The Secret to New Patients, by Dr. Ogi Ressel

Tuesday, June 23rd 2009

The Secret to New Patients.

Wow!!! I'll bet that probably got your attention! Ok....let's rock!

Warm hellos to everyone!

Why is it that most doctors I speak with, are obsessed with New Patients?
It almost seems to be like the quest for the Holy Grail with most....and
the vast majority of doctors lament; "Dr. Ogi.....I ain't got no new patients!,"
or "I want more NPs," or "I wish I had some more new ones," or "I need
more new ones...." and on it goes...
Think I've got a pulse on it? Absolutely!

So... let's look at this closely;
There seems to be some kind of unwritten, nebulous rule out there that has
everyone saddled with an insatiable hunger for new patients. New Patients
seem to be the focal point of just about every practice I've ever encountered.

Why is that?
Do they represent more income? Do they represent more fun in your practice?
More excitement? More "new blood?" Is that it? Are they the gateway to more
abundance, more freedom, more "stuff" and more toys you can get?

I totally get it.

But...let me ask you this;
What happened to the ones you had last week, or two weeks ago, or last month?
Are they still with you?
No?
....and that is the crux of this issue, isn't it?

From my perspective as a coach, the problem is not a lack of new patients, No.
The problem is that people leave your office when they're "done" - like toast.

And you are left feeling badly. And your practice seems to be more of a
relief-type scenario rather than the Wellness-children-family practice you
so badly want.
And slowly you become conditioned that this is what the practice of Chiropractic
is really all about.
Not at all what they teach at DE in Atlanta or the myriad other seminars you've
been to . I mean....your patients just don't want that type of service. No.

They want to feel better. Right? Yes. That is your experience. So you learn to
survive and compromise, and get by and become a fix-it man.

...And here is the other part of the problem;
You turn to practice consultants (please don't count me in that bunch) who will
teach you new ways of scheming and "marketing" to get more new ones into
your office - to "prevent" the ups and downs in your practice (and there are
many of those, of course - so they convince you that you need their help) and
they will charge you an arm or a leg to do it. Or a percentage of your income.
Or both.

...and people still leave your office. But now you don't mind as much because
you now have all these magic ways of getting more new ones: Here you are
at the Mall again, weekend after weekend, trying to harpoon as many as you can.

And of course your staff just love to troll the Malls with you and say all those
canned lines while they are gagging. So now, you troll the Malls for new
patients and new staff because your present CAs clue into the fact that they
have a life and you don't and leave.

Welcome to the hamster wheel.
Is that the Dream you once had?
No?

I'm happy to hear that you are honest with yourself.

You want to learn the secret of New Patients?
Here it is - two parts:

1. The number of NPs you see is directly proportional to the level of
understanding your patients have of what you do and who you are. WOW!

2. People want to see a doctor who is absolutely the very best at being
a doctor - Not the best at marketing, not the best at hype, not the best at
salesmanship, not the best at "glitz and slick", not the best at selling
snake oil, and not the best at fear and pressure tactics executed brilliantly
in the name of Christ.
....And that is the essence of the problem isn't it?

Your patients do not understand what you do. And they don't understand you.
And they do not see you as the very best! That is the key!

The result is that they do not want your care. Period. It is an issue of WANT.

So...the question of the century is this:
How can you have your patients and community WANT what you do?
Understand this and you are on your way!
And no amount of marketing, salesmanship, whining, windging, or building
your most elaborate mouse trap will fix this.

Listen.....If your patients totally understood and want what you do, you
would drive to your office and find it surrounded by a high barbed wire fence
with high voltage lines on top. There would be a line a mile long of people
huddled under cardboard boxes and umbrellas waiting for your doors to open.
Your CAs would be dressed in designer army gear with a bazooka under one
arm and a whip in the other, protecting and saving your life. You would need
hot and cold running CAs at the front door to beat off the crowds.

So...the crux of this whole issue is your focal point and you.
It needs to change.

Concentrate on providing your existing patients with excellence in care, AND
make certain they understand what you do and who you are. AND make
absolutely certain they see you as the very best doctor they have ever seen.
Ever!
There is no other way!

If you do that, your new patient worries are over - forever.

And that is the essence of what I teach in my PEP Program. No BS, no slick,
no glitz, and no sales, pressure or fear techniques of any sort. Period. And
we teach this with honor, honesty, integrity, family values, dignity, clinical
excellence, research, and fun.

The result is a doctor who is seen as the very best by his community.
End of story!

So....if you've had enough of being where you are, and want to finally live
the Dream Practice you've always wanted, without stress and worry, join me
in Toronto this June 7/8th. It will be an experience that will change your life. Guaranteed!

Here is what else I suggest you do:

I would like to suggest that you visit my website
(www.practiceevolution.com) <http://www.practiceevolution.com/> and click
on the purple Practice Health Mini-Check up button (you cannot miss it).
Complete all the fields from your heart and click on the Submit button at the end.
I'll study your answers and see what challenges you are facing in your practice
and what monsters are hiding under your adjusting table or in your office closets
that you may not even be aware of! We'll have a great chat on the phone and
I'll give you some suggestions and advice you can implement right away. We'll
simply de-monster your practice!!This will really help you in understanding the
Program and whether it is a good fit for you - a great place to start!

Warmest wishes,
Dr. Ogi Ressel