What % of People Start Care?

A lot of this depends on where those patients came from. If they came from a lecture that I did, my close rate was very high – 80-85%. If they came from a screening, it was a little bit lower than that. If they were referred, it was usually somewhere around 80-85%.

How Do I Avoid Upset PrePay Patients?

If your financial plans set people up to where let’s say they’re paying $200 a month but they’re getting $600 a month worth of care because they’re coming in three times a week, they can get behind real fast. For whatever reason if they don’t follow through – if they change their mind, move, if

What's Best for Recommendations?

So much of it depends on where you are in your communication ability and your belief system. How rock solid are you? People always ask me if they should go cash. I can never say, “Hell, yes. It’s the only way to go.” I wouldn’t do that because if you go cash and you’re not

How Do I Know When to Move Forward?

I’ll answer that this way: When you do know, you’re paying attention. You know by asking questions. You don’t ask just ‘yes’ or ‘no’ questions like, “Do you understand?”They can say, “Yes I do,” but not really mean it.  Read their body language. People are going to tell you what they think you want to

Prepay the Only Way?

We had a motto in the back office: Prepay or die. Now, it was a joke OK, but you get the picture.  I wanted people to prepay because the patients that did always got better results. Why? They’re committed. They wouldn’t do it if they weren’t committed. They wouldn’t have prepaid $3,000-$4,000 if they didn’t

From ROF to Referral?

Umm- yeah, absolutely. I know that as I explain the benefits of care to a patient that most of them are thinking immediately of at least their spouse and their children and sometimes their good friends.  They’ve got people in mind and if you educate them on the benefits of chiropractic, then you’re half way