In this instructional video, Kelly Alhooie walks viewers through the creation of a "Big 45" target list—a curated set of 45 potential referral partners to fill a cash‑based clinical schedule. She first directs participants to use Google Maps on their phones to locate 15 doctors or specialists (chiropractors, massage therapists, acupuncturists, orthopedic PT/OT, pediatric PT/OT, doulas, midwives, lactation consultants, spa therapists, orthopedic doctors, etc.), emphasizing the need to prioritize those whose niche aligns with the clinician’s target market (e.g., postpartum‑focused chiropractors or sports‑oriented practitioners). Next, she instructs them to search for boutique‑style gyms and specialty studios (Pilates, yoga, rowing, Burn Bootcamp, Orangetheory, Stretch Lab, etc.) and add these to the list. The third component is to identify 15 local Facebook groups—primarily mom‑focused community groups in the clinician’s county—where daily market research can be conducted. By monitoring questions and trends in these groups, the clinician can discover which services (e.g., facials, OB‑GYNs, home‑improvement advice) are in demand and adjust the referral list accordingly. Kelly stresses that the list is dynamic: as relationships develop and values align, the list may shrink or shift. The overall goal is to systematically build a network of high‑value referral partners that directly feed a cash‑based schedule.
Chapters
All right, guys. So the next one is Big 45 lists. This is very, very important. So these are your target people. So you did your research, you figured out potentially what your clients want, and this is your target market. So you're gonna have 15 doctors. I need you to fill this form out. So over here, you're gonna put 15 doctors. You're gonna go to Google, go to your phone right now, open it up. Okay, go to Google Maps. Google Maps. Now from here, you're gonna type in— I'm gonna type in here chiro, chiropractor. Chiropractor. You guys see chiropractor? Okay, now it's loading. Okay, now we have all these chiropractors that come up. I'm going to take these chiropractors. I'm going to look to the proximity that I'm at. Okay, and then I'm going to put all these chiropractors down on this sheet right here. And that is going to— that's just chiros. Okay, but I need of my very specific population. So if there's a chiro that says like treating postpartum, postpartum mamas, that's definitely high priority on my list. So you have to go through them and look at like what they really specialize in. Family and sports. Okay, well sports, because I'm treating CrossFitters, those— that's going to be high priority chiropractor on my list that I want to connect with. Massage therapist, acupuncture should be on this list. Other PTs like orthopedic, orthopedic PT clinics, or Orthopedic OT clinics, peds OT and PT clinics, doulas, midwives, lactation consultants, spa people like that do facials, therapists like talk therapists, orthopedic doctors. What else? I mean, every doctor you can possibly imagine goes on this list, okay? And I'm gonna go and try to make a connection with them. And then our list may change. So I may have a really big list, and then it may start to shrink down after I kind of try to connect with them and see how they respond to me, and then I may narrow it down based on their niche or how much I get along with them or what their values are, whatever else. My list may change over time, but at least this is an amazing starting point. Now, the next thing I need you to do is go to this phone again, type in gym. Just literally type in gym. Okay, gym. Okay, typed in gym. Okay, look at all the gyms that come up. Now, I'm not looking for an LA Fitness. I'm not looking for Planet Fitness. I'm not looking for, I don't know, Crunch. Those aren't the things, the gyms I'm looking for. I'm looking for a boutique-y, a Pilates studio, a yoga studio, a rowing studio. A Burn Bootcamp, Orangetheory, like those are the people I'm looking for. So that's gonna go here underneath gyms. Maybe I also put in, like I said, like a Burn Bootcamp in there, Stretch Lab, that's gonna fall here. Now, the next thing is 15 Facebook groups. And you can also put in like running stores and juice stores in here as well, but you wanna search for Facebook groups. Take out your phone. You're gonna go to Facebook. Okay, in Facebook, there's a little search bar right there. Okay, search bar. You're gonna hit that. You're gonna type in like the first one that comes up is for us is Real Ladies of Loudoun County. This is 35,000 people in that. That is my local group. You can also type in mom, moms. Of Fairfax, Leesburg Moms, Physician Moms, One Loudoun Moms, oops, okay, Pregnant Mom New Support. I'm going to be in all these groups. Now, some of you guys may know, I don't have a child, but I am in all those groups 'cause I just feel like it's women supporting women whether or not you're a mother or not. Now, I'm a dog mom, okay, but— I'm a dog mom. I'm in all those groups so I can see what's going on, and I want to see what do the moms want. That's very important to study that. Okay, so I'm putting those Facebook groups in here, and then I'm also going to allot time every single day to go into those Facebook groups and see what are the moms asking for. Are they asking for facials? Are they asking for the best OB? Are they asking— like, I need to know that because if they're asking for the best OB I need to look at that and partner with that OB because every single mom in that group is going to that OB. Does that make sense? And if they're not and they're asking for the best painter, great. I just know then a lot of moms are doing do-it-yourself at-home things, and then potentially I need to come up with something that's gonna help moms renovate their house, okay? So it is market research, very important.
