Perfect Structure For Chiropractic Consultations (This Strategy Helped Us Hit $100k/Month)

Hey doc, how’s your consultation? If you're reading this, it's probably because you want it to be better because you understand that this is the gateway into your practice.

Well, I've got some good news. I'm going to share with you the strategy that we use to help chiropractic offices book more consultations and convert them into $100K months.

Whether you're just starting out or you've been in practice for a while, these strategies will supercharge your practice so that you can have more patients in your practice and make a bigger impact on their lives.

There are tons of strategies you can integrate to make more money in your consultation. If you don't have a solid process, you're likely losing out on a ton of patients who would have likely chosen you but instead went to your competitors. Here's exactly what I mean.

Tip No. 1: Protect Your Time

Protecting your time is going to help you dramatically improve your conversion rate between the console moving into the exam rate. That conversion is key in making sure that patients are taking the next step with you. But I've got to encourage you to really understand the value of your most valuable asset — your time.

You want to make sure that you're only sitting down with patients who are truly qualified to be there. It’s so frustrating as a physician when I found myself sitting down with a patient who I could tell wasn't serious about their health. They weren't serious about going through the process of transformation that I knew our practice could create for them.

So I had to start looking at the processes upstream from the consultation. What could I do earlier in the process that would protect my time and make sure that I never sat in another consultation with somebody who truly valued it?

So if we move upstream to the new patient qualification phone call, this is the phone call as we're talking to a patient, we can actually qualify them there before they can come in and book a consultation with us.

There are questions that we move from the consultation into the front desk new patient phone call starting with, what are you suffering with? We use the word “suffering” intentionally because we want to make sure that a patient has the perception of how their symptoms are impacting their lives.

The next question I ask them is how long have you been suffering with it? As your team is talking with the patient, it's crucial to figure out if this is a sudden onset, like something they just woke up with. Or has it been an ongoing thing that they now want to find the root cause of? When we have this heart-to-heart conversation with a patient, it truly helps them to take your time more seriously.

The next question I want you to ask them is what have they tried to resolve it that didn't work? We want them to give us an exhaustive list because if they've already tried a bunch of stuff, they’re more eager for our services to solve their problem.

So go through the resources — what other providers, different treatments, therapies, home exercises? Or maybe they’ve tried some nutritional changes? We want a complete list of what they’ve attempted. This process will build value and help them create more desire for your consultation.

And more importantly, this will protect your time. I want to protect your time because it is so valuable. The more we can sit down with qualified patients, the better chance we have of higher conversion.

Tip No. 2: Make Sure That The Patient Shows

We have found a specific process that increased the show rate for the consultation because if they're not there, you can't change their lives. You're going to make sure that they fill out their new patient paperwork a day prior to the visit.

The patients who complete that patient paperwork have an 80% chance of higher show rates than the patients who didn't.

If you're expecting them to do that in your practice, whether on an iPad or through your paper forms, it dramatically lowers the show rate. So set expectations of when that paperwork needs to be turned in.

Now whenever we ask a patient for something, we make sure they understand the ‘why’ behind it. We’re not just throwing tasks at them, we’re doing it so our team can thoroughly review their paperwork prior to their consultation. This sets us up to be more prepared and provide a higher quality service.

By pairing the requirement with the ‘why’, they are much more likely to complete that requirement. And that means a higher chance they’ll make it to their appointment.

Now before we go into tip number three, I created an amazing super simple checklist just for you called, “The 5 Steps To Having It All As A Data-Driven Doc.” To get your free copy, just comment yes below on this video, “Perfect Structure For Chiropractic Consultations (This Strategy Helped Us Hit $100k/Month)”, and I will make sure our team gets that to you. Or, you can also DM me on Facebook, and I will make sure you get that guide.

Tip No. 3: Connect Their Symptom To Their Origin

You've got to make sure when you’re in that period of time with a patient, that you connect their symptom with its true origin. We’ve found that a lot of patients would come in and say, oh, I've only been having this for two weeks. But the question you want to ask is, is this the first time that this occurred?

Almost 90% of the time, they’ll go, “Well, no. I had it about six months ago.” So was that the first time that this occurred? Again, they’ll say, “No, about two years before that.” Well, was that the first time that occurred? We're trying to trace it back to the actual origin.

Once we identify that, we then dive into what activities or traumas happened around that time. It’s surprising how a lot of times patients remember incidents like, “Well, yeah I was in a car accident. But that was like three months before that.” And we're like, yes, that's it! Studies have shown that symptoms don't even show up until up to 90 days after an accident. So by connecting the origin, they begin understanding how long they've truly had this condition.

That's important during consultation for them to understand the realistic time frames for healing. We live in a society where we want everything now. We want everything as fast as possible. So we have got to set expectations.

When they understand that this has been building for years, it makes sense to them that this is going to take months to a year to resolve. That’s where your treatment plan and consultation play a pivotal role. They set the whole time frame. And when you connect it back to the origin of the condition, it's oftentimes mind-blowing to a patient.

The powerful thing about it is no other provider has done that for them. You just showed your expertise, and your power of consultation and discovery because when they truly connect those dots, they see you as the expert, which is critical in this doctor-patient relationship of trust that we're building.

And we dive into this in our challenge called, “How To Turn Your Data Into Dollars.” It's free, and we've got another one coming up soon. It really helps you begin to learn how to attract and prepare new patients to show up in your practice, and to skyrocket your show rates and conversion rates.

I'm going to show you how to get more done in a few days than you've probably gotten done in the last year. So come be a part of our next challenge by joining our free Facebook group, The Data-Driven Practice. I can't wait to see you on the inside!