Dear Colleagues and Friends, at our past SOCM meeting we were 
discussing

how to get your existing patients to refer more new patients to 
you. I was

explaining that the more you reduce the financial and emotional 
risk the

more new patients you will have.

     I reduce the financial risk by charging a flat rate of 140$ for 
the

first 2 visits for a standard new patient. It includes Consult, exam,

x-rays, ROF, and First adjustment. When you are consistent with 
this your

patients and the public know there are no big financial surprises. 
You also

reduce financial risk by giving  your patients the power to refer 
friends

and family at a reduced rate. My new patients can send in their 
immediate

family and one friend for the first seven days at our expense and no 
charge

to them. We also at each re-exam or re-xray report give the patient 
a card

that states the recipient can receive Consult, exam, x-rays, and 
ROF for a

115$ discount( 25$ cost).

    You reduce the emotional risk by making it very clear that no 
patient

has to stay under care once they view their x-rays(and really mean 
it). Our

job is to educate and the patient's job is to decide what is best for 
them

based on their own personal and financial situation. You love your 
patients

as they come in and you love them as they leave( they will return). 
You also

reduce emotional risk by running a clean, professional, and 
consistent

practice. You also have to let your patients know when there 
referral does

not stay, it was an honor that you were able to teach one more 
person how to

read their own x-rays and understand what a subluxation is. 
Otherwise some

will be embarrassed that you went to all that trouble and they did 
not stay.

    In the early 90's when insurance got allot worse our new 
patients went

way down. At that time my first visit could be as high as 330$ for 
the first

visit on a standard case. I started thinking about when I sold used 
cars in

Chiropractic College. The more inventory I had to choose from the 
more cars

I sold.

So I changed my "high and mighty attitude" to the more people I 
teach  the

more people I treat. It took a while to perfect, but eventually our 
new

patients went back up. And since 93 we have been selling one year 
of care at

a time and the practice is bigger than the good old 80's.

    Hope to see you in Dallas in March( www.parkerseminars.com ) 
at the

Intercontinental Hotel in Addison. We will have a great time.



                 LLL, Dr. Rick Wren( Founder of the Society of 
Chiropractic

Masters

                                                                         and

Parker Team Teacher)