#64 Handling Objections Starts With A Line In The Sand

Handling objections is generally one of the least liked components of a successful practice.

I say successful, because without handling objections, your chance or growing and developing the practice of your dreams is nil. Zero. Zilch.

Love it or hate it, that’s just the way it is… and the sooner you realize it the sooner your practice can move the needle.

The question is how do you best handle the types of objections you get in practice? Whether it’s on day 2 during the agreement, daily visits or it’s that no one wants to come to your workshops, this is an essential skill that you MUST master!

As much as there are tactical steps and conversation frameworks that would benefit you to know, it’s one, single piece that outperforms all the rest…

Surprise, surprise, it’s mindset. However, the mindset I discuss on today’s episode is not the head-space you typically hear about…

It’s not “Fake it til you make it” or some variation.

It’s building YOUR foundation by developing your self-esteem and knowing where you draw your line in the sand.

On today’s episode of Life By Design For Chiropractors I’m joined by Dr. Kreso Jug as we tackle this extremely important starting point for addressing objections in your practice.

Enjoy! Read More

#63 How To Gather 5-Star Google Reviews (Without The Cheesy Bribe)

“Welcome to a new era of marketing and service in which your brand is defined by those who experience it.” – Brian Solis

Times are changing! In days past you could depend on direct word of word of mouth from your clients. People trusted the word of their friends and family more than any other source.

Now…

  • 97% of consumers read online reviews for local businesses in 2017, with 12% looking every day
  • 85% of consumers trust online reviews as much as personal recommendations
  • Positive reviews make 73% of consumers trust a local business more

This new landscape makes gathering 5 star reviews from your clients more important than ever before.

If you’re like us, we hate the trend of bribing our patients to leave a review. We want them to want to leave a raving statement about how much they love us and our team.

Unfortunately, your competitors don’t care. They’re willing to compromise their values by giving away the farm just to stack their online review platforms with glowing comments regardless of whether they are fully true or false.

On today’s episode, our in-house marketing “guru” Dr. Michael Gibson joins us to discuss his strategies that regularly yield fantastic google reviews without bribing his clients to do it (at least not in an unethical way).

Check out the free download too… Mike was kind enough to share his actually email copy!

    • A single target market.
    • A front end offer.
    • The core product.

Each one is important and plays a fundamental role in moving a prospect to a lead into a new client and ultimately to become a lifetime practice member. Read More

#62 Inside A Coaching Call With Jamie – Identifying Your Target Market, Determining Your Core Product & Creating Offers

On today’s episode of Life By Design For Chiropractors we bring you inside a coaching call with Dr. Matt Pennetti.

Matt has been a client for 12 months, has completed a full 2.5 intensive Training Camp and has made tremendous gains in his knowledge and implementation of the LBD Retention Based Practice Model.

He’s recently embarked on the exciting journey of opening his own practice along with his wife Lauren in his hometown of Denver, Colorado!

Given the new challenges that face a start-up, on this coaching call, we decided it was the perfect time to revisit and expand on The Lifetime Care Map™ with specific emphasis on nailing 3 incredibly vital components…

    • A single target market.
    • A front end offer.
    • The core product.

Each one is important and plays a fundamental role in moving a prospect to a lead into a new client and ultimately to become a lifetime practice member. Read More

#61 The Special Visit That Can Plug Your Leaky Bucket

Whether we like or not, it’s normal for patients to fall off track, be affected by their financial and scheduling situations, have challenges that need addressed or drop out of care all together.

In most cases, doctors or their teams simply let people walk away.

I’m not suggesting you “twist anyone’s arm” but without an honest conversation, do you really know what their ACTUAL concern is?

What if they simply needed to be heard outside your regular check-up?

What if they didn’t want to drop out, but facing some life stress, didn’t know how to react?

What if they wanted to stay under your care for a lifetime but required a different schedule to make that happen.

You can accomplish each of these without giving up the authority, credibility and trust you need to lead your community.

Done well the results can be more of each and a reinforcement of your patient’s commitment to the process. Done poorly or not at all…your patient is all but gone forever.

The “Special Visit” protocol is a MUST have system in your practice.

On this episode of Life By Design For Chiropractors, we give you the basics to get you started creating and implementing this important system into your business. Read More