"Getting the lawyer to invite you to educate their staff"

Quickie Consult 1189
Lawyers and Medical 88 L

From the Desk of Dr. Mark Studin
Academy of Chiropractic

Preamble: Many of the issues I bring to you are very small, yet each issue is just that, an issue. If you take care of the small issues, then you will be able to build and more importantly, focus on the bigger issues...a larger practice and more family time. -Mark Studin 2006

"Neurosurgeon wanted to have breakfast with me....What I did"


Dr Studin: So you initially told me, you originally heard about it in the magic language video corral number 36. now, that video for it to work for you, you've got to watch it about 20 times literally. But you have a couple of choices. You go to Lulu.com for the book and Put my name in the search box, but the next question is how to use the book.

Guest Dr: Correct.

Dr Studin: When you're meeting with an attorney, what you want to do is you want to find two or three really good chapters that you like and you're comfortable. One of them would be about, age dating, herniated discs. The other was low speed injuries, and the third is arthritis. Those three things are huge to the attorneys. They meaning if you have the client as arthritis, everything's preexisting. Find those chapters in the book and you have the two books to choose from. Every client that they have with arthritis means Everything is preexisting, which is the right group. So what you need to do is you need to go to the chapter of the book and on the bottom of every chapter, there's references for what that chapter is about. You need to get that reference article and you go to Google first because a third of them are free, go to Google scholar. It's like $35 bucks an article. Don't ask me to send it to you because copyright clause preclude me from doing that, when you have the article in front of you, you're going to read it and highlight it. So when you sit with them, you're going to say, here's the book that one of my mentors wrote. I have access to this and the advanced copy, which hasn't been published yet. And if you understand everything in this book, you'll never lose the case. Here's the literature behind this particular subject, and I'm going to give it to you. However, this is my copy of the book. When you have me come in and teach you and your staff on a regular basis, then I'll a copy of the book for you, your copy of a book What'd you will keep in your library to use as a reference. And in front of the book cover, you're going to put all your contact info, but you don't give them the book up front. Number one, it can become expensive if they're not going to work with you. And number two, you want to use it as a hook to get in. Now, originally we told you to do the buy monthly flyers and the three ring binders. What our research found was that when you give someone a three ring binder, it usually ends up in the garbage, but no one throws a book out. It goes right in their library. And that's the goal.

Guest Dr: So it's after a certain period of time, once they're comfortable with you, they understand the concept and then you give them up, but not …

Dr Studin: no, you missed it. It's when they invite you into their practice to teach them in their staff. You give them a book And that's it.

Guest Dr: Now here's the question I have suppose they're tight with another medical doctor, whatever else, what couldn't they just pass on that information to somebody else and to the detriment…?

Dr Studin: The answer is always. However, here's what our market research shows. Once you become their teacher, it's game over. And it's hard to change referral patterns for, for all habits. But when you give them a compelling reason to and they changed to you, it's going to be equally hard to change away from you. It's a process. 

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