From: Dr. Len Schwartz of ChiroPower drlen@chiropowerinc.com 1-866-969-3508. 3-12-02 Dear ChiroPower Subscribers: The last 6 months have been about protecting, rebuilding, re- energizing and revitalizing our country. The American spirit is alive and well and we're showing the world that we are willing to do whatever it takes to protect our freedom. Chiropractors have been showing the world that we are willing to fight for our freedom and our right to practice for over 100 years. While many have tried to absorb us, contain us, and even eliminate us - we continue to make the world a healthier place - one spine at a time. When I announced the patient education business-card-size CDs about a year ago, I knew I had an inexpensive, yet effective marketing tool, but I never expected to get the kind of results that I, and hundreds of other doctors have been getting. I am absolutely thrilled with the feedback I've been receiving, and even more excited when I hear about the number of new patients that have discovered chiropractic because of the message on the CDs. That has always been the dream - to get more people to discover chiropractic so that we can "take over" as the first choice people make to get and stay healthy. That has always been my vision - to get enough people to discover the power of chiropractic so that we reach critical mass (that's when everyone does something because everyone else is doing it). I know there are many doctors and leaders in our profession who share the same vision, and it is my hope that we can all come together as one, to collectively spread the chiropractic message. In honor of the six-month anniversary of 9/11 I am having the very first "sale" on the patient education business-card-size CDs. There is NO charge for your CDs to be personalized with your name, address, phone number and web site address. This sale is for ONE week only and will end this Friday, March 15, 2002. And, I will donate a percentage of the profits from the sale of these CDs to the Uniformed Firefighters Scholarship Association Fund, which benefits the children of those fire fighters who were killed on 9/11. Included with this e-mail is The Best Marketing Ideas For Using Your Patient Education CDs. In it, you'll find some great ways to spread the word about you and chiropractic, and what kind of results to expect. Using these CDs can help you build your practice, AND they also get the chiropractic message out to the masses - You get to help yourself and chiropractic at the same time! Never forget what we've been through and never lose sight of where we're going. Together we have the power to make chiropractic the #1 health care choice for people around the world. For the love of Chiropractic, Dr. Len Please read the Expert Marketing Ideas below! www.chiropowerinc.com ______________________________________________________ __________________ The Best Marketing Ideas For Using The Business-Card-Size Patient Education CD To Fill Your Practice With Pre-Educated New Patients: Before you read all of these great marketing ideas, consider this. One new patient from all of your CDs will pay for your entire bulk order of personalized CDs! And, that new patient will undoubtedly refer patients to you, and those new patients will refer to you, and so on - so you will continue to get referrals from that one new patient - from that one CD - for many years to come. Please read on! Since most of the doctors using the personalized CDs are averaging about one new patient for every six they hand out, you can imagine the impact that these personalized CDs are having on their practice. They are GUARANTEED to work in your practice as well. Last thing, I have used $2000 as the average case value for one patient. Remember, no matter how you practice, you expect to see this patient for many years to come, and not just over the next few months. Enjoy! 1. Your New Patients - At the end of every new patient's first visit in your office, give them a CD and instruct them to show this CD to their spouse or significant other, so that they can understand why they are seeing a chiropractor. You can even tell them that you will give them a free gift just for sharing this video-CD with their spouse (vitamins or something). You should see the spouse and/or the kids within a couple of weeks. Even if you see 2 new patients every week - that's still about 100 new patients every year to hand these CDs out to. At one new patient for every six you hand out, that's about 17 NEW PATIENTS - families, kids, etc., per year. 2. Existing Patients - How many times have your existing patients told you that they would love to get their friend or family member or co-worker in to the office to see you- but their referral has his/her own thoughts or opinions about chiropractic - they don't think Chiropractic works, etc. - I'm sure you've heard it all. What better way to show prospective patients the "real deal" about what we do by having your patients hand out your CD to their referral. Make your patient responsible for telling you what their referral said the next time they see you. (This way your patients become responsible for building your practice.) This should account for at least 200 new patient "opportunities" each year. That's about 33 NEW PATIENTS! *Just so you know - - If you get 3 new patients every week, and have at least 3 existing patients tell you about someone they'd like to refer to you every week, that's six opportunities to hand out one of your personalized CDs. (By the way - Can you think of a better tool to give to a prospective patient than an Intro to Chiropractic video?) Anyway, 6 CDs times 50 working weeks (two are for vacation - you take them, right?) - equals at least 300 referral opportunities each year. If you get only one new patient for every 10 you hand out - that's 30 NEW PATIENTS! In case you were interested, the total cost of 300 CDs is about $1000.00. The total return on your investment is about $60,000 - you net $59,000! And that's with only one new patient for every 10!!! Please read on! 3. Health Days - Here are 12 ideas in one: You should have at least one "Special Day" each month like Valentines Day, Spring into Health Day, Summer Into Health Days (Get It?), Back to Health Week, Halloween, Thanksgiving, Patient Appreciation Days, etc. Have a special "Health Day" in your practice every month and offer a discount on first day services (free, or whatever you want). Offer this discount to the first 25 new patients only, and hand out as many CDs as you can before the actual day. Tell your patients about the day and then say, "If you know anyone who might be interested in Chiropractic or getting healthy, give them this CD and let them know about our special health day." (The great thing about these CDs is that they have a high-perceived value - People don't throw them away, and they get watched!) If you have 12 "Special" Health Days each year, and give out only 25 CDs for each day, that's a total of 300 CDs handed out. You should receive about 50 NEW PATIENTS for doing just about nothing! Total cost @ $1000. Total net profit @ $99,000! 4. Health Fairs: Have you ever been invited to participate in a health fair? If not, then go out and find some because they will offer you an excellent opportunity to grab a lot of new patients. How many other DCs do you think will be there handing out a cool, new age, one-of-a-kind personalized patient education CD? Not many, I can tell you that. And, you know that most people just throw away a paper business card. When you hand out your personalized CD, they will watch it and then pass it on to someone else. People just don't throw them away. Watch your new patients and referrals skyrocket from just one health fair! If you hand out your personalized CD to 150 people, you can expect at least 25 NEW PATIENTS! 5. Talks, Lectures, Screenings - Here are at least 15 ideas in one! Every great speaker knows that you have to leave your audience with something at the end of your presentation. At the end of your talk, right about when you've got them really excited about chiropractic care and you're ready to extend them your "special" offer to come see you - that's when you give out your personalized CD to everyone in the audience. That is powerful! Not only have you gotten them totally psyched about chiropractic care, but now you've given them something to show their spouse, friends, and co-workers...AND, something that they can watch when they get home to re-confirm that you and chiropractic are the right choices to make NOW! If you do one talk each month and have 20 people in your audience, that's 240 people each yearδthat's really at least 40 NEW PATIENTS! When you are doing a screening (in or out of your office), you must hand out one of your personalized CDs to each person that comes by to check you out. Some people are a little shy and don't like the "hard sell." So, give them something that will teach them about chiropractic in the privacy of their own home. I have heard from many new patients that come in after a screening that they really didn't "get it" while they were standing there talking to me, but when they went home and watched the video - they totally got it. It works! *Note - Even if you only do 5 talks, 5 lectures, and 5 screenings every year and only speak to 15 people at each event...That's 225 people that you have had the opportunity to meet and greet. If you only get one new patient for every 10 that you hand out (you will get more, guaranteed) that's about 23 NEW PATIENTS! Total cost about $937...total net return on investment = about $45,000! Keep reading - there's more! 6. Referring MDs, DOs, Lawyers, Massage Therapists, etc. - Again, many opportunities in one. If you establish referral relationships with other doctors, therapists, or even lawyers in your community, you should provide them with a stack of your personalized CDs. It's a great way to educate prospective patients about chiropractic. It's also very easy for the doc or lawyer to hand out one of your personalized CDs. Everyone else is just handing out paper business cards - Not You! Your (referred) new patients will think you are very successful, famous, and professional...and that you must be very good at what you do to have these "expensive" CDs in their doctors or lawyers office. (Perception counts for more than you know.) If you work with 5 doctors, 5 Massage therapists, 5 DOs, 5 MDs and 5 lawyers, and each one only hands out 5 CDs each month for you - That's 125 CDs per month or 1500 CDs each year. AND, if you only get one new patient for every 10 CDs handed out...That's about 150 NEW PATIENTS PER YEAR! 7. Did I Mention Your Staff? - Don't forget to give your staff some of your personalized CDs. They meet people all of the time. Believe me they tell people about you...and they try to educate them about you and chiropractic. Give them the ability to get it right every single time with your personalized CDs. You will be amazed at how many people they are able to bring in. (Don't forget to reward them for their efforts!) Here is the Sale Price: …50 CDs - $4.50 each ($225) …100 CDs - $4.25 each ($425) …150 CDs - $4.00 each ($600) …200 CDs - $3.75 each ($750) …250 CDs - $3.50 each ($875) …300 CDs - $3.25 each ($975) …350 CDs - $3.00 each ($1,050) Regular Price: …50 CDs - $4.99 each ($249.50) …100 CDs - $4.59 each ($459.00) …150 CDs - $4.25 each ($637.50) …200 CDs - $3.99 each ($798.00) …250 CDs - $3.75 each ($900.00) …300 CDs - $3.50 each ($1020.00) …350 CDs - $3.25 each ($1137.50) Well, thanks for reading down this far. If you are as excited as I am about the potential effect we can bring on the world by sharing the chiropractic message, then please call now to place your order at 1- 866-969-3508. We can get your personalized CDs out to you in just a few days. If you prefer to order your personalized CDs via the web, please go to http://www.chiropowerinc.com/cd/ordercd.html and follow the simple instructions on the order page. I thank you for your courage and never-ending focus on making chiropractic the #1 healthcare choice for people all over the world. Together, we can make an immeasurable impact on the quality of people's lives. If you have any questions, please call me personally at 1-866-969- 3508. For the love of Chiropractic, Dr. Len