It’s the ULTIMATE solution if you want to outsource your internet marketing and have consistency to free up your time in order to do other important things to build your business. Watch the video below right now to see how the service works and the extensive list of deliverables you get each and every month at an incredible value!

Continued success

- Matt

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As a professional speaker myself, I can totally appreciate when an presenter delivers the goods and provides so much value like Joel does. On another note, to watch him effectively close the crowd at the end (and tell you exactly what he was doing step-by-step) was incredible and an art-form. I chatted with him at dinner later that evening for a few minutes. He’s a very friendly guy driven to help others succeed, which I totally admire and respect.

Here is a video below that is so funny, yet so true in many regards concerning business cards. Joel has a very unique way of explaining it. After you watch this, think about what your business card is subconsciously telling your potential new patient or customer about you. I’m anxious to hear your thoughts so make sure to leave a comment on this blog post

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Are you the Cheapest Chiropractor on the Block?

Well, one day a man walks through the door in tremendous pain (we’ll call him Mr. X). I took a thorough case-history, shot X-rays, treated him with therapy to relax his muscles and gave him a chiropractic adjustment. At the end of the office visit, he was feeling much better which made me feel great. However, as I went to collect the payment for the initial consult, exam, and therapy, the man insisted on giving me a sob story and began negotiations concerning my fee. Since I was new in practice, I felt bad as I didn’t want to financially cripple this person and not have him come-back for the sessions he needed.

So, I chose to financially help him out on his first visit and subsequent visits. I still remember his 3rd visit very clearly. Not the actual treatment, but everything leading  up to. So, I’m in my office with another doctor when we see this beautiful S-Class Mercedes roll-up. We both admired the car then were totally shocked as a familiar face stepped-out. I think you know where this is going. Oh, but it gets better! So, Mr. X comes through the door and we give him a friendly greeting even though we were in a bit of disbelief based on previous interaction. Mr. X signs in with his right hand, the same one we now observed a high-end Rolex watch attached to.

Now, there is a possibility this could’ve been all for show but patients later-on verified exactly what I thought. He was a very well-off real estate investor but he was cheap when it came to certain things…. a la medical / chiro expenses. He was cheap and I got caught in a game that one should never be caught in. The first mistake I made during the initial consult was that I didn’t understand the value of the service that I provided. I felt I needed to compromise because “I needed the business,” or so I thought. The second mistake I made was that I was now falling into the category of the “cheapest guy on the block.”

I did get referrals from Mr. X but they were low-fee based referrals. His friends were coming to see me because they knew they could chop me down on the price. They weren’t coming to see me because I had a unique selling proposition or that I had a one-of-a-kind service they couldn’t find anywhere else. In a few weeks, I had a fairly high volume practice, but I was working for pennies and totally miserable!! It was like I couldn’t do enough for the newly acquired patients when they came in for treatment.

Isn’t it interesting how those that pay the least, many times are NEVER satisfied, want even more, and create the most problems? That’s true offline in your practice and in online business as well. Think about it. When someone commits to a corrective care-plan or pays up-front for the treatment you recommend, do they wind-up being problem patients? No way! This is not a coincidence.

In fact, committed corrective care patients are more likely to stick to their care plans and follow your recommendations, while referring the family and other quality new patients to your office. This is so true and you know it! It’s the people that come through the door and don’t want to pay anything (regardless if they have it or not) that end-up being the biggest headaches.

This point of view may sound a little insensitive, but I’m not writing this to win friends. However, I don’t want you to think that I don’t help people that are genuinely in need because I do. You’re a trained healthcare professional, though, and you deserve much more than you may be giving yourself at this point in time. When I had my epiphany and began to take a strategic look at how I really wanted to position myself, my life changed and I made much more money. This lead to more freedom and flexibility which made me happy. I stopped trying to be “el cheapo” and started to charge what I knew my service / information was worth!

A good example of this is the $7,000-$10,000 I charge and regularly receive for my one-on-one, in person Total Immersion Day business marketing  and growth consulting. I put myself in a position to attract the chiropractors and business owners that I want to work with who are action-takers and are driven to succeed no matter what external circumstance says. I don’t spend my time worrying about those that can’t afford the service or that are looking for a discount.

I don’t have to “sell” anyone and the monetary results that I get for clients speak for themselves. One of the most incredible aspects are the referrals I generate from these platinum, VIP members. Talk about high-quality superstars! I also don’t accept everyone and there’s an application / interview process. I do business on my terms, giving clients a fortune in use value and a skill-set that will financially benefit them for a lifetime in return for a minimal investment on their part.

Are you incorporating any of these principles in your current practice or business? Have you sat down, taken a piece of paper out, and written down what your ideal patient should be like? If not, I strongly suggest doing that immediately since it will give you CLARITY for the SPECIFIC customer you’re looking for. Those that are the most successful in business and in life typically are very specific and have clear mental picture of what it is they want!

The bottom line is, to set your terms and command the fees that you deserve is one of the best feelings in the world and gives you the ultimate freedom. Your income goes up, worrying goes down and you can begin to focus on the things that really matter in life. The only person that’s stopping you is you! There is no need to feel you have to accept everyone that comes through your doors. Likewise, there is no need to feel obligated to keep patients / customers that are continuous draining your energy. Sometimes you have to know when to say “you’re fired!”

Several years ago, I had to take a long and hard look about how I was positioning myself in my local community and if this was really the path I wanted to go down. I cannot stress how important branding and positioning are in any market, not just for chiropractors in practice. You have to be confident in yourself, have a unique selling proposition, have testimonials from clients you’ve helped, and deliver a fortune in service / use value that far outweighs the cash value you charge.

If you understand this concept, you can literally command any fee you want and you’ll never be perceived as being the “cheapest” in your market. You won’t have to worry about crummy insurance reimbursement affecting your bottom line, either. Let me know what you think of this post by leaving a comment below

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I wanted to throw a quick post up really to issue a chiropractic advertising warning. Since the economy appears to be in a recession at the moment, many salesmen are getting sneakier and not being transparent or upfront. This post has to do with the Yellow Page advertisements that chiropractors and other business professionals continue to spend thousands of dollars per year on.

Personally, I don’t know any chiropractors that have built massive cash machine practices by advertising in the Yellow-pages, do you? In the 1980’s and 1990’s it made more sense to use them since people of lower socioeconomic status weren’t usually privy to the use of computers. However, in 2009 and beyond, the internet is accessible by virtually everyone on a regular basis. Spending your chiropractic advertising dollars in phone books or Yellow Pages nowadays will send you into the poorhouse fast with minimal, if any, returns!

I honestly think that the chiropractic profession has simply become accustomed to wasting money on ineffective advertising and marketing over the years. I’ll be the first to admit that I’ve fallen for many Don Lapre sounding salesmen that promise the world only to deliver mediocre results. Damn, if only I had the right “tiny classified ad!”  Seriously though, the return on investment tends to be embarrassingly low with phone books.

Most of us have tried similar advertising mediums since the same, outdated chiropractic advertising and marketing strategies are typically recycled again and again. In all actuality, what makes us go for this garbage when we know it’s not likely to perform as we’re told? In my experience, the answer is usually due to a lack of awareness. I like what Bob Proctor says. He states “The individual that earns $50,000 per year doesn’t make that because he wants to, he earns that amount of income because he doesn’t know how to make $100,000 per year!” This statement is so true since awareness is the key.

This year more than ever, it’s important to research and make yourself aware of fresh, innovative chiropractic marketing methods and techniques. We are living in a very different world now, as opposed to even a few years ago. Massive change has arisen in the chiropractic profession and the dynamics of communication have been altered permanently. For instance, I was getting sub-par returns on my investment several years ago until I discovered a new way of connecting with people and marketing that revolutionized my practice and really opened the flood-gates.

This “game changer” was referred to as Web 2.0, a word that many chiropractors are still not aware of as they should be. I began to utilize social networks, video, microblogging, and other forms of social media to create myself as the center of influence and a credible expert within my community. Since then, the pay-offs, monetarily and branding-wise, have been immeasurable!

Not long after, word spread very rapidly about what I was doing. I was approached by quite a few chiropractors and consultants that were getting wind of my never-before-seen online New Patient generation strategies. I was reluctant to share at at first since I didn’t want to be in the spotlight. Then, in 2005 after a bit of persuasion by a good friend, I eventually accepted this leader role and began my Web 2.0 / social media consulting. Since that time, I’ve been living a very rewarding life helping other chiropractors and entreprenurs like me. Web 2.0 is still a largely untapped medium and New Patient treasure-chest if you know how to leverage it correctly.

Let’s use video for an example. From what I’ve observed, many people have a natural voyeuristic tendency, as reiterated by how reality TV has taken-off. Major television networks are trying to gang together in order to compete with YouTube, which subsequently is the third most popular website on the planet. It seems less and less of the population is turning to the TV for news this year so the corporate-owned television is in a bit of a panic. People are literally hurding to YouTube’s video sharing network by the boatload. I observed this trend very early on and have capitalized on it bigtime for chiropractic marketing and other separate income ventures online. Don’t be fooled, as you can do the EXACT same thing.

In absolutely no other place on the internet or offline, can you connect with so many potential patients like you can on social media like YouTube, Facebook, Twitter, Myspace, Tagged, LinkedIn, etc… Observe how many employers have started to prohibit employees from getting-on these networks at work. It’s become a huge incident that has even graced the news. The addictive behavior exibited by corporate employees should clue you in as to the vast drawing power of social media! From a business point of view and since I know how to maximize exposure online, it’s music to my ears.

The sooner your chiropractic practice harnesses the power of web 2.0 and social media, the more lucrative and recession-proof it’s going to become. Don’t buy into believing all this internet stuff is just a fad because it’s not! Ordinary folks are becoming rich and famous everyday stepping out into this virtual realm. The only question that remains is, when would NOW be a good time to take your chiropractic marketing to the next level?

Continued success!

- Matthew Loop

PS – Don’t forget to follow me on Twitter at http://Twitter.com/MatthewLoop