In this video Dr. Vince Leone walks practitioners—primarily chiropractors—through the third part of his system for running highly profitable educational workshops. He establishes concrete conversion targets, recommending that at least 50% of workshop attendees book a paid consultation and that half of those consultations convert into a care plan, yielding a 25% overall patient acquisition rate. He stresses the importance of charging for the consultation (e.g., $85‑$155 or a modest $20‑$45 fee) to increase commitment and reduce no‑shows, linking this to the principle of reciprocity. Dr. Vince outlines a repeatable talk structure: open with a patient testimonial, address common FAQs to eliminate confusion, then open the floor for live questions, offering private follow‑up for hesitant attendees. He suggests public‑speaking resources such as Toastmasters and Dan Kennedy’s Speak to Sell to improve delivery. The video also breaks down the cost per attendee—approximately $25 for Facebook/Instagram ads, $20 for meals, plus miscellaneous setup costs—showing how a 20‑person workshop can generate $25‑$30K in revenue after $1.4K‑$3K in expenses. He compares online ads with newspaper inserts (≈$2,500 for 25,000 inserts) and notes that newspaper‑derived leads tend to be higher‑quality, often improving conversion rates. Finally, Dr. Vince teases the next session on generating referrals from workshop attendees to fuel future events.
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What's up everybody? Dr. Vince Leone here. Happy Wednesday. And today we're going to go over part 3 of how to prepare, perform, and profit from highly effective workshops. Again, I created a PDF guide on how to do this effectively. Really walking you step by step on, on, you know, all facets of how to do this. So if you want that, just put yes in the comments below and we will get that PDF right out to you. Today we're going to talk about what your conversion should be from attendee to consult, and then we're going to also talk about what your cost per attendee should be to stay really profitable. So let's talk about your conversion from attendee to consult. Now, having the ability to speak effectively and persuasively in public settings, you know, to be a really good public speaker, is such a highly valuable skill for frankly any business person, but really for a chiropractor because there's just so much confusion on what we do even though we've been doing it for over 100 years. There's still a lot of confusion But if we can get out to speak about what we do, especially on niches like decompression, neuropathy, stem cell, functional medicine, because people really don't understand that. They don't know what decompression is or what the difference is between traction. They sure as heck don't know why a chiropractor is treating neuropathy. So that's super important to be able to bridge that gap. Stem cell, very, very new. People are still trying to understand how it can help them and why it's so effective. And, you know, what is the difference between, you know, um, you know, adipose and core blood and all that type of stuff. So anyways, being able to speak, um, public, you know, speak publicly persuasively and effectively is, um, anyways, hugely important skill. Um, couple resources for you. Of course, there's Toastmasters. I don't even know if there's— I don't even know if they charge you for that these days. But anyways, Toastmasters is great. And there's a book called Speak to Sell by Dan Kennedy, also an excellent resource for you. But we are here, you know, when we put on these workshops, we're here to educate them, obviously. But we are— we're here to get them to get in for a consultation, right? After we tell them all about the condition, All the methods that there is available to them that are not highly effective, and then we talk about our method and why this is effective. But we need to speak and structure the talk in a manner that it actually compels them to come and make an appointment with us. Okay, so a very safe number in terms of that conversion from attendee to consultation. Very, I guess, highly attainable conversion is 50/50. So in other words, you should get, say you got 10 people, or sorry, 20 people to show up to your consult, or sorry, to even Christmas, 20 people to show up to your workshop, you should get 10 people to create a paid appointment. Okay? So now I'm talking about guests, right? So usually we will allow people to bring a guest. So we're talking about If we have 20 patients at the workshop, we should get 10 to make a paid consultation. Now, that is key, a paid consultation, because if they're not willing— and it doesn't have to be like, if your new patient evaluation is say $85 or $155 or whatever it is, they need to pay something to make that appointment, otherwise they're probably not going to show up, right? People get busy and life gets in the way, or you You know, maybe they— who knows? Doesn't matter. Point being is that if they pay, 2 things. One, much more likely that they're serious about doing something about their condition. Much more likely to show up for their appointment. And it's non-refundable. So I recommend, highly recommend that, you know, and if you do free consultations, then at least charge something for these. $20, $45, something for them to come in. I mean, you've paid for their meal, right? In theory, done a giveaway of some sort, right? So it's fun and all that type of stuff. So, um, uh, it— this is, this is a— where the value of exchange and reciprocity comes in, if you've read Influence. But, um, so it has to be a paid appointment, right? Um, so in that talk, what's really important and how to get those— and by the way, a lot of doctors are getting much higher than 50%. Some are getting 100% of, you know, everyone that— all the patients that show up or prospective patients that show up, they all make appointments. That's happened with clients. But 75% is also really attainable. And when I say 50/50, so 50% of the attendees should create an appointment and then 50% of those consultations should sign up for care. Okay? Because— and you say, well, what if they don't all show up? Well, if they pay, Right? For their appointment, they're gonna show up. Okay, that just happens. So, say your care plan is $5,000 and you get 20 people at your workshop, you get 10 to make a paid appointment, and then you sign up 5. So you made $25,000. That is an effective workshop. You could do that twice a month and you're golden, right? Now, so that's your conversion from attendee to consultation. 50%, all right, at a bare minimum. Okay, so here's the question. You're saying, well, Dr. Vince, I've done workshops in the past, I haven't gotten 50%. You need to work on your speaking skills. I mean, I don't know how to sugarcoat it anymore, or not sugarcoat it. If you're not getting at least half of those people, because they're not there if they don't have a problem. Now, some are there for the free meal. I mean, I get that, but that's why that 50%. So if you have 20 patients there, not including the guests, 20 prospective patients there, half should make an appointment. Okay, so if you're not getting that, it's not their fault, it's your fault. You need to work on your public speaking skills. You need to There is a disconnect. Now, some— in fact, I just got a Facebook message last night. Doctor said, you know, I'm unclear on that, you know, at the end to get them to that call to action to get them to make an appointment. Well, again, there's some strategies, right, in terms of steps like, hey, this is how this should go. Testimonial, you know, Why you would, you know, asking and answering frequently asked questions is another good way to— because people won't buy, and paying for a consultation is a form of buying. People with a confused mind will not buy. So you really need to address that in the talk, right? So if there's confusion about insurance or what the costs for the services if they do move forward, if they'd be a good candidate. All those things need to be addressed in the frequently asked questions because again, a confused mind will not buy. Okay, so a lot of times that's the issue. So a good structure for the end of your talk is you end the talk, patient testimonial. In other words, you brought an existing or past patient in, they give a really good testimonial. That's social proof, it's great. You may have some testimonials on video or you can even read them but you have to get some social proof and then you do a frequently asked questions that you bring, okay? Say, okay, I'm going to open up the floor for questions but before we do that, I want to just— here's some frequent, you know, questions I always get so I just want to cover them. You go over those then you open up the floor and then you go around, right? So those are your steps, those are your strategy steps and then— And you ask, you know, individually. Hey, do you have any questions that you want to ask directly to me without in front of the whole group? You know, because some people were, you know, they're— it's private, they don't want to do it. So those are some good strategies to increase your conversion. Okay. So that's call to attendee to consult conversion. And then in terms of average cost per attendee, if you're doing Facebook or, you know, some online, you know, Facebook, Instagram, Instagram is the typical ones. I found your cost per attendee is usually about $25 to get them there. So for example, if you have 20 attendees at $25 per, that's going to be about $500. We're just looking at overall numbers that you would be spending to put on a profitable workshop. You have 20 attendees at about $20 per plate for their meals. $400. Now, if you add guests in there, some people bring guests. Let's say that they— we have 10 more guests, so we have 30, right? So that's $600. So we're at $1,100. Say we convert 5 patients at $6,000. That's $30,000 in revenue. Miscellaneous costs of $300 for setup and all that type. So total would be your $500 plus your $600 plus your $300. $1,100. You're at $1,400, you know, big deal. You made, you know, you made $30 grand or $25,000 and you spent whatever, $1,400. So, but, you know, the point being is these could— that's why I say highly effective, highly profitable, right? These are high-quality patients. They're gonna be pre-educated and pre-motivated to work with you. That's why these are just awesome to do. And if you can get this down, I mean, I have a friend and a colleague on the East Coast, he's getting like 80 to 100 people at these workshops. Goodness gracious. So, talk about playing it big. Now, if you do newspaper inserts, so on video 1, we talked about best ad methods, we talked about Facebook and Instagram, and then the next one I recommend is newspaper inserts. Now, your costs are going to go up a little bit. For 25,000 inserts, In the newspaper, it's going to be in the neighborhood of about $2,500. So, you have 20 attendees. Again, you're— say you have 20 attendees, patients, plus your 10 guests, right? So then again, you're at $600. So now you're at $3,100. You still convert at the normal numbers, 50/50. So your case fee is $6,000, you're still making $30,000, and you spent, you know, about $3,000. So yeah, it goes up with Newspaper inserts, but still, in my experience, the people coming from newspapers are higher quality. So both your conversion in from attendee to consult and from consult to new patient is going to be higher than 50%. So it really makes up for it. So, okay, guys, I hope that helps. Please go do this. Please go help people and make money. Why not? I'm Again, if you want to get a copy of this right here, The Ultimate Guide to a 5-Figure Workshop, I wrote that just for you. Happy Wednesday. Just put yes in the comments below if you want a copy of that, and we'll see you tomorrow where we go over part 4, where we are going to cover— what are we going to cover tomorrow, Dr. Vince? We're going to cover how to generate referrals From the attendees at the workshop to fill your next workshop. How cool is that? Because it just builds, right? It builds. So the more you do, the more effective, the more profitable they will be. So thanks for joining us. Thank you, Jason. Thank you, Alan. Thank you, Hank. Have an awesome day. We'll see you tomorrow.
