September 26, 2025 • 19 mins
Are you constantly chasing new patients for your chiropractic practice while watching potential patients slip through your fingers? You're not alone. The hard truth many chiropractors face is that pouring more money into generating leads doesn't solve the fundamental issue plaguing most practices.
The number one marketing mistake chiropractors make isn't about attracting attention—it's failing to convert interested prospects into committed patients. Think about it: what good are 50 new leads if only 10 ever schedule an appointment? Or worse, what if they show up once and never return? The math simply doesn't work. A single patient who commits to care and refers others is worth ten times more than multiple qualified leads who never return.
This episode unpacks the critical difference between generating interest and creating lasting patient relationships. We explore how marketing is like industrial fishing—you need systems to sort through what you catch, not just bigger nets. You'll discover why the patient journey should be meticulously designed from first click to care plan acceptance, with specific strategies including pre-framed videos, virtual consults that build trust before the first appointment, and conversion scripts that transform your front desk into powerful advocates for patient care.
Most importantly, you'll learn how to shift your practice from a volume-based approach to a quality-focused system that naturally generates referrals and creates sustainable growth. I share real examples of how chiropractors have transformed their practices by improving conversion rates rather than increasing ad spend, resulting in thousands of dollars in additional monthly revenue.
Ready to transform your approach? Email info@enricod.com for our free "Five-Step Patient Conversion Script for Chiropractors" that you can implement with your team in just five minutes. Stop leaving money on the table and start creating the practice—and the impact—you've always wanted.
- 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
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Welcome back to Marketing 101 for Chiropractors,
the podcast where we simplifythe complex world of marketing
so you can grow your practice,attract your ideal patients and
spend more time doing what youlove helping people live
healthier lives Not golfing, nottraveling, not spending time
with your kids.
Helping people live healthierlives.
(00:23):
You'll see why I emphasize thatToday.
I want to uncover the numberone marketing mistake I see
chiropractors making and, moreimportantly, how to fix it.
This episode could completelychange the way you look at your
practice's growth.
So stick with me to the end,because I have a free resource
I'm going to give you that youcan start using with your team
today, just for listening tothis episode.
(00:45):
Most chiropractors think theirmain problem is that they need
more new patients.
I hear it all the time.
If I could just have 30, 40, 50new patients a month, dr D, my
practice would just take off.
Here's the truth.
You don't have a patientproblem.
You have a conversion andretention problem.
If your practice is gettingleads from Facebook ads, google
(01:05):
ads, health fairs, referrals,screenings, but those people
aren't showing up, or worse,they show up once and they never
commit, then pouring more moneyinto ads isn't going to fix
this big problem.
The mistake we're making iswe're chasing volume over
quality and leads over patience,and it's catching up to the
(01:25):
profession big time.
I was sitting down with acolleague of mine talking and he
was like listen, man, what theheck happens if Facebook or Meta
changes their thing?
How am I going to get newpatients?
And I knew this 10 years agowhen I was thinking about this
and the docs that are workingunder 10 years they haven't seen
anything before that.
They're literally putting alltheir eggs into the meta basket
(01:49):
and they're concerned.
They're like what if the plugis pulled on this?
What happens if somethinghappens?
I'm like it's going to happen.
It happened with google, wheregoogle clicks were killing it.
Now it's so competitive andthat's what's happening here.
It's naturally going to happen.
You can see the panic on theirfaces like what do I have to do
a screening?
I don't ever want to do ascreening, man, I'd rather quit
being a chiropractor.
I'm like whoa, holy smokes,where have we got to?
(02:11):
Where have we gone to in thisprofession to get to this point?
So that's where this podcast iscoming from.
A patient who shows up, commitsto a care plan and refers
someone else is worth 10 timesmore than 10 qualified leads who
never return.
We have to think about that.
How do we capture those people?
(02:32):
And lead conversion is likefishing.
It's like big, big industrialfishing, not just you casting
one line at a time.
This is like the mega nets youthrow that stuff out into the
ocean and you pull over time andyou pull in and you sift
through the leads.
You sift through what you got.
You'll catch a Tudor Bingo.
(02:55):
If you don't, you sift throughthe other leads.
But if you're catching mackereland trout and other stuff that
are in there, they're viableleads.
These are good.
The other stuff that are inthere, they're viable leads.
These are good.
The other stuff the sardines,the anchovies yeah, we get it.
We might not the tires and thelicense plates you throw away.
But that's what we need to befocusing on.
(03:19):
The best marketing you can doisn't always about the reach.
It's about creating a patientexperience and process that
converts these people in.
Think about this what good is50 new leads if only 10 ever
make it into care, make anappointment?
Instead, what if you had 15leads but 12 became long-term
(03:39):
patients and referred theirfriends and family?
That's how you build asustainable practice.
The real secret isn't marketinglike this.
Actually, marketing doesn'tstop when someone just clicks
your ad.
This is where it all begins.
I want you to change this.
It's like, okay, I'm going tobuild this machine.
This is what I helpchiropractors do for all these
(04:01):
years to build the machine, themachine build it.
Then they either don't use themachine or they take off with it
.
They run with it and theyunderstand it's a tool.
Then they can use other methodsto funnel into the machine and
build the nurturing process.
That was my vision from thevery beginning with all this
Create systems that your teamknows, sops that your team
(04:23):
follows.
Not automations just on your CRMthat's just built in, that's
the easy stuff, but automationsthat your team follows and
systems that your team followsto nurture all new patients, not
just leads from Facebook.
You shouldn't be treating themany different than the referral
from Ms Jones that has beenfantastic in your practice for
the last six years.
So we got to talk about how tofix this.
(04:46):
We got to fix the thoughtprocess and we got to fix the
process itself, the systems.
Here's the journey yourpatients should be taking and
this is what you need to thinkwhen you create every ad and
when you create every system inyour practice is number one.
They see your ad somewhere,whatever you're doing Google ads
, meta ads, instagram, whereverthey see it, they see it.
It should educate and buildtrust, not just push the
(05:09):
discount.
This is where you guys aregetting so frustrated on is I
don't want to do these $29 examsanymore.
Yeah, I don't blame you.
You'll get a bunch of $29 leads, but they're one and out.
You know this, you've learnedthis.
They're looking for thediscounts because everyone's
running this, the joint'srunning it, everyone's running
it.
Send them to the joint.
The joint's built for that.
They're built for the one andout, or they even have a better
(05:32):
SOP system than you do.
They've got literally nothingin the practice except a
chiropractor and their hands andthey do a $29 thing.
And then they're like, hey, for79 bucks, you can sign up for
the whole month and we'll seethey're doing a better job than
any of you guys are doing Now.
The cost per average visit islow and yada, yada, yada
(05:54):
overhead and all that stuff.
Fine, they're a corporationwith cash that has, unlike you,
that lives.
Your family lives off yourbusiness, which is different.
The EBITDAs are different inthose corporations but you got
to take their system SOP manualsway better than yours and
that's the fact because theyzoned in on it.
So now you're competing $29 newpatient exams with the joint.
(06:21):
They book an appointment.
That's step two.
Your follow-up system shouldconfirm and remind them.
That's where automations arekicked in.
They show up.
That's the whole point of themarketing, right?
The SCRM.
You have the texts, the phonecalls.
Your team's calling trying toget them to book that
appointment and get them to showup with the reminders.
Right, that's not where thework is done, that's where the
(06:42):
work begins.
They show up.
They should already know whoyou are and what you do before
they walk in.
If you're doing simplistic ads,you need to add in the virtual
consult bridge before that firstexam.
So your team just worked hard,your CA, jessica.
She worked so hard to get themin.
They got in, they responded,they answered her voicemail, she
(07:04):
sent them the paperwork and,hallelujah, they filled out the
paperwork.
It came back.
She's like oh my gosh, thisFacebook ad.
We got it, dr C.
We got the ad coming intomorrow, friday.
Well, what ends up happening istonight she called the guy Larry
that booked in.
Larry, hey, great to see you.
(07:24):
You're all confirmed fortomorrow.
Thanks for following up with us.
We're so excited to see you.
Is it okay if Dr C calls youtonight when he's done working
on a shift at six o'clock?
He just takes five minutes,talks to you, gets to know you a
little bit, see what theproblem is, making sure that
tomorrow we can actually dosomething to help you.
That's it, and really what itis is OPQRST.
You can get that done on thevirtual consult.
It takes five minutes, folks.
I've been doing this for yearsFive minutes.
(07:45):
Hey, larry, it's Dr D.
How you doing, man?
I'm seeing you tomorrow at letme check, you're 215.
215,.
You're booked in.
I'm excited to see you.
Tell me what's going on.
How can I prepare tomorrow foryou, or do you think I'm even
the right person to see?
Well, I don't know, doc, I gotthis pain shooting down my leg.
Ba-ba-ba-ba-ba-ba-ba-ba-ba-ba.
(08:08):
You're going to help you.
We're going to make you feelbetter.
I'm going to take some x-raystomorrow when you come in, just
so you're prepared.
It takes about 60 seconds to doit.
It's going to quickly show methe joints and we'll see what's
going on there.
Barring anything radical that'shappening there, I think we can
help you.
If not, I can send you for anMRI and we can still help you.
But it sounds like you found theright place.
I'm excited for this and youthis.
And he jumped on our promo.
(08:28):
This is fantastic 99 buckstypically $250 to do all that.
That's fantastic.
I'm glad you're coming in.
Take advantage of that promo,get you on board for 99 bucks
and let's see what it's going totake to really fix the problem
so that you're not just in painforever.
Does that sound good?
And they're like yeah, I'mexcited, man, thank you.
That's how the mostconversations go.
Everyone's excited becausethey're on the phone.
The ones that are not excitedare the ones that don't respond.
(08:49):
Yeah, we know that.
Great, keep working on it.
That virtual consult Now, dr D,they know my name.
They're coming in tomorrow.
I'm going to help you, I'mgoing to take some x-rays, I'm
going to do this, I do somethermal scans, you're preparing
them.
So when they come in and ouroffice is beautiful, they walk
in, they're like woo, yes, thisis cool.
And then they Brittany, is thatyou on the phone?
(09:12):
Yeah, that was me talking toyou.
Great.
And then like it's just thisrep.
So, and that's where it begins.
Once they sit down, now itbegins.
Yes, it's your job.
A day one is no different thanany other patient, from whatever
source they come from.
You give them your best, butthe follow-up is what is so
important.
On this, larry, good news, badnews Good news definitely can
(09:33):
help you.
I do this all the time,unfortunately.
The bad news is this is goingto take some work, man.
We got degeneration in the lefthip joint.
It's not surgical.
I don't think you need a hipreplacement and we're going to
make sure it stays that way forthe rest of your life.
But this torsion in your pelvissee this twisting this left
side of the hip and the rightside of the hip the left side
looks bigger.
It's an optical illusion.
(09:54):
On the x-ray it's really justbecause your torque so much
you're coming towards the screen.
That's what's going on there.
We gotta take that torque outof the pelvis.
We're gonna do a lot of sacraland pelvic adjusting for you.
This is gonna take time.
Muscle memory is gonna fightwith us on this.
It's gonna take repetitivevisits over time, but I'm going
to make them exciting.
You got to do some homeworkwith some stretching and use
some heat and I promise you,over the next six weeks you're
going to have fantastic results.
(10:15):
You're going to start feelingbetter, probably in a few weeks,
but we're going to do this forsix to eight weeks and then I
want to take another x-ray andmake sure the torsion is out of
the pelvis.
If it's not out, you're justgoing to go right back into this
.
In six months from now, you'regoing to be in the exact same
pain.
Does that make sense?
Oh yeah, that makes.
That's it.
That's my day.
That's my day too.
That's it.
Here you go.
Here's a 24 visit for all yousuckers out there.
(10:36):
Here's a 48 visit care plan,larry.
It's $4,400.
It's going to take eight monthsand we're going to work through
this.
I don't care what you thinkabout me or what you think about
the 48 visit plan, but I dothem all the time.
If I know I can't get thisperson better in six weeks, why
would I give them a 12 visitplan?
So that's a different podcastfor a different day.
Jerks, they say yes to care Now.
(11:00):
They say yes to care Now westart baking the cake.
Now we're doing it.
Your consult, your consultation, your exam and report should
inspire confidence andcommitment to them.
I gave you a typical structuralthing that you see in your
office rotation of the pelvis,hip DGAD, L5, dgad, whatever.
(11:21):
All this stuff I gave you.
What you typically see you cantranslate to the cervical.
I think those are easy homeruns.
Easy home runs, those ones.
I love the neural stuff, theneural tone stuff.
Now you blow their mind.
Now you absolutely blow theirmind.
Internal torsion, tone of thenervous system, tension on the
spinal cord, cranial movement,sacral movement tension.
(11:42):
Guitar strings are too tightand you can't even play a note
because your guitar strings areso tight.
We're going to loosen theseguitar strings.
We're going to bring the systemback in balance.
We're going to redo yourthermal HRV and static EMG scans
to show you change.
It's going to happen over timeand we need to repeat those
scans every probably three timesto see what's going on.
We do them every 12 visits.
So 12 times three, 36 visits.
We're gonna do that.
(12:11):
That's what we're going to doand you're going to notice some
sleep changes.
Through the sleep You're goingto sleep better.
That's how your nervous systemis going to regulate and then
that's how we're in that guyslike four minutes, four minute
ROFs.
There's your tonal example.
There's your structural exampleand I'm sure you can do the
rest, and I'm not any smarterthan any of you.
Some of you are geniuses andcan do a way better job than I
can.
There's no reason why that'sthe marketing plan.
Now they're excited for thiscare.
They're like oh my God, mytoughest cases are scoliosis.
Those are so tough 48, 60 visitplans, months of care and I
(12:37):
just keep my fingers crossedthat we can change these curves
with all the homework and allthe work we do for them.
I don't do a lot of it, butthose ones are tough.
Those are structured.
Now you're trying to promisethem we're going to make some
changes in the curve.
Those are tough.
Those are tough promises tomake, but the rest pretty good.
They stay, they pay and theyrefer.
Are they finishing these plans?
(12:58):
Are they referring?
I just had a lady yesterdaybrought in her daughter.
She's starting care there.
Her POTS symptoms are undercontrol for the first time in
her life.
She's like I tell everyoneabout you.
She was a Facebook ad probablyabout a month or two ago, and
you see that and you're likeokay, here we go, now we're
doing the conversion thing.
(13:18):
It's turned into this.
She's on her second plan, herdaughter's starting on a plan,
her husband joined on intowellness.
The whole family is gettingcare.
That is how you do it, but it'sthe reason why that works is
because the SOP is there.
The systems and procedures areironclad for your team to follow
.
Does everyone fit in there?
(13:40):
No, do you have off days?
Yeah, do you wish you couldhave that pitch back and swing
again?
Yes, it happens.
Sometimes you were off, youknew this patient needed it and
you just didn't give them 100%.
You were intimidated or youdidn't want to be intimidating,
whatever it is.
That's where it all goes, andI've been working with two
(14:00):
chiropractors that have beenstruggling with this.
We got the front end fixed.
Yes, we're getting them 50, 60leads a month on Facebook Great.
But they're getting like six to10 to 11 new patients a month
coming in from that.
But the conversion rates wentup, where 10 out of 11 are
signing on to care plans, and Itold him now that we've been
working for three months, I'mlike, okay, well, what's the
numbers?
I do, we're making an extra$14,000 a month that I can
(14:23):
legitimately see from the ads.
But that I can legitimately seefrom the ads.
But thank you for conversion,because that first month he was
like dude.
We got like one patient in butit was an issue there.
I told him if you're going towork this hard to convert people
just to come in, shouldn't youwork harder once they're in?
Most chiropractors are giving upat that new patient.
They're like gotcha, you're in,got the fish, took it out of
(14:45):
the net, threw it on the ice.
Successful day of fishing?
Not really.
Did you check the fish?
Are you going to nurture thefish?
Are we going to do the right?
Are you going to fillet it?
Are you going to prepare itproperly so it makes it back to
shore so you can eat it or sellit or whatever you're doing?
There's more steps to theprocess than just catching the
fish.
So here's some practicalstrategies that I got for you
(15:08):
three of them to fix yourmarketing mistakes.
Number one use pre-framed videosin your ads.
Create short, one to two minutewelcome videos.
Send them to every new leadbefore their first appointment.
In the video you introduceyourself, you explain what to
expect and you share a quicksuccess story.
This builds trust instantly, soyou don't have to do all the
(15:30):
virtual calls.
I still love the virtualconsoles and I will continue to
do them.
Automate your nurture, set uptext and email sequences that
confirm the appointment,educates the patients and
reduces no-shows.
Even simple reminders like hey,this is Dr D, I can't wait to
meet you tomorrow at 4 pm, bringany questions you have Can just
(15:50):
dramatically increase your showup rates.
Another one is hey, are yougoing to bring anyone else to
take advantage of this $99 offer?
Spouse, family member, friend?
We had a lady bring in herfriend.
Two of them Both jumped on me.
I said hey, for $99, we'regoing to try this.
They're and her friend, two ofthem both jumped on me.
I say hey, for 99 bucks, we'regoing to try this.
(16:10):
I'm like great.
Train your front desk with aconversion script.
The way your team answers thephone or greets a walk-in can
make or break the patientjourney.
We strictly hire bubbly peopleto answer our phones.
There's no exception.
If you're monotone or you haveoff days, boom, you're off the
phone or you're fired One or theother.
We find something else for youto do or we find someone else.
We've put together a freeresource for you called the
(16:32):
Five-Step Patient ConversionScript for Chiropractors.
It's a simple, one-page scriptyou can train your staff with,
immediately Email me at info atenricodcom.
I'll send it to you.
Or if you got the emailreminder about this podcast
episode, it's right there.
We put it right in theattachment for you and click on
that.
If not, just email us, we'llsend it to you.
(16:54):
Or if you haven't, and thenI'll put you on the marketing
list so you get the email everyFriday of the new episode and if
there's any attachments, you'llautomatically get them from now
on out.
So let's recap this episode.
We want to wrap up and we wantto call to action.
With everything that we do,most chiropractors don't have a
lead problem.
(17:14):
They have a conversion problem.
Fix the funnel, create anexperience that builds trust and
focus on quality patients overquantity of leads.
If you're doing the $29 exams,you're going to have to sift
through more junk.
It's just the way it is.
I want to give you that freeresource, so just reach out to
(17:35):
us at infoandenricodecom.
Follow those steps.
It'll take five minutes toimplement with your team.
Give it to your front desk,give it to your manager, give it
to somebody, give it to them atthe next training this week and
tell them hey we, how are we,how are we going to?
How are we going to up our gamewith our marketing, no matter
what marketing that you do, evenif you're a referral based
practice.
How do we up it 5%?
(17:55):
How do we increase what we do5%?
What that was that 5% going totranslate to?
Is it 5% increase incollections is going to be 5%
increase in referrals.
What is that going to end updoing?
Think about it.
Go there and if you have anyquestions or any tidbits, or if
you are successful in some typeof conversion in your office
that you know you are, butyou're one of those quiet types.
(18:17):
You don't run your ownconsulting company, you don't do
anything, you just keep being achiropractor and you know
you're good at it.
Go into the group Marketing 101for Chiropractors and jot down
a comment and just say, hey,we're really successful at doing
it like this because we do thisA and B and put it in there.
You may help somebody for free,like just reading that.
They'll be like, oh man, what agreat idea.
Or they might reach out to youand they might just send you a
(18:39):
DM and say, hey, can you tell memore about that?
How do you guys implement that?
That's pretty cool there,that's.
Welcome back to Marketing 101 for Chiropractors,
the podcast where we simplifythe complex world of marketing
so you can grow your practice,attract your ideal patients and
spend more time doing what youlove helping people live
healthier lives Not golfing, nottraveling, not spending time
with your kids.
Helping people live healthierlives.
(00:23):
You'll see why I emphasize thatToday.
I want to uncover the numberone marketing mistake I see
chiropractors making and, moreimportantly, how to fix it.
This episode could completelychange the way you look at your
practice's growth.
So stick with me to the end,because I have a free resource
I'm going to give you that youcan start using with your team
today, just for listening tothis episode.
(00:45):
Most chiropractors think theirmain problem is that they need
more new patients.
I hear it all the time.
If I could just have 30, 40, 50new patients a month, dr D, my
practice would just take off.
Here's the truth.
You don't have a patientproblem.
You have a conversion andretention problem.
If your practice is gettingleads from Facebook ads, google
(01:05):
ads, health fairs, referrals,screenings, but those people
aren't showing up, or worse,they show up once and they never
commit, then pouring more moneyinto ads isn't going to fix
this big problem.
The mistake we're making iswe're chasing volume over
quality and leads over patience,and it's catching up to the
(01:25):
profession big time.
I was sitting down with acolleague of mine talking and he
was like listen, man, what theheck happens if Facebook or Meta
changes their thing?
How am I going to get newpatients?
And I knew this 10 years agowhen I was thinking about this
and the docs that are workingunder 10 years they haven't seen
anything before that.
They're literally putting alltheir eggs into the meta basket
(01:49):
and they're concerned.
They're like what if the plugis pulled on this?
What happens if somethinghappens?
I'm like it's going to happen.
It happened with google, wheregoogle clicks were killing it.
Now it's so competitive andthat's what's happening here.
It's naturally going to happen.
You can see the panic on theirfaces like what do I have to do
a screening?
I don't ever want to do ascreening, man, I'd rather quit
being a chiropractor.
I'm like whoa, holy smokes,where have we got to?
(02:11):
Where have we gone to in thisprofession to get to this point?
So that's where this podcast iscoming from.
A patient who shows up, commitsto a care plan and refers
someone else is worth 10 timesmore than 10 qualified leads who
never return.
We have to think about that.
How do we capture those people?
(02:32):
And lead conversion is likefishing.
It's like big, big industrialfishing, not just you casting
one line at a time.
This is like the mega nets youthrow that stuff out into the
ocean and you pull over time andyou pull in and you sift
through the leads.
You sift through what you got.
You'll catch a Tudor Bingo.
(02:55):
If you don't, you sift throughthe other leads.
But if you're catching mackereland trout and other stuff that
are in there, they're viableleads.
These are good.
The other stuff that are inthere, they're viable leads.
These are good.
The other stuff the sardines,the anchovies yeah, we get it.
We might not the tires and thelicense plates you throw away.
But that's what we need to befocusing on.
(03:19):
The best marketing you can doisn't always about the reach.
It's about creating a patientexperience and process that
converts these people in.
Think about this what good is50 new leads if only 10 ever
make it into care, make anappointment?
Instead, what if you had 15leads but 12 became long-term
(03:39):
patients and referred theirfriends and family?
That's how you build asustainable practice.
The real secret isn't marketinglike this.
Actually, marketing doesn'tstop when someone just clicks
your ad.
This is where it all begins.
I want you to change this.
It's like, okay, I'm going tobuild this machine.
This is what I helpchiropractors do for all these
(04:01):
years to build the machine, themachine build it.
Then they either don't use themachine or they take off with it
.
They run with it and theyunderstand it's a tool.
Then they can use other methodsto funnel into the machine and
build the nurturing process.
That was my vision from thevery beginning with all this
Create systems that your teamknows, sops that your team
(04:23):
follows.
Not automations just on your CRMthat's just built in, that's
the easy stuff, but automationsthat your team follows and
systems that your team followsto nurture all new patients, not
just leads from Facebook.
You shouldn't be treating themany different than the referral
from Ms Jones that has beenfantastic in your practice for
the last six years.
So we got to talk about how tofix this.
(04:46):
We got to fix the thoughtprocess and we got to fix the
process itself, the systems.
Here's the journey yourpatients should be taking and
this is what you need to thinkwhen you create every ad and
when you create every system inyour practice is number one.
They see your ad somewhere,whatever you're doing Google ads
, meta ads, instagram, whereverthey see it, they see it.
It should educate and buildtrust, not just push the
(05:09):
discount.
This is where you guys aregetting so frustrated on is I
don't want to do these $29 examsanymore.
Yeah, I don't blame you.
You'll get a bunch of $29 leads, but they're one and out.
You know this, you've learnedthis.
They're looking for thediscounts because everyone's
running this, the joint'srunning it, everyone's running
it.
Send them to the joint.
The joint's built for that.
They're built for the one andout, or they even have a better
(05:32):
SOP system than you do.
They've got literally nothingin the practice except a
chiropractor and their hands andthey do a $29 thing.
And then they're like, hey, for79 bucks, you can sign up for
the whole month and we'll seethey're doing a better job than
any of you guys are doing Now.
The cost per average visit islow and yada, yada, yada
(05:54):
overhead and all that stuff.
Fine, they're a corporationwith cash that has, unlike you,
that lives.
Your family lives off yourbusiness, which is different.
The EBITDAs are different inthose corporations but you got
to take their system SOP manualsway better than yours and
that's the fact because theyzoned in on it.
So now you're competing $29 newpatient exams with the joint.
(06:21):
They book an appointment.
That's step two.
Your follow-up system shouldconfirm and remind them.
That's where automations arekicked in.
They show up.
That's the whole point of themarketing, right?
The SCRM.
You have the texts, the phonecalls.
Your team's calling trying toget them to book that
appointment and get them to showup with the reminders.
Right, that's not where thework is done, that's where the
(06:42):
work begins.
They show up.
They should already know whoyou are and what you do before
they walk in.
If you're doing simplistic ads,you need to add in the virtual
consult bridge before that firstexam.
So your team just worked hard,your CA, jessica.
She worked so hard to get themin.
They got in, they responded,they answered her voicemail, she
(07:04):
sent them the paperwork and,hallelujah, they filled out the
paperwork.
It came back.
She's like oh my gosh, thisFacebook ad.
We got it, dr C.
We got the ad coming intomorrow, friday.
Well, what ends up happening istonight she called the guy Larry
that booked in.
Larry, hey, great to see you.
(07:24):
You're all confirmed fortomorrow.
Thanks for following up with us.
We're so excited to see you.
Is it okay if Dr C calls youtonight when he's done working
on a shift at six o'clock?
He just takes five minutes,talks to you, gets to know you a
little bit, see what theproblem is, making sure that
tomorrow we can actually dosomething to help you.
That's it, and really what itis is OPQRST.
You can get that done on thevirtual consult.
It takes five minutes, folks.
I've been doing this for yearsFive minutes.
(07:45):
Hey, larry, it's Dr D.
How you doing, man?
I'm seeing you tomorrow at letme check, you're 215.
215,.
You're booked in.
I'm excited to see you.
Tell me what's going on.
How can I prepare tomorrow foryou, or do you think I'm even
the right person to see?
Well, I don't know, doc, I gotthis pain shooting down my leg.
Ba-ba-ba-ba-ba-ba-ba-ba-ba-ba.
(08:08):
You're going to help you.
We're going to make you feelbetter.
I'm going to take some x-raystomorrow when you come in, just
so you're prepared.
It takes about 60 seconds to doit.
It's going to quickly show methe joints and we'll see what's
going on there.
Barring anything radical that'shappening there, I think we can
help you.
If not, I can send you for anMRI and we can still help you.
But it sounds like you found theright place.
I'm excited for this and youthis.
And he jumped on our promo.
(08:28):
This is fantastic 99 buckstypically $250 to do all that.
That's fantastic.
I'm glad you're coming in.
Take advantage of that promo,get you on board for 99 bucks
and let's see what it's going totake to really fix the problem
so that you're not just in painforever.
Does that sound good?
And they're like yeah, I'mexcited, man, thank you.
That's how the mostconversations go.
Everyone's excited becausethey're on the phone.
The ones that are not excitedare the ones that don't respond.
(08:49):
Yeah, we know that.
Great, keep working on it.
That virtual consult Now, dr D,they know my name.
They're coming in tomorrow.
I'm going to help you, I'mgoing to take some x-rays, I'm
going to do this, I do somethermal scans, you're preparing
them.
So when they come in and ouroffice is beautiful, they walk
in, they're like woo, yes, thisis cool.
And then they Brittany, is thatyou on the phone?
(09:12):
Yeah, that was me talking toyou.
Great.
And then like it's just thisrep.
So, and that's where it begins.
Once they sit down, now itbegins.
Yes, it's your job.
A day one is no different thanany other patient, from whatever
source they come from.
You give them your best, butthe follow-up is what is so
important.
On this, larry, good news, badnews Good news definitely can
(09:33):
help you.
I do this all the time,unfortunately.
The bad news is this is goingto take some work, man.
We got degeneration in the lefthip joint.
It's not surgical.
I don't think you need a hipreplacement and we're going to
make sure it stays that way forthe rest of your life.
But this torsion in your pelvissee this twisting this left
side of the hip and the rightside of the hip the left side
looks bigger.
It's an optical illusion.
(09:54):
On the x-ray it's really justbecause your torque so much
you're coming towards the screen.
That's what's going on there.
We gotta take that torque outof the pelvis.
We're gonna do a lot of sacraland pelvic adjusting for you.
This is gonna take time.
Muscle memory is gonna fightwith us on this.
It's gonna take repetitivevisits over time, but I'm going
to make them exciting.
You got to do some homeworkwith some stretching and use
some heat and I promise you,over the next six weeks you're
going to have fantastic results.
(10:15):
You're going to start feelingbetter, probably in a few weeks,
but we're going to do this forsix to eight weeks and then I
want to take another x-ray andmake sure the torsion is out of
the pelvis.
If it's not out, you're justgoing to go right back into this
.
In six months from now, you'regoing to be in the exact same
pain.
Does that make sense?
Oh yeah, that makes.
That's it.
That's my day.
That's my day too.
That's it.
Here you go.
Here's a 24 visit for all yousuckers out there.
(10:36):
Here's a 48 visit care plan,larry.
It's $4,400.
It's going to take eight monthsand we're going to work through
this.
I don't care what you thinkabout me or what you think about
the 48 visit plan, but I dothem all the time.
If I know I can't get thisperson better in six weeks, why
would I give them a 12 visitplan?
So that's a different podcastfor a different day.
Jerks, they say yes to care Now.
(11:00):
They say yes to care Now westart baking the cake.
Now we're doing it.
Your consult, your consultation, your exam and report should
inspire confidence andcommitment to them.
I gave you a typical structuralthing that you see in your
office rotation of the pelvis,hip DGAD, L5, dgad, whatever.
(11:21):
All this stuff I gave you.
What you typically see you cantranslate to the cervical.
I think those are easy homeruns.
Easy home runs, those ones.
I love the neural stuff, theneural tone stuff.
Now you blow their mind.
Now you absolutely blow theirmind.
Internal torsion, tone of thenervous system, tension on the
spinal cord, cranial movement,sacral movement tension.
(11:42):
Guitar strings are too tightand you can't even play a note
because your guitar strings areso tight.
We're going to loosen theseguitar strings.
We're going to bring the systemback in balance.
We're going to redo yourthermal HRV and static EMG scans
to show you change.
It's going to happen over timeand we need to repeat those
scans every probably three timesto see what's going on.
We do them every 12 visits.
So 12 times three, 36 visits.
We're gonna do that.
(12:11):
That's what we're going to doand you're going to notice some
sleep changes.
Through the sleep You're goingto sleep better.
That's how your nervous systemis going to regulate and then
that's how we're in that guyslike four minutes, four minute
ROFs.
There's your tonal example.
There's your structural exampleand I'm sure you can do the
rest, and I'm not any smarterthan any of you.
Some of you are geniuses andcan do a way better job than I
can.
There's no reason why that'sthe marketing plan.
Now they're excited for thiscare.
They're like oh my God, mytoughest cases are scoliosis.
Those are so tough 48, 60 visitplans, months of care and I
(12:37):
just keep my fingers crossedthat we can change these curves
with all the homework and allthe work we do for them.
I don't do a lot of it, butthose ones are tough.
Those are structured.
Now you're trying to promisethem we're going to make some
changes in the curve.
Those are tough.
Those are tough promises tomake, but the rest pretty good.
They stay, they pay and theyrefer.
Are they finishing these plans?
(12:58):
Are they referring?
I just had a lady yesterdaybrought in her daughter.
She's starting care there.
Her POTS symptoms are undercontrol for the first time in
her life.
She's like I tell everyoneabout you.
She was a Facebook ad probablyabout a month or two ago, and
you see that and you're likeokay, here we go, now we're
doing the conversion thing.
(13:18):
It's turned into this.
She's on her second plan, herdaughter's starting on a plan,
her husband joined on intowellness.
The whole family is gettingcare.
That is how you do it, but it'sthe reason why that works is
because the SOP is there.
The systems and procedures areironclad for your team to follow
.
Does everyone fit in there?
(13:40):
No, do you have off days?
Yeah, do you wish you couldhave that pitch back and swing
again?
Yes, it happens.
Sometimes you were off, youknew this patient needed it and
you just didn't give them 100%.
You were intimidated or youdidn't want to be intimidating,
whatever it is.
That's where it all goes, andI've been working with two
(14:00):
chiropractors that have beenstruggling with this.
We got the front end fixed.
Yes, we're getting them 50, 60leads a month on Facebook Great.
But they're getting like six to10 to 11 new patients a month
coming in from that.
But the conversion rates wentup, where 10 out of 11 are
signing on to care plans, and Itold him now that we've been
working for three months, I'mlike, okay, well, what's the
numbers?
I do, we're making an extra$14,000 a month that I can
(14:23):
legitimately see from the ads.
But that I can legitimately seefrom the ads.
But thank you for conversion,because that first month he was
like dude.
We got like one patient in butit was an issue there.
I told him if you're going towork this hard to convert people
just to come in, shouldn't youwork harder once they're in?
Most chiropractors are giving upat that new patient.
They're like gotcha, you're in,got the fish, took it out of
(14:45):
the net, threw it on the ice.
Successful day of fishing?
Not really.
Did you check the fish?
Are you going to nurture thefish?
Are we going to do the right?
Are you going to fillet it?
Are you going to prepare itproperly so it makes it back to
shore so you can eat it or sellit or whatever you're doing?
There's more steps to theprocess than just catching the
fish.
So here's some practicalstrategies that I got for you
(15:08):
three of them to fix yourmarketing mistakes.
Number one use pre-framed videosin your ads.
Create short, one to two minutewelcome videos.
Send them to every new leadbefore their first appointment.
In the video you introduceyourself, you explain what to
expect and you share a quicksuccess story.
This builds trust instantly, soyou don't have to do all the
(15:30):
virtual calls.
I still love the virtualconsoles and I will continue to
do them.
Automate your nurture, set uptext and email sequences that
confirm the appointment,educates the patients and
reduces no-shows.
Even simple reminders like hey,this is Dr D, I can't wait to
meet you tomorrow at 4 pm, bringany questions you have Can just
(15:50):
dramatically increase your showup rates.
Another one is hey, are yougoing to bring anyone else to
take advantage of this $99 offer?
Spouse, family member, friend?
We had a lady bring in herfriend.
Two of them Both jumped on me.
I said hey, for $99, we'regoing to try this.
They're and her friend, two ofthem both jumped on me.
I say hey, for 99 bucks, we'regoing to try this.
(16:10):
I'm like great.
Train your front desk with aconversion script.
The way your team answers thephone or greets a walk-in can
make or break the patientjourney.
We strictly hire bubbly peopleto answer our phones.
There's no exception.
If you're monotone or you haveoff days, boom, you're off the
phone or you're fired One or theother.
We find something else for youto do or we find someone else.
We've put together a freeresource for you called the
(16:32):
Five-Step Patient ConversionScript for Chiropractors.
It's a simple, one-page scriptyou can train your staff with,
immediately Email me at info atenricodcom.
I'll send it to you.
Or if you got the emailreminder about this podcast
episode, it's right there.
We put it right in theattachment for you and click on
that.
If not, just email us, we'llsend it to you.
(16:54):
Or if you haven't, and thenI'll put you on the marketing
list so you get the email everyFriday of the new episode and if
there's any attachments, you'llautomatically get them from now
on out.
So let's recap this episode.
We want to wrap up and we wantto call to action.
With everything that we do,most chiropractors don't have a
lead problem.
(17:14):
They have a conversion problem.
Fix the funnel, create anexperience that builds trust and
focus on quality patients overquantity of leads.
If you're doing the $29 exams,you're going to have to sift
through more junk.
It's just the way it is.
I want to give you that freeresource, so just reach out to
(17:35):
us at infoandenricodecom.
Follow those steps.
It'll take five minutes toimplement with your team.
Give it to your front desk,give it to your manager, give it
to somebody, give it to them atthe next training this week and
tell them hey we, how are we,how are we going to?
How are we going to up our gamewith our marketing, no matter
what marketing that you do, evenif you're a referral based
practice.
How do we up it 5%?
(17:55):
How do we increase what we do5%?
What that was that 5% going totranslate to?
Is it 5% increase incollections is going to be 5%
increase in referrals.
What is that going to end updoing?
Think about it.
Go there and if you have anyquestions or any tidbits, or if
you are successful in some typeof conversion in your office
that you know you are, butyou're one of those quiet types.
(18:17):
You don't run your ownconsulting company, you don't do
anything, you just keep being achiropractor and you know
you're good at it.
Go into the group Marketing 101for Chiropractors and jot down
a comment and just say, hey,we're really successful at doing
it like this because we do thisA and B and put it in there.
You may help somebody for free,like just reading that.
They'll be like, oh man, what agreat idea.
Or they might reach out to youand they might just send you a
(18:39):
DM and say, hey, can you tell memore about that?
How do you guys implement that?
That's pretty cool there,that's.
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