls,people sharing experiences that
feel special to them.
Capturing those moments canreally spark referrals
internally.
(10:30):
Incentives that actually work,that are ethical, non-discounted
, referral-based systems, aremonthly prize draws like gift
baskets, massage guns, localrestaurant cards.
Those are hits, those are allhits.
Patient appreciation days,where patients who bring a guest
get entered into something big.
(10:50):
We used to give away barbecuesin the summers.
We stopped that the last coupleof years.
Barbecues in the summers westopped that the last couple of
years.
One because we did switch intoa new office and it's upgrades.
It's super nice and throwing ina barbecue in there at the
front was just, I think, tacky,so we stopped that.
Boy, was it a hit?
It was huge.
Tons of tickets were put in it.
People loved it.
Emphasize gratitude overgimmicks.
(11:12):
When you do this stuff Onlinereferral growths.
Social proof equals digitalreferrals.
You have to have social proof.
Every testimonial video is areferral on repeat, because you
can just use those videos overand over again.
Train your staff to ask people.
They're listening too.
So when people are raving,would you mind sharing a quick
(11:33):
30 second video about howchiropractic has helped you?
They'll be like yeah, I'll dothat.
The best would be for you tocome into the office one day
when you're all ready for it andwe'll shoot it on our iPhone or
iPad and it'll take like 30seconds of like shooting, but
we'll be there for five minutesto prep you beforehand and then
just to refer, refer it out.
(11:54):
Would you be willing to do that, or would you like to just
shoot it on your own at home?
We'd use that too, but here'sthe script Follow this.
I found Dr D online when I wassuffering from this and this.
I came to them and within thisamount of time I started to feel
better, and now I'm not onlybetter, but I've also found out
(12:15):
that this, this and this hashappened.
I highly recommend, if you'resuffering from anything like
this, to contact Dr D at FullLife Chiropractic and find
relief yourself.
I mean, that's the typicaltemplate that you would teach
them how to do that.
Those are the winners, thoseare the great.
And it's coming from theirmouth about their issue, about
their specific thing, and itjust it's great for a whole
(12:35):
bunch of reasons.
Community content as well.
Share success stories on socialmedia with the permission from
the patient.
So everyone gets a testimonialvideo release form that they
sign, video and picture formthat then it's signed, it's in
their file, it goes out there Ifanyone ever contacts us saying
hey, you know what?
I have second thoughts aboutthat.
Can you take it down?
Don't use it against them.
That Well, you signed, I don'thave to take it down.
(12:56):
Don't do that.
Take it down.
Someone doesn't want to bethere, their kid was involved or
something like that.
Take it down, but we have itthere and legally you could keep
it up.
But this is in case someonereports and says that equals
(13:18):
instant referrals.
You literally post on socialmedia say tag your friends about
this.
That may be having this.
That works really well.
Script your review request.
If you found today helpful,would you take 30 seconds to
review?
Give, leave us a review.
It helps people who are justlike you find our office.
That could be a text, it couldbe an email.
(13:41):
You could send them a link toyour Google review page.
There's so many ways to getthis done.
Referral campaigns these can behighly successful as well.
Quarterly or biannually, bring afriend week, just a week where
you open it up.
It can be during Halloween week, it can be back to school week,
it could be spring break, itcould be mid summer, it can be
(14:03):
any time that you want to do.
Pick one or two weeks a yearwhere it's bring a friend week,
and you just bombard the emailsthat go out a month before.
You're like hey, the week ofOctober 25th through the 31st,
dress up and bring a friend.
Patient appreciation weeks andevents barbecues, smoothie bars,
raffles, kids day, whatever itis that you want to do, these
(14:24):
things can work If you've gotthe time for it.
Your team wants to do stufflike that Online contests tag a
friend who needs better posture.
That equals a giveaway.
If you do it, you're put into.
We see everyone that's taggedor shared it because it's right
there on your feed.
You put all those people into araffle.
They win the basket.
You pick somebody from it andsay hey, tonya, thanks for doing
the.
Tag a friend challenge, youactually won.
(14:47):
You give them a call.
They're like oh my gosh, that'sawesome, thank you.
Segment Referrals don't justhappen, they're engineered and
you know this, I know you knowthis.
You don't know how you do it,but you do it.
As the years go by in practice,you start to just think you're
doing a great job.
People love you and they referto you and you're absolutely
(15:10):
100% correct on that.
But the ego gets in the way onthat.
And then you expect it andunfortunately I don't know what
universal principle this is andhow it works, but when you need
it it doesn't happen.
When you don't think about itand don't need it and you're
thriving, the referrals arepouring in and you're like what
(15:30):
is happening?
We are full, we are busy.
It's funny, when you're busy,you're busy, busy.
And then when you're slow,you're like scary slow.
There's never like this.
We're kind of slow and we'rekind of busy.
It's never.
It's never there that there'slike dude, we don't have time to
any times to slots, to put innew patients.
You're like, how did thathappen?
And then there's other timeslike dude, this is the slowest
week I've had in in years.
(15:50):
What's going on?
I'm panicking here.
Is that how it works like?
You're like well, that'scuriously slow.
What's going on?
And then you know you dissectit and try and figure it out.
And then you panic both ways.
It's funny.
I don't know what universal lawthat is or how that works, but
it just keeps repeating itself.
It keeps happening.
But if you dissect it it'sbecause you ended up focusing on
(16:11):
a couple things.
You had a few good teammeetings in a row, three weeks
in a row, things stuck.
Your team got inspired somehow,some way.
They didn't tell you how, theydidn't know why.
They were just like yeah, youknow what?
I haven't done this in a while.
They forgot to tell you.
Your manager of three yearsjust went out and did it, sent
out an email blast, a couplethings jived up and you got six
(16:32):
reactivations that called in.
Plus you got the phone ringingthat week with six new patients.
Plus the ads brought in sixleads that actually booked and
showed you got 18 new patientsthis week and you're like what
the shnikes you know.
You guys know what I'm talkingabout.
If you've been in business, ithappens, right, but it's not
completely, um, random.
(16:53):
It's not completely random.
There's reasons for it and lifeis so fast that you may not
notice the things you do.
So if you have systems andprocedures that you continuously
follow, it's a recipe forsuccess all the time, because
you're always focusing on thethings that matter.
That's the.
That's what systems andtrainings and weekly meetings
and things with your team thatare so important.
(17:13):
It just keeps everyone usingthe right ingredients every week
to be successful, to bake thecake great every week.
When you don't do that,ingredients are missed, things
are forgotten, and by Fridayyou're like that was the most
disgusting.
What did you guys forget inthat?
And they're like, oh, we forgotthe eggs.
I'm like that is gross, it wasjust a horrible week.
(17:36):
My analogies suck, I'm sorry.
So challenge for you this weekin your office ask three
patients for a referral.
That's it that.
Analogies suck, I'm sorry.
So challenge for you this weekin your office ask three
patients for a referral.
That's it.
That's your challenge.
Do it Just ask three patientsthe first three.
You might get this done onMonday.
You might just be like therewas three great people on Monday
morning.
I asked all three of them andthen, whether it happens or not,
you did it.
You asked them.
(17:57):
But just this week, ask, andI'll have a free resource for
you the referral scripts thatactually work, pdf.
Just email me info atEnricoDcom and say, hey, where's
that referral script?
I want to use that for my teamand myself so I can just stay on
point and put it in my systemsand procedures, so that it's in
my manual for my office, so thatwe can always go back to it
(18:17):
quarterly and review it and belike oh, we forgot to ask for
referrals.
Let's keep asking for referrals.
Just send it that way.
Or if you've got the email eachweek for the reminder for the
podcast, it's there in theattachment.
Just click on that, it's yours.
That's it, guys.
Try it this week.
Ask for three referrals, seehow that goes and get back to me
, leave a comment, say, hey, ourreferrals are going up or our
(18:39):
referrals are going down, byimplementing these one or two
things.
That's how you build success.
Have a great week.
Keep doing what you're doing.
Your community needs you.
We all need you.
Keep up the great work.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
CrimeLess: Hillbilly Heist
It’s 1996 in rural North Carolina, and an oddball crew makes history when they pull off America’s third largest cash heist. But it’s all downhill from there. Join host Johnny Knoxville as he unspools a wild and woolly tale about a group of regular ‘ol folks who risked it all for a chance at a better life. CrimeLess: Hillbilly Heist answers the question: what would you do with 17.3 million dollars? The answer includes diamond rings, mansions, velvet Elvis paintings, plus a run for the border, murder-for-hire-plots, and FBI busts.