From: Dr. Margolies.. 6-18-21
www.chirosmart.net
www.familychirocenter.net

Looking for very competent therapy CA in Loganville, Snellville, Stone Mountain or close surrounding areas of Atlanta, e-mail Amanda. She was my therapy CA for many years but now is able to resume her position in your office. E-mail her at: snowyriver1982@gmail.com and let her know Dr. Margolies referred you

E-mail message this week .. Patient Retention

Some sage advice to every chiropractor reading this, spend less time and money looking for new patients and more time and money retaining those you have. Too often we praise our collective efforts when new patients call, whether from design or chance, and sigh as they drop out. In general, the retention rate and statistics of referrals from this well is pitifully low within our profession and the reasons are quite clear: perception, consistency, value and accountability.

First, Perception. A wise business manager understands it is difficult to make a first impression a second time. A virgin patient, lacking knowledge of what to expect is wide open to new ideas, at least we hope, and the concepts and ideas they garner are from you and your staff. When was the last time, within a staff meeting or individually, you discussed the CA role and the impact they have for the new and established patient and community at large? What messages are being established and imprinted in their mind; one of a caring office dedicated to patient wellness and the health and wellness of their family and friends or are patients just another daily transaction becoming routine with little obligation to share the chiropractic story? Doctor, what message does your office share?

Second, Consistency. If complacency, redundancy and lunacy are consistent within your practice parameters, don’t expect to reap the rewards of an easy going, go with the flow practice. Practice makes perfect and often we continually practice towards perfection of poor practice management. Proper procedures are the result of consistent education and refinement of practice protocol. Proper procedures enhanced with a dedicated and caring staff makes life at work less work and more fun. Consistency reduces burn out and increases both staff and patient morale. This in turn increases patient awareness, maintenance and referrals.

Third, Value. Whether via public screenings or a report of findings, failure to capture the hearts and minds of those you touch is from lack of value. Why should they follow your advice and come to your office from a marketing concept, especially as the country opens post covid like a screening or your ergonomic workshop or agree to a care plan with only limited knowledge of their problem, chiropractic and the universal laws of nature. Value is the answer to many prayers of why a practice is on life support.  If it is worth something, they will come and pay. Consider this, if you were a cardiologist and you have a new patient coming after their second heart attack and your office manager told them you only accept patients who understand their condition and take responsibility to achieve lasting results. Furthermore, every household member as well as those supportive of their recovery and maintenance of health must attend an educational program to insure and enhance success. This is said in a firm but compassionate tone built on trust that they will comply. The strength in tone comes from an assurance that the office purpose and goal is strong and dedicated towards healthy and maintained patients. This comes from the head, the doctor. Now, is your chiropractic office like this, have you placed the proper value to an adjustment, is your staff dedicated to your mission and goals and are they On Purpose?

Fourth, Accountability. Wonder why your practice succeeds or fails, well, look in the mirror. Wonder why your practice is like a diet, yo-yoing from loss to gain and back never finding balance, well, look in the mirror. Doctor, we need accountability. Within a small office, the DC and CA are accountable to each other. Within a larger practice, an office manager or a dedicated staff member keeps things in order. Usual and customary practice parameters are so diverse that there is no usual and customary but one common thread remains throughout. If procedures are mundane and your consultations and report of findings lack a perceived solution with little consistency of purpose and only a slimmer of value, expect what you sew as the reaping will be slim. Someone has to be accountable that all procedures are maintained, tweeted and revised and that every moving part within the body of the office works as innately as your body. Accountability is huge

To sum it up, the successful office runs on the fumes of yesterday’s success. There must be a team spirit, an obligation to get the message out that health and wellness is far superior to sickness and disease and chiropractic is part of the solution.

Patient retention with abundance of referrals will be the end result

Have A Great Day

Joel E. Margolies, DC

4910 Lavista Road

Tucker (metro Atlanta), Georgia 30084

770-491-3639

www.familychirocenter.net

Life College graduate 1978, use the Activator, Impulse, SOT, Diversified, Cox Lumbar Distraction, Ulan NRT, Rapid Release, Standard Process Nutrition, Cold Laser Therapy with Multi Radiance