Systems...

I've got a predictably successfully way to insure that your business grows every week, every month, throughout the year for as long as your in business. What can possibly be so simplistic as to insure such a predictably successful outcome?

Well, it's systems.

When you have client education systems, referral systems, and advertising systems in place, together, in a layered effect every single day, you can't help but grow. So, my advice to you is pretty short and simple and very easy. Find yourself a marketing system that you could put into place, more importantly that your staff can put into place, run and manage for you, so your business consistently spits out new clients, customers and referrals. Again, I'm making this sound really simple, but why most professionals fail is because they don't have a system in place. Instead they have a "let's throw as much crap against the wall to see what sticks" marketing plan. In fact, that's no marketing plan at all. Do yourself a favor, embrace the value of systems and find yourself with a predictably successful outcome, new clients, and new referrals.

Also, this week I have a really special announcement! I want to send you to our brand new website, www.chiropracticemarketingsolutions.com. It's revamped, it's got lots of product package discounts for you, and to all of you reading this, simply put in the code NEWSITE and that will give you an automatic additional 20% off that particular product package. Now you have no excuse to put a system in place, right now! Put a client education and referral system in place and start to generate 10-20 referral leads per week. Put a lay lecture in place in your office and generate 10-20 new clients a month. There’s a lot for you to see, go check it out at: http://www.chiropracticemarketingsolutions.com

Have a great week and I'll talk to you next time!

New Clients

Hi, this is your business building tip of the week and this week I want to talk about getting new clients, but not in the traditional sense. Before you get new clients, you have to do 2 very important things.

First, create an environment in your office that is accepting of new clients. Now what does that mean? You should always have 10 files made, 10 new client files made for your regular cash clients. If you don't have files made and ready to go in case 10 new clients walk in at any time, you’re sending a message out to the universe that you’re not ready.

Second, is your staff ready to handle an influx of new clients? By staff I mean systems, processors, and procedures in your practice or business that are executed, implemented, or incorporated by your staff so you can do what you do best.

Then of course, once you’ve created an environment, office setting, all the materials, and a staff that is ready/prepared for new clients, then you can go out. You've now created a fertile environment that can accept and attract new clients to your office.

I hope this helps!

Please don't look over this, this is a really important step in attracting new clients to your door and building your name, your brand, and fame because you’re creating an entire action plan around generating new clients that starts with you, your staff, and your business. Have a great week and I'll talk to you next time!

Online and Print Directories

I’m back to talk to you about directories, both online and print directories. You know if you did a search online for your type of profession, business or industry, you’ll probably find several different directories that host lots of different names of professionals or business. This is in place so that when people search for you they know where to go based on what the directory tells them about you, of course your location is extremely important. So, if you haven’t taken the time to go online and find directories that host professionals like you, or people who own your type of business, do so right now! Add yourself to as many online directories, and of course print directories as you possibly can, so that you can provide some direction for all those people that are searching for someone like you. Again, your location is extremely important. They’ll probably ask for details about you, your practice/business, services, and credentials. It’s extremely important, especially since so much business is done through the internet and even the print directory searches. Do this. It works, and it’s part of the entire collective marketing campaign. Have a great day; I’ll see you next time.

Action Steps:

1.Do an online search of your profession to find directories
2.Add yourself to as many print/online directories as possible
3.Remember, location is extremely important

On your most-important-thing-ever-to-do list -> Clearly Define your MOST desired goal(s)/dreams.

The Summer Slow Down and Clean Up

So many people go "away" during the summer. It really slows things down, and I bet you hate to stop moving.

But, remember (during the year) how many times you say to yourself, “If I only had some free time I would do "FILL IN THE BLANK!"

What can you organize? Clean? Repair? Change? Replace?

Seize the day! Clean up, organize, and get ready for the boom that’s about to hit in about 6 weeks. Labor Day is not that far away and so are many, many new customers/patients/clients.

Get your office ready: paint, stock up, and prepare your office for the blast of new patients you will receive in the Fall.
You will feel great knowing you are organized and ready for the “new” season.

Take a deep breath and go to it!

The Inside Secret...

Every chiropractor I talk to says they want to become famous in their town. Why?

Because they know that if they are the best known, most recognized, most referred to chiropractor in their town – they will get a HUGE majority of the patients.

Here’s the first INSIDER high level strategy for becoming famous in your town:

You MUST think of yourself like a Brand. A brand that you want to make famous in your town.
Nike, Coke, Ford, Johnson and Johnson, etc.

These are brands that maintain top of mind awareness in 90+% of the people in North America.

Their names, logos, products and slogans are almost instantly recalled when asked about them.

-> That is what Market Domination is all about.

If you were able to effectively penetrate your market, and people who live and work in your community instantly thought about you when they thought about a chiropractor, what would your office look like?

How many new patients would you attract every week? How many referrals would you generate?
Dozens? Hundreds? Maybe even thousands.

This is just a small piece of the Market Domination game-plan.

What does your brand look like?

Business Cards...

I’ve got a brilliant marketing idea for you. Are you ready? It’s called handing out business cards. I know. It’s new. It’s different. It’s unique. Well, it’s none of those things. But, I’ve got a strategy for you that I think might really enhance that entire process of handing a business card out to a prospective client, patient or customer.

So many of you are so focused on “selling” that patient, client or customer on your products or services, that you simply hand out a business card, and you do everything you can to encourage them to call you. Well, that’s really the second half of the equation, or the formula. The first half of the formula that almost all of you miss is letting that prospective patient, client, or customer know that you’re not even sure you can help them. And that in order to find out more about their unique, special, different problem or situation, you should really talk to them for a more extensive period of time in the office for what could be a free consultation. So when you take the business card out, and you hand it to a prospective patient, client or customer, make sure you write on the back of that card: “free consult.”

Anyone reading this, doctor, financial professional, attorney, business owner, etc., can talk to anyone for free. There are no HIPA compliance laws; there are no compliance laws in general, against you speaking to somebody for free. But, again, I want to stress the importance of the first part of that process. Most of us get so caught up in talking to a prospective client, that we forget about credentialing ourselves, and qualifying them. So, in other words, maybe they don’t qualify to be your patient, client or customer. But the truth is, all of us, we all have this need and desire to qualify for anything. We all want to qualify for all the good stuff.

So, when you’re talking to somebody, and you’re sharing your solutions for their particular problem, you must include that you’re not even sure whether you can help them, and that they should really come into your practice or your office first, to discuss things in greater detail so that you can provide them with more information, about whether you can help them and so that they can make an educated decision about whether you’re right for each other. And there goes the business card with “free consult” written on the back, as well as a person to ask for in your office. That really adds a nice personal or personalized approach. “Hey, my office manager’s name is Terry. So, let me write “free consult”. You can call Terry. Ask for Terry. I’m going to let her know that I spoke with you today. She’ll be expecting you to call. Great to meet you, I look forward to seeing you in the office.”

That’s the dialogue; of course without the whole qualifying/prequalifying process of and let them know, let’s talk more, and find out together. That’s it. That’s the new, unique, and really purposeful strategic twist that you want to put on the business card, hand-out process. Have a great day!

Action Steps:

1. Say to the potential client, customer or patient “I’m not even sure if I can help you”
2. Encourage an evaluation by writing “free consult” on the back of your card
3. Provide the name of someone in you office that they can contact

Press Release...08.13.09

Practice-Building Marketing And Referral Service Provides Financial Advisors With Unprecedented Access To Clients With Money...

A service provides Financial Advisors with scheduled meetings with other professionals like CPAs, Accountants and Attorneys is being embraced by thousands of Financial Advisors each month.

Huntingdon Valley, PA, August 13, 2009:

So many financial advisors are struggling right now. The lack of new clients is the direct result of the economy, wide-spread doubt or mistrust, unemployment, and 401k’s and pensions cut in half as a direct result of the 2008 market crash.

Financial Advisors know that one-on-one interaction and referrals make the best new clients. The once costly but effective dinner seminars are no longer producing qualified prospective new clients. These dinner seminars mostly draw people that are referred to as "plate lickers". These are people who come to the seminar and pretend to listen to the financial pitch but are really there for the free meal. Dr. Len Schwartz, President of Pro 2 Pro Network, one of the largest professional-to-professional referral networks in North America says, "Most Financial Advisors would love to have a steady flow of referrals from other professionals like CPAs, Accountants, and Attorney’s but don’t know how to "get in the door" and/or set up pre-qualified meetings for themselves." That’s where our Automatic Practice Builder Service comes in.

Pro 2 Pro Network offers Financial Advisors a one-of-a-kind practice-building marketing service that includes pre-screened, pre-qualified meetings with other professionals in their geographic area who have expressed an interest in meeting and/or working with a Financial Advisor. "All the Financial Advisor has to do is show up", says Schwartz. The service also includes high level coaching to ensure that their efforts are predictably successful.

Want more information, go to http://ping.fm/BBPY8 or call 877-204-2739 to see if your zip is still available.

Value...

Let’s talk about value! What do I mean when I say value? Well, it's all about value. Your ability to communicate the value of what you do and attach that value to your products, your services, and even your knowledge of what it is that you do, is going to differentiate you. It will allow you to position yourself as being better than all of the rest of the competition in your area, city, community, and town.

If you don't have a proactive marketing initiative in place to continually let your patients, clients, or customers know how and why you are better or different than all of your other competition, you're missing a really important step in the marketing process. If your patients, clients, or customers think they can get the same services or same products from the guy down the street who sells it for less, then it becomes about price. But the truth is, most people will never choose a cheaper product or service when they think what they're paying for is better than all the rest.

So, my advice to you today is to sit down with your staff and think about all the different ways that you are different and better than everybody else, i.e. your education, your products, the services you offer, your staff, and maybe even your clientele. Maybe you offer a specific service nobody else does. Maybe you have specific practitioners or experts in your business that offer a very specific service that nobody else has.

Hopefully, you get the idea. This is incredibly important and it will be well worth the time invested to figure out how you can differentiate / position yourself as being better than everybody else. Your patients, your clients, or your customers will absolutely embrace and truly understand this, making it so that they will never leave you. Because, why would you ever leave somebody who you know to be the best at what they do? Have a great day!

New Client Objections...

Hi, today we’re talking about new client objections presented with a plan in your office. There are 4 common objections.

First being the most common, money. So, if you have new clients who are objecting to start because of money, congratulations, you’re normal! But, what does that tell you? In many instances what that tells you is, you haven’t done an adequate job in communicating the value of your business within the first or second visit, or however many visits it takes before you present the financial plan. So, you may have to take a look at the way you’re presenting your options, the value, and what it would do for them in their life. Whatever it is, that’s something you really need to pay attention to. So, when someone objects to money, because you are completely inflexible; you don’t do payment plans, only accept cash, and don’t really offer the clients different ways to pay you, then you may be running into this problem. But, if you offer payment plans, if you have flexibility in your financial policies, then you will probably be able to take that client who initially objects to money and convert that client into staying and paying for the right reasons.

Secondly, if they tell you they don’t have time, then they were never serious to begin with, about wanting to correct their problem.

Third, “I’ve got to talk to my spouse.” If you’re hearing this, you’re normal. But, the only question you need to ask that client that says they need to talk to their spouse about it is this, and this is a million dollar question! If this plan was free, would you still need to talk to your spouse about becoming a client in this office? Let them answer, because that whole question about “let me talk to my spouse” response is probably just another way in telling you they initially object to the money. So, maybe it’s their spouse who has to say “yes”, they can pay you to become your new client. So, ask that question, you will find the results can be absolutely amazing.

Finally, this is probably one of the most, if not equally as important as the money. That they don’t exactly see the value of your service. Again, I hate to tell you, but that all comes back to you and how you are able to affectively communicate the value of your service. I hope this helps. Have a great day!

Delegating Responsibility...

Hi, this is Dr. Len Schwartz with a business building tip. I want to talk about delegating. I can't tell you how many professionals I have talked to that have such a hard time delegating responsibilities, tasks, processes and procedures to their staff. Why? There are a lot of different reasons. First, fear that their staff will reject the process. Second, they don't trust their staff. Third, they think they can do it better then anybody on their staff, but if you want to grow, if you want to expand, if you want to maximize the efficiency / productivity in your office, you're going to have to delegate to your staff.

Make a commitment to delegate all the processes, procedures, tasks, and responsibilities to your staff. You won't believe how much free time, energy, and opportunities you have at your disposal as a result of freeing up that time.

Hopefully a lot of that time will go to marketing and building your name, brand, and fame in your community. Have a good day and I'll talk to you next time!