How One Chiropractor Drove 600 New Patient Calls Monthly

Ray Hrdlicka – Host – Chiropractors.Media

640 patient referrals? Where did…

Alan Bonebrake – Teaching Chiropractor – Plano, Texas

A new patient calls every month and about 60% of those were from other healthcare professionals like MDs, chiropractors, physical therapists, et cetera, et cetera.

Ray Hrdlicka – Host – Chiropractors.Media

How did you get chiropractor A and chiropractor B to recommend their patients to you?

Alan Bonebrake – Teaching Chiropractor – Plano, Texas

Basically, to make a long story short, and of course I get into this a whole lot more in mentoring, but when somebody comes to me, I compliment the last person they were at. And because I tend to get very, very quick results. They say, how’d you do that? And I say, well, I’m an herb expert. Or if it’s a body chemistry issue, I’m a body chemistry expert.

Now, take care not to say specialist. Specialist means that you’ve taken courses, you’ve passed exams, you have ongoing, you know, things that you have to do for that. But you can make yourself an expert by self-study, going to seminars, stuff like that. So you have to use that word expert.

And so from that point on, now take it like this. These people have been to a lot of other doctors and therapists before you. And so they get excited every time. So their friends and neighbors tend to get excited. They go to the same doctor or therapist. None of them get results. So now they’re going to you.

And you’re telling, man, I’m getting all these results in really quick. And they go, yeah, okay, here’s another one. Another chiropractor. And he said, yeah, but he’s a nerve expert. And they go, what? Or he’s a body chemistry expert. What?

And so now you’re the chiropractor who’s a nerve expert or a chiropractor who’s a body chemistry expert. Okay?

And basically they bring the patients in and I encourage them just to bring them in, don’t set up an appointment. And I say, just tell me come in and watch me treat you. And the normal thing is, they’ll see me treat them within seconds, get a very big change.

And I’ll go over and I’ll write down what I was doing. I hear him saying, I don’t believe I just saw that. That’s what I’m trying to tell you. It happens every time I come in here.

And I’m basically asking, you know, acting like, you know, I’m not listening, which I kind of am out of the side of my head. And I’ll say, okay, I’ll see you, you know, Tuesday or whatever.

Then without fail, the person or people that were watching come and say, can I set an appointment? Because they were immediately impressed. They already have a recommendation. They’re immediately impressed. And then it goes on from there. And there’s, a lot of very easy things. And I basically tell people how to be very quick, very to the point. Don’t get wordy.

It’s my experience, and I’ve read a lot of sales books. I have hundreds of sales books. Basically says, try to keep the amount of talk down because the more you talk, the more you show people how stupid you are.