I’ve been a “networker” for years. As a young banker, we were required to belong to a civic group like Optimist, Rotary, etc. As you advanced in the bank, your membership at either the country club or dinner club was paid by the bank. These days, “networking” is more direct with the specific intent to GET business.
One of the problems with “networking” these days is the myopic effort to “pitch” yourself in 30-60 second sound bytes. While that might get you some referrals, that gets boring and painfully “salesy”.
IF you’re going to “network”, why not try a longer term approach of GIVING. Instead of silently rehearsing your “pitch” till it’s your turn to stand up and spew, why not make the effort to LISTEN to others make their presentation. THEN think of all the people you know (family, friends, associates) who could possibly use the services of your fellow networkers? Become a resource for everyone you know and they will naturally think of you when someone needs what you have to offer.
The Law of Reciprocation works. As President Kennedy stated “All boats rise with the tide”. We’re in the helping business. Why not help as many people as you possibly can in as many ways as you can. It will add new meaning to your life and you practice.
I have NEVER liked Workers Compensation as a chiropractor or a business owner. However, I do realize that workplace injuries do happen and there should be some form of compensation for medical bills and income lost due to injuries caused simply by the nature of the job. Anything that sets up an adversarial relationship between employee and employer can never be a good thing.
As a chiropractor, the concept of being a Workers Compensation provider has become extremely repugnant. Granted, lots of folks do hurt their backs while at work and chiropractic care CAN help them recover and get back to work. However, as has become the case with most forms of third party reimbursement, Workers Compensation has become a source of easy money for many in my profession. It’s also created an environment that has brought some ill-repute to chiropractic. Even though the cost of chiropractic care is well below the cost of back surgery and extensive physical therapy and rehab, it has gotten to the point where many states are making it difficult for chiropractors to even participate in Workers Compensation programs.
While chiropractors on one end of the spectrum have milked the third party cow just about dry, there is another group of chiropractors that companies ought to consider as part of its benefits and risk management team. These chiropractors offer what has become known as chiropractic membership practices. A chiropractic membership practice provides unlimited chiropractic care at a fixed fee usually over a specific period of time, typically for a year. The program is designed for lifetime wellness care, though.
The membership practitioner works from a performance perspective. Their objective is simply to take stress off the nervous system so folks can move toward their greatest potential at work, at home and at life in general. When this happens, people are more rested, alert and less stressed. What this means at work less time missed from work due to illness, injury or family trips to the medical doctor. What this means to the employer is fewer Workers Com claims, fewer health insurance claims, improved morale and more productivity. And, we all know that fewer Workers Comp and health insurance claims means lower premiums and eventually a better bottom line.
In my next blog, I’ll show you ways your company can use a chiropractic membership practice for your company and employees.
I’m a chiropractor. I’m “cheap”. I charge $69 a month for “unlimited care”. Some of my chiropractor friends think I’m crazy. And, some of my chiropractic non-friends accuse me of cheapening my profession and even breaking the law. Consumers sometime wonder “what’s the catch?” But, the folks that like how they feel from getting adjusted on a regular basis LOVE me. Some think I’m a “marketing genius”. I like to think they’re pretty bright, too.
Let’s take a look and see who is right, me or my detractors. I know I’m right. I just feel the need to give my detractors a crack at being right.
When I first started getting adjusted 22 years ago, I had health insurance and gladly used it to pay for my care. But, it wasn’t long after that that I became self-employed and no longer had a third party paying for my adjustments. So, I did what any intelligent, red-blooded American man would do, I married my chiropractor and have not had to pay for my adjustments since!
After seeing and experiencing the wondrous benefits of getting checked by a chiropractor on a regular basis (and seeing it work on my own kids) I decided to become a chiropractor. The joy and miracles I’ve experienced as a result of that decision are sometimes difficult for me to express in words. My kids are healthy, happy and strong and have never worried about sickness or disease. Neither have had a single vaccination (well, until my son entered the Army) nor dealt with chronic or infectious disease as a result. And, I’ve not even taken an aspirin for the problem that led me to get adjusted in the first place.
Early in my own chiropractic career, I decided that I wanted to make this thing afforded and accessible to virtually everyone. You see, I’m what’s called a DE chiropractor. We understand that the world would be a better place if EVERY family could realize the benefits from chiropractic that my family has. Some of my early mentors, including Drs Bob Sottile, Jim Sigafoose, Sid Williams and Richard Santo always posed the challenge “Make your care affordable and see lots of people”. That was a formula that I could understand and embrace.
So, that’s what I did. Like I said earlier, we charge a low monthly membership fee of $69. It’s a little more for a couple and a family. My thinking was not necessarily to make it “cheap” but to have a fee that someone would be willing to pay every month for the rest of their life. In my case, if I had been paying just $69 a month, I would have paid over $18,ooo! EIGHTEEN THOUSAND DOLLARS! What if I had a hundred clients doing that or two hundred, three or five? Do the math!
I wonder how we could transform the chiropractic profession from a bunch of insurance chasing back crackers to an army of folks helping families live fuller, happier drug-free lives? What a wonderful place America (and the World) would be if we could help get millions fo families off drugs and on life! I’m thinking $69 a month just might change the World!
My friend, Pete Kane, is a social media consultant helping businesses grow and prosper by expanding their presence through social media. Pete is a great guy. He’s been a career salesman and has been quite successful. But like me, Pete has a short attention span (some people call it ADD) that sometimes limits his productivity. He’s tried the planners, lists and almost every organizing scheme you can think of. And yes, despite my objections, he’s used some of the popular medications.
But, Pete seems to have stumbled onto a miracle cure for his “ADD” while improving his productivity “at least a hundred fold” as he says. Pete recently got an Apple iPad. Not being an Apple user (yet) I’m not sure exactly how this new computing device has helped him so much so fast. Pete will tell you that the training package he bought with his iPad (from PeachMac in Marietta, GA) has opened new vistas that he had never considered before. He says that now, he no longer has to close a sale because it just happens.
As Pete is raving about his newfound productivity, I’m reminded of what chiropractic really does for people. I know. I know. You think it’s for back pain. But, what chiropractic really does is take stress off your nervous system so that you and your body are more aware of better ways to live, work and function. And as you learn how to listen to all the new feedback you get from your body as a result of de-stressing your nervous system, your productivity and health begin to compound to the point that it takes on a whole new meaning.
Every now and then a new invention or discovery comes along that enables tremendous leaps for Mankind. For me, chiropractic is one of those discoveries. For Pete, it’s the iPad.
My daughter and I love the Dollar Tree. It’s amazing how many things you can buy there for $1. You can get tools, batteries, food, cleaning products, toys, holiday decorations, gift wrap, etc. It’s ridiculous. As an economist and former banker, I’m also amazed that there’s a business that there’s enough profit margin on $1 items to pay rent for a retail location, salaries and utilities and STILL make a profit significant enough to make it a worthy investment.
But, I LOVE the concept. It’s simple. It’s clear what they do. It’s easy to get, find what you want and get out. That’s the premise of The Membership Practice: Great chiropractic adjustments available in a hassle free, affordable manner so that virtually anyone can afford to feel better, work better and live better ALL THE TIME!
Dollar Tree and The Membership Practice is NOT about cheap. It’s a business model that respects the consumer’s (your) time and resources while ensuring a reasonable profit on each visit. This mode of practice is designed to attract LOTS of dedicated, long-term clients that ensures an excellent income on a low overhead, low stress practice for the chiropractor.
Whether you’re looking for a chiropractor or a chiropractor looking for a simpler way to practice, think about The Membership Practice.
Because of my banking and real estate background, I have an opportunity to consult with chiropractors about their business.
I was working with a particular chiropractor today on negotiating the lease for her new practice. The negotiations had gone well with some excellent concessions on the perfect location for her business. That’s when she started to doubt herself. Apparently, she had heard on the news that the economy was SO bad that there was a 12 month supply of empty office space on the market. “Should I rethink even starting a practice now?”
While I’m aware of the state of the economy, you should be VERY leery of blanket statements about how bad things are. There is NEVER a better time to start a new business or make the right investment than in a recession, ESPECIALLY a deep recession like this one. Certainly, there are LOTS of empty buildings and space for lease and there are lots of folks going out of business and layoffs and lions and tigers and bears! Oh my! HOWEVER, in the midst of all the bad news there are lots of GOOD NEWS!
Sure, there IS plenty of empty space and folks are going out of business and there are layoffs. BUT, look at it from another perspective. For THIS particular chiropractor, there was only a FEW places that would work for her. The space we found was the PERFECT size in the PERFECT location with a MOTIVATED landlord and LOWER RENT than should EVER have been able to find just a year ago! Furthermore, there is an abundance of highly qualified folks willing to work for almost anything just to have some income.
So, before you buy into the gloom and doom of the recession, understand that it creates great opportunities for small businesses to flourish. So, get to work seeking, even creating great opportunities for yourself TODAY!
What a great networking opportunity Thanksgiving represents!
Now, you may think this is somewhat cynical. Just the idea of using a holiday gathering of family and friends SHOULD be an occasion free from businesses and sales pitches. And of course, you are right, somewhat.
After everyone has gotten and given their hugs and everyone is caught up on “family business”, what do we do? Well, there’s the meal, dessert, then football or conversation. But, how many times have you gotten into conversations with friends and relatives about some of the challenges they might be having? How many times in the past have you simply let the topic pass and never give it another thought?
If you are involved at all in “social networking” for your business, I want you to approach things differently this year. Take your Rolodex with you! Not (necessarily literally, but maybe) with you. Instead of trying to sell your own business to your family and friends, try helping THEM by sharing your contacts with them! What better way to give a gift than to help someone you know than to introduce them to someone else you trust.
What better way to give “Thanks” than by “Giving” your shared friendships to others in a way that helps everyone? We sell best when we sell least. People refer to people they like. So, strive to be the kind of person people like.
In America, we have much for which to give thanks. Thanksgiving is not as much about celebrating your faith as it is about celebrating life. Take nothing for granted. Life is too short and too precious to complain. Look for the good in all things and in everything. Remember, regardless of how bad our own situation may be there is always someone worse off. In all things give thanks.
Because of my banking and real estate background, I have an opportunity to consult with chiropractors about their business.
I was working with a particular chiropractor today on negotiating the lease for her new practice. The negotiations had gone well with some excellent concessions on the perfect location for her business. That’s when she started to doubt herself. Apparently, she had heard on the news that the economy was SO bad that there was a 12 month supply of empty office space on the market. “Should I rethink even starting a practice now?”
While I’m aware of the state of the economy, you should be VERY leery of blanket statements about how bad things are. There is NEVER a better time to start a new business or make the right investment than in a recession, ESPECIALLY a deep recession like this one. Certainly, there are LOTS of empty buildings and space for lease and there are lots of folks going out of business and layoffs and lions and tigers and bears! Oh my! HOWEVER, in the midst of all the bad news there is lots of GOOD NEWS!
Sure, there IS plenty of empty space and folks are going out of business and there are layoffs. BUT, look at it from another perspective. For THIS particular chiropractor, there was only a FEW places that would work for her. The space we found was the PERFECT size in the PERFECT location with a MOTIVATED landlord and LOWER RENT than should EVER have been able to find just a year ago! Furthermore, there is an abundance of highly qualified folks willing to work for almost anything just to have some income.
So, before you buy into the gloom and doom of the recession, understand that it creates great opportunities for small businesses to flourish. So, get to work seeking, even creating great opportunities for yourself TODAY!
Part of the problem with being a small business is that there always seems to be an excuse for not being able to accomplish what you want. Many times, it doesn’t matter whether there’s a good economy or bad, there is always an excuse. It might be the economy or the Government or our litigious society or the stock market or WHATEVER!
The TRUTH is that there will ALWAYS be challenges and obstacles to doing business. The key to winning is to ALWAYS get back up. My old football coach would say “Keep you head down and your feet moving! Drive! Drive! Drive! Don’t stop UNTIL you hear the whistle blow!” Obviously, what he was telling us was to keep going DESPITE what else might be happening.
One of the key congruences I’ve seen in every successful person I know has been the ability, even INTENT, to Kick BUT! Winners NEVER make excuses. They never need to. IF winners ever use the word “but” it’s to overcome an excuse to NOT do something.
Make a habit of “Kicking BUT” in your business and life. You’ll be amazed at your results.
Networking is about positive, affirmative relationships. Success is about making steady progress toward the realization of your goals and dreams. Invest in good, strong relationships.
SERVE DON’T SELL!
Say “Hello”
Get their card
Follow Up!
Say “Thank You!”
Tell. Don’t Sell
Refer
THEN Receive!
Remember, they don’t care how much you know UNTIL they know how much you care!
A Different Way 