In this instructional video, Dr. Vince Leone of Specialized Practice Consulting explains how doctors can attract high‑value cash‑pay patients—such as those seeking spinal decompression, peripheral neuropathy treatment, chronic knee pain relief, neurofeedback, functional medicine, or weight‑loss programs—through a focused email marketing strategy. He outlines four concrete steps: (1) actively build and migrate a compliant email list into a CRM platform (e.g., Mailchimp, ActiveCampaign), ensuring patient consent; (2) send a consistent email at least once a week on the same day to establish a predictable presence; (3) provide concise, valuable, niche‑specific content that blends service‑focused information with general chiropractic education, using short, readable formats; and (4) include a clear call‑to‑action in every message encouraging the recipient to schedule a consultation. Dr. Leone emphasizes that email marketing is a free, under‑utilized channel that, when layered with other paid and organic campaigns (5‑7 per month), creates a diversified, stable pipeline of pre‑educated, motivated cash patients, freeing practices from insurance constraints and increasing time, energy, and wealth. He invites viewers to learn more at drvinceleone.com.
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Hey everyone, Dr. Vince Leone here with Specialized Practice Consulting, and welcome to Monday's marketing tip. And we're going to talk about email marketing for high-value cash patients. And so, if you don't know what I do, I help doctors grow high— grow, add, build high-value cash services like spinal decompression, Peripheral neuropathy, chronic knee pain, neurofeedback, functional medicine, weight loss, those types of things. Basically, where a patient is going to write you a check for a specific care plan, and it's going to be cash because insurance doesn't cover these services. Now, why do we do this? We do it because it creates freedom of time, energy, and wealth, and we don't have to rely on insurance companies and have them dictate what we're worth. So today I want to talk about a very underutilized marketing method, and it's free, called email marketing. You've probably heard of it. So in your email inbox, right, if you use a Gmail or Hotmail, whatever, you probably have tons of different emails from, you know, sporting goods stores, or it may be, you know, cable companies, or it could be cell phones or shopping, Nordstrom's, whatever. The point being is they know that they're going— if they send out regular and consistent emails, they will get people to click and they will get people to buy. And so we want to use that method with our active patient base, because even though they're not currently coming into the office, that doesn't mean that they won't essentially buy from you again or invest in one of your care plans if they know about it, right? So let's go through— we're going to go through 4 different steps, very basic steps of how you can use email marketing to add more high-value cash service patients for your practice. And number one is to start building it, because if you don't already have an email list, you need to create an email list, right? So a lot of you already have an email list. It's in something like ActiveCampaign or Mailchimp or something, AWeber or something of that nature. I really like ActiveCampaign. It's a pretty robust platform, but Mailchimp is fine. It doesn't matter. But don't— here's what you don't do. Don't use or have your website company send out a crappy email newsletter once a month. That is worthless for the most part, okay? Because they're essentially sending information that patients either they already know or they could Google in 2 seconds. So don't do that. You should look at your email list like a like a treasure chest, right? Because here's all these people, and it could be 500 or 5,000 of people that kind of already know, like, and trust you. They've been in your office, they've gotten care, they're most likely happy with that care. And so what we want to do then is actively build it. And what I mean by that is, in, in your past patient list, try to move those into your email list and all your new patients actively put them onto your email list. So you can just Google, you know, patient consent form for email marketing, that type of thing. Make sure they sign that. Like, we don't want to do this illegally. That's not what I'm saying. But we want to do it right. But start moving and migrating as many people on that list because the more people on that list, the more new patients you're going to get. Like, that's just the way it is. So because the The more offers you make, the more money you make, right? So, so that's the first thing. Actively build your email list if it's not already with the marketing, like an email marketing service or what we just call CRM. Do it. Get it on there. Mailchimp is very easy to use. I would probably recommend to start there. So that's number one. Actively build your list. Get it on a platform CRM like like a Mailchimp or ActiveCampaign. 2 is start emailing your list 1 time a week. Okay, so if you don't get consistent with it and, and continue to be consistent, um, patients will recognize that, right? Um, the flip side is that— of that is if you consistently email every Thursday or every Friday or every Monday, right, do the same day every day, because they'll start to kind of look for it. They're not going to anticipate it. They won't be like, oh, I can't wait for Dr. Leone's email to show up. No, it's just that they'll They'll recognize it, and if they're not clicking on it in the beginning, they'll start to click on it. Okay, so one time a week, and that's that's step number two. Step number three is always well be consistent, but always provide value. Okay, so what are we putting in these emails? Ideally, you're going to put in information about your chosen niche. So say you do spinal decompression. Well, you're going to dedicate. Maybe 2 of the 4 emails per month based on disc patients, right? So you could talk about the differences between spinal decompression and traction. You could talk about 5 stretches to do in the morning to relieve your chronic back pain. You could talk about 3 reasons to avoid back surgery. I'm just, I'm just saying these off the top of my head. It's, it's not rocket science, but you have so much information in your head from the years in practice Put it down on paper. Now, it is kind of nice to do it in steps, like 3 steps to, just like I'm doing today, 4 steps for email marketing. It's just, it's easy for people to, to relate to that, and they can be like, okay, I can do this and this and this, this. So, or the one thing to avoid when, you know, considering back surgery. So, like the one thing that a lot of times will open up, cause people to open it up because they want to know what is that one thing. So if, if like the niche, whether again, whether it's decompression, neuropathy, knee pain, weight loss, doesn't matter, um, you're going to have other patients on that list. So you may want to throw in stuff about, you know, chiropractic care as well. And so that you would have a blend of, you know, maybe half the emails are dedicated to information about your niche, and then half of your emails would be dedicated to information about chiropractic in general so that you kind of cater to all that. So that's number 3. Email once a week. Get consistent with it. If you can't do once a week, you can do every other week. Once a month is really not going to move the needle. And I don't know that really twice a month is going to move the needle that much. I would really just dedicate one time a week, like come heck or high water, you're going to email your list and deliver value. Okay. So, and then finally, you got to have a call to action at the end. Okay. So You have to say, hey, if this is something that you're suffering from, don't suffer it in silence. Call our office today or click here to schedule online. We have a free consultation. Get in here. Let's talk about what's going on with you and see if I can help you. That should be at the end of every single email, whether it's going to the chiro-focused information, you know, with the chiro-focused information or the niche-focused. You always gotta have a call to action, right? Because otherwise, People may be suffering and they're like, oh, okay, that's good information. I guess I'll go to Google and, and learn more. No, we don't want them to go to Google and learn more. We want them to click or call our office today to get in for a consultation. That's the best thing for them. Get in to see a doctor. Stop figuring, trying to figure things out on their own and be Dr. Google. Get into your office, get evaluated, and see if you can help them. So, provide that call to action at the end. Okay, so that's it for today. That's your 4 steps to using email marketing to generate high-value cash patients. 1, actively build your list, get it on a CRM like Mailchimp or ActiveCampaign. 2, email at least once a week, but just start there, get consistent. 3, always provide value, really good valuable information that— and it doesn't have to be a dissertation, guys. Just like, you know, 4 paragraphs of 2 sentences each. Make it easy to read. Don't do a big chunky paragraph. That's difficult for patients to read and they'll delete it. So, make it easy to read, provide high value, and then 4, always have a call to action at the end. So, I'm Dr. Vince Leone. I hope this was helpful for you. Again, it's all about implementation, guys. It's all about layering in and stacking different marketing campaigns. Try to have at least 5 to 7 marketing campaigns going every single month. Some paid, some free, and that will give you stability through diversity so that you can generate consistent, high-value, pre-educated, pre-motivated new patients. And this is what I help my doctors with. If you're interested in learning about more about what I do and how to grow a high-value cash service in your practice, visit drvinceleone.com. I hope you have a great day and we will talk to you soon. Take care.
