Empowering Women in Chiropractic – Things You CAN Be Doing During Coronavirus – ChiroSecure Dr. Ross

Download the transcript here.

– [Woman] Welcome to ChiroSecure’s Empowering Women In Chiropractic. The Facebook Live show for successful women by successful women. Proving once again, women make it happen. Join us each week as we bring you the best in business growth, practice management, social media marketing, networking, leadership, and lots more. If it’s about women in practice and business you’ll hear it here. Now, join today’s host, Doctor Randi Ross, as she talks about tech tools and transitions. And now, here’s Doctor Randi.

– Well, hey everybody, welcome to today’s show. I am Doctor Randi Ross and I’m gonna be your host, wanna make sure and give a big shout out to our friends at ChiroSecure who sponsor these events, make sure to go visit their website the, Facebook page, watch these shows and check them out. They’re a really great crew, very supportive of the profession and a great team, they’ll help you any way they can.

So, today we’re gonna talk about, kind of, there’s this, you know, big pink elephant in the room and everyone’s going through this whole coronavirus pandemic and, listen, it’s affecting different people in different ways. Some of you listening might be drastically affected by it and some of you might be minimally affected by it, but I wanna try and kind of, you know, give you some tools that can be helpful as far as your business to get through this and maybe even, hopefully, when we get on the other side of this, you’ll actually even have some things in place to make you a little bit better off, so we’re just gonna go through some tools that I’m using with my clients that we manage their marketing. And also, just to show you everyone affected by this in the middle of all this, myself and my business partner Doctor Matthew Davis. We formed a partnership with a long term chiropractic practice business broker, Doctor Tom Morgan, and now this happened. So, we’re going back and we’re doing things with our clients that I’m gonna share with you that we hope will help you a little bit, along the way.

So, one of the biggest things that we’re having everybody do, and some of you are good at this, and some of you not so much, so this will be a good tip for those, is that now is a really great time to take advantage of some of the lows. Now, some of you are only off by, you know, maybe 10 or 20%, and other clients we have are actually off by, you know, 60, 70, 80% so whatever your free or downtime, however you wanna phrase it now is, let’s take advantage of that. And one of the things that we start with with everyone, whether you’re a marketing client that we manage, or you’re someone that we are brokering the sale their practice is, let’s get all your stats up to date. You know, kind of get your financial house in order. And so often, that’s something that kind of gets pushed to the backburner, or maybe lags a little bit in where you should be with anything, just simply because you don’t have the time and you always go, you know, “I’ll do it when, I’ll do it when, I’ll do it when,” now is a really great time. Get all your numbers up to date and I don’t mean just the numbers to give to your accountant to file your taxes. Even though we’ve kind of got that pushed, hopefully you’ve gotten that in line and for those of you that go on extension and don’t do your taxes till like October 10th or something like that when it’s due on the 12th and get that phone call from your accountant, now’s a great time to get all those financial things in order, and especially your stats.

You know, you all have different stats that use depending upon how you manage the basics that we always ask for is over a month and then the year, new patient, patient visits and, you know, services billed and services collected. Those are like the very basic ones to kinda get a good feel for what’s going on in the practice and then you can compare those numbers to previous years and, you know, see how you’re doing. Now, we understand these last month or so, give or take, and we’re not sure how long it will last for some of you, is gonna be a little bit of a snapshot that we’re gonna almost remove from the equation. So, go back, make sure all your 2019 numbers are done and up to date, and you’re taking a good look. Don’t bury your head in the sand, if there’s something that’s off. It’s a great time to address it, you know, give too much in your accounts receivables, you know, get with your staff member whoever handles that, now is that good time. Let’s go over what’s outstanding and what the status of things are.

All right, so here’s where we take this kind of time that we’re all just, you know, waiting for the patients to start flowing in again and make some positive, use of it. Another tool that we’re using is this is an amazing time to do training with your staff. Now, I understand some of you might be totally shut down, some of you might have minimized your hours and all that. If you can’t, or for whatever reasons won’t do it in your office, there is just as we’re here, you know, in a Zoom meeting or on Skype or Google has a meeting now, Microsoft has Team if you use that. You know, take an hour a week, pick a topic, whether it’s something that’s, you know, lagging in the office and maybe that’s collections or something to do with financially or maybe it’s, “Hey our new patient numbers are down,” or, “Our patient visit average is down.”

You know, pick a topic and now’s a great time to kinda get everyone on board, come up with a plan and get people trained on that and get everyone on the same page. Remember, when we get on the other side of this, we wanna be ready to hit the ground running. So, if you get a few of these items, you know, protocols, whatever words you wanna use for it in place and everyone in the team is educated, informed, understands, if you use scripts, you know, the scripts that go along with some of these things. I think that this is a great tool because some of us are good at team meetings and kinda educational things about our office and what’s going on and where we are where we need to be or where we just want to be. So, this is a good time to do that. And the other thing is now is a terrific time to build your marketing campaign.

So, I guess the first question you have to ask yourself is, “Do you even have a marketing plan?” I’m gonna say that close to 50% of people that I meet with, maybe I’m actually being generous in that, do not even really have anything. They know they they participate in a particular event that’s hosted in their town every year or, you know, maybe there’s a golf outing with their chamber or something like that, you don’t really have a clear marketing plan. The easiest way to start with that is do a six month and a 12 month. Now, understanding, right now, you might not want to include in that six month ’cause there’s not a lot you can do but I’m actually gonna give you some tips on that if you stay around on what you can do now.

So, create a calendar and look at the things you can do. What are the things you can do in your office? what are the things that you can do outside of your office? And, again, some of this depends on your community. What type of things go on in your community, what’s still on the calendar? A lot of things are canceled. Maybe you’ll get more into this virtual forum to educate your patient and things like that instead of if the outside community events have been canceled for the remainder of the year, which many of them have been. There’s the, you know, it’s the Serenity Prayer, you can’t control what, you can’t control, you can only control what you can control. So, you know, make that plan. Take a look at your community. If there’s nothing for you to really get involved in and it’s gonna be a little difficult to do any kinda outside marketing in groups, you may want to look at this more virtual platform. And you can even, a lot of times, if you would be approaching a business to bring, you know, a lunch and learn or something along those lines where you bring an educational platform to a company or a corporation, you can provide that same system, virtually we do it all the time, the international clients that do workshops and things for groups and organizations here in the States. So, it’s very doable today and everyone is pretty much prepared for it now.

So, start making some type of plan to get marketing so that this lag time in your practice, you can expand upon what you had before it started. Now, we’re gonna talk about one of the ways you can do that. Make videos, make videos, make videos. Did everybody hear that? I need to say it again, make videos! If you’re not making videos, I can almost guarantee you, you’re losing money, some way, somehow, some form. Okay. Very easy today to make videos, you have a phone, you can use a phone, you know, you have a computer, you can connect a type of external camera to it and make videos or you can use what’s built in there, some technology things if someone’s not sure how to do that, I’m happy to answer your questions. You can email me and I’ll talk you through that. So, you can make videos that are specific to the services you offer in your practice, you can make videos about pretty much any health topic that would come up, we like them somewhere a little beyond three minutes, probably less than five that kind of, you know, people’s attention span. The easiest way that I always coach people when you’re gonna make a video for your office, is I say, “Give me an example of, pick three things “about a topic and make that the video.” so, if you’re talking about vitamin D, pick three things that you’re gonna share and explain to people what are the benefits of vitamin D, or you might pick three things that are kind of an effect of not having enough Vitamin D or if your vitamin D levels are low. Keep it simple, you can still educate people without using, you know, $10 words. That’s fine, and you could literally make a slew of videos, think about all the downtime you have right now. If it takes you five minutes to make a video, if you made, you know, a couple of videos a day over the next few weeks, you’d have a whole bunch of them in the can that you can spit out throughout the course of a year. And when you create the right content within that on your YouTube channel, you can share it anywhere and it is an incredible way for people to connect with you, ’cause now they’re not just seeing a static image on a website, they’re actually seeing you, like you’re engaging with me right now, we’re building a rapport, we’re developing a virtual relationship. That’s the same thing that happens when you make videos about you, about your office, about different services, and so on and so forth, make sure everything’s positive don’t ever be negative. One of the other things that we’ve been talking about with some of our clients is, how about a little makeover? So, if you’re one of those that has a lot of downtime right now.

How ’bout something to spruce your office? Now, if you just redecorated your office, you can ignore this tip. But if not, a lot of people, you know, we forget. Maybe a fresh coat of paint on the walls. Now, that’s a DIY you can do it yourself, you can go pick up a can of paint that you can have it delivered today, you know, for 25 bucks or whatever, and just put a bright fresh coat of paint. Even if you just did it in the waiting area. It’s something that people will notice and be like, “Oh, that’s nice, that’s fresh, it’s something new,” maybe move some of the pictures around or add some kind of happy pictures, people are gonna need kind of an uplifting after this, even just mentally and emotionally. Buy a few new plants. That’s always nice to give something a bit of a fresh room.

I always tell people, one of the things that I think I’ve said it here before, on a class that I hosted, is sometimes sit in your waiting room and look around. Is it a little like dark-ish, or is it bright and does it make me feel happy? So, we’re gonna need to give people a lot of happy when they start flooding our doors again. So, that’s something that you can do, really inexpensive. And if you want to support your community, maybe during this time hire a local painter, that can come in on your off hours and give your office, a fresh coat of paint, okay. Stay connected virtually. Listen, you’re gonna have some people that whether you agree or disagree, it doesn’t really matter, they have certain reasons why they’re not gonna come into your office during this time, maybe some of the, especially, if they’ve been patients for a long time, stay connected with them virtually, you know, do some type of, you know, virtual call with them or FaceTime with them from your phone and you know, let them know you’re thinking about them and your hope they’re doing okay and sometimes even just reach out and see if people need anything.

I had my financial advisor, was about 30 minutes from where I live here in Florida, call me up, this was actually kinda funny, and they were calling everyone to see if they had enough toilet paper. So, it was just, it was a bit of a funny thing but I guess if someone needed that, they happened to have a client who was supplying it but it was just nice to be thought of in that respect. And, one of the last things that I wanna mention, and I think this is so important, so please, you know, just bear with me on this. Don’t be tone deaf. And what I mean by that is you have to realize that your experience with what’s happening with the corona virus is your own experience and how you’re gonna feel about it and react to things is unique to you. Just like all the other people out there, everyone has their own unique experience of what’s happening to them during this time. So, again, some people, especially if you’re in certain parts of the country, are very minimally effected.

For those people that are, you know, in the areas where there’s a high concentration. There’s a lot more palpable feel to what’s going on. And when people read things, you know, on your Facebook page, not all of you, I’m just saying some of you, kind of minimizing all of this, or just making it seem like it’s not that big a deal that, you know, more people die from the influenza virus, that really makes people uncomfortable. And that’s what I say, what I mean, don’t be tone deaf. You know, again your experience is yours.

Listen, my family’s experience changed two weeks ago when we have an aunt and an uncle, a married couple, in Queens and both of them died from the virus within a couple of days of each other. So, my family’s perspective on this whole experience is very different than it was before that happened. They weren’t old, they weren’t sick, they, you know, they weren’t young, I mean, they were like in their early 70s but, you know, they didn’t have the risk factor so to speak. So, you know, I’m just asking that you be sensitive to what other people are experiencing because you don’t wanna kinda scare someone off thinking that you are, I use the word, tone deaf, to what someone else might be feeling or someone else might be experiencing.

Well I’m gonna kinda tie it up there for today. I do want to offer something just for kinda being here and sharing here, as I said, we now have, or joined forces, with Doctor Tom Morgan for a chiropractic practice brokerage firm if anyone during this time, it’s really kinda kick them over the edge, maybe you were thinking about moving on or something, if, you know, we’re here, we will do a practice short valuation for you. No charges, mention ChiroSecure, and we’ll see if it makes sense for you at this time to move on. You can reach me anywhere on Facebook.

Well, I wanna thank you for being here, please everyone, stay safe, and we will get on the other side of this. I’m really confident that chiropractor’s will come back from this even stronger than before, people are gonna be looking for care, they’re gonna be looking for the comfort and the services that you offer. Well, make sure to tune in next week when Doctor Cathy Colby will be here, and she is gonna bring you some amazing tips as she always does. Thank you everyone, be well.

– [Woman] Join us each week as we bring you the best in business growth, practice management, social media marketing, networking, leadership, and lots more. If it’s about women in practice and business, you’ll hear it here. We hope you enjoyed this week’s Facebook Live event. Please Like us on Facebook, comment and share. We look forward to seeing all of you next week for another episode of Empowering Women In Chiropractic. Now, go ahead and hit the share button and tell your friends and colleagues about the show. Thank you for watching. Have a beautiful day. This has been a ChiroSecure production.

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Look to the Children Pivot Your Practice – Drs. Buerger & Lindsey

Now, here’s today’s host, Dr. Monika Buerger.

Hello everybody, and welcome to ChiroSecure’s Look to the Children show. I am your host, Dr. Monika Buerger, and I am beyond excited, excuse me, today, to welcome a very good friend of mine. First of all, I want to tell you a bit about this amazing person. Not only is she beautiful and an amazing chiropractor, she’s absolutely brilliant, one of the business minds that I’ve ever met. I can’t wait to pick her brain. She graduated from Life University in 2001. She is the founder of Dominate Chiropractic Marketing, the dominators, and we are going to dig into that. She’s got a heart like no other. We met in person over, excuse me, between Christmas and New Years while we are both guests for a Spinal Missions trip, an amazing organization by the way, one of the most profound experiences of my chiropractic career. I got to listen to her lecture there, and she brought the house down. There’s no other like the amazing million-dollar practice builder, by the way, in a small town in Asheville, North Carolina, Dr. Nicole D Lindsey. Hey, baby.

Hey. Well, thank you for that awesome intro. I appreciate you. You’re one of a kind yourself.

Yeah, you deserve it. I mean, really, your heart and your soul and your brain is just profound. It was an amazing experience hanging out with you for that time. Speaking of then, we were free birds, right? We were free birds.

Totally, we were. On many levels.

On many levels. But we were talking before we went live about what’s going on in today’s paradigm. I know a lot of docs out there are a bit stressed and a bit concerned and feel a bit trapped or caged. At the same time, you brought up this great parallel about the most profound documentary of its lifetime. Right?

Right, right.

You have to talk to the audience about your thoughts there.

Yeah. I’ll start it with this. Hey, all you cool cats and kittens, right? If you’re watching this right now, you know what we’re about to say is the Tiger King. Everybody that sees it, you can’t stop watching it because it’s just crazy, right? But at the same time, I think it’s very ironic that that is the most popular thing right now, because it kind of symbolizes what we are and what we feel like right now. A tiger trapped in a cage, you know? It’s really interesting how we are drawn to this. The whole world is drawn to this concept of the tigers being trapped in cages, just like we are.

I thought that was such a profound parallel that you put together, because I hadn’t thought of it in that context. You and I went back and forth a little bit on Messenger about what we wanted to bring to the docs right now because this is a very unique time for all of us. We threw out there, a lot of the docs that I mentor, I’ve been saying pivot, don’t panic. Let’s look at this as an opportunity. You’ve done some really awesome things in your office just in this last couple of weeks getting ready for when this thing lifts. I believe, and I think you’re right there too, that we are going to have a huge opportunity explode once this crisis lifts. Can you just tell some of the docs what you’ve done in your office this last week or two to get ready for that?

Yeah. Yeah, absolutely. I mean, I feel that the momentum is building and that this is a great opportunity for chiropractors to shine, to come out shining saying, “Look, this is what we’ve been saying. Take care of your bodies, take care of your immune system so that you are not in that pool of people that is more susceptible to getting sick.” Let’s utilize this time to build upon that, be ready for that so we can pull these patients in and let them know we can help.

What we’ve been doing is we’ve sent out letters to medical doctors in the community, which I do anyway, but we’ve done it with a different purpose and intent. We’ve done it with a feeling of, look, we want to take that burden off of you. You are seeing patients and you’re trying to triage, do they have COVID or just is it bronchitis, that’s really more important to the MDs right now. If you have patients that are musculoskeletal, send them to us, we will be happy to assess them and help them and take that burden from your plate. That’s one thing, is sending and faxing letters and just building that relationship now. You can continue to build on that, and we’ll talk about that over the next few minutes, once this is over.

Then the other thing that we’re doing is we are preparing our office and our business for a huge reactivation campaign. I have been wanting to do this forever. I’ve been wanting to go through all of my entire database and make sure that we have all of their emails in our CRM, which I thought my CAs were doing. If you think that that was being done, I challenge you to check that, because we entered 200 emails in just yesterday that we’re not in. They’re active patients that were not put in my CRM. So we’re tackling that, getting our list ready to do a huge reactivation campaign via text, when it feels right.

Yeah. This is a great time that we should be using our extra time to look at those things and almost like you’re starting from scratch in a way, not from scratch, but like when we start our practices, and now this is a good reboot time to reactivate and get our message, and maybe even a clearer message out, and that we’ll talk about in a minute here. But you even said that you and your associate were in there tearing down your front desk.

Yes, yeah. We kept hitting this wall with the number of patients that we could serve in our office and it came down to we needed another CA, a tech CA. We needed hands on. My office is, we’re maxed as far as space goes and what we’re serving, and I could not hire somebody until I made space for them. I needed a workstation for them and it wasn’t efficient the way that my office was set up. So my associate and I, the other day, it was a lunch break and we actually took apart our front desk, it’s in modules. There was dust everywhere, there were cords, and we tore it up. We rearranged the whole front desk area and we created another workstation. So we’re ready, we’re ready. Letting the universe know we’re ready.

That’s a big thing. I think when we move space, when we create space, the universe will provide. As chiropractors, that is part of our thinking, right? That’s the way we live, right? We look at chemical, physical, emotional, head space, all those things to be as successful as possible. I think the message out there to all of you is create the space in your head right now and if you have to create the physical space in your offices, do it now, because get ready for the implosion, right?

Right, exactly. Yeah, pivot, pivot. Pivot and get it done.

Absolutely. Your expertise is hooking up, I shouldn’t say that, is connecting … Watch my lingo here.

That’s right.

Connecting with MDs around your community. You have a company, Dominate Chiropractic Marketing, and it’s really teaching and helping docs connect with MDs in their community. Question for you, what do you find is the one thing that they want to know about us?

There’s quite a few things, but if I had to pull out one of the most important things that would be they want to know that you are professional, because let’s face it, the medical profession, they have all these different wild ideas from what they’ve heard, what they’ve seen, what they don’t know, what they think they know about chiropractic and chiropractors. When you meet them behind closed doors and you start building a relationship, they will say to you, “It’s so nice to meet you. I had no idea.” They almost have this like they feel guilty saying it, letting you know that they thought the worst about us and about our profession. It’s simple. They just want to know that you are a professional. They want to know what your office looks like. They want to know how you process patients. I’m saying, the simple things.

When I go into their offices and do a presentation for them, I actually include slides, pictures of my office, and I walk them through, I take them through how I process a patient. This is my front desk, the patient will fill out paperwork. The patient will be brought back into an exam room, we will do a full exam. The exam includes this. We will check their range of motion, we will take x-rays on the patient if necessary. They want to know that you are a professional and that you’re going to properly assess and diagnose this patient. That’s probably the most important thing that they want to know about you.

Another thing is they want to know exactly what we do as chiropractors. Number one, they want to know that you’re not woowoo and wacky, that you’re a professional. Number two, they don’t understand chiropractic.

Right.

I’m not talking about … I mean, what you do, Monika, you’re light years ahead of a lot of us in the way that your brain works. I so appreciate that I learned so much from you and being around you and the program you’ve put together for us chiropractors. We think as chiropractors that in order to build a relationship with a medical doctor, that we need to have DAC bars in neurology and have all this extra special stuff in order for an MD to be interested in having a relationship with you, and that is simply not true. The fact that you are a chiropractor, period, is enough.

That medical doctor wants to know what you do, so we break it down to them. We explain to them how we look for subluxations, and that’s going to be unique to your specific technique. If you give your clients in your program [inaudible 00:12:27] to utilize, those are the things they want to know. If for example, say it’s a migraine or headache patient, they want to know what you’re going to look for in that patient. Are you going to look for trigger points? Suboccipital muscles? Are you going to look for decreased neck range of motion? Are you going to look at the cervical curve and see if they have forward head posture? These are the things that they want to know.

Thanks for bringing that, because we take that to a family-based or pediatric paradigm, that right there is huge ammo because what are kids doing all day long?

Looking forward.

Especially now, right? At home.

Mm-hmm (affirmative), yes.

Would you say, if we want to take this approach with a family pediatricians or a family practitioner, even with the pediatric paradigm, using posture as one of the things we look at?

Yes, absolutely. Absolutely. In fact, I did a presentation for neurologists. Two of them were young and they had younger children, and the presentation I did was specifically on the effectiveness of spinal manipulation in the treatment of headaches and migraines, and tension-type headaches. The way that I explained to them, because I always like to give medical doctors an objective tool, something they can utilize in their office to assess a patient to see if they’re a good candidate for chiropractic referral, and one of the things that I taught them was forward head posture. I went through with them how to do this and had them do it on each other. One of the neurologists, young guy, his mouth dropped and he’s like, “All I can think of are my kids playing video games.” I said, “Yes, exactly. This is what we’re seeing, is more and more young children presenting with headaches because of their posture.” So yeah, yeah, this is what they want to know.

Absolutely. Just a spin up on that, we know that … My brain’s a little weird and I get into the neurology stuff, but we even know that we look at things like asthma, dyslexia, ADHD, we have studies on that from the neuroscience realm on those postural changes, those postural imbalances are associated with those kinds of neurological issues. Asthma, for God’s sake.

This is a great dovetail into … Oh, now I’m going to let you, you’re the expert on working with MDs. In the situation like that, would you maybe provide just some journal research on some of those other offshoots, aside from headaches and so forth, but just say, “There’s some interesting articles,” or how would you maybe bring that into the picture too, like asthma or something?

Yeah, that’s a good question. I get that a lot. You have to be careful because your audience does not understand this language and they think chiropractic, musculoskeletal, chiropractic, musculoskeletal. Okay, so that’s the language that we base the relationship on initially. It doesn’t mean it stays there, but you want to meet them where they’re at. You don’t want to try and change their paradigm on the first date, okay?

But your question to me in text was how do you foster a relationship with an MD? One of the ways you can foster a relationship with an MD is once you date a little bit, right, you have this initial meeting, you’re dating, and then they start sending you patients. They’re happy, you’re happy. It’s going well. “Now I would like to talk to you about this next topic, the effectiveness of spinal manipulation in treatment of asthma for children. Would you be interested?” Now they’re a little bit more interested because they’re seeing results. They like what they’re seeing. They may even have a few patients that were asthmatics that they sent you for something else and they’re hearing that their asthma is improving.

This is how it’s done best. However, when you initially set up a meeting with an MD, whether it’s through a lunch and learn or a 10-minute meet and greet, it’s important to pick a topic. If your topic is asthma improving with chiropractic, then that’s what it is. If they allow you to come in talking about that right off the bat, then do it. Okay? But be careful throwing too many things at them. You and I know that chiropractic care can fix just about anything, right, but that’s not their language, so we have to be careful in that area.

Basically, primo bullet point, meet them where they’re at and try not to go in with the we cure, fix, everything, but give them some meat and potatoes to grab onto first.

Yeah. You may have those slides in your presentation there, and if you’re going through it and you’re getting a really good vibe, there’s a lot of gray in this kind of marketing, it’s not black and white, it’s not say this only, that MD may be tracking and asking you some really good questions. This happened with an OBGYN with me. Then if that happens, you take it there. Take it there, you know? But you may not be able to do that with every single one initially, initially.

How did you first get in their door? What’s-

Yes. There’s a couple of different ways. I have found the best way to do this is by setting up a … Now, of course we can’t do this right now because of our situation, but setting up a lunch and learn and going into the MD’s office, in their office, right, where they’re comfortable and bringing their office lunch. There’s all of their staff, I invite all their staff because I want all ears. You can get just as many referrals from their administrative staff than you can them. Pick a topic, stick to it, and go educate the MD. Because when you do this, you are positioning yourself as the authority. That’s what they want to know too, right? That you are the authority in your subject. I have found that that is the strongest way to build a relationship with a medical doctor. It’s not the only way.

Another way is setting up a 10-minute meeting with the MD. If the sound of or the thought of presenting to neurologists or medical doctors freaks you out, I get it, it still freaks me out every time, but I do it, then a 10-minute meeting might be better suited for you. You’re calling the MD, you are setting this up with the medical doctor, and you go in and you meet them before their shift, after their shift, for 10 minutes and use a smaller version of the lunch and learn, but hitting on some really important points in that 10-minute meeting.

When I got to hear you speak in Jamaica, I was just like, “Wow.” If you haven’t got to hear her speak, A, she needs to be out there speaking on more platforms, this is my opinion, but I mean, it was very enlightening. Some of the stats you said in creating that referral network and the longterm success rate of your practice, it was really eye opening. So kudos to you, because that’s not easy to do.

If I understand you correct from that little last pearl, it really takes us to be confident too in what we do and knowing what we do works, right?

Yes, exactly. That’s why doing programs like yours and really owning it is really important. Again, you don’t need all this extra certification, but if where you are you’re not comfortable with your technique, with who you are as a chiropractor, you need to fix that first, right? Confidence, that will help you with this so much. Absolutely, absolutely.

I do want to say something about what you said about from a financial standpoint, what this kind of marketing does. It’s something that I hadn’t thought about until you just said this now, but back in 2008, when the economy crisis happened, this was pivotal for me because it didn’t cost me a lot of money. Here we are, everybody’s practice is down, some 15%, some 60%, some down 100%, right? I’m hearing this all over the place. This type of marketing is going to really help pull you out of that hole because it doesn’t cost that much money, it’s just a lot of your time.

I think, I don’t know, sometimes when you put your own time and blood, sweat and tears into it, I think sometimes the pay off can be a little bit more profound, you know? I don’t know. I just thought I-

Definitely.

Yeah. When we were in Jamaica, I mean, some of those numbers you showed on the potential referral aspect, and I don’t know if you want to throw just a few of those out there, it is quite profound there. Where was I going with this? We were talking about the pivot, pivoting your practice right now. What would step number one be for people you think right now, during this lull?

Yes. If your office is open right now, even on a limited basis, go ahead and get that letter out. I’ll be happy to give it to you, just message me on here, on Facebook, Nicole D Lindsey, and I’ll give it to you in Word so you can edit it for you. But fax those letters now to every single MD in your area to let them know that you can help them. That’s one of the first things you can do.

Number two, you can start building your MD log of medical doctors, healthcare providers, that you want to build relationships with. Start building that list. Go on yellowpage.com, look on Google. Search all the healthcare providers in your area and get them on that list, their phone numbers, fax numbers, emails, so that you can start making these calls as soon as this stuff is lifted.

Yeah, and do you send out progress reports?

Yes. You were asking what do the MDs want to know about you, that’s the other thing that’s important. They really want to know how their patient is doing. They want to know, first of all, did the patient show up? They know they made the referral, did the patient show up or did they not, and what happened? They want to know what you found, your diagnosis. Then, yes, I send a progress report. I also send a discharge report, discharge from acute care for the initial thing that the MD referred the patient into, it doesn’t mean I’m releasing the patient forever. They learn this, you have to explain this to them in your verbiage in the note. But yes, they want to communicate with you. They want to know. That’s their language.

We’re talking about MDs, but we could really take this premise into the physical therapy world, the OT world, right? It’s crossover [crosstalk 00:25:00].

It’s all interchangeable. Yes, yes.

Before we depart, I mean, we could sit here for days like we did on the beach in Jamaica.

I would love that right about now.

We were talking in Jamaica about … I was on the big Tylenol kick and I think I sent you the little thing. By the way, viewers, next month I am going to do a special presentation on the effects of Tylenol or acetaminophen, because this is an incredibly important, and it’s even more important now with this whole COVID thing going on. But like I told you, I said, “You know what? 65% of pregnant women in this country and 50% in Europe report taking Tylenol for low back pain,” and there’s a lot of risks to the fetus on this, linked with ADD, asthma, allergies and we’ll get to that next month, but that is something we also can start from a pain base, right?

Yes, absolutely.

Low back pain in pregnancy, and build on that, right?

Absolutely, absolutely. I think like we were talking about earlier, before we got live, is now this is such a great opportunity for chiropractors to shine. I think more and more people, more and more medical doctors, healthcare professionals, are going to be looking for ways to help their patients get healthier. When you have an OBGYN that has a pregnant patient and they’re seeing studies come across their desks about acetaminophen and they can’t ignore that. So yes, I think that that is definitely going to be a hot topic for OBGYN marketing. OBGYNs are great MDs to market to and in my program, my online course, we have a presentation that I actually use to build relationships with OBGYNs.

Awesome, awesome. Well, I know you’re super busy. I thank you so much for being on here. I miss you. I wish we could hang out together, not in quarantine-

And happy belated birthday.

Oh, you’re so sweet. But again, the brilliance this woman has to share and her mind, her brain, I just love her brain from a chiropractic and a business standpoint. I mean, I’m telling you guys, if you don’t know her, get to know her. Please get to know her because she will turn your life around. I want to thank ChiroSecure for always being there for us and giving us this platform. I think I failed to say you are actually one of the hosts of ChiroSecure’s Empowering Women show.

I am.

So thank you for putting that on. Again, ChiroSecure, Thank you for having our backs, for giving us this platform, for always sticking up for the chiropractic profession, especially right now when so many people are struggling. You’ve been out there to be an anchor for all of us, so we thank you, both Nicole and I. I’m speaking for you, but I know you feel the same way.

Yes, yes. Absolutely.

Thank you to the ChiroSecure family for being our anchors. Be sure you join Eric Kowalke the first Thursday for Look to the Children show. Then again, I’ll be on the third Thursday of May, and you guys want to hear this presentation that I’m going to do about the effects of acetaminophen. It goes beyond glutathione and it goes beyond pain. It is going to be involved in neural development. With that said, I bid you adieu. You guys all hang in there, and pivot, don’t panic and together we will rise.

Today’s pediatric show, Look to the Children, was brought to you by ChiroSecure.

Please subscribe to our YouTube Channel (https://www.youtube.com/c/Chirosecure) Follow us on Instagram (https://www.instagram.com/chirosecure/), LinkedIn (https://www.linkedin.com/in/chiropracticmalpracticeins/) Periscope (https://www.pscp.tv/ChiroSecure). Twitter (https://twitter.com/ChiroSecure) If you have any questions about today’s show or want to know why ChiroSecure is still the fastest growing malpractice carrier for over 27 years, then call us at (866) 802-4476. or find out just how much you can save with ChiroSecure by visiting: https://www.chirosecure.com/quick-quotes/malpractice-quick-quote/.

Empowering Women in Chiropractic Practice Growth While the World Changes – Janice Hughes

Hello and welcome. My name is Dr. Janice Hughes and I want to take the opportunity to welcome you to our show Growth Without Risk. And I know at this time in the world that’s probably a crazy thing you’re thinking to really be talking about growth. And I know that some of the hosts over the last few weeks have really been whether we like it or not addressing some of the issues related to COVID. And it’s so intriguing for me with my background as a chiropractic coach, I’ve been in the practice management world in the profession for years and so I was really looking forward today to talk to you about this concept of growth.

I’d be remiss if I didn’t start first though by thinking Chiro Secure. I personally have talked in a lot of my interviews where Dr Stu Hoffman has been a huge supporter of myself, personally in my career of so many chiropractors I know. And right now is definitely one of our leaders in the chiropractic profession that is showing up incredibly during these challenging times.

He and Chiro Secure are here for you. And that’s why they’re continuing some of these very pertinent topics and discussions about this idea of growth. So let me just jump right into it. I’m not going to be interviewing anyone else today. I wanted to share some of my perspectives after 30 years in the profession and this concept of growth. And I really wanted to jump in with the idea that, is it an oxymoron to say that you can grow while everything is shrinking? So I realize I’m not immune to the fact, yes, I’m not in private practice at this point. I mentor and coach and work with so many chiropractors that are though. And knowing that all around us is fear. Everything around us, whether you’re open or not open, been told what to do or how many hours you can work or the way that you practice.

I recognize that that is all that outside in energy, and it’s fearful right now. Many of us, we wouldn’t be human if we didn’t feel that or if we didn’t know that that was affecting us. The challenge and why I want to really anchor on this word growth is that you can grow. There are businesses that are growing during this time. Those businesses, some of you will say, “Well, Janice, that’s because they’re open.” No, actually some of those other kinds of businesses are closed as well, or they’re having to figure out how to do business differently.

So I don’t think it’s an oxymoron to say that with all of that outside influence, with everything changing, you can actually grow, and there are offices that are doing that. There are offices that are pivoting and the way their communication is really strong, the way they’re working on themselves, they’re actually growing through this crisis.

Now that’s easy to say, if you’re open. A whole bunch of you listening are closed, you’ve been mandated by someone else to be closed. And any of you that know me well enough or you can tell my energy is a very driver personality. There is nothing that drives me more crazy than someone telling me what I can’t do. So I really want to start this by saying that I kind of live by these two really important principles.

The first is that there are some things you can control. And the second is that there are some things you can’t control. And that wisdom is ultimately knowing the difference. So because I can’t control those other decisions, whether we’re open or closed. Every one of your governors in your States are different. I’m in Colorado where, again, it’s a really crazy time. The governor has not only made certain statements that yes, we’re essential, but we’ve got an organization that is saying, “No, we can’t be open.” Or, “Here are the conditions you can be open.”

So I recognize I have to stay in my lane. If I can instead focus on the things that I can control, that’s where I’m going to be more empowered. So I ask each of you to think about that for yourselves. Are there some things that you can actually control versus putting your attention to the ones you can’t? So really the wisdom comes from identifying the difference in that. So it’s not about whether you’re shut down or it’s not about whether you’re open with certain requirements. It’s turning around and saying, “Okay, no matter what that external situation, what are the pieces that I can control?”

So that’s where my second question is, what is a growth mindset? What does that look like? So how can you be growing right now? Can you grow personally in some way? Can you grow professionally in some way? Can you even think about growth related to your money and finances? And I know that, again, sounds like an oxymoron. If you’re shut down or your cashflow is gone or is definitely impacted. There’s enough people that don’t have reserves right now.

That’s where, well wait a minute, one of those important actions is how do I ensure that I do the SBA? How do I ensure that I do the PPP? The brain doesn’t know the difference between your own money in reserves or those dollars in reserves. It just knows what reserves feel like. Or find where you have more than enough of something in your house. Hopefully it’s toilet paper, because I know that’s obviously a major issue as well. But thinking in terms of where can I look around myself and find as much abundance as possible? I am living in a different home right now. During this is when we were moving out of our house and we had been getting rid of supplies.

So I used to stockpile, meaning just have an abundance of things. And not in a crazy way, but knowing that that was a great way to feel abundant. Right now, because we don’t have those, the first thing I did was go to the gas station and fill up with gas so that I have more than enough gas. Not a lot of places to drive, but I have more than enough of some kind of supply. For some of you it may be ordering food online or going and doing a shopping that allows you or I to buy things.

Luckily I haven’t found that the grocery stores are out of the things that I eat. The very first time I went to the grocery store and all these shelves were bare, I found an abundance of the things that I eat. Because obviously you or I, often eat differently or do different things health wise than probably 90 or 95% of the population. So my mindset at that growth or abundance, I’m looking everywhere for that. I’m looking in people’s eyes more deeply. If I meet someone on the street, even though we’re not supposed to be very close, I’m going to really connect with them and still say hello.

I search for those opportunities and believe me I’m getting shut down a lot. You know, I’m getting the fact that a lot of people don’t even want to speak or connect. I have a big dog and early one morning, he and I last week were walking when everybody started wearing scarves or face masks and we had somebody in the dark still at 5:30 in the morning, you could hear them quickly coming down the street behind us and as we looked, it’s terrifying to see. It’s almost like a bandit that’s coming at you.

So recognizing that all of that negativity that’s out there, I want to be as disciplined as possible to do the things to focus on my mindset. So I really want to identify that this is going to take work. It’s interesting to say that we focus on growth or success principles when times are good, but it is much more challenging, isn’t it when we’re in the kinds of situations that we are now? So what can you do now? What can you do today? What habit or discipline can you put in personally? Part of it is if we are really restricted with what we can do at our clinic. So for those of you that are shut down, our brain tends to go to, “Well, how do I do everything related to the business? You know, how do I just grow my business?”

We’re going to talk about that in a second, but I really want to identify first it’s about yourself. What are you doing for your mind and what are you doing for your body and physiology? And I want to acknowledge that you’re going to ride a wave. It’s like the wave form, the up and the down and the up and the down. And we are definitely riding the waves. So because we’re human, we’re going to have some of those down moments. There’s a certain day we wake up and we just feel frustrated or exhausted or because our patterns are so different.

Like I said, I’m almost seeing it as a blessing that I’m living in a different home right now than my own home, and it’s not my future home. But in this transition, it’s almost forced me to change every single habit or pattern that I do. I had to think about what do I bring with me? I’m not going to be able to go to a coffee shop. Do I have our espresso machine?

How did I consciously decide what are the things that mattered the most to me with my schedule, with my routine? I’ve been sending out to a lot of people personally, I know some really dear friends who are incredible meditators. Well my style and my driver personality, I tend to have to do more walking meditations or movement oriented meditations or guided meditation. I’ve been searching some of those out and using those as tools. Things that really work on my mind and then things that work on my breathing or my physiology. Can you go out for a walk? Can you go out for a hike? Do you have a stationary bike at the house? Are there ways that you can do some HIT exercises, high intensity, short periods of time, things that allow us to address the physical side of things.

So I first want to identify that growth is about our minds. Growth is about what we can be doing. I’ve signed up for a couple of online courses that I’m auditing. Find some of those things that are allowing you to grow. What are you listening to? Which podcasts or which lives are you listening to? I’ll tell you, it’s interesting in our profession, the amount of negativity that’s out there. Or the amount of people that are coming to you trying to sell you something right now. Now, I don’t know about you, but I sort of question that, that this is a time for us to rise and not to charge people for things and or figure out other things to sell.

Now I say that you could be creating an online course or you could do something now that pivots your business, but I just want to share the fact that go outside of our profession, even to audit some courses or to take some things like podcasts or courses that fill you up. That’s what identifies the growth mindset.

But now let’s talk about practice, let’s talk about actual practice management. So the first piece that and why I’m talking about mindset is your practice, your success, your results are based on you. So that’s why that’s the most critical piece in part for me with things. But now some strategies within your practice. It’s interesting if you follow a round, some pretty high volume or practices that are thriving, you’ll notice obviously, in good times, but a lot of those people have created very intense, great relationships with people.

So the first thing that happens for us as chiropractors is if we’re used to building those relationships, by the way we touch someone, by the way, we adjust and now you have a mask or now you have gloves on or now you can’t do that. It’s really the question of how can I still have that connection to people? I’ve seen some amazing practitioners going on and doing videos out to their patient base, out to their practice. Doing lives within their own private patient community. The thing that I want to really reinforce is stay in your lane.

This is not about going out and doing Facebook Lives that are about immunization or immunity. Now I get it, those are hugely personal issues. There are things that I have great opinions on, but what I recognize is I’m going to stay in my lane and do the relationship building and the relationship maintaining with my patient base, with my database. So is it that if you’re not practicing at all that you could come up with a series of videos that you send out to the entire patient base? Is it that some of you actually have an online portal that those can be completely private or you can put together courses for your patient base? Is it that again within your community that you are part of some community groups and you can talk about health and wellbeing?

We have such an opportunity. Our message right now is that number one, we’re deemed essential. Even in the States where your close down are mandated to be, we have been deemed as essential. The national guard has deemed chiropractic as an essential service to rebuild the infrastructure of this country. That’s huge for some of you listening from out of country, say in Canada where I’m originally from, you still leverage that, we are considered essential services. Now that allows us to talk about public health, and it’s kind of like going back to a basic health care class. Instead of us trying to be experts on something that we’re not really writing papers or doing research. I referenced to the Heidi Habbicks of the world, the Dan Murphys the James chestnuts, they’re doing amazing things with great research and knowledge of research behind them.

Search out those great people. From a philosophy perspective, search out some of the great people writing and pointing out how this is a challenge to our basic public health strategies and use that to fuel you. I know that there’s some online summits, there’s an online philosophy summit coming out at the end of April. So be part of those things that help you learn about those important things. But related to your patients, it’s about how can I add more value if I’m not in the practice physically, how do I still add value? Who am I calling? Who am I doing those videos for? What else can I be doing to build those relationships? Some of you, if you’re in a state where you can sell supplementation, are you drop shipping things to the patients that can’t come in so that they can have their supplements?

Every time you call someone, write personal letters. I found that that still one of the things, whether it’s in some of our practices, we used to send out birthday cards to people or personal notes to people. How about texting, but also sitting down and actually writing some notes to people? Those kinds of things that allow you to stay connected to your database. So I want to talk about these three different strategies.

So number one is touch the database. Touch it frequently, touch it in multiple ways. Do some fun videos, there’s a few practitioners that are creating videos that are related to things that are happening in the world. An amazing chiropractor. I know she did a video about how to set up the ergonomics of your home office while you’re at the dining room table. She used a jumbo thing of toilet paper to prop up her laptop, knowing that’s a very current and pertinent issue for people. And so she’s touching it through the video. Other people, like I say, are sending out the supplements. That’s all the first strategy, which is touch your database.

The second is how are you going to either reopen or ramp up? If you can’t picture it, if you’re in fear mode, you’re not thinking about the new opportunities. So, many times people from a coaching perspective over the years, they say things like, “Well, when I reached this point, then I’ll do this. When I reached this volume, then I’ll change my hours.” This is a huge opportunity right now. So my second point is what are you going to pivot? What are you going to change? Is it that you maybe have had someone not on your team that you don’t choose to bring back? That you restructure things the way the hours are, or the way the staff dynamic is? What from a crystal ball would you love to see change?

Because you can build that in now more than ever before. Because remember, it’s unprecedented times, everything is changing. So what kinds of things are you going to change within the practice? The third thing from my perspective is clean and clean and dung out some more. So if you even want to just clean up your database, if it’s an electronic database, clean it up, clean it out. Who’s active, who isn’t? I like to break the database into hot, warm, and cold. And what are the different kinds of marketing strategies and reactivation strategies you would put in place for all three of those pieces of the database.

Physically go into the practice, clean it, organize it, change it up. I have a practitioner that called, longstanding, amazing practice that he’s just really wanted to do some remodeling and make some changes. So we laughed about there’s no better time than the present. And he’s open, just seeing very minimal people at this point. But they decided to have a demolition party and take down this one wall that he wanted to take down and he’s been talking about it forever. And I find that instead of being fearful about those kinds of changes, how do we embrace them?

So there’s a lot of services out there that are actually essential services. And I know because we’ve moved out, we’re doing a bunch of things at our existing house. We were going to put it on the market to sell. But everything has been essential refinishing floors, painters. So if you are going to do any changes within the practice, you have this demolition party and he’s luckily got a patient that he can call to have come in to actually do the construction that he wants to make the changes. So I just wanted to try to identify some of those really practical things. It’s really about how are you going to reopen?

What disciplined steps can you take now? What can you do currently to work on your mindset and to work on your physiology? And then what specific actions can you take this week related to the practice. It’s interesting, I was talking this morning to a great practitioner, and she has changed her pass codes on everything to now be growth 2020. And she recognizes that every time she then logs in, she’s thinking growth, she’s taking those action steps.

So I know that some of those things could sound silly or frivolous when everything in the world is changing. But remind yourself that I come back to those two things. There’s some things I can control and there’s some things I can’t. So wisdom is knowing and identifying the difference. Please know that people like myself, there’s a lot of other mentors, leaders within the profession, send me a private message. I am happy to get on the phone with anybody right now. I’m happy to get on FaceTime. I’m happy to get on a zoom call.

It’s so important that we really pivot and shift this consciousness. There’s some things in chiropractic that have needed to change. I think this is our opportunity. I’m watching some leaders that are stepping up and some that aren’t. So I’m really excited about how do we use this opportunity to pivot and change. So again, in closing, I just want to say reach out, ask for help. Some of us are here and very willing to get on and connect with you. How do we pivot your mindset? How do we help you use some of these tried and true principles. And they’re not sexy, I get it. They’re about discipline, personal discipline, professional discipline. But I know that we can even rise higher.

The bigger the challenge is, the greater the opportunity for growth and for future profitability as well. So I’m committed to help chiropractors make those changes. I just want to say thank you again to Chiro Secure, to Dr Stu Hoffman personally for all the things that he is doing, for the people he’s helped, myself included, and just know there are some great people in resources out there. If anything, I want to leave you with the fact that you are an essential service. You already know, that we’ve known that all of our careers. The interesting distinction is it’s now been stated and I think we leverage the hell out of that. So to your future success, please let me know how I can help you. Thanks.

Please subscribe to our YouTube Channel (https://www.youtube.com/c/Chirosecure) Follow us on Instagram (https://www.instagram.com/chirosecure/), LinkedIn (https://www.linkedin.com/in/chiropracticmalpracticeins/) Periscope (https://www.pscp.tv/ChiroSecure). Twitter (https://twitter.com/ChiroSecure) If you have any questions about today’s show or want to know why ChiroSecure is still the fastest growing malpractice carrier for over 27 years, then call us at (866) 802-4476. or find out just how much you can save with ChiroSecure by visiting: https://www.chirosecure.com/quick-quotes/malpractice-quick-quote/.

Opportunities in Times of Uncertainty Drs. Lindsey & Meyer

Welcome to ChiroSecure’s Empowering Women in Chiropractic, the Facebook Live show for successful women by successful women, proving once again, women make it happen.

Join us each week as we bring you the best in business growth, practice management, social media marketing, networking, leadership, and lots more. If it’s about women in practice and business, you’ll hear it here.

Now join today’s host, Dr. Nicole Lindsey as she talks overhead, debt, and creating other sources of income. And now here’s Dr. Nicole.

Hi, welcome to today’s show of Empowering Women in Chiropractic. I’m your host, Dr. Nicole Lindsey, founder of Dominate ChiroMarketing, where I help and teach chiropractors how to build relationships with medical doctors in their community so that they can build credibility, authority, build relationships, and help their practice thrive. First of all, before we jump in, I want to thank ChiroSecure. I really appreciate the opportunity to come together, build relationships with other women professionals in our profession, to be able to provide this information to you all. It’s so important to be connecting now more than ever.

Today, I have a special guest with me today. She is a chiropractor. She’s the founder of the Wellness Dr Network, where she helps people connect to their community. She helps chiropractors connect with doctors and healthcare providers in their community, and for patients, in their community, to connect with healthcare providers. She has a podcast, The Doctor Business Podcast. She’s a business coach and, most importantly, a mom-to-be. Welcome, Dr. Hollen Meyer.

Thank you so much. How are you doing today?

I’m doing great. Thanks for being with us.

Thank you.

Our topic today is opportunities in times of uncertainty.

Yes. There is so much opportunity during this time. It’s an uncertain time and a scary time for sure, but definitely I’m excited to jump into some opportunities. And also I want to just thank ChiroSecure and yourself, Dr. Nicole, for giving this information out to our profession.

Yeah, just the title of that, Opportunities in Times of Uncertainty. It feels like a beacon of light, when I saw that topic and the title. Because, yes, there’s so much that we can’t do right now, especially as chiropractors, putting our hands on people, but there is a lot that we can do and we’re going to talk about that.

Yeah. I think it’s important to focus on the things that we can control during these times.

Yes. So I know that you and I, we share that passion, that passion of connection.

Yes.

And making connections. So let’s talk about that and what we can do right now, with the current state of affairs, in our communities to be connected.

Yeah. So when it comes to connection, usually I’m talking about patient acquisitions. But during this time of just … I guess uncertainty would be a great way to describe and explain it, patient acquisitions isn’t going to be our main priority. However, there are three levels of connection that you must actively pursue during this time. And the first level is connection for yourself as a leader in health care. Be sure that you are staying connected with your tribe of influencers and make sure that you have people that are surrounding you for security as well.

And then the next level is to provide that same thing, that safe, calm perspective and outlook, for your team. And then, just as important for maintaining practice procedures and practice flow for whenever things start ramping up again, is staying connected and creating a safe environment and community for your practice members to be part of and to play a role in. And we can get into some ways of what that looks like as well. And now is the time. Most of us have a lot more time on our hands, unfortunately. Now is the time to do all of those specific things that you should have been doing all along, but just didn’t hit high on the priority list.

And using all forms of communication, from social media with your personal page, with the business page. Especially groups, because they are getting quite a bit of visibility for that community. Doing email campaigns and email sequences, utilizing direct mail, but using that very wisely for your high spenders, just because that’s what costs money right now. And really, I think, another thing is don’t let … If you’re struggling with your mentality of scarcity, don’t let that fear be mirrored in your office, if you’re still allowed to see patients right now. Because there are some people that are still doing well.

There are some people that have had to make the choice that they’re not going to go to Starbucks … or maybe it’s closed. Or not going to get the Botox, or the hair done, or those kinds of things. And so they can reorganize where that money is going and it should be in healthcare that really matters, and that’s your office. So consider the possibility that people might actually still have money to spend on essential healthcare, because that is you, that is the doctor of chiropractic.

I love that you mentioned connecting for yourself first, because I think that’s what a lot of us are missing. And I know I went through … Personally, when this all started, I was very contracted. I was very … Just not paying attention to that feeling within me and what I needed to relax and calm down so that I could give to my people, because I am still open right now. But yes, thank you for reminding us to do that.

Right. It almost kind of … The above-down, inside-out principle and philosophy that we have for chiropractic, we have to do that in our personal development as well because we can’t give from an empty cup. So yes.

For sure, yes. And I know that, personally, as far as connecting, we are still seeing patients in my office, but it’s not nearly as many. So there is a little bit more time on our hands. So yes, exactly what you said. Some of the other things that we are doing are writing letters to patients … and cards, and making those phone calls to stay connected to them. Even the patients that can’t come in right now, just calling them and just saying, “Hey, we’re thinking about you. We know that you can’t come in right now, but we still care about you.” [crosstalk 00:08:05].

That’s awesome! And that speaks volumes of your character and that you actually care about them. And that will instill a sense of security and loyalty to your patients, and even to your team members too. Because for some of us, not all the team members are able to come in, want to come in, and some of us had to lay a lot of people off too. So just reaching out to those folks and really letting them know you’re thinking about them, you’re caring. You don’t have to have any magic words, but just that I care.

Yeah. Yeah. And I think too, like you said, keep that voice out there. Because when this is over, and it will be over, your voice, the louder it is on social media, even to patients, your target market, you mentioned that in your bullet points, just being in front of them when this is over, when they are ready, they’re going to choose you.

Right. You’ve got to put yourself out there and be the leader that chiropractors are and should be. And you really have to step up to the plate and be that voice of reason, that perspective of calmness for people, and gain their respect right now, and put out just a ton of value of what they can be doing now. And that way, whenever it’s time for them to come into your office, you’re the only person on their mind to come see.

Now, do you have any suggestions for putting content out? Because I know that that’s the thing right now. Okay, we’ve got the group set up, so how do we go about putting out organized content that’s not all over the place?

Yes, yes, yes. And this kind of goes into exposure as well, and staying in the spotlight, staying visible, staying relevant, and be seen. Do the things that you should have been doing all along, right? And so whenever it comes to staying relevant, what I always recommend people do is find your strength in getting content out there. Sometimes, it could be written content, some people are so much better or easier with video. Some people hate video!

So start with what you’re comfortable with so that it at least gets started, right? So let’s say you want to put out a message. People are at home, the ergonomics are not the same in their workspace as maybe it was at their office. So do a little video about it, whether it’s your home office or at your office, right? So do a little video about it and you can repurpose that content.

Have somebody translate that or go to Rev.com to translate that into a written format. And then you can do an infographic, just do a picture of it, and put it out on social media, put it out on email. You can repurpose all of this stuff and have somebody, or do it yourself, put it on YouTube. Really utilize all of the media streams right now. Even if you don’t know how to right now, somebody does! Somebody in your little circle can help you figure it out or do it for you. And just lock arms with each other and help each other out in that format. But I am a big believer in repurposing content in multiple different ways, so you’re not having to come up with so much.

And I also want to encourage people to set a structure in your day. So often we’re structured by our schedule of patients, so we don’t really have to think about it. And with us being kind of left-brain and right-brain as well, like we’re super creative in our art of chiropractic, sometimes it’s difficult for us, when we don’t have that schedule placed for us, to be productive, even though we might be busy. So I encourage people to block off time for you to get these things done.

Yeah, that is so important. Especially right now when we feel all over the place-

Yes!

Frazzled. And I started making a list of different topics that seem relevant right now, like kids sitting at home. I hear a lot of moms saying that, “My kids are sitting around doing nothing. I wish they had more movement in their life.” So that kind of sparked an idea. I said to my associate, “We need to make videos for some of the kids!” Cooking, everybody’s cooking now because they can’t go out. So what can we show patients to do that’s healthy? That they can …

Right! And that is so valuable. And even if you have a group or just ask on Facebook, “What do you need to know about right now?” And just use that information to become content. And I want to encourage people to write down a hundred topics, a hundred things that you could talk about. Because ergonomics go into head-forward, posture goes into … It can snowball into topics. So write down a hundred things that you’re the expert in, because a lot of people also think like, “Well, I’m not that interesting. People don’t want to see me.” And so I want to say, “Get your ego out of the way!”

People kind of think that that’s more humble than ego, but make it less about you and more about what your patients need to be seeing right now. And make a list of a hundred things that you could talk about that will help Susie next door, that may or may not know about chiropractic, may or may not know about anything. And so many chiropractors think, “I never really thought about that spinal hygiene and stretching is something that people don’t know about. I didn’t realize that people should stand up every 20, 30 minutes and move around to get their blood flow.”

Yes, even the simple things, do a video about it! Post something about it. Yes! And be human during your posts as well. You don’t always have to be so doctor-y.

Right. Exactly. Now, I know another word that you and I share a passion for is collaboration. And that it’s really important right now for us to pull our resources together. On a personal level, I know I have my girlfriends, we’ve been Zooming and having happy hour over the internet [crosstalk 00:14:16] to be collaborating with community members too.

That’s exactly right. And yes, you and I share [inaudible 00:14:22]. It is such a huge business driver for myself and so many of my colleagues and clients. So when it comes to collaboration, there’s different levels you can do this on. And first off, get within your profession. That’s the easiest thing to do is chiropractors around the corner. Sometimes, some doctors have never even met the chiro down the street because it’s competition, right? Lose the ego, lose the scarcity mindset, come together so that y’all can actually be a voice of reason and strength for the community. So reach out to your colleagues. But then also, get off your Island!

And this is where you and I really connect, because reach out to the MDs, right? Why not? Offset that load and that burden so that they can see some of these more serious cases with what’s going on right now. And then you get to see the more acute musculoskeletal cases, as well, during this time. And so that way this time could be an opportunity for you to actually bridge those gaps in healthcare too.

Absolutely, absolutely. We were just talking about that before we went live, how I sent out letters to all the MDs, when this started, letting them know that I’m here to help take off the burden of seeing those patients with musculoskeletal issues, and to keep them out of urgent cares and ERs and out of their offices so they can focus on acute respiratory and flu-like symptoms right now. So yes, definitely! Now is the time to be collaborating with MDs.

Now’s a perfect opportunity because they want to hear from you. They may or may not know what chiropractic is, and this is a perfect opportunity to at least get your foot in the door with some musculoskeletal issues. And then you can talk about wherever your path leads for you and what chiropractic is for you as well. And this also leads me into getting off your island and really circulate yourself into the other local small businesses as well. And lock arms with them and ask them, “How can I promote you in the way of healthcare?” So local gems, right?

Do some collaborative things together, whether y’all interview each other and then you get seen in front of their audience, they get seen in front of your audience. And you’re both pushing toward the similar thing of wellness, being proactive in your health. Local restaurant owners is a great opportunity for that as well. Anything that you can think of, find healthy restaurants that they can go pick up. So really promote, still within the guidelines of where you’re located and what the government tells us to do. Respect those, but at the same time, find a way to really immerse yourself in local businesses. And not only to build your business and their business, but for the longterm game.

You be the voice of reason amongst all the businesses in your area and you be the leader. You step up to the plate and lead these people to come together for community, because every single one of us is looking for a leader to look up to. We’re looking for guidance and you could be that person for your area as well.

I love that. I love that. One of our other hosts, she is helping chiropractors put together virtual summits, and this would be a great … Dr. Natalie. This would be a great time to create something like that. I know I’ve had that on my to-do list, and I might just make that happen, thank you!

You definitely should! And this time we’re trying to … or we should be, even within our practice members and our Facebook groups and that sort of thing, building leaders in your practice, even. At the end of the day it’s about providing security for people and preservation for their future and your future as well.

Excellent. Excellent. Well thank you so much for sharing everything. I know you and I need to connect more and possibly collaborate! I know we could probably get more accomplished if we did that.

Absolutely.

Great to meet you. Thank you for sharing everything. And next week, make sure you tune in. We have the pediatric show and then, following that week, we have Dr. Natalie for Empowering Women in Chiropractic. And I’d like to end with a quote that I think is very relevant for today, for this topic, and where we are, by Joseph Campbell. “Opportunities to find deeper powers within ourselves come when life seems most challenging.” Thank you all for watching today. Hope you have a wonderful day.

Join us each week as we bring you the best in business growth, practice management, social media marketing, networking, leadership, and lots more. If it’s about women in practice and business, you’ll hear it here.

We hope you enjoyed this week’s Facebook Live event. Please like us on Facebook, comment and share. We look forward to seeing all of you next week for another episode of Empowering Women in Chiropractic. Now, go ahead and hit the Share button and tell your friends and colleagues about the show. Thank you for watching. Have a beautiful day! This has been a ChiroSecure Production.

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LinkedIN Easier Than You Think – Dr. McAllister F4CP

Welcome, Facebook Live fans. Thank you for joining me on Chiro Secure’s Facebook Live. Delighted to have you with me. Listen, I’m with you, I have a chiropractic practice. I understand these are tumultuous times and I want to make sure that you feel comfortable knowing that one of my favorite instructors when I was in school said to me, “When you’re not busy in practice with your hands on patients, you’re building your practice.” In fact, in many times when I was building my practice, I was more busy building the business then I was building the patients. And then, all of a sudden it flipped the switch.

The pandemic is going, we’re all going to be passing through this and it is very stressful. We’ve got leases, we’ve got employees. I promise you, we will get through it and we’re going to get through it together, as an entire profession comes together and builds a better system of outreach to our patients, when they can’t come into our clinics.

Stick with me because today is all about just that. It’s about outreach. How do we connect to our environment? Social media gives us that opportunity and this is the time now, building our practices and figuring out how to connect with them on a longterm basis when there’s not a pandemic. Let’s get started. First and foremost, I have to thank our corporate sponsors. Take a look at these, these are the people that are helping us with national messaging. Give them your support because they’re supporting the entire profession. Thank you to Chiro Secure for always hosting the Foundation on a monthly basis. We truly appreciate it.

Now as we get started, I think one of the big keys is why are we doing this? We’re doing this because it’s important to connect with healthcare providers in our neighborhoods. Today’s Facebook Live is about opening opportunities. Some of it won’t feel comfortable. In fact, many of you remember my last month’s Facebook Live when I talked about how to do videos. Yes, I know you didn’t sign up to be in chiropractic to be online and doing social media and videos. But trust me, videos can be very effective. And today we’re going to try another way to connect to our healthcare providers and businesses that are in our area, without having to hit the streets with our feet.

Let’s get started. It’s called LinkedIn. Welcome to LinkedIn. And actually, according to the platform, LinkedIn is the world’s largest professional network with nearly 660 million users, in more than 200 countries with territories worldwide. What are actually the facts? Launched in 2003, LinkedIn connects with the world’s professionals to make them more productive and successful. This network allows you to not only build connections in your industry but offers many features to you in the chiropractic profession.

Who is LinkedIn for? I get that question quite a bit. If you are looking to find a coworker or a classmate, find a new job or find a course or a training program, LinkedIn offers all of these benefits. And shortly, I will walk you through how the Foundation has connected the dots for you to spruce up your personal and professional LinkedIn pages. Now, there was a recent Wall Street Journal article that posed the question, “Is LinkedIn a waste of time?” I’m sure many of you are aware of the platform but may not know that you’re using it to the best of your ability because you either do not find value or the effort required does not yield the same results as another platform you may be using for your practice.

I want you to remember, thinking about something as a waste of time if showcased by the perception of the user. What do I mean? Well, I can tell you it’s actually worth the effort. While it’s not social media pages like Instagram or Facebook, it is attracting patients to chiropractic care. In fact, LinkedIn targets the B2B or the business to business audience that you can easily tap into and stay active. According to the Wall Street Journal article, it is not a waste of time and I really do agree. The platform helps you connect with your colleagues, allows new connections and connects you with new opportunities. An example of that, is the article, a director at National Geographic reached up to the author and it led to a full on travel shoot. That wouldn’t have been possible without having the opportunity to connect. In fact, I can say the same at the Foundation. I’ve received plenty of requests that wouldn’t have come unless I was active on LinkedIn.

You will actually be surprised about the opportunities that are out there and you never know where someone is going to ask you to come out to an event and build your practice in your community. One tip for you is to regularly post relevant content. The Foundation has it and I will cover it shortly so that you can actually stay active on LinkedIn and not be overwhelmed with the, I have to do another article, I have to do another post. No, the Foundation is absolutely here for you. We understand that your best value is your hands on patients. We understand that your best value is making sure your outreach to the community. We have the material that will allow you to connect to businesses in the area and that’s typically where you’re going to find the LinkedIn, is the businesses in the area, especially when it comes to corporate wellness.

In fact, I read an article today that talked about leadership in the corporate world and the important thing that the leadership article covered was in fact that you need to connect with your employees that are at home and that we want them to be feeling fulfilled and part of the team. There’s no better way to feel the wellness and the opportunities then to know what the chiropractors are offering. Connecting to businesses in showcasing that you are a wellness practitioner is above all else connecting with your community, building your practice, and sharing the benefits that chiropractic offers. As we go through, there’s big perks of LinkedIn and one of them is the professional groups. One of the largest, if not one of the largest in the professional community of chiropractic is the Chiropractic Professionals. They have over 20,000 members. This group is the place to be and stay up to date on all the business related chiropractic matters.

When you’re on LinkedIn and you want to connect to your colleagues, that’s another area. Start your own practice page. If you haven’t done it, I’m asking you to think one more step of what you need to do while you’re not treating patients. Build your LinkedIn practice page. Here’s a snapshot of the Florida Chiropractic Association’s LinkedIn page. They have over 17,000 followers. The FCA actively promotes their conferences on here and utilizes the platform to effectively network with their members. You can do this too. What if you did an article or you used one of our articles and said, “Wellness matters. I’m Dr. Sherry McAllister and I will be hosting a wellness talk today online, virtually and your healthcare community or your corporate community is welcome to join me so we can all get through the stress of COVID-19.” Another opportunity for to win.

LinkedIn provides an active opportunity to bring in other providers. It’s not a billboard to only promote your practice, but an opportunity to teach and do and reach others in your community with the benefits that chiropractic care offers. The Foundation also has a LinkedIn page available for you to follow and join. I highly encourage you to do that. We’re a dynamic group and we have 34 state associations, 16 schools and 28,000 members that are linking in with us very frequently, please be one of them. We need you to link with us because together we actually will make a huge difference in how patients around the globe are going to start thinking about wellness, more now than ever before. These are historic times and if we band together and we showcase how important we are in patients’ lives, then, as we get through the COVID-19, we’re going to be stronger as a profession. Now, if you’ve already have a LinkedIn profile set up, you can search the Foundation for Chiropractic Progress on LinkedIn and follow our page.

If you have not, let’s go to making sure we get our page set up. LinkedIn Postings to Share. This is what I was talking about earlier is I know you’re going to be busy once you get back. If you have been told you have to close your office or you want to be able to connect more with your businesses around your community, then the time is now to start thinking about posting and sharing. As a follower of the Foundation page, you can easily share our LinkedIn posting directly to your personal and or professional page. Right here as an example of a posting we have on LinkedIn that is available to share and you can make your own comments and build your own practice community. That’s another opportunity for success. Every month or couple, I share articles to my personal LinkedIn page and then share it with my network of colleagues as well as the Foundation’s LinkedIn company page.

These articles are actually increasing the awareness of chiropractic with a one click to engage your network. What are these called? These are called the LinkedIn Articulators. The articles that I post to my personal page are then put into what we call the articulators. This is a brand new Foundation membership benefit that allows you to directly share the B2B chiropractic article from my page to your LinkedIn page, one click or your practice page. The articulators are a new benefit which are similar to our accelerators. The only difference is that our accelerators are more for different platforms, platforms like Facebook, Twitter, or Instagram. The major difference here is that the LinkedIn Articulators are actually more about the professional environment. Linking to the businesses in your community, getting opportunities to speak in front of corporate environments or getting out to churches. It’s a professional opportunity to really showcase who you are, what your practice does, and what are the benefits of chiropractic care.

Now, speaking of that, we absolutely love our members and each month we have a membership benefit. Right here I want to share with you the benefits of M-Bomb, and that is the membership benefit of the month. Each month, the Foundation will feature a brief video in its monthly e-newsletter explaining one of our benefits. Let’s do that for you now.

Hi everyone. I’m Dr. Sherry McAllister, the Executive Vice President of the Foundation for Chiropractic Progress. I’m pleased to share with you the Membership Benefit of the Month. Remember last month I called it the M-Bomb? Well, let’s tell you what it is. This month’s highlighted benefit is our LinkedIn Articulators. A brand new benefit in 2020 our LinkedIn Articulators are easy to share, click to post messaging for your LinkedIn pages. In the past, our social media content was tailored toward the consumer, but with this new benefit, we are now helping our members to reach the B2B professional audience with information about chiropractic. I want to thank you for joining me today to review the different levels of Foundation membership and join or upgrade today. Visit Fforcp.org/package and you’ll see a variety of membership options right there for you. Look forward to seeing you next month for our M-Bomb. Thanks.

Now listen, why did I share that with you? The reason why is, videos actually have the highest rate of engagement. I want to continue to ask you if you would please think about doing videos because that’s an avenue to move your message forward and it engages your audience. And if you attended last month’s Facebook Live on Chiro Secure, you learned the tips on recording videos on your smartphone and doing it well. Now, staying active on LinkedIn actually means important to communicate with your regular community, so we want to be consistent, we want to be persistent. With all of the new Foundation benefits available to our members for LinkedIn this year, we encourage you to stay active by using the chiropractic articles we generate and share those articles via the LinkedIn Articulator emails if you receive those as well. We also ask that you follow the Foundations page and connect with our team on there with easy to share postings on general LinkedIn pages to the articles, you have consistent, relevant content to share with your audiences.

And I also want to remind you, I have a fantastic team that I deal with. If you start getting a little anxious and you’re like, “Hey, I don’t really know if I want to do this. I don’t know really how to start. I feel a little overwhelmed.” That’s why we’re here. No better time than the present for us to help you. And we’re happy to help because we know some of this is completely brand new to many and that’s why we’re actually all together. As we want to get started, I wanted to share with you how easy this is. We ask that if you have any questions at all, just let us know because we’re going to help you walk through this particular platform so you feel confident in putting together the articles and outreach to your business and the community.

It’s pretty easy. I don’t want you to get overwhelmed. These are the resources. First you just got to find the, “Make the most of your professional life.” Click on there and share to your pages and you’ll start to see that your community starts to respond to you. Don’t forget them. Once they respond to your posts, it’s really important that you respond back. If you’re going to jump into the LinkedIn platform, don’t be surprised that all of a sudden you’re going to get pretty busy in that platform. People are going to ask you questions, they’re going to want to know more and that’s why the Foundation is fabulous because you would go to our Foundation page and grab brochures and white papers and infographics to share with them. They may actually even post them in their clinics if it’s a healthcare provider. You never know where the network is going to take you. You just got to jump in.

I want to actually stop here and thank you. We cannot do this alone and we’re not isolated in the national pandemic. We are in it together and we want to showcase to you why utilizing LinkedIn is so important. These are tools and tools are meant to be used appropriately and that’s why the Foundation is here. When we post something, I can tell you that we’re doing our very best, our due diligence, to ensure that you are getting the latest information, doing everything we can to make sure it’s correct, that it is the best knowledge based information that we have and that’s where we want every chiropractor to be. We want you to be reaching out with the best information available, with the latest information. This is the time now to explore with our patients what they need if they’re feeling anxious. Contacting, connecting with them.

And then on our professional level, reaching out to all of the variety of businesses that are in your community because you’re the expert in wellness. You’re the expert in helping our patients optimize their health and that’s where altogether we can make a difference using quality information and bonding together as a profession. I want to thank you, Chiro Secure, for having us. Please join us this time next Tuesday for another fantastic speaker who will get more information out to you. All the best to you. Stay well, stay healthy, be vibrant.

Please subscribe to our YouTube Channel (https://www.youtube.com/c/Chirosecure) Follow us on Instagram (https://www.instagram.com/chirosecure/), LinkedIn (https://www.linkedin.com/in/chiropracticmalpracticeins/) Periscope (https://www.pscp.tv/ChiroSecure). Twitter (https://twitter.com/ChiroSecure) If you have any questions about today’s show or want to know why ChiroSecure is still the fastest growing malpractice carrier for over 27 years, then call us at (866) 802-4476. or find out just how much you can save with ChiroSecure by visiting: https://www.chirosecure.com/quick-quotes/malpractice-quick-quote/.