Parker Seminars
01/16/2004
Las Vegas, NV

-- You must "attract" new patients rather than "getting" new patients

Five things to remember in attracting new patients
-- Intention - do you mean what you say?
-- Delivery
-- Execution
-- Acquisition
-- Leadership

This is your energy, your plan, your action, and your consistency that makes it happen. You and your team have to have consistency in your systems and programs you work in your office. Keep the faith that things are going to explode.

Criteria for successful marketing
-- Do not quit after initial success
-- Compassion to serve --> Plan --> Action --> Follow Through

Internal marketing systems
-- Family Systems
-- Certificate at second adjustment
-- Postcard sent
-- Followup to 8th visit
-- Golden visit
-- Watch for the excitement
-- Doctor and CA neet to manage and check off
-- Take it to the next level with a care to share
-- Bring a spouse to the report of findings
-- Scripting
-- Doctor and CA follow through
-- Confirm
-- Children
-- Focus on children
-- Keep a children stat
-- Don't ask - tell with love
-- Make your office child friendly
-- Infant/child bags
-- Letter to families of new babies
-- Marketing to birth centers and midwives
-- Forms
-- Telephone scripts
-- MVA forms
-- Re-evaluation forms
-- Initial health history forms
-- Educational system
-- Don't overload patient; make it smooth
-- Pamphlets, books, tapes
-- Personalize your materials
-- Hold patient accountable for learning to better themselves and their health
-- Have fun with it; it doesn't have to be boring
-- Information cards - vertebra of the week
-- Reception room new patients
-- Watch for them
-- Attract them to you
-- Plan and train as a team
-- Have tools and scripting ready
-- Doctor's three minute screen for people accompanying new patients
-- You always have the time
-- Referrals
-- Cost nothing to ask and a lot not to ask
-- Ask with spirit and with passion and purpose - hold a torch!
-- Everyone on the team should ask for one referral a day
-- Look, listen, and act
-- It's a team thing
-- Newsletters
-- Give/send them out
-- One-page health tips for community workplaces
-- Make contacts with business cards and send them regular mailings
-- Internal talks
-- Community newsletter
-- Free community listings
-- 1/2 hour to health
-- Talks on spine health
-- Create a followup system
-- One person to be accountable
-- Have a PR CA
-- Go over weekly
-- Followup and followthrough flowchart

Have 4 main internal programs a year.

Get into community.