Chiropractic Marketing Marathon: 5 Key Strategies for Practice Growth

Hey everybody, Dr. Jeff Langmaid here with Dr. Jason Deutsch and if you are tuned in, you are watching the Smart Chiropractor Live Demo Open Q and A marketing marathon. You can call it whatever you like, but we're going to be here for a while breaking down exactly what's within the Smart Chiropractor plus telehealth so you can see every single tool, how it can be utilized for your practice. During this time. We're happy to also answer any questions that you have. We appreciate you and give a bunch of gratitude out there for you tuning in and and listening. So if we can help you, let us know. Drop those comments below. If you're a current Smart Chiropractor member, give us the love. Share some of your results in the comments below so other docs can see. It's a lot more powerful coming from you than from us many times. So we'd love to hear from you. If you're a current member. We're going to break all of that down and much more. Jason, how are you doing on this fine Tuesday?

I'm doing well. It's a great day to get together with, learn together and figure out how do we make sense of all of this and what do we do to move forward. We've been saying, I'll say for a while now that the key to your success is to teach and invite consistently teach your message to an audience that's interested, invite them to take a next step to learn more from you at some point and just rinse and repeat pretty much daily. It's very much what we've been doing here. It's very much what you've probably been following in some area of your life, whether it's Netflix or somewhere else. Some of you are learning from the Tiger King, others of you are learning from other places. But the point is that people are literally sitting in front of their screens from morning till night. Whether it's their little device, whether it's their big computer, their laptop, their tablet. We are binge watching things that can be either entertaining and or constructive and positive. There is a movement towards taking online courses, learning a new language, getting a new online degree, and on and on and on. I don't know if there's ever been a time where more people have been at home listening, watching, being connected and really looking for stuff that will help them improve their not only life, but in today's world, their health as well. And that's really where you as a smart chiropractor comes into the picture. Because Most chiropractors I know would actually agree with the fact that most people have no idea what it is that you really do. And so if you put 2 and 2, 4, is you teaching your community what they should be making the time to learn, that you've always wanted to teach them, that you've never had the opportunity to do so. And that's really what we're going to break down here right now. Whether you are doing it because you are generous and you are service oriented and you know, out of the goodness of your heart. What we learned at Life University, the lasting purpose motto was to give, love, serve and do out of a state of abundance. Because that's what service oriented professionals do. Whether you're doing it as a way to financially stay afloat, to keep your doors open, to keep food on the table, to keep your people employed, you can only help people if you stay open during this time and are able to help people, or if you're doing it for any of the combination of the two, it doesn't matter, just do it. As Nike would say, the model is teach and invite consistently. Ironically, that is tick, teach and invite consistently. Your message to your audience over and over again. In time, your audience will not only grow in size, but they will grow in understanding for what it is that you really do. And whenever we get through this, and we will get through this, what activities, actions, passions, what you do now will set yourself up for your and your practice's future success as well as will really be the seeds you plant in your community's mind to determine if you're just building a series of transactional visits or whether you are building relationships with people, shifting their perspective and understanding of what it means to get well and stay well naturally. And if you're really, I'm going to say, filling the void and the new void is the reality that the entire health care system has been upended. It has changed. If you do not have a Covid related illness at this time, you are being told to not go to the hospital. You are being told to not necessarily go to your primary doctors. All elective surgeries, for the most part, have been canceled. The traditional medical system is not able to serve the overwhelming majority of people that are not Covid related, Covid sickness related, but have the same illnesses and injuries that are just now worse, likely due to lifestyle stress. That's really the opportunity we have, I think, to reach out, make a difference in our communities. The positive byproduct of that is you building an online audience of people that learn to learn from you. And if you follow our model, you follow the strategies we teach, the tactics we're going to show you and use the tools we're going to offer you. We believe that's going to be your smartest approach to making yourself a growing practice, a sustaining practice, a surviving practice. Again, we're going to talk about telehealth during this time as well. But that's sort of a welcome overview. Big picture. I'll kick it back to you, Jeff.

Yeah, I think you hit on a few things there that are really, really important. And one is the ability to get out and stay. Because you said teach and invite, we're going to talk about that a lot. But as I was talking to a bunch of smart chiropractor members earlier this week, they said it to me, this gives me the ability to consistently communicate with my people, consistently staying top of mind so that they don't forget my practice's name. And then they're search maybe they're going. But it's the ability to consistently communicate. Some of the other things that came up were you guys provide me with content I can trust. We automate all of that. So all your social platforms, you're getting the posts out there, the email, it's set it and forget it, you're getting reactivations week after week after week. And we recently added on the entire telehealth component to ensure that you can start to get things booked. And we recently had Dr. Steven who posted one of our video promotions. He got three appointments booked. This was within the last 40, 48 hours. We've been literally creating these tools. But in telehealth he had three appointments booked just upon getting one of our video promotions out there. So results may vary. Everybody's a little bit different, but we see some common themes and that is a consistent theme of 3 to 5 patient reactivations week after week due to the email automations. We see consistent items like telehealth appointments booked within that first day or two of getting out there and announcing it. And in a way that makes sense across your platforms. Right. So it's not just one post. I know we talk so much and I talk to so many docs who have questions about the smart chiropractor. And if you're one of those docs, leave them down below so we know and we can address them. But a lot of docs struggle with staying consistent. They have like no unified message and they kind of post something every now and again. And the results show that, you know, ultimately that's what it comes down to. So how do you get great return on investment? You get that by automating things and saving yourself time. You get that by having a monthly campaign, weekly topics and daily posts that support that message. And you do it across the primary platforms, Facebook, Instagram, YouTube, email. Those are a. That's. That is what we do. If I'm not making it really clear, that is exactly what we do at the Smart Chiropractor with all of our members each and every day. There's a couple things I want to say before we dive into the tools. Number one is you probably have seen a bunch of emails come through with us. We are in an open enrollment period right now because we know not plans but we literally built the telehealth tools to help our docs and we opened enrollment for anybody that wants that extra help booking those appointments. That open enrollment is closing tonight. So so we want to make sure that we can get all of our docs onboarded. We want to make sure that we can get those emails out so you can see that return on investment. There is a 30 day guarantee. So we're not trying to hold anybody hostile. We're not trying to take advantage of a situation. We literally want to help you. The amount of tools that we have and automations you cannot do yourself. It takes us, an entire team beyond the two of us to make sure that that it happens. So we can help you get patients in your front door, whether your doors are opened or whether it's a virtual front door. And it is through telehealth. We do that through consistently getting out great content through content marketing and we do it across these major platforms. So enrollment is closing tonight. So we're going to encourage you if you want to take action. If you want to get in the boat, as I'm sure that we're going to talk about, now is the time to do so and Visit the smart chiropractor.com you'll also be able to see the entire tool set as a small aside to that. If you'd like a discovery call we can we have a few more spots available for discovery calls. Just say discovery call in the comments below. We'll be able to find you that way and make sure that that gets arranged. But if you'd like to get started immediately, which gives you the opportunity to create revenue and income as soon as possible, then we'd encourage you and you don't want to chance anything or anything of that nature and you're going to get the lowest Price possible. Head on over to the smart chiropractor.com in a moment we're going to click through, we're going to show you all of the tools we've built out for telehealth, all of the other tools so you can be comfortable with exactly what's going on. But I want to just we have dozens of dozens upon dozens of docs watching right now, which is awesome. So we love hearts and thumbs up. You guys want to share some love? You can also leave comments. But the bottom line is one of the questions that we've received. You know, and I'll just say this, Jason, I talk about this all the time. We were so focused for so many years upon not talking about inflated numbers of a bazillion leads and then that never translated to real patients. You guys know what that's about. We've been now taking it to heart to say let's get the data from our docs. We know that they are absolutely doing an awesome job. They're getting out there, they're getting high return on investment, they're getting new patients, they're getting reactivations. We've been collecting that data, collecting a lot of the information and it exceeded our expectations. So if you think content marketing is only a slow process that's going to help me two years from now or you think, I don't know, it's not a hard roi. There's no call to action. It's just false. We built out the process so you can get return, so that you can see results, but also that you can play the long game. That you can, as Jason so eloquently said, teach and invite consistently so that when things like this happen, as in this craziness over the last few weeks, it is less impactful to your practice. I was talking with Dr. Brendan Bates earlier today. He's been a member for years. Pictures of me years ago in front of his screen. I visited his office. I loved it. He was using our in office video. The bottom line is his practice has been able to stabilize better than many others because he has an audience of people that he has consistently communicated with. Now that now when he adds on at home care, when he adds on, we added in web exercises into the smart chiropractor. When he adds on some of these things, it doesn't fall on deaf ears because he's done the work necessary. But it's not too late. Yesterday's better than the day before that today's better than tomorrow. All of those platitudes et Cetera. It looks like we have some things coming across here. Jason, I'll pitch it back to you, some thoughts on what I was saying, then we'll dive into the members area and break some things down together.

Yeah, that's exactly it. Let's stay high level for the introduction so you know what these tools mean. We will get very specific and we'll get as specific as you would like us to if you ask questions. The idea here is again, as Jeff has said, this is a two step process. The goal, the outcome, the end game, so to speak, or you know, the bullseye that we're all trying to hit is for you to have as large of an audience of people that you can click a button, tap an app, click a mouse for you to get your message out to the largest audience possible from the convenience of anywhere you want to be and as conveniently as anybody who wants to receive it. In other words, you can share anything with anyone anywhere, for free around the world. Now, in a world that's flipped on its head and gone insane, that one idea should get you excited. Because if you're a chiropractor anywhere like us and many of Larry Markson's joining us and many others. Hello, Larry. Larry the legend. You know that the number one issue that most practices have is the. I'll say again, I'm going to refer to it as the void. The void of people understanding what you really do. Most of us have gotten trapped, sometimes even misled. What do I mean by trapped? You get trapped in your head. Do I tell people what they want to hear to get them in, therefore, a pain relief message specifically and unfortunately, often exclusively, or do I tell them my truth, of which maybe most people may not understand or may not be willing to pay for? Which one do I do? And the answer is you don't have to choose one way. The only reason you would choose one way is if all you did was limit your messaging to advertising. If all you're doing is advertising, which is also known as paying the most amount of money to interrupt a stranger with the message you want to share, not necessarily the message they want to hear. You got what I'm saying? That's advertising. Many chiropractors have only limited their messaging to that one specific approach. And if that's the only approach you take, it probably does make the most amount of sense to use a message that focuses on pain relief because that's usually the call to action that's going to get most people to take the quickest action. It's what's often most covered by insurance. And it's the easiest way to know if it worked or not. So that's been what my friend Dave Jackson actually sort of simplified is to the easy, hard approach. It's easy to get them in, it's hard to get them to stick around. We are long game players, and if you're a long game player too, what that means is that you're willing to put forth what we'll call the hard, easy approach, meaning it's a little harder to get the momentum going to set these systems up. In fact, it's really hard to create compelling content. Jeff mentioned it earlier. We literally spend tens of thousands of dollars every single month just keeping the staff in place to do the research, to do the graphic design, to do the copywriting and editing, to do the social media post management, to do the email management. Tens of thousands of dollars it costs for our team to promote and to create the content and manage just one office. Which is why we invite this out to hundreds and thousands of offices. Offices, because it's the first one that's the most expensive one. Okay, you cannot afford. I assure you, no individual office can afford to do what we spend tens of thousands of dollars. We have an entire team of people creating this content for you. It's one of the reasons we call this the smart chiropractors, because smart chiropractors leverage their ideas and opportunities, opportunities and ways. There is no practical reason why any individual chiropractor would try to take this on for their practice by themselves. What we're talking about, once again, is building an audience of people who are interested in learning more from you. We're going to show you how to create what we call a social opt in and what that means. It's a very, very, very important, I'll dare say, essential part of the success of your future social media posts. Many of you may be familiar with the idea of an email opt in, if you've ever said that looks interesting. Yes, I will give you my name and email address in exchange for that information. Many of you, in fact, I think thousands of you did that@comcampaign.com and many of you are learning about us because you went to comcampaign.com you put in your name, you put in your email address, we gave you a bunch of phenomenal stuff. And we have earned the right to continue to email you so that we can teach and invite you consistently. That's the model in action. You should be doing the same thing. We have built the Tools for you to create a social opt in and what that means specifically. Please pay attention to this is super important. One of the criticisms of Facebook's specifically and one of the assumptions about why you must advertise on Facebook, not that there's anything wrong with it, but do it the right effective way. But one of the criticisms has historically been that it seems to be a waste of time to build an audience on Facebook because only 1 to 10% of your audience will receive your organic posts. If you've been studying this idea, then you have heard that concept and what we have been teaching now for years is that that is partially true. What the real truth is is that if you'll put forth a touch of effort to invite people not just to click the like button, but to also click like follow and see first, that that all of a sudden changes the entire algorithmic focus of Facebook. In other words, that is a social opt in. In other words, 100% of the people who click like follow and see first will receive 100% of your future social media messages. Why is that important? Because the concept here is to teach and invite consistently. And the bigger the audience you can teach, the bigger the audience you can invite. And the bigger the audience you can invite, the more traction, results successful. And I'll stay focused on the fact the greater impact you can have on people's lives. That's what this is all about. Yes, the byproduct of influence and impact will be profitability and time. But we are super clear that this program, our intention, what we teach and what we encourage you to stay focused on is being of service to more people. The more you focus on being a strong service, of authentic value, of serving people based on their needs, not necessarily your desperation, the more you keep your eye on the ball of service consistently throughout time. All of the business and spiritual gurus agree that that is the way towards your greatest fulfillment, emotionally, physically and financially, in every way possible. That's what we are building here. That is the spirit behind all of the tools we have built for you. And we continue to build more tools for you as demand and as circumstances change. Jeff, are you ready to go inside? Let's take a look at what people will receive. Again, we are inviting you. Today is tonight is the last night for open enrollment of the smart chiropractor. And what that means is that Jeff and I, starting tomorrow and all of the next week and few weeks, we'll be pouring our hearts into helping you get up and running, onboarding you, making sure your practice gets Set up with telehealth making sure that your practice gets set up so that you are teaching consistently again across Facebook, Instagram, email, in your practice, digital presentations, different campaigns that keep it interesting, different ways to make sure you are practicing promoting your telehealth services and again, how to get set up and started using telehealth. We go through all of that. Jeff, I'm going to kick it back to you. This is our Smart Chiropractors Members Vault. When you go to the smartchiropractor.com, you sign up to become a member. During this open enrollment, you will receive a link to become a member. Let's check out what's in the members vault.

Sure. I'm going to hit a couple of questions that we received in the interim. I just shared the screen screen so you guys can see the Members Vault access. We'll dive in in a moment. Jason asked, did you say telehealth is included or is it an add on? There ain't no add ons around here. We included it. So you're going to have access to all of the telehealth tools immediately upon coming in as a member. They're all going to be there for you. That's email, email, text, video promotion, video scripts, call scripts, social posts, the whole kit of tools, multiple PowerPoints. We've also added. We're gonna take a look at all that in a moment, so stay tuned. Dr. Freeman. I think I've emailed with Dr. Freeman. Yeah, I can mute when I type. That's a little loud there. So yes, I'll be cognizant of that. And Paul, asking about telehealth covered by insurance companies and pip. Super fluid situation right now. We include the latest links to every different system, state, what's required for consent, parody, et cetera in our Telehealth resource guide, which is also part of the Telehealth module. You might have got it in an email as well. Our recommendation is this. From an insurance perspective, I won't spend too much time on this but determine your top three payers or providers in your practice and just call them up. So if it's a blue, if it's a whatever, it might be your top three insurance providers in your practice literally call them up. Hey, this is Dr. Blank at Blank Practice. I was calling to see is there parity with telehealth. Do you offer reimbursement? What are the codes and what is the reimbursement? Just literally call those top three to been an hour of your time that is very, very well spent. YouTube, Dr. Freeman. YouTube also, yes. We just recently added in weekly videos to the YouTube page, so we are including that as well. Jason, I'm going to dive in. Are you able to see the screen share? Jason?

I am.

All right, cool. So we're going to dive in here. If every member of the Smart chiropractor gets a unique password, so you're going to have your exclusive access, you can share that amongst your staff so they can get access as well. And once you log in, there's a video of a familiar guy staring at us right there. But basically, the members vault is where all of your tools are. And I want to be very clear, we're going to look through a lot of tools in a few moments here. A vast majority of the tools that I'm going to showcase to you are automated for you. I'll say that one more time. A vast majority of the tools that we are about to show you, email, social posts, videos, these are automated for you. But as a member, we also give you access to the vault so you have access to all of it, so you can use it how you see fit. And there are a few tools, the training guys, etcetera, that really live here in the members area. So 90% plus of the work is done for you. You're going to notice if you Visit the smart chiropractor.com at the top, it says, market your practice with the click of a button. That is the intention. The intention is not to give you 72 tools and say, good luck. The intention is to create a system and a process, do all of that work for you that we can, and then move forward from there. We got Helen from Australia on. I have no idea what time it must be there. We have Idaho and I think South Carolina in the house. So where should we click first? Jason?

Well, let's see. I'll take view monthly deliverables for 1,000, please. Jeff.

Sounds good. Let's go right into or for only.

299, I should say.

Yes, that's very well said. Oh, goodness grief. All right, let's get back in here. Camera Camel.

Just so you know, this is a ongoing Q and A telethon. For those of you that are checking in late, Jeff and I will be talking as long as you are watching. We are going over the details of what the smart Chiropractor includes, what it does include. We're clarifying. We had literally dozens of people requesting demo calls. We are closing our open enrollment. So Jeff and I said, well, why don't we just get on and do a demo for anyone who's interested in watching? That's really what we're doing here. So plan to stay on for as long or as little as you'd like to ask your questions. That's what we're here to do, is answer any questions that you'd like to and hopefully we will earn your trust to want to join the smart chiropractor. You can click. We have special limited time pricing during our open enrollment. We are trying to basically get everybody on board so we can switch gears into onboarding you and working with you to get up and running, especially with this telehealth portion of things. For those of you that are totally closed or are in areas that have very limited movement shelter in place and so on. You want to serve your people and you want to still be able to generate some revenue. If you happen to physically be closed, this is the way to do it. Let's get into our deliverables. Cool.

Let's take a look. We're actually talking in April. Opioids. Let's go right in there. So actually what I'll do is I'm just going to scroll down so everybody can get a feel. We run everything on monthly campaigns. So just like some of the most effective large scale organizations, we want to take the tools and systems that they utilize, simplify them down and enable you to get access to things that you just never could before as an independent practicing doc, you know. So we really look at that from the scope of big organizations. People who are really able to move the needle, they don't just like make it up every day. Right. So they have a plan, they have a strategy and they have campaigns. That's where we're going here. So I'm just going to scroll down so you can get a feel of what we've done so far. Let's just go this year I have, I've been a member a long time, so we could go, we could go really deep on this. But you know, in January we started off with headaches. In February it was all about the athlete in you because everybody has performance issues that they're looking to improve upon. March, we're talking spinal discs. In April we were rolling into opioids. So pretty much every single month we kind of banter back and forth between a specific topical issue, like an anatomical issue. Right. Headache, neck, low back, and then things like opioids, sports performance. So we like to have that off that play because that seems to engage more people. All of These topics, incidentally, are chosen based upon what we see are some of the most highly searched items. We want to give you the tools to be able to answer the questions for your community proactively. Because if and when you do that, you become the logical choice to be their provider. You're the one they look to for health information.

You.

And how do you do that? You do that by staying out in front of it, by posting information consistently, by teaching and inviting consistently, and by having a well designed campaign that touches them on multiple platforms. So that sounded somewhat technical jargon there, but it enables you to stay consistently in front of the people in your community. That's really the goal. I'm going to click into opioids Jason here and I know you got a little bit of a delay as we click in there, but I'll let you guide me on where you'd like to look first.

Great. Let me just sort of set this up. Some of you might be asking monthly topic, why do I need to do that? I teach chiropractic, I'm a chiropractor. Why do I have to change my topic every month? The answer is because what do you do? What do you say? What's your plan to keep people learning? When I was in practice, I wished I had something like this because typically every day was subluxation day. You know, it's Monday, Tuesday, Wednesday, Thursday, Friday. And every day we talk about correcting subluxation. And believe it or not, after a period of time of that topic, people did get it. I have people I've been out of practice now almost 12 years and the people I saw and I'll say taught still go regularly to the people that took over my practice. So something was working. When people understand, then you don't have to answer the same kind of questions of like, why do I keep coming? And if my insurance doesn't cover it, why would I pay you for it? And all of the many daily struggles most practices do still deal with when they understand like you understand, because you didn't just teach them once and go, I'm glad you came to my talk. Got it. But actually kept them learning from you because that is a natural, innate thing we all want to do. Keep on learning. We do. It may not be learning exactly what you want to teach me every day. And that's the shift. What this curriculum is about is being consumer centric. It's what people actually want to learn. And if you don't want to be the one to teach it to them, that's your choice, but they will find someone to learn this stuff from. That's your choice in terms of who you want to be, how, who you want to be known as, how you want people to perceive you. Are you perceived as a technician or are you perceived as a professional health professional who professes health and who is really dedicated to being generous, being outspoken and, and putting in the time, energy, effort and investment in building a curriculum so that people know what they need to know to be the best versions of themselves, or as I like to say, live their innate potential. So that's the reason why you want to have a different monthly topic. This is going to sound ridiculous to most chiropractors. I'm going to say it anyway. The worst thing somebody could say to you after your wonderful health talk, orientation doctor's workshop, call it what you want. One of the worst things they could say to you is, doc, that was awesome. What do you mean that's the worst thing you can say? The reason that I think it's the worst thing that they could say is because unless they're saying, and I can't wait to come back next month with my family, with my friends, with my spouse, with somebody, because what I learned from you is so transformational, so interesting, so unique, so different that I am so inspired, I've got to bring more people with me to learn about what you're teaching that I really can't learn in other places. That's the difference. It's not just teach and invite. It is teach and invite consistently. And you don't want people to go, that was interesting. Thank you very much. You want them to go, that was fascinating. I can't wait to come next month and bring my.