UCM 028: How to Use Referral Statements with Every Patient on Every Visit to Generate Ongoing Referrals with Dr. Jon Baker


GOOD to GREAT

Dr. Jon Baker

New Beginnings Chiropractic and Life Coaching

The Story: How It All Started

Dr. Davis: Hey everybody this is Dr. Bill Davis. I’m here with Dr. John Baker from New Beginnings  Chiropractic and Life Coaching. Welcome Dr. Baker.

Dr. Baker: Hey thanks for having me. I really appreciate it.

Dr. Davis: Absolutely. So, for anybody out there that’s not familiar with you, can you just give us a little background, little introduction to you?

Dr. Baker: Yeah, absolutely. I was lucky enough 41-½ years ago to get crushed to the ground by a load of lumber and lose the use of both my legs. And you might say, what’s lucky about that?

Well, I think the story will unfold. After 9 hours in an emergency room and being told, if I didn’t have emergency surgery, I’d probably never walk again. By that end of that ninth hour, I lost bladder control, I lost bowel control; and pretty much from my belly button down was completely numb and non-functioning.

At that time, I was in between foster homes, and I had to have a legal guardian sign for the surgery and they didn’t do the paperwork right, Thank God. And so, nobody could sign for it except for a blood relative. They called in my grandfather who came here from Palermo Sicily about 15 years earlier, spoke no English, and they were trying to explain why he had to sign a waiver. And they brought in an interpreter, and it was really fantastic. I won’t bore you with it, but it’s my story. It got me here, but the interpreter was this little Italian nurse, and she was breaking it down, and I remember my grandfather saying, “So if I sign this paper, and the boy dies, it’s not your fault?” And I remember the nurse literally looking at him going in Italian, basically saying, “Yeah, sort of.” And he says, “How about if we do this?” And he looks right at the surgeon, and he says, “How about if the boy dies, you die.” And he refused to sign the waivers. So, they refused to do surgery on me. And after the ruckus that ensued ended the nurse went behind her station, pulled out a card – Dr. William Anderson, Chiropractor. She looked around like she was passing out something illegal.

Dr. Davis: Right

Dr. Baker: She handed this to my grandfather and she said, “We’re going to put your boy in your car. You drive up to Dr. Anderson. If Dr. Anderson can help him, good. If he can’t, you come back, and you sign that blankity blankity waiver, and you have that surgery.”

Dr. Davis: Right.

Dr. Baker: And I remember being carried out by orderlies, put in the back of a station wagon, delivered to what appeared to be a house. And out of the house came my grandpa, three or four patients, and about a 6’ 7” chiropractor named Bill Anderson.

Dr. Davis: Wow!

Dr. Baker: They carried me in. They stood me up. They took an x-ray or several x-rays. They put me down, covered me with blankets, and I stayed there for two-and-a half hours while they deep think all the x-rays. Only to see this six-foot-something Swedish chiropractor talking to this five-foot nothing Italian guy, and neither spoke good English, but it ended up being this, he said – I have no Swedish accent, so I can’t do it – But Dr. Anderson basically said, “He’s got a terribly pinched nerve. If I can un-pinched the nerve, the body may heal.” And I remember my grandpa going back and forth trying to figure out if he had to sign any waiver, and Dr. Anderson said, “I don’t have any waivers.” Dr. Anderson put me on a table. Put on my side. Made a perfectly specific adjustment as we know, and I jumped up to hit him, and it was the first time I stood in over 10 hours.

Dr. Davis: Wow!

Dr. Baker: I instantly had tears running down my face. I instantly said as a street urchin, kid not grown up with a mom and a dad in a house, saying, “This is what I want to do.” And I remember Dr. Anderson and my grandpa looking at me like, “Yeah and cows will fly someday too.” And I was 15 years old. It was 42 years ago.

I’ve committed my life to chiropractic, went to Palmer College of Chiropractic, Davenport, Iowa. Graduated at 25, was in practice at 25, and I’ve been really blessed in practice. And so, not that numbers really matter, but they sort of do. Within a year, I had an associate. Within seven years, I had 10 satellite clinics, and we were not only serving a lot of people. So, the main clinic in excess of 1500 visits a week. The satellites in excess of 600 visits a week. So, we were legit.

It wasn’t when I say a lot, meaning compared to none. But at the same time because I wasn’t really smart enough to figure out insurance. We were cash. And if the visit back in 87 was 32, that’s what I charged. And as the visit went up to 90, that’s what I charged. In other words, we served a lot of people on the premise of detecting and correcting subluxation, and that’s it. Nothing else.

We didn’t sell pillows. We didn’t sell… I’m not saying there’s anything wrong, but I’m telling you. You can do what I call a straight, precise chiropractic office and serve a lot – meaning in excess of 600 to 1500 people a week, and you can collect hundreds of thousands of dollars per clinic per month, and that’s legit. I coach just about a hundred offices. Most of them are upper cervical. And so, I’m pretty well known in your circle as just this technology of no-technology detect, correct, and get paid for what you do.

So that’s what we do. We’ve got multiple coaches. We coach in San Francisco five times a year. We just opened up Orlando. Our first seminar is February 18th in Orlando.

And so, I’m really excited to share what I call common sense, detection and direction chiropractic. We’ve been labeled ‘Corrective Care Chiropractors’ because I like to have an end result. In other words, you’re having me on your podcast today. Anytime I get to talk about chiropractic. It’s an absolute honor, but at the same time, I hope that the people that are listening to your podcast leave today with some value. Not just some value. And some value they will carry on to their practices for the rest of their lives.

So, I always want to add value and I believe as doctors, we have to add value otherwise we don’t add value. If we don’t add value, we shouldn’t get paid for what we do.

The Importance of Referrals

Dr. Davis: Awesome! Well, great introduction there Doc and amazing story of how you started and just your journey to where you are now. And I wanted to talk about a subject that I know is really important to you. You’ve told me to your coaching and just what you’ve seen in all your years of experience and that’s the importance of generating referrals. Right, and really get into this subject and dive deep and give our audience a lot of value when it comes to this subject.

And so, first of all let’s just talk about why is it important to generate referrals in a chiropractic practice and an upper cervical practice for the success of that doctor, and let’s just start there.

Dr. Baker: Well, I think that’s a brilliant question. I could probably give an eight hour talk but I know we’re limited. So, here’s a thought, we go to – and I’m going to go off subject for a moment then I’ll come back. We go to a grocery store, and we fill a cart with groceries. We go to the exit, and they ring it up, and they say $300, and we say “Here’s $300.” We’re done. Food is a necessity to people. Upper cervical specific chiropractors, we believe that chiropractic is not as a necessity as food, but we have to be real, the public doesn’t. We’re just an accessory. And I know and I know don’t get riled. I know that when you were regained the use of your legs, it’s more than an accessory, and I can go on forever, but what I’m talking about is to the general public.

In 1985 when I graduated, they told us less than 8% of people have ever been to a chiropractor, and I hear the same number now, 35 years later.

Dr. Davis: Hmm.

Dr. Baker: I hear, well 32 years later. I hear the same number all the time. We’ve done surveys where we’ve gone out. It did not address who we are and said, ‘Hey! Have you been to a chiropractor?” And roughly we find that out of a hundred people asked, less than ninety say, “Yes, I’ve been to a chiropractor and I go.” Well, what are those ninety saying? And I go, “What do you know about chiropractic?” And a full 60% go, “I’ll never have anybody snap my neck or back, I guarantee you that.”

So 60% of the people who never even been to us have a negative opinion about us, right? So, to me our acres of diamonds – getting back to your question Dr. Davis – our acres of diamonds are in our clinics.

Dr. Davis: Hmm.

Dr. Baker: Say for example, you and I open up a clinic tomorrow, and we have one new patient happen to walk by, and we thank God for that one new patient. But let’s say that one new patient’s name is Sophia, and we do a great job for Sophia. So, we do a great job of listening, of evaluating, of rendering care. She pays us. It’s over. She’s an exchange. She doesn’t know she’s supposed to tell people about you.

Dr. Davis: Hmm.

Dr. Baker: So you say, ‘My gosh Sophia! Why aren’t we checking any of your friends?” And she said, “I’m telling everybody about you.”  But she’s not. She’s telling a couple people about chiropractic. We know statistically that when somebody has a good experience, they tell one person.

Dr. Davis: Hmm.

Dr. Baker: On average, maybe not energetic people, maybe not people like me. I mean I have a great experience with you. I’m telling everybody tomorrow that’s how I am. I’m a bigmouth. But we also know this, somebody has a bad experience. They tell 17 people.

Dr. Davis: Hmm.

Dr. Baker: So watch, Sophia comes to you, you do a great job. She pays you. She’s done and you can’t figure out why she’s not referring.

Dr. Davis: Hmm.

Dr. Baker: Because you never created the pathway for her to refer, and I don’t believe saying, ‘Tell everybody about chiropractic’ is a referral statement. Here’s why: because one time back in the early eighties, I remember telling a guy named David,

“David, we’ve got to get your wife checked. Tell her about chiropractic. Tell her about chiropractic.” And about three weeks later I said, “David when are we going to check Laura?” He said, “Oh Laura went to the chiropractor right after you said so! And she went right down the street to a good chiropractor.”

And I go and I remember looking at him like, “Well, why didn’t she come to me?”

He literally looked at me, and he goes, “Oh! You wanted her to come here?” And here’s the thing, if we’re really trying to save chiropractic, does it really matter which one they go to? Yes, it does because there’s very few specific really phenomenal chiropractors in the world certainly graduating today. There’s a whole lot of people who think they’re going to make a lot of money. I graduated in ‘85. I didn’t have student loans, and if they were, they were less than $10,000.

Dr. Davis: Hmm.

Dr. Baker: Young people are graduating today with over two hundred thousand student loan and no business knowledge. They graduate in great philosophy, great science, great adjusting art, but three legs on a chair always going to fall over. They’re not, nobody’s teaching them business.

Dr. Davis: Right.

Dr. Baker: So, the most purest form of a great chiropractor to me says to you, “Sofia, you came in the office because you happened to walk by. This is a very special clinic that specializes in specific upper cervical or specific chiropractic or specific corrective care chiropractic. There’s great chiropractors all around us, but what we’re doing for you is very unique and very specific. So, when you’re telling people about this office, make sure that they know where this office is located.”

Now Sophia knows that when she refers, she refers to this office. You might think that’s funny, but I’ll tell you how a lot of people today who don’t understand, who’ve tied into insurance and don’t understand, but it’s like an addiction that leads nowhere. You don’t hear about insurance practices that do straight chiropractic collecting 100, 150, 200 thousand dollars a month. You don’t hear about it. You hear the billing 100, 150, 200 and maybe collecting 30, 40, 50, 60 that requires a lot of people.

So, coming back around the barn, now Sophia knows she needs to refer to this office. Well, guess what?  I tell people, “Refer to this office. Refer to me. Refer here. Refer here.” And pretty soon we started getting a lot more referrals, but I realized we weren’t getting what I thought we should get to save the planet – 15 to 20 per month per DC per clinic.

And so, I started getting more specific and I realized that in a visit there’s six components and I think whether we’re new in practice, been in practice a while that, been in practice 30 plus years, we have to have a beginning and end to just about everything.

So, one thing we have a beginning and an end to is an office visit. Patient comes in in our clinic. They know exactly where to go on the bench for the established visit. First thing we do is we recognize and appreciate. Even if it’s just to say, “Hey Bill! Really appreciate you being absolutely on time today. You call in at exactly 10 o’clock California time, 11 o’clock Colorado time.  That’s impressive.” And that’s all it is. It’s not BS. It’s just impressive,

Dr. Davis: Right.

The Referral Statement Protocol

Dr. Baker: I recognize, appreciate, approve of you in some way. Now the next thing I do is my evaluation. Then I do my adjustment or I don’t adjust; and if I do my adjustment, I make a statement on re-evaluation. So in a general sense, we’re going to recognize, appreciate, improve is number one. We’re

going to evaluate or, in general terms, we’re going to palpate or look at our films or determine our protocol. We’re going to line up, make a specific perfect adjustment. When we make that adjustment as we rebound off it or we stay in it depending on what we do, we should have a statement flow through our body. Like when I adjust or somebody adjust me and goes, “Oh sorry, that’s not what [inaudible].” That’s not what I want to hear. When somebody adjust me and I feel that connection or whatever happens, and they say, “Excellent! That’s exactly what you needed. Perfect! That’s exactly what you needed.”

That’s actually part of our protocol.

Well, have you ever made an adjustment where it didn’t go as planned? Well, I think it’s possible. I don’t think we should do that. I think we have to be excellent adjusters, but let’s say we make it, the thrust, the perfect thrust and nothing happens. I think we have to say, “You know, that’s it for today.”

“Well, it didn’t move, doc!” You get those old-timers, “It didn’t move doc!”

“Well, it moved as much as it needed to today.”

“No, it didn’t move at all!”

“It didn’t need to” versus a young doctor’s, “Well let me try again.” Crack! Crack! Crack! And next thing you know, patient says, “I went to the doctor. I don’t know. He hit me in the neck four or five times.  The next thing I know I’m dizzy for three weeks.” See?

Dr. Davis: Hmm.

Dr. Baker:  It’s funny. So number one, we’re going to recognize, appreciate, approve. Number two, we’re going to evaluate or palpate. Number three, we’re going to adjust or not. And you know when you check somebody, and they don’t need an adjustment, don’t adjust them. That’s not an adjustment anyway that’s the manipulation. If they don’t need it, they don’t need it, and it’s beautiful to say, “You held your adjustment perfectly today. That’s excellent!” So that’s step four.

Step five is going to be the referral statement which is the only real gift we have with that patient outside of staying in exchange with them. In other words, you’ve paid me and I’m giving you great care and that’s all I expect, that’s all I’m going to get, but I expect something more. I expect you to tell other people specifically about my clinics. My clinic. Me, if I’m an individual doctor.  And I let people know that. You know why? Because some of us go to do the most farthest means of the earth to be absolutely excellent at what we do, and I’m not picking, but not everybody does. So what that means to me is, if they go to another guy or gal who happens to have a DC degree, and they lay them on their side and go crunch, lay them on another side and go crunch – go crunch, crunch, crunch all through their thoracics and go crunch, crunch on their neck, and go yank, pop, pull, and I’m going to tell you, I like that about twice a year. But that is not specific chiropractic. That’s like for me – and again I’m not picking at anybody. That’s like an unbelievably glorified massage, workout. It makes me feel phenomenal, but I’m often taking in weeks if not months to recover from it, and that’s not what I see a specific chiropractic. So I’ve got to make the referral statement.

If I palpate and evaluate you, and I feel subluxation, and I don’t adjust, to me that would be my form of malpractice. If I do (background noise) referral statement that’s my form of malpractice because what about this Bill? What about if I’ve got you on the table? I check you and I go, “You held your adjustment perfectly. I’ll see you Wednesday.” Before you go… “Ah! Don’t worry about it. I’ll see you Wednesday.” And Wednesday you missed your appointment and Thursday you missed your appointment.

On Monday I see and I go, “What happened?” And you go, “You know, it’s crazy. My neighbor got sick Tuesday night. They went to the hospital, and they just thought it was the flu, and he died.’ And in the back of my mind, I think, “If I’d have made that referral statement Monday, and he’d have known about me, he might have sent that neighbor in Monday and…” And I’m not saying that we’re going to save people from dying, but I’m going to say this, “We’re going to save people from dying if we let the body do what it’s supposed to do without interference with specific chiropractic care.” And I think in my mind if I missed the referral statement with you on Monday, and your neighbor died on Wednesday, would it been just as miraculous if I have made that referral statement on Monday? And on Monday at 5:10, your neighbor calls and says, “Listen, I don’t know what this is about, but Bill told me I should come in. Is there any way you could see me?’  And we get you first thing in Tuesday morning, and yeah, you look like you’re full of symptoms or emitting life whatever you want to call it. You look sick. I evaluate this patient. I find out that he’s got a very, very, very clear upper cervical subluxation. I determined because he appears to be in such distress that I’m going to adjust in that day instead of waiting for another day, because I’ve got all the findings.  I’ve got my films. I’ve got everything done. I make my specific adjustment. He goes, “Whoa! Whoa!’ That did something!”

And that night when I get ready to leave the office, and I call him and he says, “Man, I’ll tell you when I got that adjustment is like I met God” And we’ve heard that before, and I clarified that certainly I’m not God. He laughs. He goes, “No, I didn’t mean you, I meant like my whole body felt good, and I feel better.” Is it not possible that that guy goes to work on Wednesday and goes through [inaudible] and… for people who don’t get this, we’re not saving people in the ER every day, but what if I made that referral statement? What if he got in? What if he got adjusted? And what if that adjustment allowed his body to do what it was supposed to do, and he didn’t go to the emergency room on Wednesday, and he didn’t die on Wednesday there because of normal complications? What if?

And so, in my mind I think the same thing. What if 40-something-years ago the nurse told my grandpa signed the paper to get the kid out of here. Well, what if he signed the paper, and I had the surgery, and I lived. I might be a surgeon today? What if he signed the paper and I had the surgery, and I was paralyzed from the waist down for the rest of my life? Well, I might have been something different. But I believe God had a plan, and that plan was for that nurse to tell me about her specific chiropractor Dr. Anderson for him to deliver that specific adjustment, not a manipulation, and for my body to do what it was supposed to do, which was recovered and go on for 30-something years to save as many people as I can through chiropractic. I think that’s the [inaudible] the idea of a doctor saying, “Well, I don’t want to beg for patients.” I’ll just tell you I’ve never begged for a patient. I believe I have very few gifts in this world and one of my gifts is this, I’m a very, very, very, very good chiropractor; and more than likely if you listen to this podcast of Dr. Davis, you’re a very, very good chiropractor working on being even better, and I got to tell you something [inaudible] more than [inaudible] comes easy to you – aspirin or Tylenol or have a martini in the afternoon, and we all know that.

The power that made that body heals that builds chiropractic practices can certainly be lots of outside [inaudible] things but the most important way to the solid, rock solid practice where people will stay, and pay to get well, and refer others is one at a time. One spine at a time. One spine at a time, and when those people introduce other people, there already be pretty [inaudible]

We’ve all had it. Where people say, “Look, I don’t even know what you do. It sounds weird to me, but I’m in.”

Dr. Davis: Right.

The Core of Chiropractic Practice

Dr. Baker: It does sound a little peculiar if you’ve got numbness going to your testicle and down your leg. Somebody’s just going to [inaudible]. And I got to tell you something. As upper cervical specific doctors, one of the bigger mistakes, and I don’t mean to be mean, but one of the bigger mistakes you often make is, you’re trying to educate people to your technique. I got to tell you something and no offense to anybody, but when people come into your office, they are at zero interest in your technique. What they have total interest in is ‘What will I get for what will I pay? Will it hurt? How long will it take? When’s it done?’ And if we can answer those questions and we can specifically just like we adjust specifically, and we don’t manipulate I’m going to tell you, one person becomes 2, 2 becomes 4, 4 becomes 8, 8 becomes 16 and within a year’s time, you can be bringing on associates. You can be opening other clinics if you understand the business aspect of it.

Today, we talked about referral, the core of your practice. We’ve all gone out and screen. We’ve all gone out and done talks and it works, but here’s the thing, I find that when I meet you I give you great here. I explain being exchanged means you pay, you make your appointments, you tell other people about this office and we are… now we’re not in exchange until you tell people about this office.

All of a sudden everybody’s telling about this office and that’s why I think we have to look at this and go, that referral patient… I can think of Gussie Curry. Gussie Curry came to me in 1986, and because of the computers we can track stuff, but when I retired from practice in 2015 and went full-time into teaching people what we do, which is new beginnings which I started in 1999, just word of mouth only sort of like Nucca and most upper cervical people were word-of-mouth only. What I did is, I started teaching what we do, and I started watching it be replicatable in multiple scenarios, even in multiple techniques.

When I saw that happen and we started training people, we’d go back and do studies. Gussie Currie came to me in mid-1986 early 1987, was still with me 29 years and seven months later when I retired and guess what? Gussie Currie over the course of 29 years, one of my favorite patients, brought me well over 50 [inaudible] pies, but she also referred 64 people in that twenty nine year period of time.

So all of the sudden, you start thinking the laws of big numbers, and I’m going to tell you something. When people ask me how we built some of the biggest practice, and I’m not talking about seeing a thousand people a week and not making any money. Clinics that are seeing a thousand people a week or generally in our organization collecting well into the 140 to 180 thousand dollars a month cash, no insurance. So, these… they’re not just pie in the sky. Let’s get excited about blowing steam. This is reality and you know what? This is the core of all of us. Chiropractic is an inside-out deal. We don’t add anything to the body. We don’t take anything away. Think about it and so building a practice if you understand that core of the referral? You’ll never have to think about anything else besides how many more people can I serve in my lifetime.

What Does the Referral Statement Look Like?

Dr. Davis: So, Dr. Baker, let me jump in, and you said a few times the importance of the referral statement. I want to get into that more and talk about like what do you mean by that as far as what does that actually look like for the doctor as he or she is doing that office visit? What does the referral statement look like?

Dr. Baker: Excellent! That’s great, and so a piece could look like, I just finished adjusting you and you get up off the table and you say, “Dr. Baker, I’ve had more results in your clinic in a week than I’ve had in 20 years of going to other chiropractors.”

I’ll look you right in the eye and I’ll say, “Bill that’s not saying bad about them or good about me. This is a very specific office doing specific work, and your body in this case requires specific work. I want you to think about this, you’ve got a wife, you’ve got three kids, you’ve got neighbors on each side of you, how many people do you think you know that have no idea about the specific chiropractic in this office that might change their life? See, you’re your wife may have problems with headaches. She may have problems with menstrual cycle. She may have no problems yet. Wouldn’t you rather have it checked out perfectly and specifically or would you rather wait until you have to drag her in because she can’t move?”

So, that would be right there. Let’s just say for example, I’m on a reexamination. You’ve been under care for 30 days, and I’m very happy with your progress, and I show you on a road to recovery chart where you’re at because you need to know. Because if you’re just feeling better, and I tell you, you need one to two years’ worth of care. If you’re feeling good in a month, and you quit care, I sit with my thumb and my mouth crying, “Where’d he go?” And he’s gone, “Man! Dr. Baker’s great. He thought I needed two years. I was done in two weeks.”

So there’s no communication so I’m in that 30-day re-exam and I say to you, ‘Bill you’re doing exactly as planned.’ One of my concerns would be that if we went and re-X-ray today, it wouldn’t look any different even though you’re feeling great.” So, a lot of people that you know think they’re feeling great or maybe are feeling great but don’t even know that their bodies are decaying and dying inside. You’re excited about how you’re feeling. Don’t just tell people how excited you are about how you’re feeling. This week go tell four people. Exactly what happened when you came to this office for specific chiropractic care, and it goes on and on when we’re in just [inaudible], and you’ve got six or seven tables all open.

It’s beautiful!  It’s like a podcast to a bunch of people. In other words, I might say to Mary, “Mary, do you realize? It’s been less than three months since you were referred in this office by Steve, and I remember Steve almost had to drag you into this office. Like a lot of the patients probably in this room laying down laughing right now or staying. But I want you to think about this, what do you think the next 20 years of your life would have been like if you still suffered the way you did the month before you came in here? Mary, this week go out and go on a mission. Go tell five people that you really care about, about specific chiropractic here in this office.”

You see, Doctor Davis, I’ve never thought that I’m begging for new patients. I never thought for a minute that I’m doing anything other than sharing with you my patient the only gift really God gave me. I can’t sing. I can’t dance. I’m not pretty, but I can sure detect and correct subluxation, and that’s the piece that they don’t teach in school nor can they. Because the people who are doing it, doing it, doing it really, like me, spent 30 years bent over tables trying to save the planet one spine at a time ,and now that I have a lot more time and putting on these seminars and doing this with you, I got to tell you, this isn’t rocket science. Remember a couple twenty minutes ago I told you, it wasn’t even smart enough to figure out billing in the 80’s. That’s the only reason I’m a cash practice. Does this mechanism make some sense as to answering your question?

Dr. Davis: Absolutely!

Dr. Baker: [inaudible] one for whatever but your specific question was really insightful as to what other people are probably thinking too.

Dr. Davis: Yeah, absolutely, and I think that’s I think all doctors know that they need to generate referrals. Right? But the actual mechanics of doing that sometimes I think is lost, and it’s like well if I just get great results, if I just take care of people, and we get great results then the referrals will just happen. And that does happen to a certain extent but not to the extent where you’re going to see growth where you know that you’re going to be making a dramatic impact on your community and reaching all the sick and suffering people in your community that need you and need your specific office. Right?

Dr. Baker: Yeah! I mean it’s… and I get it too. It’s almost like, you go to school to be a chiropractor and you do generate over 200 thousand dollars in student loans right now, and you as a student expect, I’m going to go out, I’m going to open my doors and people are just going to come in, and I’m going to pay off my student loans. I’m going to help a lot of people, and as a by-product, I’m going to make a lot of money. And I got to tell you, chiropractors of amongst professionals we have the worst repayment schedule of all professionals for student loans, which means eventually – see? The funny thing is, the sad thing is chiropractors are different. That’s really weird. My daughter-in-law’s on the phone telling me, she got an exemption in California. So, she doesn’t have to move because her kids aren’t going to get poison in their body but she can’t have that conversation with anybody because she says, literally they’ll burn steaks at her yard because she’s like the only witch in Valley Springs, California.

Dr. Davis: Right.

Dr. Baker: And you know that.

Dr. Davis: Yup.

Start Making a Difference

Dr. Baker: So, what I’m trying to do is say, ‘hey chiropractors were different! We don’t have to work that any weirder. Let’s stop just being different. Let’s start making a difference.’

Dr. Davis: Right.

Dr. Baker: Let’s make a difference. Let’s make a difference. Let’s really get out there, and if you can help twenty people a year, what would it be like to help 240? Some doctor said, “I want to work that hard.” You got to share it with the young people who don’t have great chiropractic stories. I would tell you probably, well I don’t know probables, but I know exactly. 17 out of my last 26 clients, and that’s over a period of two years. I don’t – I haven’t accepted a lot of clients. We’re just, were really picky or very specific but when we do accept them, I got to tell you 17 to 26 had never been to a chiropractor before they went to chiropractor school. How do you get excited going well? It looked like a great profession. I was going to help people. I was going to be called doctor, and I felt I was going to make a lot of money. So, I did it. It was natural. I wasn’t putting poison in some bodies and then they get out, and it’s like getting hit in the face with a rock that you don’t know is coming.

Dr. Davis: Right.

Piece of the Pie

Dr. Baker: So, I have to tell you, I believe without a shadow of a doubt, and your question about referrals is a piece of the pie.

Dr. Davis: Yeah.

Dr. Baker: And the dynamics and the mechanism of it is a piece of the pie. I don’t know exactly. This is the first time you and I have talked was yesterday, but I could share this with you. If your clients are as focused on serving more people as me, I’ll really reach out today. They can go February 11th to San Mateo, California if it’s okay for me to announce. If it’s not, just cut it out.

Dr. Davis: Sure.

Dr. Baker: February 11th, if they pre-register at www.chiropracticlifecoaching.com, they pre-register, and they say they heard you and me talk on this podcast, and they’ve never been to a new beginning’s seminar, they can come for absolutely free and that’s a normal 1500-1600 dollar deal. They’ve got to be pre-registered as we’ve got to get the booklets made. If they’re on the East Coast or they prefer to go to Orlando, February 18th, I’ll be teaching both those seminars and what we’re going to cover is, Monday meetings that motivate and direct your team to all your business goals, daily visit mastery and day 1 mastery with that patient. Everything from bonding to having them be so excited that before they even get their first adjustment they’re already referring.

February 11th – and I know it’s a little bit about me but it’s not. It’s about them. There’s people dying that can’t even pay the bills, and yet they’re probably some of the best adjusting chiropractors in the world. I’d like to get that specificity out so more people know.  February 11th in San Mateo. February 18th in Orlando. You go to www.privatelifecoaching.com. Register for the seminar as my guest. You don’t have to pay the 1595 because you listen to Dr. Davis 90 day. That would be my gift.

Now think about this, what just happened? You and I got to talk. I really liked what you talked about. I like that you’re reaching out trying to help so many people. So I made what? I made a referral statement. Now I made that referral statement based on the fact that if these people that are listening are as specific as I think they are because I’ve been told by many of my upper cervical clients that this is a really good avenue. Then I’ll go a step further. I’ll bring you, and I’ll give you a whole day seminar, and you can decide if we can help you more, but I’ll promise you this, whether you ever see me again or not – that one day, hopefully this one call right here, can make a difference in your life if you do what, if you apply it. So, that’s my referral statement. How’s that?

Dr. Davis: Awesome! I like it. Yeah and that’s great. So, you mean if anyone is interested in learning more about new beginnings and what Dr. Baker and Dr. Justin Brown and a lot of these Docs that I know who are involved with this coaching program. Yeah, I mean, obviously there’s the seminar’s coming up that Dr. Baker mentioned and then the website as well. We’ll put a link to that in the show notes, so you can find that from our website as well. So I appreciate your time today doc so much and I’m really excited for what you’re doing, and you’re trying to help doctors and helping them help more sick and suffering people, and that’s what we’re all about as well.

Dr. Baker: God bless you and thank you so much for having me on board and anytime I can ever help you help them, all you got to do is call me because now I’ve got Skype hooked up to my computer.

Dr. Davis: Alright. Thank you so much doc.

Dr. Baker: You bet.

Dr. Jon Baker on the Upper Cervical Marketing Podcast

Questions:

  • tell our audience about you
  • how did you get started in chiropractic?
  • Tell me about the transition from successful practice to multiple clinics?
  • Tell me about the transition from multiple clinics to coaching
  • tell me about how you began coaching upper cervical doctors
  • tell me about some of the key factors you have found for doctors being highly successful in practice
  • tell me about the importance of generating referrals in an upper cervical practice
  • tell me about the best ways to generate referrals that you have found
  • tell me specifically what you mean by referral statements and how to utilize them in practice
  • if someone wants to know more about what you’re doing at new beginnings with the best way for them to get involved

Links discussed in the show:

http://chiropracticlifecoaching.com/

Upper Cervical Marketing Tip of the Week

By | 2017-11-23T04:10:53+00:00 February 20th, 2017|The Upper Cervical Marketing Podcast|Comments Off on UCM 028: How to Use Referral Statements with Every Patient on Every Visit to Generate Ongoing Referrals with Dr. Jon Baker

About the Author:

Dr. Bill Davis is the Founder and CEO of uppercervicalmarketing.com. His goal is to spread the word about the best kept secret in health through Upper Cervical Specific Internet Marketing Solutions.