ATTENTION:

I WILL BE STARTING A NEW FREE SERVICE FOR CHIROPRACTORS. CAN’T TELL YOU YET, BUT IT WILL HELP YOU MAKE MORE $$$. JUST LIKE EVERYTHING ELSE I DO FOR YOU. TO START RECEIVING THE NEW SERVICE, YOU MUST BE SIGNED UP.  

IF YOU ARE ALREADY A SUBSCRIBER TO THE FREE CD’s OF THE CONFERENCE CALLS THEN YOU DON’T NEED TO SIGN UP AGAIN, AS I WILL BE USING THIS DATABASE. 

 IF YOU HAVE NEVER SIGNED UP FOR THE CD’s THEN YOU WILL NEED TO   SIGN UP NOW  IN ORDER FOR YOU TO RECEIVE THE NEW SERVICE. (HINT-IT INVOLVES ATTORNEY MARKETING) 

“You see, wire telegraph is a kind of a very, very long cat. You pull his tail in New York and his head is meowing in Los Angeles. Do you understand this? And radio operates exactly the same way: you send signals here, they receive them there. The only difference is that there is no cat.”

 –Albert Einstein

WHY I HAVE A PROBLEM WITH PVA’S

As you all know, I am a big fan of statistics. And as you all know there are occasions when statistics can be absolutely meaningless. It is also true that they can be interpreted in different ways, often in enough ways to be absolutely meaningless or to swing an argument one way or another.  Still they are valuable and should be used in your practice, at the very least to compare what you are doing day to day month to month and year to year.  Because you saw less people this week than you did last week means nothing.  There could be a dozen reasons for that, did it snow? Was there a power failure, did your heat/AC break?  However, if you see less people every week for a year, then you better sit up and take notice. 
 
As a coach I ask my members to keep basic statistics, one statistic that a number of coaching programs are very hot for is the PVA.

The Patient visit average is the number of visits seen in a period divided by the number of new patients seen during that period.  For example, 200 patient visits in a week divided by 10 new patients in that week would produce a PVA of 20.  It is intended to tell you how many visits the average patient comes.  In the above example that means you would see the new person for 20 visits before they discontinue care.  Somehow, the PVA has become the important statistic as opposed to the number of practice members seen.  Obviously PVA tells you something but is it really a helpful statistic?

Cutting Out The Cancer In Your Practice

I attended a post graduate program recently; during the program there was one attendee that kept badgering the speaker. Now I’m for scientific inquisitiveness, and I’m all for challenging someone when they make a statement that I don’t think is correct. I want them to back it up; however there is a right way and a wrong way to do this.

This jerk had the worst attitude I have ever seen. He sat in his chair with a scowl on his face and arms crossed, literally from the first minute the lecture started. Then he would interrupt the speaker and say things like “where is that in the literature” or “is that your opinion of is there science to back that up” He didn’t do any of the exercises or participate at all. This guy was a real loser.

So, at the break, the post grad people asked him to step outside, (and I know that all of you NJ boys thought they were going to kick his a_ _), but they didn’t the told him that they thought it was best if he left and got a refund. He did. The dude was a cancer that could have infected the whole room with his negativity.

Do you have a cancerous type person in your life or in your office? If your answer is yes, you need to take action immediately to cut it out and get rid of it once and for all. A person with a cancerous attitude can infect your thinking, your attitude and that of the people around you.

It is imperative that you eliminate this person from your life sooner, rather than later…no matter what the cost. The health of your psyche and your practice depend on it.

What You Can Learn From A Car Dealer

In his book, The Irresistible Offer, author Mark Joyner tell the story of the Lexus way of doing business. Based on the service that most of us experience, especially at car dealerships this story truly is amazing.

The Lexus covenant, which asserts (1) Lexus will win the race because Lexus will do it right from the start; (2) Lexus will have the finest dealer network in the industry; and (3) Lexus will treat each customer as we would a guest in our home.  For sure these are surly lofty goals and it’s good to have high-minded goals in a mission statement; follow-through is something different. Joyner illustrates how Lexus’ commitment could be a standard for customer service and something you should keep in mind when running your practice.

Shortly after launching the inaugural LS 400 sedan nearly 20 years ago, Lexus discovered that about 3,000 cars had minor technical problems. The company responded by sending small teams of executives to visit each customer at home. They apologized in person and offered a gift while a Lexus technician resolved the mechanical glitches right there in the customer’s driveway.

Last year, the automaker became aware that 700 ES 350 models had been delivered with problematic transmissions. Instead of installing a new gearbox, Lexus gave owners a brand new ES 350 as a replacement. “Based on surveys, the affected customers were more loyal to Lexus than buyers who didn’t have the problem in the first place,” says Joyner.

The Point here is that when you do go the extra mile, you earn the appreciation and loyalty of your patients, this is because they have come to expect so little from the companies or offices with whom they do or have done business.

AWESOME CONFERENCE CALL WITH DR. TED KOREN

For those of you who were not on the call on Monday night you’ll just have to wait a few weeks to receive the CD, but I will tell you this and I think that everyone who was on the call will agree with me, this was one of the best calls we have had.

Many of you are not aware of Ted’s struggle with the Federal Government and how he became the target of the Federal Trade Commissions’ effort to silence chiropractic and how Ted was almost driven into bankruptcy defending not only his company, but chiropractic.

Many of you are aware of Ted’s strong anti vaccination position and he discusses this at length on the call. Whether you agree or disagree with this position you will no doubt find the information informative. And this is the point, it’s good to get away from the business part of practice and refresh your brain with some other information, such as science, philosophy and current issues in health care. Not every call is about how to make more money, some calls are a combination of practice building and brain building. Building your brain with information can ultimately have a positive effect on the success of your practice. They are symbiotic.

I go through a great deal of trouble arranging these calls and calling on my friends in profession to take their time, so the least you can do is call in and participate. This last call had a very large number of caller, close to 90 callers were on the line with Ted, so that made me very happy. Thank you to all of you who called in.

I am working on some additional great calls for February and March

CD’s of the call should be in your mail in about 10 days. Of course for FREE

Lenny

12  10  8    7 Spots Left

April Coaching Class And Why I feel Like John McCain

Many of you have heard of all the big guys in chiropractic coaching, you know who I mean. The $10,000 a year guys with all of the $3,000 boot camps, but before this newsletter very few of you heard of me, yet I was quietly coaching chiropractors to run successful businesses and charging them what amounts to my cost. Now I won’t get rich doing this, but that’s not why I do it. There is a line in a song that says “It’s how you lived” and that is why I do it. This is a profession that is struggling; our leadership is divided, weak and fails to listen to its membership. We are again attempting a national advertising campaign costing millions of dollars, yet I can reach 1000 chiropractors each week and help them with their practices for free, why is this?

In many ways I feel like John McCain, here is a guy who 3 months is out of money, no staff carrying his own suitcases through airports and just kept on pushing. He was out spent by millions of dollars by Governor Romney, yet he emerged thee victor in New Hampshire and took second place pretty close to Romney in Michigan. How is this possible? Because Sen. McCain knows where to hit people, where they are hurting, he listens, now I’m not endorsing Sen. McCain, I’m using this as an analogy, you see all of the big boys want you to spent tens of thousands of dollars and what you get is a coach who has hundreds of doctors as clients. They spend a great deal of money advertising their services, hundreds of thousands of dollars and you buy them. But how can they focus on you? How can they know where you are hurting? How, without practicing everyday can they know what it’s really like out there? That’s why I think my coaching program has become one of the most sought after programs, I listen, I hear, I really do care, you become not only my client, but my friend. This is why I feel like Sen. McCain, I have come out of nowhere, spending no where near what these other guys spend, and by giving better service, more personalized service, I will win the coaching war.

Why would you pay another consultant thousands of dollars, plus travel expenses, for you and your staff, lose income being out of your office or quality time with your family (weekends, vacations, etc) when you can have all the Practice Building and marketing information you need at an affordable rate? There are no hidden expenses, no up sells or $3000.00 boot camps to push, because I give it all to you for one very low monthly price of just $100. You get 100% of my support. My January 2008 class is sold out. In order for me to give you the personalized attention that most of you need I only accept 10-12 people a session, so please if you are interested in joining me for the April 1^st class, let me know now, it will fill up very quickly. There are now only 7 spots left. If your situation is truly desperate and you truly (don’t BS me) can’t afford the money right now but would like to be part of the April program, contact me and I will defer you monthly payments until you start making some money. But please, don’t take advantage of me; if you can afford it don’t tell me you can’t. CLICK HERE if you want more info.

I just received word that the Little Rascals office poster has been reprinted and is again available.

The marketing benefit of the poster aside from the obvious is that it gives credibility to chiropractic and its ability to benefit children. The use of a highly recognizable and TRUSTED photograph, the famous “Little Rascals” adds to the creditability especially for parents. This is a perfect example of

super advertising. The photo is highly recognizable and attention grabbing to all Baby Boomers and Gen-Xer’s. The photo will cause parents to start a discussion about how they used to watch the show; this will then lead to a discussion about chiropractic and children. I have arranged with image archives to have them ship and bill any of my members who would like a poster, there is no need to send money now. The posters are $30 + $5.00 shipping.

If you would like a poster shipped to you, just click here.  Leave your name and mailing address and it will be shipped by Image Archives the same day.

Did You See Montel Williams Tout The Benefits of Chiropractic?

By now I can only assume that most of you have seen the You Tube video of the Montel Williams show where Motel calls chiropractic a miracle, then has his chiropractor on the show. There are great shots of Montel getting adjusted and although his practitioner uses Atlas Orthoginal the show is a great boost to the entire profession no mater what your technique.

If you haven’t seen it, here it is. http://www.yourspine.com/NewsResearch/Montel%20Williams.aspx

Why aren’t the ACA, ICA, WCA and all the other groups trying to sign up Montel as a spokesman for chiropractic? We know why, egos.