John Nesbit welcomes Quentin Terpstra from the Business Academy, a renowned training organization for healthcare professionals, especially chiropractors. Quentin shares his expertise and experience working with chiropractors and various healthcare practices.
This video promises insightful discussions on healthcare practices, making it a must-watch for healthcare professionals seeking valuable knowledge and alternative perspectives.
On a beautiful sunny afternoon 19 years ago, two young men graduated from the same chiropractic college.
Both had been above-average students. Both were personable. By all accounts, both seemed equally likely to be successful. They shared the same ambitions of opening their own practices and start changing people’s lives.
Recently, these two former classmates met up again at a convention.
They were still very much alike. Both were happily married. Both had three children. And both had indeed gone on to open their practices in similar-type suburban areas offering many of the same treatment modalities.
But there was a difference. One was struggling financially due to not seeing enough new patients. He was worried constantly about the gaping holes in his schedule and an inability to predict his income. He had been “burned” by a series of advertising agencies who had over-promised and under-delivered, leaving him somewhat jaded.
Conversely, the other practice owner had just celebrated his second location reaching the million-dollar yearly revenue level with an eye toward opening a third office across town. He had just returned from a month-long vacation with his family.
Have you ever wondered, as have I, what causes this kind of vast difference in people’s lives? Given similar potential and opportunity, why does one practice owner succeed where another struggles?
A dispassionate view reveals that the difference is not in technical skill or luck, but rather in being able to create a consistent flow of qualified new patients into the practice.
That’s where fortunes are made.
While the successful practice owner had experienced his own marketing failures initially, the marketing partner he finally kept had been recommended by his successful mentor. Over the previous four years, they had been a godsend. They were consistently delivering more than enough qualified new patients to keep his associates busy and ensure his offices prosper.
The struggling practice owner never connected with a reliable marketing partner that could supply him with the new patients he needed – and that deficiency grew over time and ultimately made all the difference.
Just like with chiropractic, marketing and advertising work when applied expertly by skilled practitioners. However, because there is no licensing or regulation of marketing agencies, there is a wide range of skills and integrity in the vendors that knock at your door. It is nearly impossible to judge the posers from the producers from what they say about themselves. Reviews from strangers are suspect as the full context is rarely given. They may have completely different practices and philosophies, or it may be the agency owner’s uncle.
So how does a savvy practitioner choose a winning marketing agency?
Simple. It’s direct recommendations from other successful practice owners.
As they say “the proof of the pudding is in the eating” – and that is the only criteria you should judge. Did they work for someone else you know? If the agency did great for three other offices then they will likely do well for you.
If an agency just churns through their clients – or worse – they demand you sign a lock-in contract, then run. Lock-in contracts are the biggest admission that the agency can’t keep their clients.
To summarize, the best way to guarantee practice prosperity is to have a marketing partner that delivers a consistent flow of qualified new patients month after month. The best way to find that marketing partner is through recommendations from practice owners you know and respect.
In this video, John Nesbit introduces Dr. Heather Lambert who has achieved remarkable success as a chiropractor and business owner.
She shares her experiences of building a thriving chiropractic practice, including having multiple locations, integrating medical services, and achieving significant revenue.
Dr. Lambert emphasizes the importance of learning from failure, seeking guidance from mentors, and not reinventing the wheel.
The video offers valuable insights and inspiration for chiropractors and business owners looking to enhance their practices and find success.
I did not start The Customer Factory by plan.
I came to this entire industry by “chance” and now have a purpose to help make it the model of American healthcare.
Here’s the never-before-told backstory of The Customer Factory.
You may not have heard of the Market Domination Engine before, but it’s responsible for driving in more than 1200 new patients per week for our network of practice owners who no longer have to worry about where their next new patients are coming from.
If you’ve been frustrated or disappointed by past marketing failures, this is something new.
The video is a little longer than usual as some key concepts have to be grasped to understand why this works like it does, but the proof is in the year-over-year revenue growth practice owners are reporting from it.
Welcome to an exciting new show where we dive into intriguing topics that go beyond the usual discussions. In this episode, we explore the concept of increasing profit without having to make more money. We have a special guest speaker, Abby Winteregg, who is an expert in Profit First—a cash management system designed to help businesses improve profitability.
About Abby:
Abby Winteregg, from Matterhorn Business Development, introduces us to the Profit First system. Growing up in a family deeply involved in business consulting, Abby gained extensive knowledge and experience in finance. Leveraging her background and expertise, she specializes in implementing Profit First strategies for businesses and practices. The system is based on the book “Profit First” by Mike Malowitz and focuses on effectively managing cash flow to increase profitability.
In this video, John Nesbit, CEO and founder of the Customer Factory will give you a quick rundown of what makes us different as a company.
Watch now!
The right consultant to put you on the path to growth and prosperity. But the wrong one can leave you impoverished and trying to fix the damage that was done. Here are 5 insights on how to choose a good one.
Tips:
1. Always do independent research
Some consultants are far better salespeople than they are at delivering what they promise. Testimonials will be hand-picked. Ask your network of colleagues about them, do some digging. This person is going to do surgery at your practice and you need to make sure they’ve not killed 10 of their last 20 patients.
2. Choose a Consultant that has “been there, done that”
The best practice consultants have literally done it themselves before. They understand the challenges you’re facing and have overcome those challenges themselves personally.
3. Avoid glib or shallow advice.
To spot a bad consultant, look for those who make quick, unobserved changes or focus on trivial aspects instead of addressing the core issues. These consultants may try to prove their worth by making unnecessary changes and exaggerating their importance.
4. Demand measurable impact.
A good consultant will continuously improve your business as they implement changes. They should make a measurable impact, such as increasing revenue or improving service delivery. it’s something that should be objectively measurable on a statistical graph or a spreadsheet.
5. Don’t commit until you know you got a good one.
Refuse to sign long-term contracts or give hefty upfront retainers until you know you’ve got a consultant who is a good fit for you and your practice. Reputable consultants know that trust is a big issue and will offer you introductory programs, seminars, and other ways to try before you buy.
Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.
To save time, many practitioners choose to partner with my agency, The Customer Factory.
To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call.
Find out more at:
The number one place that new patients are turned away is that your front desk via phone. So much depends on the quality of how that first call is handled that I can make or break your yearly growth.
Monitoring your front desk staff’s handling of new patient inquiry calls can be critical to your practice’s success.
Regularly reviewing recordings of these calls, when legal and with the proper permissions, can provide valuable insights into how well your staff implements their training and interacts with potential patients.
An anecdote involving a healthcare professional illustrates the importance of this approach:
The practice owner had recently hired an expensive ($17,000) consultant to train their front desk staff on the latest techniques and scripts.
The training seemed successful, as the staff performed well in role-playing scenarios, and the practice experienced a slight increase in new patient schedules and show-up rates.
The practice owner believed their staff was handling calls well, as they had observed them in person.
However, when they reviewed several random recorded calls the next week, they discovered that the staff’s performance was not always as good as it had appeared.
In one instance, a potential patient called to inquire about a weight loss program for herself and her husband.
The front desk staff put her on hold for three minutes(!), ultimately causing her to hang up and resulting in the loss of two new patients who were ready to start the program.
This example highlights the importance of regularly checking your staff’s performance when they are unaware they are being observed.
It’s a business reality. If you monitor it, you can manage it – and If you manage it, it will improve.
Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.
To save time, many practitioners choose to partner with my agency, The Customer Factory.
To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.
Find out more at:
If no one’s clicking on your ads you have zero chance of getting them as a new patient and your time and money have been wasted.
[I’m going to assume you are targeting the right audience and that your campaign is not being penalized by Facebook as those can also lead to a low number of clicks and a high cost.]
In order for an ad to stop someone from scrolling it has to get their attention and then move them to take action (click).
1. Choose the right image.
The first thing people see is the image. The image needs to show someone who looks like the Target audience in terms of age and demographic. The ad should show them doing well, being active, and succeeding in life. Showing people who are having pain or difficulty also works however too much of that is against Facebook advertising rules.
2. Write a headline that grabs them.
Your headline should be short and get right to the point. The keywords should be near the beginning of the sentence as often on mobile devices you only see the first three or four words of the headline. So rather than write “We have a program that helps people with knee pain” you’d be better to put it the other way and say, “Get knee pain relief with our new program.”
3. Use their language, not yours.
Use the words and phrases they commonly use to describe their problems. Don’t use technical terms like “subluxations” in your ads. Instead, use more relatable terms like “back pain.”
4. Describe back to them the experiences they’re having.
Listen to how your patients describe their issues. If they frequently mention “throbbing, pulsing back pain” that feels like “squeezing and pinching,” incorporate those phrases into your ads.
Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.
To save time, many practitioners choose to partner with my agency, The Customer Factory.
To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call.
Find out more at: