Empowering Women Chiropractic – TOTS & Primitive Reflexes – Monika Buerger

Hello everybody. I am Dr, Monika Buerger, and you are going to be in for a treat today on ChiroSecure’s Look To The Children show. Again, thank you, ChiroSecure, for making this possible and helping us to get the word out on valuable assets of chiropractic and how we can change lives in so many of these little farts around the world.

So, my guest today is Dr. Jenna Davis, chiropreneur, mom, author, lecturer, international lecturer, and all this while she’s on the road. She told me right before get on the show, in the fall she was on the road eight weekends in a row, and that is significant. And all this while she maintains a full-time practice in Ontario, Canada. She’s a graduate of National University in 2003.

She has created an incredible technique for intraoral work, the pediatric intraoral palette specific technique, and we’re going to talk about that today. Does tons of work with tethered oral restrictions, tethered oral tissues, tongue-tie, lip tie, fertility, and just a phenomenal leading edge chiropractor in our field in pediatrics. So, I’d like to introduce you. Dr. Jenna, welcome to the ChiroSecure Look To The Children show and thank you for hanging out with us.

Thanks so much. I’m excited to be here. Very exciting to get to chat with you.

Well, it was exciting to get you to be here because I know you have a crazy, crazy schedule. Before we get carried away, I want everybody to know about your website. It’s babyboomcreations.ca.


Not .com, you guys out there, but .ca. You have created quite the interaction with other professionals in your community to network with, is that correct?

Yes. And especially dealing with … It started when I was dealing with a lot of fertility patient. And so, that led to having more co-management. And then, now I’ve created a huge network for the pediatric population and a lot with the TOTs kids. And it’s amazing how you can work together.

And we’re going to dive into that a lot because that’s a hot topic issue, right? The tethered oral restrictions, tongue-ties, lip ties.


Okay, so we’re all seeing that, right? So, first of all, because we have so many amazing chiropractors out there, and wanting to hear from you because they know about your programs and know how awesome you are, can you give them one pearl … I know it’s hard … that can maybe help them start thinking about making inroads with interconnections within their community?

Absolutely. I’m going to probably give you two pearls because they kind of link together. So, what I would recommend is that with when you’re working with another professional, learn the language that they use. So, you have to speak their language. They don’t necessarily understand how chiropractic fits in. So, when you’re talking to them, I always use the word bodyworker. Because in Canada, bodyworkers are individuals who work with dural tension, TOTs kids, lip tie, tongue-tie. And so, I always say I do bodywork, I’m a chiropractor.

And so, that’s number one, because find out the language that is accepted for an individual who is working with an infant. Because individuals or professionals who don’t know what chiropractic is, especially when it comes to infants, have a preconceived notion that it is going to be an adult adjustment on an infant, which we know is not the case.

And then the other pearl that I would add to that is giving them feedback and making sure that you’re always using the word co-manage. So, I’d love to co-manage this practice member with you or co-manage this infant, giving them feedback. Or I always love sending a letter after I’ve seen them for the first time, whether it’s to the dentist, the midwife, the pediatrician, sharing what we are working on so they know that we know what we’re talking about. And then that will lead to way more referrals coming your way.

That’s amazing. Amazing, amazing tips. Hopefully you guys are paying attention out there. So, really essentially meet them where they’re at.

Absolutely. And I find a lot of chiropractors, especially when we’re so passionate and excited about pediatrics, we tend to want to shout it from the rooftops. But we’re speaking, we think, at a simple level, but we’re actually speaking a totally different language. We’re speaking Chinese and they’re speaking French. There is no similarity.

So, we have to understand how to educate. Just like we learned with our report of findings, how do we educate our practice members, our parents? We have to do the same thing to the professionals who are wanting to refer to us, because they’re looking. They need our help. They’re asking for our help. They just don’t know where to look.

Great, great, great. Yeah. So, bring it down and then simplify it to levels that they can understand our lingo. And then also let them know how we can be part of their picture.



Yeah, because they all … everyone wants to, depending on the professional, but some professionals, including other chiropractors, might be afraid that you are going to take their patients, and that is not the case. I co-manage all the time. I will always refer back or co-manage consistently.

Very good, very good. So, those are two hot dog pearls right there, what I call hot dog pearls. So, let’s dive into TOTs. Let’s tie it all together, so to speak. Pun intended, right? So, we’re seeing that thrown around a lot now on Facebook pages and social media pages, the hot ticket item kind of thing. And then personally, I’ve seen it also tied with the MTHFR gene.

And I think we need to take a step back and not blame it on one gene, per se … we’ve had that gene mutation for centuries … but rather how the epigenetic load is potentially playing into the reason why we’re seeing or recognizing more, and/or the fact that there are more stressors on the little fiddle farts. And so, maybe that restriction is playing a bigger role into the total picture. What’s your take on that?

So, a few things. I think the MTHFR is absolutely a challenge, but not just for tethered oral tissues. It’s a challenge, period. And so, the additional synthetic folic acid, which is why they’re talking about MTHFR in all our foods and in our supplements potentially creating more of a challenge. Yes, I will agree that that is a possibility and they’re part of it, but that’s not all of it. And there is a genetic component. You will see parents who then have tongue-tied children there. There absolutely is genetics. It’s multi-factorial.

But the one thing I want us to focus on is just because you have a frenum or frenulum, both words interchangeable depending on what profession you’re in. Just because it’s there does not mean that you are tongue-tied. So, you can have a functional … It’s about function of our tongue. And that is what I’m seeing a lot more of a lack of function, which is also coming from a lot of that dural tension, that pulling from the back.

And so, I think we have to not look at just the anatomy, but actually look at, okay, how much tension is there? How much function to the tongue is there? How much can it move? And so, I feel we are over diagnosing without looking at function, but we’re also missing a lot of kids who have lack of function because they don’t have an obvious tongue-tie, if that makes sense. So, I think we’re missing it on both sides.

Okay, makes sense. And the way I look at it, too, is as chiropractors we’re so passionate about removing subluxations.


Because that interferes with basically brain perception, what the brain can perceive from the body. There’s a disconnect from the brain to the body, the body to the brain. And with the current brain-based theory model of chiropractic, it’s really about perception, what the brain can perceive.

But if we have this restriction, a tethered oral restriction, it’s a fashion restriction. And if that is there, and it’s also going to impede that perception that the brain will receive. So, we want to remove subluxations as chiropractors, but we also need to look at the big picture on what that restriction potentially can look like or manifest in regards to neurological development.

Well, it has a huge impact, because the tongue’s motion has to hit the palate for it to also work on shaping our entire cranium. It’s working on giving more of that neurological input. It’s working on our swallowing. It’s working on our jaw development. So, it is so much more than just can I breastfeed or not.


Am I a picky eater or not. So, the challenge I’ve had with some chiropractors really struggling with accepting this as potentially being, we’ll call it a condition, whatever you want to call it, or a finding that potentially needs additional assistance beyond just what chiropractic is.

There’s a lot of challenge some chiropractors are facing with that, because they really want to believe in their true heart that the adjustment is going to allow it to solve. But when we’re working with an infant who is not able to breastfeed, or a child who their tongue is never hitting the roof of the mouth, and it’s changing all of that neurology and developmentally they’re missing all of these stages, we need assistance. But I always say, “Yes with the adjustment.”

So, the adjustment is still first and foremost, but we sometimes need to be co-managing these little munchkins for the greater good. We need to look at the greater picture, like you were saying. It’s so important.

Yeah. Thank you for saying that because you hit the nail on the head. What I see also so many chiropractors struggling with is, “Why can’t I fix this?”


Well, we really don’t fix anything, right? We [crosstalk 00:11:46] the nervous system to be at its optimal performance. But what we might see is these chronic subluxation patterns that we can’t clear because of this constant tension. So, we should be okay. So, all of you docs out there, feel okay with co-managing and understanding that it may be something that we need extra assistance with. And then we come back and we definitely want to do pre-care and post-care, but it might be something that we can’t always manage.

And we have to also remember, we’re working on a tight timeframe when we’re dealing with infants who are not eating properly. And it’s not just breastfeeding. Some of these infants, the parents might be … by the time they come in and see me, breastfeeding might be off the table. But they’re not even taking a bottle properly. They’re struggling. And you’ll see that … I see so much of that dural tension. That’s where chiropractic comes into play.

When I speak to lots of different professionals all around the world who are not chiropractors, who are dealing specifically or specializing with TOTs, and they find out you’re a chiropractor, they love you. They said, “Oh my goodness, I love chiropractors. We cannot do what we do without you.” And so, chiropractors, it’s okay for us to have assistance in co-managing because, let me tell you, it makes a world of difference.

One of the dentists that refers a lot to me, she often says, “I am so grateful when they’ve been seeing you first because I know whatever tension is still remaining under the tongue, that’s for me to deal with.” Because all of that dural tension, all the subluxations are being worked on and dealt with.

Right. And so, there’s other things we might see. They don’t like tummy time. You know they have digestive issues. And if we don’t do tummy time, what happens to our neurological development? [crosstalk 00:13:43] there. So, it’s just a big picture. It’s a big rabbit hole. But I want to dovetail this into you brought some magnificent points on you often see these tongue-ties with plagiocephaly, with torticollis.


We’re seeing those go together. So, lots of times it’s very difficult to clear those out unless you get the revision done. So, can you give a couple patterns that you tend to see?

For sure. So, what I oftentimes will see, a couple key things that we need to look at, especially with infants, is we have to always be assessing tone. And when you see an infant that can hold their head up from the time they’re born, that is not because they’re strong. That is a huge red flag for dural tension. And so, we have to be looking.

And oftentimes we will see that there is a huge amount of tension also under the tongue. It’s like it’s pulling, like you’re trying to stop a horse and they’re pulling from the back. And so, a lot of times you can see a line if draw a line here, and you’ll see actually the cranium pulling this way. So, those are some of the things I see.

Oftentimes I’ll also see that they aren’t able to open their mouth wide. They’ll sit with the resting posture as your tongue sticking out. So, we want to be looking at that. We’ll see them prefer to turn their head one way rather than the other, not necessarily a full torticollis, but absolutely restrictions and subluxation so they can’t create that rotation both ways evenly.

And then another thing is they can’t stick their tongue out. So, a reflex where you touch their lip and they’re supposed to be able to protrude their tongue past their lip, they can’t. They’ll get to here or maybe even just behind the gums. And so, those are some of the things that I see as clear indicators.

And absolutely the ones you were mentioning of hating tummy time, arching their back more. They’re kind of pulling back this way all the time. They don’t like to curl. They don’t like to snuggle in against you. They’re babies that like to face out all the time. Those are all great indicators that we have to look not just at the dural tension, but also I always say look under the tongue and let’s see what’s happening.

And then, if they’re a little bit older, picky eaters, children that gag a lot. If you put their finger in their mouth and they have a heightened gag reflex, we have to be looking at the cranium, at the palate, and definitely under the tongue. Because a lot of times it’s because the tongue has not been able to control flow, and so things have been hitting the back of their throat. And so, their brain says, “I’m going to choke if anything goes in my mouth, so let me gag while I figure it out first.”

Right. Phenomenal tips. Everybody needs to listen to this. Phenomenal, phenomenal, phenomenal. So, you have a palate specific technique. I know it’s on air, it’s probably a not able to demonstrate that, but can you talk a little bit about that?

Yeah, absolutely. So, I created what’s called the PIPS technique. And so, all I’ve done, I’m grateful for the fact that I’ve been lucky enough to be a speaker around the world. And when you speak around the world, you get exposed to brilliant minds and techniques around the world that we don’t always get in North America. And I took all of those and then just clinically what I’m seeing and put it together.

So, the Pediatric Intraoral Palate Specific technique, or PIPS, is a combination of looking at dural tension, tongue-tie, or tension under the tongue. Infant TMJD, so we’re working on releasing the pterygoids. We’re also feeling the palate to work on the sphenoid bone. And the sphenoid bone is something that’s so critical that that we work on because it has attachments to every part of the skull, the jaw or the TMJ, and top two vertebra in our neck.

So, we know if we’re seeing chronic subluxations or patterning, we have to look at the sphenoid as well. And for my docs, you can’t go intraoral in your province or in your state, and there are some in both countries, or in your country, wherever you may practice. You can’t access it externally.

But what I always recommend is try and demonstrate to the parents so they can do some of the work. It’s not an adjustment, but they can do some work intraorally at home. And I also challenge you to please talk to your board, because we can’t do a proper neurological exam on an infant without checking their suck reflex.

So, I would challenge you to take it to your board and say, “If we’re supposed to do a full neurological exam on infants and pediatrics, we have to be able to check their suck reflex and see if there is a way to make that happen.” And then therefore you can be demonstrating some of this work.

Phenomenal, phenomenal. And I love that you brought up the sphenoid. That sphenoid is so huge. And the sphenoid actually mimics the pelvics. They kind of go together. So, that’s how you can get some that dural tension if you don’t [crosstalk 00:18:49] from top to bottom.

A lot of times I’ll see it almost rotate. So, if we see the sphenoid going this way, we’ll see the sacrum going the opposite. It’s kind of like a … I call it almost like a twisted Slinky. And so, we have to balance both sides out.

Absolutely. Absolutely. So, what other things with … Okay, so with the twisted Slinky, I like that term, I also see with these presentations difficulty rolling, getting into a rolling pattern. Have you noticed that as well? Are they just want to roll to one side?

You’ll see them roll to one side. And actually you’ll see … Oftentimes I’ll see them, they rolled really early one way. And because they have so much tension, they’re twisting their head. So, they’re turning just because their head’s moving them. They’re not actually doing a rolling pattern because they hate tummy time. So, they’re not actually pushing up yet. They’re not doing all the stages. And so, you’ll see them roll one way.

I’ll also see them definitely do more of a commando crawl rather than being able to go on their hands and knees. So, they’ll be delayed in some of those stages, but they’ll really like to stand on their feet from a parent’s perspective.

But yes, the rolling one side. So, I will oftentimes give lots of homework to the parents, and they’re super fun exercises. Whether it’s I call it twisties, which is just needs to the chest twisting back and forth. It comes down to a lot of the primitive reflexes and actually taking them through some of the exercises, but taken down to a level for an infant that will help those reflexes integrate.

Right, exactly. And so, we’ll just roll right into that, so to speak. Because, first of all, everybody needs to know she has two incredible classes. She has the Advanced Pediatric Bootcamp, so you can find that on her website. And you’re rolling out a primitive reflex program next year.

Yeah, like a part two but for some more advanced retained primitive reflex and primitive reflex assessments. And then more importantly, homework and how we go through the stages to assess and then work with it.

So, if we have ties, if we have restrictions, if we have … Okay, as chiropractors we know, if we have subluxations and that little fiddle fart can’t get into these movement patterns, that can lead to those primitive reflexes not being allowed to integrate, because reflexes integrate as we move up in our motor patterns.


We get to those motor patterns. But the same thing applies to tethered ora restrictions.


Bringing this all together, this is where I’d like chiropractors at deal in the pediatric world to look at that big picture. Because then if those reflexes don’t integrate, we stay stuck in the limbic drive in the emotional center, flips off the prefrontal cortex, and now executive functioning, higher functioning, has a hard time getting on board.


So, you’ve seen those same patterns?

Absolutely. So, I see it all the time. And the really exciting part, what I love about the retained primitive reflex or just primitive reflexes, is the exercise that you use for infants … well, not so much infants, so that’s a separate world … but children can be the exact exercises you would give to an adult.

So, adults can also be a highly functioning adult, but have retained primitive reflexes that are hindering aspects of their overall function. And if we want to improve their quality of life and actually help with the subluxation patterns that we’re seeing consistently, we have to look at all ages.

And trust me, they actually like these exercises. It’s fun for them. When you hear they’ve always been clumsy, or you see that they can’t stop jiggling their leg, or you see that they have a lot of motion sickness, or whatever the case may be, docs, I encourage you, ask questions to your adults like they were some of the childhood questions.

So, ask if they have a history of longterm bed wedding. Ask if they were a C-section baby. A lot of times we skip those questions for our adults, but they’re really important so we can actually serve at our highest level possible.

Absolutely. Great points. Because if we’re stuck in that primitive brain and that prefrontal cortex flips off, the spinal stabilization muscles are flipped off as well. So, this just leads to that chronic subluxation patterns. So, this is our chronic patients where we’re adjusting over and over again, and they keep coming in and saying, “Doc, my back still hurts. I’m still getting headaches.”

I started working in this realm over 25 years ago. And your adjustments will hold so much better if you address it from both ends, so to speak.

Yeah. And the neat thing is it’s actually fun. So, it’s really fun and you can make changes very, very quickly. And so, I also find that not just the subluxation patterns that we’ll see over and over, but posture is huge.

When you see those practice members that even though they’re under care and they’re doing really well, their posture just isn’t changing the way you would expect, go back to those primitive reflexes. Put them through a few of the exercises.

And please take some classes on it. You can read lots, there’s lots of online courses, but it can be much simpler if you take some courses on it because you’ll know, “Okay, I don’t have to test all of those,” and so it fits into whatever model of practice you have.

It doesn’t have to be an extra 45 minutes in your visit. It can absolutely fit into whatever patient flow you have in your practice, whether it’s high volume of five every 15, 10 every 15 minutes, or one every 45 minutes. It doesn’t matter. It can always fit in.

Right. Yeah, because those primitive reflexes, they represent essentially the sensory systems. And two of the big sensory systems, vestibular and proprioceptive, is our core. So, we’ll tend to see those constant slumpers and so forth. And then we just battled that more with technology in this age. And then we know technology is just … Because these reflexes can re-emerge in times of stress.


[crosstalk 00:25:07] thoughts technology. So, it’s kind of this loop that we’re going through. But you have just brought incredible pearls. This is just a great conversation. I wish we could go on forever like we talked about before we got out [crosstalk 00:25:21]

18 hours.

So, everybody, I want you to look up her website, babyboom creations.ca. Any last parting pearls that you want to bestow upon the world?

I think the biggest thing when you’re … whether you’re new to some of this information, even if you see lots of pediatrics or you’re trying to get into more pediatrics, is trust yourself.

So, a lot of times you want to do things perfectly. And when we are so focused on doing things absolutely perfectly, we’re losing our intuition, we’re losing our observation. And when you’re dealing with infants and children specifically, you really need to use your powers of observation, use your knowledge, use your gut and your touch. So, you want to be working on all of those things together. So, trust yourself.

And start even with testing for one primitive reflex or start doing one exercise to see is there a lot of tension as far as a tethered oral tissue. Are there tongues lifting up? Pick one or two, start with that. You can add to it, but even that will make a huge difference.

So, we have to just keep it simple, and trust that you have the knowledge in you. Sometimes we just need little bit of extra help, but you have the knowledge in you. And this is chiropractic, and I want chiropractors to be at the forefront of working with a lot of these little munchkins. Because there’s so many other professionals that add a lot from a bodywork standpoint, but none of them can also add the adjustment.

And so, when you can put that all together, that is like the cherry on top. That is what’s going to allow them to improve and function to their highest potential. So, that’s my big drive.

Absolutely. Managing the life flow, the life force and … not managing but manifesting it through adjustment is so incredibly powerful. And that’s what we own, and that’s what we contribute.


It’s just that nobody else could do that. So, thank you so much for your time and being here, and maybe we can do round two one day.

Yes, I would love it.

Okay. Hopefully we’ll meet up one day again on the circuit out there, but have a …

Pretend to be on other provinces in other countries and …

But again, thank you so much. And the wisdom you shared, it was phenomenal, so thanks again.

Thank you so much.

And all of you out there, join Dr. Erik Kowalke on the first Thursday of every month where he brings incredible information. I’ll be back the third Thursday of December with Dr. Krista Burns and some posture and neuro pearls for you. And again, thank you, ChiroSecure, for giving us this platform and really helping us to be out there and change lives and change the future. And I’m signing out, and we’ll hope to see you in the future.

Today’s pediatric show, Look To The Children, was brought to you by ChiroSecure, and the award winning book series, I Am a Lovable Me. Make sure you join us next week, right here at the same time. See you next week.

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Empowering Women Chiropractic – Check Your 20/20 Marketing Vision for 2020 F4CP

Hi Facebook Live friends. Thank you so much for joining me today. I’m super excited that you’re here. You’ve been incredibly loyal this year and that makes me very grateful. 2020 is the next upcoming year, 125 years of chiropractic success. Let’s make it the best year ever. Let’s do it together. If you’re enjoying these Facebook Lives, please tell a friend because the whole purpose is to share and this is one of those marketing roadmap tips that are going to make a difference in your practice in 2020. Check your 2020 Marketing Vision for 2020. So, how are we going to do that? Well, before we get started, I want to say a very special thank you to ChiroSecure. Without them this year, these Facebook Lives would not be possible. So thank you ChiroSecure. This is a fantastic opportunity to reach out and be with all of you. Also, those corporate sponsors that are on there, it would not be possible to put together our marketing material without them, so give them a big thank you next time you’re at a convention and appreciate them for the hard work and sponsorship they bring to the foundation.

Now, speaking of conventions behind me, the Meritage Resort and Spa, I will be there Thursday, Friday, Saturday, this coming week for the California Chiropractic Association’s annual convention. There’s still time if you want to come down, the more the merrier. So let’s get started with some actual important information. What are we going to cover today? Well, let’s talk about preparing your 2020 Marketing Vision and getting ready for the holidays that are quickly approaching. I’m going to provide you with all the overview of what you can do market wise, at least once a month in advance. To prepare you, we will share the details so we have time to coordinate and implement your marketing plan with plenty of time. This might be the perfect time to get your staff some Starbucks, make sure it’s got lots of sugar in it, jack them up, and get them excited about 2020 because the vision that we build together is the vision that’s going to celebrate 125 years.

So what are we going to cover? This is implementing an annual marketing plan. Let’s celebrate those 125 years of chiropractic care in 2020 by envisioning 125 more in the new year to ensure a growing practice, inspired patients, in a bright future for the profession. Ask yourself if you’re taking the necessary steps to promote chiropractic effectively in your community. For starters, before January, 2020, you should have a marketing plan for the following year in place. By implementing an annual marketing plan, you will have a clear, organized vision of 2020 goals. And speaking of 2020 goals, some of them are going to be tough for you to do because I know that you’re already busy in practice, but let’s talk about organizing an annual workshop. If you can make this a point to consider how you’re reaching out into your community. How are you engaging your community with you? This is one way to move the needle for not just your practice, but actually chiropractic as a whole.

By making it a priority to organize annual educational workshops for your community, well it’s just going to make a lot more people educated on the benefits of chiropractic. You can have a full day event, for example, to build awareness on chiropractic care or a half day or even an hour. It’s your choice. When you do coordinate a workshop, reach out to the foundation as we have so many resources available to support you in practice. An example, if your workshop is focused on tech neck, posture, or backpack safety, we can share tip sheets, flyers, infographics, posters, and yes, even a PowerPoint because I know that going out in the community is not something that you want to spend a lot of time preparing for. Let us help you do that. This will start conversations in your community and more people will know who you are and what you do, but don’t hesitate to ask us and help you organize this community event.

Now, speaking of events, as we go through, we’re going to look at populating your social media channels. These are a daily events. If you’re not on social media, you’re falling behind and we need to help you get ahead. We want you to have an online presence for not only consumers to learn more about chiropractic, but to encourage patients to visit your practice. But don’t hesitate to ask us. If your Facebook page is stale, unfortunately this leaves a first poor impression for many. So make it a priority in 2020 to populate your social media channels daily and reach more consumers. How do you reach more consumers? Well, there’s great ways to do it if you haven’t already done so, this is on my left, the social media accelerators. These support our 2020 vision and they benefit all of the community. The accelerators are actually sent out twice per week and include easy to share content for Facebook, Twitter, and Instagram.

The monthly marketing roadmap that you see includes one click postings every week for Facebook, Twitter, and Instagram. How easy is that? It fits easy to do. It’s easy to implement. All you have to do is put that strategy in place on who’s going to do it in your office and when it’s going to be done. By using the benefits available to you as a foundation member, and if you’re not, please join me because it’s a great family to be in, you’re populating your channels a minimum of three times per week with evidenced based material. The other thing that people have told me is, “I don’t have time to do it by myself.” I get that, so that’s why we’re here. Now, some of the things that I’m going to teach you today are going to be already laid out step by step. For example, how do you set up an autoresponder message on your Facebook page?

Actually, what even is an autoresponder? Let’s talk about it because I think when you start to see how easy this is, your staff is going to be like, “Oh, I got this.” To prepare you in 2020, this is a brand new tip sheet and it’s going to show you about the autoresponder. While you’re busy in practice treating patients, you actually may miss a Facebook message every now and then. An autoresponder allows your page to send an instant message to a current or perspective patients that might need your help and or might have a question. You can customize your message and let them know that someone will contact them soon. This tip sheet actually provides you with a step-by-step autoresponder on how to communicate with those contacting you through Facebook and that you’ll be in touch with them shortly, so don’t leave them hanging because they’ll depend on you if they know that you’ll be getting back to them.

Now let’s talk about holding events. Don’t wait for 2020 to start working on your marketing plans and especially do not hold back on hosting monthly educational events for your patients. These monthly events can be in the form of a Facebook Live, a webinar presentation, or an in-person gathering at your practice location, and by making it a priority to engage in your community, they’re going to know where to go when they need you. This can include healthcare club fairs or maybe there’s a local PTA meeting that you can be a part of and you can share more information with them. It is a priority to position yourself as a healthcare leader in the community. Getting out there and shaking hands and sharing your knowledge will continue to build positive press and awareness for the benefits of chiropractic care. As we go through the next piece is looking at monthly progress updates and how to do that.

Distributing a monthly newsletter, if you’re not distributing monthly newsletters to your patients when you have permission, and I always stress that, always make sure you have permission, then they’re missing out on some of the best things that are happening in your practice. Keep them up to date on everything going on. All you need to do is communicate through this channel. A lot of our doctors are doing it via email and putting them on their website page. You can also put your newsletter on your Facebook Live or you could do it on your Facebook page. Lots of ways to communicate. Now with the permission of your patients as you email them, use the resources that we have in store for you. We have content that they can share in your monthly newsletter. We have images and infographics and let’s not forget 125 years of chiropractic success is going to be looking at the Olympic commercial. So we want to make sure that everyone is going to be able to share that Olympic commercial when the time is right and we want to build up to the excitement.

So stay with me because these are really important opportunities for us as a whole and to share really current and important information. Now, speaking of important information, research. We want to be up to date on our research and if your content on your website isn’t enough or you’re looking for a targeted paper that summarizes some of the top research in chiropractic to keep yourself up to date and your community, check out our Definitive Chiropractic Resource Manual. This is an important piece because all of the research can sometimes be a little bit wordy for our consumers and you can build these out and make it easy for them to understand in a format that is right for you. If you need to find something on headaches for example or sports injury, there are subsections that you can actually do simply by opening the table of contents, find the page and review the latest and greatest chiropractic research supporting the subject matter that you were searching for.

It’s easy to digest. You can stay up to date as well as prepare yourself to share the top quality research with your patients in a monthly newsletter. You can reach out to healthcare providers and you can start talking about other community events that you might want to inspire based on those information topics that are in the Definitive Chiropractic Resource. Now talking about research, if you haven’t seen it yet, this is one to brag about. If you’re going to talk about recent research, one of the most important that I’ve seen this year today is actually ACTs One, Two, and Three. They were seven and a half million dollars to do. They were put on by the RAND Corporation, Palmer College of Chiropractic, and the Samueli Institute. It was a three year project and it was done by the Department of Defense and they just released their final report.

In fact, ACT Three was released, as you can see in this letter, on September 6th and as it was conducted, one of the most important pieces for those that were suffering is that chiropractic did influence strength, balance, and endurance among active duty service members with low back pain. The trial found that chiropractic care improved fitness measures among these active duty service members with low back pain. This is just a snapshot of one letter from the Honorable Rich Shelby, but there are several others.

Now let’s look at community outreach. Build on your community outreach topics. You need to make it part of your 2020 vision for 2020 goals to deliver and coordinate community outreach presentations to key community leaders. Meet with a medical doctor down the street to build referrals. Talk with your local hospital. Have you ever thought of just walking in and seeing if you could talk to the Human Resource Department. Putting on safety and prevention, How about offering a drug free care option or a pamphlet to them because if someone’s coming in and they get that opiod prescription, wouldn’t it be nice for them to offer a non-pharmacological brochure with your name on it. And we have it for you. Build those relationships with healthcare providers in your neighborhood as well as for example, athletic directors at the local high school or talk to the PTA, maybe a Kiwinas festival. Find what’s right for you, but you have to make a commitment in 2020. This is building goals with soul. Knowing what’s right for you and then reaching out and planning for it is going to be a win win for your patients and also for the profession. We encourage you to utilize that DCR manual that I just showed you and to also stay up to date with us at the foundation.

Check in with us on a frequent basis because we’ve got plenty of new and targeted material for you to share. That’s why we want to build media relationships. As you work on your community and relationships, we are also here to support you in that. By building media relationships with your local contacts, you can develop and trust them that they will share hot topics and relevant news when the time is right. So reaching out to media contacts is a great way to do that. Now we want to look at 2020 marketing overview. What does it look like? This is a nice little tip sheet. You can just check off and say, “Done.” This is an opportunity for you and your staff, your greatest team that you have, to look through and prepare your marketing 2020 vision. It helps you to know what you’re going to do, more importantly, when you’re going to do it and remind yourself where you can get the content from.

And as we go through December’s marketing roadmap all ready for you. We want to take that December’s marketing roadmap and make it a priority on implementing. Here’s a snapshot of December’s marketing roadmap. This is a weekly what to do in your practice for social media postings, Facebook, Twitter, Instagram, and you can download a lot of these and share them on your reception page. When you receive your monthly marketing memo, you can easily listen to it. It’ll only take you a couple of minutes it will go nicely with your December marketing roadmap. The more you promote the evidenced based material the foundation is creating with you, the more your patients will understand the value of chiropractic care for their overall health. Now, prepping for the holidays, let’s talk about that.

This year we introduced two new resources on marketing implementation toolkits and what is available to you to act as a short guide on new ways to market your practice in your area. This is a lovely way to connect. If you want to do a toy drive, even team up with your local fire station in bringing toys to them and trust me, firefighters will need and want chiropractic care benefits. So lovely ways to open up your heart, open up your clinic, and be able to showcase how chiropractic care benefits the community. These nice little toolkits are just ready to go. It implements them step-by-step so your office staff can work through them and know where to build the material and how to get the messaging out. On the next here is setting goals with soul. And I told you for January it’s a sneak peek of looking at how to engage the population and it’s really about what’s right for you and that’s why the foundation is trying to be very diverse with multiple different topics so that you feel comfortable when it’s time to share, you’ll be ready to do it.

So last but not least, don’t forget Meritage, if you can make it to Napa, I love to meet you. We’ll have a booth there. We have a keynote presentation. And also don’t forget to meet us back here at ChiroSecure. Next Tuesday, you’re going to have the fantastic Janice Hughes ready to give you more information that’s right for you. This is the time to market for 2020 so that you’ll be well prepared and I can’t wait to be in it with you because 2020 is going to be one of the best years ever. 125 years of chiropractic success. Thanks for joining me. We’ll see you next month. Busy month, but I hope you’ll be back with me.

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). 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 Chiropractic – Practice Happiness Factor- Dr. Julie McLaughlin

Hello everybody. I am so excited to be here today with empowering women from ChiroSecure, and I have a fantastic topic that I want to share with you. So we’re going to show you some slides and we’re going to start to go through this. So we’re going to be talking about practice happiness factor. So I’ve been in practice, I hate to admit it, 32 years going on 33, and I have to tell you, I absolutely love, love, love being a chiropractor and being in practice. So I’m going to share with you some little insights on what we can do. But first, I want us to all thank ChiroSecure for having the show and sharing so much knowledge with all their speakers that they have in this platform. It’s absolutely fabulous. I watch it all the time. So let’s give them some little love on there, on our Facebook live, because they really deserve it and they do so much for our profession. So thank you, ChiroSecure.

So let’s get started here. So happiness is when what you think and what you say and what you do are in harmony, right? So let’s see how we can work on that with our practices. So if I had to do it all over again, if I had to go back in time, if I had a backwards time machine, I could go back in time and do exactly what I’m doing now as a chiropractor in full time practice. Would I do it? And the answer is absolutely without a doubt. But I have to say, been kind of sad lately, is that there’s a lot of posts that I’m in with all chiropractors that are asking, “Well, what else could I do besides being a chiropractor? Is anybody else doing something different and not doing what we’re trained for? Not what we love, what our knowledge base is it.”

And so that had me thinking, what could I do to help all of you have a better use of your skills, of what you’ve learned in school and when you paid, you know, hundreds of thousands of dollars for that education to be able to utilize, to be able to fall back in love with practice. So I am Dr. Julie McLaughlin, and not too long ago I was just like you. I was thinking, “What could I do to kind of spice it up?” Because I have been there. I get the struggles. I really do. I know how frustrating it is when you have to beat the bushes to see more and more new patients to make the same amount of money as you used to, and the insurance companies are paying us less and less and there’s all kinds of problems requesting records and audits.

All this stuff is so frustrating. Patients aren’t getting the results like they used to because they come in with more complicated cases and chronic diseases and they just want a quick fix. They don’t realize how much investment they have to put into their health. And also the patients are getting bigger, they’re getting bigger and bigger, they’re harder to adjust. I still adjust manual [full spine 00:00:04:34] and they’re harder to adjust, and they’re suffering earlier from more chronic diseases. So it is so frustrating. I tell you, it’s not your fault. It is not your fault. And I, like I said, I’ve been there too, and it’s affecting all of us.

It’s affecting all the docs, because 90% of providers feel like healthcare is on the wrong track. 83% of healthcare providers have thought about quitting practice and 50% of providers are reporting burnout. And the average physician is earning the same wage that they did back in 1970, but you see twice as many patients. So I get it, how we can be thinking of, “Maybe I should do something different,” but I got to tell you something. We all need a little side hustle, let’s face it, but let’s get our side hustle as congruent with our chiropractic beliefs, our knowledge, our education, and help those inpatients that we love to help every day.

So all’s we have to do is look at the statistics of the average American, right? So one out of two Americans suffer from chronic disease. We’re great at fixing that. Chronic disease is responsible for seven out of 10 deaths. So if we can prevent people from dying from these chronic diseases that are preventable, why not? 84% of healthcare dollars goes towards chronic disease. Two out of three Americans are overweight and one out of three are obese. How crazy is that? That’s why they’re getting bigger. They’re harder for us to adjust and we’re seeing more people with chronic stuff. Autoimmune diseases have tripled over the last 50 years, and over half of Americans are taking medication. We need to be the answer and the solution to this.

So I have really good news for you, because I figured out a simpler way to solve this problem and I’m going to walk you through it. Are you ready? So these are the three shockingly easy ways to step into practice happiness. So just start where you are. Wherever you are, that’s where you’re going to start. You don’t have to do anything extraordinary. Just start where you are. So the first step is super, super easy. If you have an extra room, if you have extra space, even if you have a room or space that you’re not using all the time, like maybe you don’t work on Fridays and you have it just sitting there and you’re paying for it, rent it out because you’re going to get a win win. You’re going to get money from the rent and you’re going to get somebody in there who can cross refer with you. So now you’re going to increase your practice because you have somebody right there in your own space you can cross refer with.

So that’s step number one. That will help ease some of that financial burden on you that sometimes we feel like we get when we’re in practice and we want to do something else. Step number two is add something that’s really easy that’s still in your world, in your chiropractic world. Add a simple weight loss program that really works to your practice, because guess what? When we look at SEO, what people are searching for, one of the number one things is weight loss. So why not help our patients with that? The third thing, the third shockingly easy thing is add a niche, whatever your niche is, and add either functional labs, functional medicine into your practice. So those are the three things.

Let’s talk about it for here for a second. Rent out. Even if you rent out your space by the hour, rent it out. Get somebody else to cross refer. You’re going to be able to educate them about what you do, you learn about what they do, and you get their rent. So I think that’s a win-win and it’s super easy. So with functional medicine and functional wellness, functional labs, whatever you want to call it. Treating the cause, not the symptom. This is same thing as we do in chiropractic, right? And it’s easy to do to add this into your practice, and you could do a really hyper niche. You could do metabolic, so you’re going to do cholesterol and blood sugar. Or you could do autoimmune, you could do gut health, but pick something that’s a niche and add that in, because guess what?

These are cash based services. All of our patients need that. When we’re looking at seven out of 10 people are dying from chronic disease, we need to be at the forefront to help them, because the answer’s not more drugs. It’s not more pain meds. We know how to do this, and if you want to start super simple, add weight loss to your practice. Use your existing patients. It will attract you tons of more patients, and any time you have a new offering in the office it’s exciting for the patients, it’s exciting for us. We’re not bored anymore. We have something new to focus on, and weight loss is a great way to start.

So with this, what you’ll get is you’ll get solutions to tackle tough cases that you used to have to refer out to because you didn’t have those tools in your toolbox. And then you’ll have a constant flow of new patients, because when you start adding these different things into your practice, you’re going to have a vast array of topics to talk about. I do a talk in our community center every single month, which you guys know because I always talk about it, and we have a different topic every month. It’s because we have these other things, and guess what? Those patients who are coming in, next week we’re talking about toxic truth about sugar, they’re going to come in and they’re going to talk about sugar and diabetes and weight loss, but they’re also going to get adjusted. So it’s a really good way to educate your community, stay congruent with being in your profession, and helping lots of people.

Family members are going to come in, so if you’re looking at labs and looking at genetics, guess what? Runs in their family. And so other health professionals in your area are going to know you’re going to be the go to person for these tough cases because they don’t have an answer. These patients, they go to the medical doctor and they’ll come in and go, “I had a medical doctor say need to lose weight. I don’t know what to do. They told me just to eat less.” I’m like, come on. That’s not a viable plan. So you can help them with this plan, right?

The best part is, you don’t have to have to have prior knowledge to nutrition or weight loss or lab work at all. Or even if you never learned it in school, they’re so easy to do because it’s congruent with what we do is chiropractors. It’s part of our chiropractic lifestyle. You guys know way more than you give yourself credit for knowing when it comes to this stuff. Because I talked to lots of docs and they’re like, “Well, I think everybody knows this,” but everybody doesn’t know it. Our chiropractic lifestyle is our core, and we really can help these patients with this.

And the only reason I’m here and I can share this with you, because I been through the good, the bad, and the ugly, because it’s really, really tough. But once I added this back in my practice, I fell back in love with chiropractic and with the practice. So I’m not looking for a side hustle that’s teaching English as a second language or whatever. Not against anybody who’s doing that, but you want to use that knowledge that you paid so much money for and you can help so many people. Right? So I even discovered that helping patients at this deeper, deeper level has helped me serve more people, and it has provided greater financial stability for my family.

So you and I are similar, right? We’re chiropractors, but I am no superhero. I’ve made every mistake in the book. Don’t ask me. Everyone, I have learned from them, and I’ve come out on the other side with a process that really works. So taking care of people whose help we are entrusted with for such a short period of time is so important to me. I had to find a different way. I had to find a way to reach them, and we want something better for our patients lives, and we want something better for our own family’s lives. So if I can do this, so can you, right? We can all do this together, because what I discovered it allows more people to know the truth about chiropractic. It helps bring chiropractic and functional labs, functional medicine, functional wellness to the masses, and it helps spread the message to make a huge difference in people’s lives.

So remember, these are our three shockingly easy steps. Rent that extra space, get somebody else in there paying some of your rent and cross referring with you. Add a simple weight loss program that really works. It’s awesome. I got to tell you, it’s really, really easy. Or add a niche of functional medicine, functional wellness into your practice.

So the thing I really, really want to tell you that I want you to take away, is that sometimes we all need someone to see something in us that we don’t see in ourselves. Because you know what? I see it in all of you. I see it when I read your post and you’re looking for something else. I see it like, “Man, you can do this.” I see it in you, so I want you to look in the mirror and see it in you too. All right. Can you do that for me please? Because now you know these secrets and it’s to increase your practice happiness. It’s so easy. And guess what? If you’d like me to help you, I would be delighted. I would be delighted to help you because my mission in life is to move this profession forward, way into the future, and we are going to be the number one healthcare choice in our country.

So that is it. That is our practice happiness factor for today, and I am Dr. Julie McLaughlin. I thank ChiroSecure, and I want you to be sure to join us and tune in next week when we have another show. Same time, same station. So I’ll see you then. Bye bye.

Join us each week as we bring you the best in business growth, practice management, social media and marketing, networking, leadership, and lots more. If it’s about women in practice and business, you’ll hear it here. We hope you enjoy this week’s Facebook live event. Please like us on Facebook, comment, and share. We look forward to 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.

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). 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 Chiropractic – 3 Biggest Pitfalls to Successful Internal Marketing- Kim Klapp

And hello ChiroSecure secure viewers. Thank you for joining me today. I’m Kim Klapp, founder of Assistants for Chiropractic Excellence, and I’m excited to help you overcome the three biggest pitfalls to successful internal marketing events. But first, I want to take a moment to express my gratitude to ChiroSecure. Aren’t they incredible? Yeah. Not only do they sponsor these programs, but they also support the profession in so many other generous ways. Of course, we all know that ChiroSecure has the best coverage, hands down, and exceptional customer service, but they are such a tremendous resource. I’m also grateful that you’ve chosen to watch.

So in addition to my CA coaching program that I founded in 2000, I have been managing my husband’s practice, Dr. Tom Klapp, in Ann Arbor, Michigan for 25 years. Go Blue. So if you have any questions, whether it’s on hiring, or training, or practice systems, just post them and I’ll be happy to answer either during today’s show or afterwards.

Let’s get started. If you’ve ever wondered why two chiropractic practices can hold the same marketing event yet have very different results, you kind of get it. It’s often a very simple obstacle though, and luckily it’s easy to overcome. So we’re going to talk about that today. The first pitfall is an unclear purpose. It’s staggering how many times I’ve heard doctors complain about how, “Oh, I didn’t get enough new patients,” from their patient appreciation day. I’m always like, “Whoa, wait a second. That’s kind of like throwing a party just to get gifts.”

Now, in addition to being ironic, being more concerned about garnering new business than actually expressing appreciation to your existing clients may actually be sabotaging the event. If you’re hosting internal marketing events solely out of a desperate need for new patients, or fear, or lack, you may need to shift your focus of internal marketing and realign yourself with your purpose. Otherwise, you’re going to attract more neediness, more desperation, more fear, and more lack. And that’s obviously nothing any of us wants.

So to clear this up, we want to start out by clarifying the why of your internal marketing events. I know I talk about starting with the why often, but successful events have a clear purpose, such as investing in building of positive relationships with your patients and your community. Instead of focusing on a specific number of new or update patients, consider focusing on sincere appreciation of the patients that you have, not only for choosing chiropractic, but for choosing your office, or on helping more people, or educating your community, getting the chiropractic message out, or better educating the clients you have, or starting more clients’ families under care, or fundraising for a charity, that’s a great one, or increasing the fun, smiles, hugs, laughter and warm fuzzies in your practice, or being a blessing and a light in your community, or merely planting seeds.

But whatever you choose, get clear on your purpose. Since I believe that the ultimate goal of a CA is to build as many win-win relationships as possible between the practice and the community, internal marketing events offer the perfect vehicle for that.

Now, the second pitfall is the wrong fit. To be successful, events need to be, obviously, a good fit. What do I mean by that? Well, consider the type of new patients that you want to attract, that way the events that you choose are congruent. You’d obviously pick very different events for attracting more kids versus seniors, or for attracting athletes versus pregnant moms. Then also be careful to choose events that are congruent with the doctor’s personality. Whether your doctor thinks it’s fun to occasionally act a little wacky and crazy, or if they pride themselves on always maintaining a high level of serious professionalism, you want to find events that are a good fit. Hug day will not work if you’re not comfortable touching others, although you might be in the wrong profession if that’s the case.

Years ago, we hosted what I was sure was going to be an amazing golf themed event. We had the office all decked out with a putting green in the reception room, we had prizes, we had logo golf giveaways, all this kind of swag, you name it. However, it turned out to be a flop. Why? Well, because Dr. Klapp hates golf. So make sure everyone is on board in your office. You don’t want to fall prey to that one bad apple that spoils the whole event. So choose an event that excites your team and engages your patients, because that energy is going to help attract people to it and truly make it a success.

Now the third pitfall, and probably the largest, is a lack of planning. When it comes to internal marketing events, failing to plan is planning to fail. Honestly, the most common post I see on Facebook CA groups, or on any chiropractic groups on social media, are questions relating to what other offices are going to do for the next holiday. Unfortunately, in most cases, the next holiday happens to be less than a week away. So it is critical to develop a marketing calendar rather than deciding on a whim by a month by month basis.

Instead, you want to conceptualize a full year in advance. And if you don’t have one in place for 2020 yet, now is a great time to create your calendar or modify the one you already had. Whether you choose monthly, bimonthly, or at a minimum quarterly events, it’s a great idea to create the themes based on either the season, on holidays, on sporting events or national fill-in-the-blank observances. As you can see, there are ton of month-long, week-long or daily holidays and observances to choose from each month. These are just the ones I pulled from November from BrownieLocks.com.

But once you have your themes in place, develop the various components of each event. So if your event includes a prize drawing or a giveaway, make sure to keep it in accordance with federal and state guidelines, as well as any insurance participation agreements. If your event … You also want to consider your environment. Decide what decorations, what costumes, what entertainment would coordinate with each theme. Then, you also want to consider if the food and drinks you’re going to be serving are going to be in alignment with healthy eating, or instead going to be a more festive treat, such as for a holiday. Then tailor your patient education around your theme, if appropriate. For example, women’s health issues for a Mother’s Day event, men’s health for Father’s Day, et cetera. You get the idea.

Of course, budget is certainly a consideration for designing your event components. So you’re going to need to determine and allocate resources, primarily time and money. The good news is that often time can compensate for money, and vice versa. If you’re newer in practice or you’re seeing fewer patients than your capacity, you can take advantage of your extra time, do more yourself, and save money. Or if you already have an accumulation of money, yay! You can outsource some of those tasks, and save time. But your budget will serve as a guideline of how creative you’re going to need to be. However, the good news is that most internal marketing can really be done very inexpensively. Outside sponsors are just one of numerous ways to increase your budget and minimize your costs.

Now, there are two critical tools for a successful event. The first is a comprehensive planning spreadsheet. You want it to cover what each component of the event will entail. So like I mentioned, any special offers for new or established clients, any gifts or giveaways for participants, whatever logo swag or kid-friendly versions you want to include. If you have prize drawings, what type of education, whether you host a workshop on your theme topic, or you provide articles, or your social media posts are in alignment with your theme.

Then there’s also refreshments, and when you’re talking about refreshments, you also have to think about your serveware, your table, your coverings, et cetera. With the environment, your decorations, costumes, music, entertainment, activities, games, just to name a few. You can see how many things are listed. And promotion, everything from press releases to community calendars, flyers, email, recorded phone calls, social media posts, posters, and more. Then there’s the miscellaneous issues. Contingency plans for inclement weather, setup, cleanup, talent releases for photographs, thank yous, and not to mention analyzing your return on investment. So again, that’s your planning sheet.

The second tool is a detailed timeline. That’s going to help you identify your tasks, action steps, and due dates. When it comes to the timeline, begin at the end, which is the day of your event, and work backwards. I do the same when I host a dinner party. If my guests arrive at 5:00, everything’s ready by 4:45, which means the 30 minute dishes go in the oven at 4:15, et cetera. And I will say that my color coded Thanksgiving spreadsheet has never let me down.

Anyway, when it comes to lead time, two or three months ahead is best for a stress free event. If you’re coordinating a large event with other area businesses or charities, four months lead time is often necessary. It’s often more helpful, too, if you’re new to recording your events or if they’ve been less than stellar in the past. But you’ll notice that the timeline includes all the details, as well as delegating who’s going to be responsible for each action step. Also on your timeline, you want to highlight your can’t miss milestones. Promotion is critical. If it’s late, you’re going to have low turnout, which is completely preventable. So make sure to utilize some sort of alert or reminder in your software, whichever you’re using to organize, for each action step to stay ahead of the deadlines and ensure a successful event.

Now, I’ve streamlined internal marketing events into five basic categories. The first are charity fundraising and community service. For example, your new patients come in for a donation to charity during the week, your current clients might bring in a donation on one day in lieu of payment, and make sure if you’re accepting a donation or contribution in lieu of payment that you do not bill any third party for that care. And because these are service-oriented, you happen to get great PR for this type of events. The second type are patient appreciation days, which are just like they sound like, an opportunity to express appreciation. The third are what I consider holiday or calendar event celebrations. The fourth are surprise party days, and the fifth art chiropractic fun days. Now, I actually include over a hundred examples in the ACE internal marketing course, but we obviously don’t have the time for that today.

However, here is our simple Black Friday event that we’re doing this month for the day after Thanksgiving. All patients have to do to enter our drawing for a shopping gift certificate is come in. Come in on black Friday. It’s really just our kickoff to the holidays to help them understand that adjustments combat holiday stress. So of course, we’ve been promoting that since the beginning of November. We follow it up with our Happy and Healthy Holidays event for December, which is always one of our most popular because we educate clients on how to stay both happy and healthy. Plus, of course, we give away a gift card each week. January 14th is going to be our 40th Practice Anniversary. Congratulations Dr. Tom. So we’ll be celebrating that all your long.

But our clients’ favorite is probably our Superbowl Party, and you can do that for any sports playoff, and your theme can be Get the Winning Edge, or Put the Odds in Your Favor, Celebrate Superbowl with Super Health, Super Prizes, Super Fun. Choose whatever resonates with you. Here, you can see, we do Put the Odds. Our team loves to dress up in costumes, so we can dress up as players, or referees, or cheerleaders. And we also like to educate clients about the pro players and teams who get care. Now, The Foundation for Chiropractic Progress has awesome resources for that on their website, f4cp.org. So if you’ve done football pools, you know how our event works. In our office, each client who stays on their recommended appointment schedule gets a square with their name on it, they add it to the grid. Now, the actual size of this grid is two feet by three feet in our office. As the grid gets filled, we just repeat layers as necessary, and winners are determined based on the score at halftime and the end of the game.

Now, as I mentioned, there are literally 100 examples in my internal marketing course, but these are the next ones we have coming up, in addition to our kids day, which we hold on the first Friday of each month, and the typical ways that we stay connected to our clients. But regardless of whether you choose simple or complex events, I like to have a variety, plan your internal marketing event calendar for the year ahead in 2020 with your purpose and your patients in mind. As you continue to build your relationships with your clients and your community, you’ll continue to build your practice.

So again, if you have any questions, just add them to the comments, I’ll be happy to respond. And if I can help you in any way, whether you’re looking for this month’s excellence coaching on a success mindset, or training for new CAs, hiring systems, or practice systems, please visit my website, chiropracticassistants.com, and you can either click or call to email me. I would love to help your team reach higher levels of excellence.

Thanks again to ChiroSecure for providing this forum to increase chiropractic success. Your host next week will be Dr. Sherry McAllister from The Foundation, so you’ll definitely want to see her. Thanks again. Have a happy Thanksgiving.

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). 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 Chiropractic – Creating Cohesive Relationships – Dr. Beauchamp

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. Nathalie Beauchamp, as she talks, impact, exposure and systems. And now, here is Dr. Natalie.

Hello everyone, this is Dr. Nathalie Beauchamp, and welcome to today’s show for empowering women in chiropractic, brought to you by ChiroSecure. Today I have a guest and it is a friend of mine, Dr. Debra Cirone. And what we’re going to talk about with Debra is how we can nurture relationships in our practice but also outside of our practice. So welcome to the show, Deb.

Thank you so much. Always a pleasure to see you.

Awesome. So Deb, why don’t you just bring us up to speed on, I know you practice in Atlanta, but tell us a little bit more about what your practice looks like and how you really been focusing more on developing those relationship in your practice and outside of your practice.

Sure. Well, I’ve been in practice for over 20 years with my husband. And from the very beginning, I got my fellowship with the ICPA. I knew immediately, after being at chiropractic patient since the was born, that kids and families were going to be my focus. So for many years I took care of many, many kids and babies, mama’s through their pregnancies. And what I began to notice over the years is that so many of us pediatric professionals are functioning as if we’re on an island. And we know that there’s other needs that these children have, but we don’t always know who to turn to, who the best person for the job is when we need to step outside of our scope or outside of the knowledge base that we have and need someone else to help care for those kids. And when it really came abundantly clear to me that I need other people to help with some of these kids and families is when I started to see a lot of these kids come in with neurological damage and developmental delays. I mean, I can’t help a child that they are not holding their adjustments if they have a tongue tie that’s severe enough that it needs to be surgically removed.

So I started reaching out into the community and started asking some of my peers in pediatrics what they do and who they turn to. And the ball started rolling and I started creating these relationships and realizing what better outcomes we can get when we work together for the benefit of these children. And so we’ve been getting amazing results when we see the pediatric dentists, the doulas, the midwives, the chiropractors, the naturopaths, when we all come together and we can work as a community to help these children, we see really great things happen, things that I couldn’t get for some of these children, but just chiropractic care.

All right, well for some of us that have been in practice for 20 plus years like me and people that I’ve been in practice for less time, how do you suggest someone starts building those relationship? Because I know that this is one of your big passion project with Dr. Jenna Davis, as well, that you’re trying to help other practitioners. So what would be three or four steps or four things that really made a difference to hopefully fast track increasing those relationship and developing this network of people that are like-minded, or not completely like minded, but like you said, that we do need on our team? So any insights on that, Debra?

Absolutely. So, first of all, if you already have a practice and you have families in your practice, then the first place that you want to turn to is your mamas. Mamas already have the pediatricians for their kids and you have those conversations with your moms to see what they’re doing and that’ll give you a feel for how the pediatrician functions, the type of care that they’re recommending for those children. So you can determine if that’s somebody that you want to work with. And the same thing, gathering information from them about the midwives that they’ve used or the nurse practitioners. Or if their child is having issues already before they walk in your door, what practitioners are they using? So you can start by reaching out there.

Then if you hit a wall or you’re not yet gaining enough momentum with that, there are tons of spaces on Facebook, on social media where we can find … If you go to some of these moms groups and join in and let them know what your agenda is, that you’re looking to greater facilitate the needs of these children. Or if you’re a parent yourself, then you can let them know that I’m a parent that’s interested in learning about what these moms are talking about on these groups. So there’s breastfeeding groups, there’s autism groups, there’s MTHFR groups, there’s a group for just about everything, tongue tie, lip tie groups. So you go on there and you join those groups. And on nearly every one of them, you’re going to find a list of preferred providers. So you can just find those providers, look to see who they’re using, what these other practitioners are that you feel you have a need for your practice and reach out to them.

So not only do I do that, but I’ll also go onto Google and I’ll start looking in my area. Like somebody will drive 45 minutes or more to go get a procedure done that they go once or twice for. Of course, if they’re going for regular chiropractic care, you want somebody that’s closer in range. But for some of these practitioners, you can reach out a little farther. And I’ll look at their reviews and I’ll look at the comments. And then once I’ve gathered some of these names of these practitioners that I think I might want to have a relationship with, then I call them or I have a staff member call them and I invite them to lunch. So my advertising dollars are in the process of creating a relationship. So I’ll take them to a nice place for lunch and I’ll sit down and I’ll talk with them and I’ll talk with them about the type of practice I have and the type of practitioner I am. And I let them know in what way I feel I can benefit their practice, just with the people that I have in mind.

So remember, whether you’re advertising to a potential patient or a potential provider that you can work with, you want to give them the benefits of working with you. So when you begin to talk with them about the types of patients that walk in your door and the people that need their type of health, now they begin to let their guard down. Like, “Okay, she’s not trying to sell me something.” And so then you can begin to talk about what they can expect from you and what you expect from them. So oftentimes I’ve found in the past when I didn’t have a relationship with another practitioner, and it didn’t have to be in pediatrics, even with attorneys or with orthopedists, you send somebody out, they don’t know who you are, and then you expect them to send them back to you, and the next thing you know, your patient’s gone. So creating relationships, whether you’re in pediatrics or personal injury or whatever facet of chiropractic you’re in, creating the relationships is a massive thing.

And then you can even, when you refer somebody to them, I would call them and say, “Listen, I’m sending little Johnny. These are the issues that he has. Tell me what you think when he gets there. Or this is what I was thinking.” And when they see that you are a responsible and intelligent practitioner, they’re going to want to work with you and they’re going to want to refer people back to you. And if you find that they’re not, let them know, “Hey listen, these are the things that I deal with, not just the kids I’ve sent you. But these are the different specialties that I have or this is how chiropractic benefits the kids that you work with. If you find that a mom is open, let me show you how you can refer back to me so we can co-manage these patients and we can work together.”

So the last thing that I would recommend is, so you find your practitioners, you [inaudible 00:10:06] or whatever it is. Just set some time where you can sit one on one with them. And then make some referral pads with your office name on them and you give them to your doctors, give them to your doctors with your pen. And then every so often, reach out, reach out and let them know that you’re there. My [inaudible 00:10:28]. Now I know we’re chiropractors, but he would say, “You never know how far a cup of coffee and a box of donuts will get you.”

And it’s so true. He led by example where he created amazing relationships. Hanging out, having some good conversations and just leaving them on a good note, remembering who you are. “Wow. That’s [inaudible 00:10:47]. That’s somebody I want to get to know. That’s somebody that I feel I can trust my patients with.” So we get those vibes from people. You know when you come in contact with somebody you can trust, right?

Well, I’m assuming if they say yes to go for coffee or for lunch, they’re already pretty open. So what’s the percentage, would you say, of let’s say lunch dates being very successful and lunch dates just being not successful?

All right. So I would say probably 90% of the practitioners will go to lunch with me. So the yes to the lunch is really high. And what I’ve also found by doing the network events is that they are excited. You can’t even imagine. I’ve had people on the medical side … You would imagine yeah, the midwives would be open to hanging with a chiropractor or the doulas or the therapists. They may be into us, but you would be amazed at the nurse midwives and the pediatricians and the pediatric dentists that come to these networking events that I’ve had and they’re like, “This is great. I’ve never had this before. Nobody’s doing this.” So they’re waiting to find out who you are. So now when you sit down with them one on one and they realize that you’re not trying to sell them, you’re actually trying to make a difference, I would say the only time … I’ve never had a failure in a relationship, but I have had a lack of communication just in the sense that they just kind of fall off to the side because I didn’t keep up communication with them.

And it may take more than one one run in with them too. And that’s why I’m saying bring them some cookies, bring them fruit baskets, bring their staff something. Staff is a great motivator to their doctors or their practitioners to get them moving. But when you keep that line of communication open, send them an email now and then, if you have a phone number, send them a text, say, “Hey, I’m just thinking about you. I have some patients that I’m thinking of sending to you. What do you think about this?” Even just to reach out and ask them a professional question, let them know that you value their knowledge. We all want to be elevated and lifted up and made to feel special. So let them feel special. There’s a neighbor in their degree too. They have things that they can teach us that we don’t know about.

Yeah. So you said keep the communication open and co-manage. So do you write reports and updates, like is there communication to that extent and detail when you start working with other practitioners?

Okay, so I do use a system where we do note taking. But I have to say, I haven’t even had anybody ask for it. So you obviously, we want to keep, we’re good practitioners, right? We want to keep good notes and we want to be able to. Well, here’s the thing with relationships with your patients. Moms want what’s best for their children. Moms will do anything to get those kiddos well. So when we can get on a deeper level than just the symptomatic level with these mamas and we can show them number one, the before and the after or the process along the way of this child not only getting better from the symptoms, but all of the other things that she may have inadvertently told you or that you dug deep into that she didn’t think was an issue. You start saying, “Hey look, did you notice you told me that he was always …” Look at these other things that are happening along the way. So what do you think will happen if we stop now?

So whether it’s keeping track of your goals with mom or keeping track of that child’s history or medical history, or the mom’s history, and then the direction that we don’t want that child to head down. When you can keep good notes, it elevates your status with any other practitioner and it’ll create better relationships with mom because they’ll begin to realize that they don’t just need you for this issue that they showed up to take care of, but they actually need this as a lifestyle because this child’s going to continue to grow and develop and they need help along the way.

So you briefly mentioned organizing event and you and I saw each other over the weekend. So tell us what you mean when you organize event with different professionals and what’s your goal with what you have started? And talk to us a little bit more about that organization that you started.

Sure. So we’ve started the Kids’ Healthcare Alliance. And the goal of the Kids’ Healthcare Alliance is to teach other practitioners how to do what we’re doing. We have these relationships and I’m finding … I mean, we had to figure it out on our own and a lot of people aren’t thinking in that capacity or don’t want to spend 20 years figuring it out. So the Kids’ Healthcare Alliance teaches practitioners how to grow their practices organically, how to create those relationships, how to collaborate with these other health care professionals, how to do different techniques outside of your scope of just understanding how to touch the spine and adjust, how to work with those pediatric dentists with the tongue tie or the lip tie or helping children to avoid having this surgery. So there’s that line of where need practitioners, and there’s that other space where we can serve them well in our practice if we had more tools in our box. So creating better relationships create better outcomes of what the goal is. So grassroots, what I’d like to see for these other chiropractors is to see you do exactly what I have done.

So not only reaching out to the practitioners and having these one on ones, but gathering them all together as a group. I can’t begin to tell you the faces, the comments when they all start meeting each other and, “Where do you practice and what do you do?” So we began, I got MailChimp and we sent out mass emails and I went on all these Facebook pages and social media outlet. It was our Kids Healthcare Alliance networking events. I had food, we decorated, we had fun. All of my staff came. So if anybody had any problems mingling or getting to know one another, we made sure that there was somebody there to head them off of at the path and introduce one another.

Before they came, I set up an Eventbrite page and we invited them and then I knew who was coming. So I looked them all up. I knew what they looked like. I knew what they practiced. So it was a great way to start [inaudible 00:17:43] a relationship with that person, even though you’re in this big group. The other thing that I did was I created these envelopes with questions [inaudible 00:17:56] to ask one another. So if you’ve ever been to some of these business networking events, we’ll do some quirky little things to get you to get involved in other people’s conversations and not feel weird if you don’t know how to start a conversation.

So it was a tremendous success. It grew my email list even bigger. And we’re just so excited to be able to share this with people. And ultimately, we’re working on our website right now. There will be a membership for all of the practitioners to learn to do webinars, to turn to for studies and research. And on the other side of it, there’ll be a public side that parents can go to and have access to for free to find you.

That’s awesome. I know pairing up with Dr. Jenna, I was in Canada and you’re in the States, it’s kind of nice because obviously each country and states and province is different. So having those resources are going to be great. So how can people find out more about the Alliance? Is there any anything out there already?

So they can either find me on Facebook at the Kids’ Healthcare Alliance or they can email me at kidshealthcarealliance@gmail.com or they can find our website at kidshealthcarealliance.com on the internet. It’s very, like I said, we’re just getting this stuff rolling. There’s very little that’s on there, but the communication that I’ve been able to create with these organizations all over the world has been tremendous. So even though we’re not on the forefront with our social media and our website yet, we are making leaps and bounds. So anyone who’s interested, text me, call me. You can email me or reach out on Facebook and I would love to just share with you my knowledge.

Yeah, thank you. So this is awesome information. And part of the marketing and practice growth summit that my partner and I did less than a month ago, we also interviewed Dr. Nicole Lindsey who has a program for medical doctor. And it just made me realize that having those conversation with the practitioners in your community that you may not think you have things in common or they won’t be receptive can be really surprising. So Deb, thank you so much for jumping in and giving us ideas of nurturing those thing. And now with social media, you’re so right that jumping on Facebook, belonging to other groups, especially if you yourself are a parent, I think, is a brilliant way to build those relationship. And creating events really helps to position yourself as an expert and that people are looking up to. And those events can be really rewarding. So thank you so much, Deb.

You’re so welcome. Thanks for having me.

Awesome. So this was Dr. Nathalie Beauchamp for the Empowering Women in Chiropractic, a show where for every show we’re trying to bring on guests that can make us think in different ways that can trigger some new thinking on our part to help us be more successful in practice. Thank you so much to ChiroSecure for putting on the show. There are just awesome because sometime when you practice on your own or even with an associate or two, it can feel lonely. So I just love getting on those or listening to those shows because I always learn something. It always triggers a thought for me and an idea that I can implement. So thank you very much everyone for tuning in. Hope you got some great value and get out there and go deepen those relationships in your community.

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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