Academy of Chiropractic Personal Injury & Primary Spine Care Program

Quickie Consult 19

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.


A doctor wrote today:


"I haven't seen you talk about asking for referrals from attorneys...I personally do that when I have a good relationship..."


My Response:


You have finally figured out the really big secret...You don't ask. You educate, you create a relationship by gaining their trust with you as the expert and then offer to review their cases. It takes a little time, but once you have gained their trust, the referrals will never end for the lifetime of your career.


Every schmuck begs for new patients and does not get them unless they refer a lot of patients to the lawyer...and that barely works in today's environment, if it does, it won't last because those doctors do not speak the language of the lawyers. Educate and create relationships based, not upon personality, but expertise.

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