From: Dr. Margolies Being an instructor in a chiropractic college with a class of 150 students within a few weeks ready to graduate, I get the proverbial rush of questions concerning what to do now. Even though I do a "hell of a job" attempting to walk them through an 8 week break in period of what to do .. even though I wrote a cost effective text that goes along and even hand feeds them with effective management and marketing ideas .. they still are clueless until the time gets serious .. isn't that how we all operate .. or at least the majority of us? Or .. our patients coming in a crisis only .. even after all the workshops, handouts, newsletters, etc. I spent two days with a number of students and spouses, and wrote to a few via this e-mail .. which is a great service and idea. I especially appreciated the feedback I received from my contract e-mail .. last one .. asking for success and horror stories .. or copies of contracts .. the response was welcomed and I will pass it along to those that need it the most. By the way, if any of you wsih to send a contract or whatever you feel the students would benefit from, you can send it to my office at 3440 Lawrenceville Hwy, Tucker, Georgia 30084. Below is the response to one new graduate that was already burnt out after less than a year in the field. He worked awhile and "slaved" for another DC, but recently decided to go on his own. So, whether you are reading this as a student, a new DC, or a chiropractor with 20 years of experince .. it'll juice you up (maybe turn you off .. hope not), but will stimulate you to think. The question was how do I overcome my fear of failure and what steps do I do to succeed? My response was: You'll have to do some homework. My answer to starting out is quite simple ... read my Smart Start book. Look through each chapter. The final pages concerns marketing the beginning pages of each chapter concerns practice management. Have you prepared yourself by working with the scripts .. the consultation .. the case management of scheduling and talking fees ... what to say to a company to determine if you can give workshops .. etc. etc. Have you practiced with someone .. even with a mirror? This is where the confidence is .. this is where the power is ... this is where your strength to overcome is ... this will be your guiding purpose! Starting Smart is being prepared. Starting Smart is creating awareness within yourself and through you to others. Starting Smart is being available to adapt to each road block and pass through to the next. Starting Smart is being aware of the weakness and bolstering your resolve to leap over the obstacles and doubts to reach the goal. Starting Smart is preparing yourself with written policies .. a timeline .. a preparedness that will work with you to bolster the weakness and balance you with the strengths. Yes .. you have loans .. yes you will have bills to pay .. yes patients must come from somewhere .. and be nurtured. Do your homework and all else will follow. Drive around your office „farm.¾ Create logs of businesses and residential areas. Make the calls and send the material. Create a number of newsletters and print enough to canvas the area. Begin each morning with marketing as the primary reason of being there. Spend the time by walking the beat .. spend time meeting and greeting .. spend the time creating an alliance with the health spa .. health food store .. the attorney .. medical specialists .. etc. It¼s all in the book. Create .. re-create .. and create again. Only by planning do you leave nothing for chance. Only by planning do you create success and ward off failure .. only by planning do you grow from within and nurture those from without. These may be mere of words .. but there is and will always be meaning .. a Purpose.