LEARN & TRAIN

What is unique about a patient referral or a lecture attendee who came in for a Day One and ROF? Why does that work so much better than your Facebook ad for a $47 exam? The answer is Day Zero. Paid ads “open with the close” (premature call-to-action), skip to Day One. Are advertising and promotion a waste of time and money? Not if you add Day Zero.

All the want or desire anyone could have for anything you’re selling not only comes from within, but it has to be brought out. And no amount of clever words, closing lines, scripts or rehearsed patter can do it; not even a pure line of questioning can. Just as your Report of Findings must create agreement, so must your Day Zero get your prospect on the same page.

Did you ever wonder why the smallest percentage of your patients refer the greatest number of new patients? Not because they refer while no one else is, but because they SUCCEED where nobody else does. Who said the majority of your patient base “doesn’t want to refer” patients to you? It’s merely a presumption. In reality and my experience, ALL patients you successfully treat and correct not only naturally want to refer, but also attempt it for better or worse.

This field manual reveals 5 secrets I found on how to tap into and empower this previously invisible army, to nurture, not ignore it. It gives you insight into getting these referral sources to succeed where they have failed before and given up. Believe it or not, patients don’t want to let you down, and they take it pretty hard when they think they did. And they really do give up. And they won’t tell you. Here’s the answer to how to get them to succeed and for you, the patient and their referrals to win!

How do you motivate and pay your Chiropractic Marketing Assistants? It’s not just you who has been conflicted over this issue either. It’s the conflict between you and those you have entrusted with this delicate task, something you not only don’t want to do but perhaps are less skilled in than you’d like. But how do you entrust anyone with it?

Further, how do you motivate and manage them, pay them, and bonus them, to say nothing of the legalities of bonusing new patient generation legally? This short handbook contains the answers to all these problems and has even been reviewed and validated by KMC University, who I have found to be the foremost authority on compliance.

Part of why my Day Zero program is so effective is because I observed, recognized and implemented the principle that a sale is really something that occurs because of getting someone on the same page as you. And for that, there is a lot more prospecting than selling, many more questions to be asked than clever lines and “closes” to be delivered.

True selling starts before any selling takes place. People don’t buy because you were slick or clever or manipulated them into thinking or desiring something they wouldn’t have otherwise. It is about being interested in people and giving them a certain outcome or experience, and finding out enough about them to match them with the perfect thing.

No one ever bought a product or service from someone JUST because they liked the person they bought from. Sure, personality can have some influence on the sale, but it isn’t the sale, nor is it the success of the salesman fortunate enough to have a personality others envy or aspire to have themselves. Real sales come from organically creating interest. But how?

The key to sales can be summed up in one word: AGREEMENT. While charm can create momentary emotional impulse, things like “buyer’s remorse” are sure to follow. And it’s not really a sale when you’re “selling” that way. But if you could get someone onto the same page, perceiving a situation the way you do, they would agree on a solution. That’s sales.

My Day Zero method has relied heavily on this concept. I didn’t get to 50,000+ interviewed and referred to doctors by one-on-one interactions. I did the math. Why spend over 3 hours interviewing and “selling” twenty people for ten minutes each when I could spend one hour shifting all twenty to think about the subject the way my clients and I think?

That’s when I pivoted to group discussions and started generating 20+ referrals an hour. With 20-40 people in a conference room, I was able to transform sales into educational talks (not sales talks), which not only enlightened but raised attendees’ personal self-awareness, the essence of any successful sale. And it worked. People just lined up and signed up.

It’s called Stage Fright, right? And it’s real, isn’t it? Actually, NO, it isn’t! So why does all this talk about getting twenty-plus interested referrals in one hour and cashing in on easy follow-up sales sound so appealing, until you actually realize you have to speak in front of twenty people to do it!? If you could only “overcome your fear,” you’d be major league!

What if, rather than conquer your “fear of speaking,” you could eliminate the source of it and erase it from existence? That’s what this handbook puts into your hands (and vocal cords). Lecturing isn’t something merely to aspire to or admire in others from afar. It’s a skill you possess natively, and you can tap it and use it to your enjoyment and profit!

Have you ever lost an argument? Do you remember how you felt? Even if it was fair and square, at some point, there was a realization or the idea that “they were right and I was wrong.” Do you ever feel good about it? Now think about what it took to get there. When someone was arguing something opposite to what you are, were you trying to see it their way, or did you maybe dig in a little harder and insist on your view? Be honest. Dug in, right?

So why would you EVER argue with someone you’re trying to sell who has different views, EVEN IF those views are outright WRONG? If they’re only going to dig in harder, what’s the use? You may think this is where you “have to be more persuasive,” but the persuasiveness doesn’t come from insinuating your views on someone else. It comes from bringing someone to view things from your vantage point. Here’s how to do that and get the sale!

You can double or triple in size! Do the math, which not only adds up, but will leave you shocked (and maybe a little embarrassed) that you didn’t think of it. The math works out dirt simple. To do it, all you need is the formula and plan. No complex strategy to struggle with. No annoying extra work. No astronomical expenses. Fueled by existing resources.

This short handbook contains three simple phases to instantly start doubling in size while phasing out of having to do any of the work. As your volume increases, your effort decreases. All using a resource you have, right now, in your practice, which you can tap immediately and profit from indefinitely. Here is the most economical model for success anywhere!