August 25, 2003
from Greg Stanley, Guest Motivator

I've noticed that when doctors are getting a few referrals each 
month from other patients within the practice they naturally assume 
that the practice is conducive to patient referrals. This is seldom 
the case. Each practice achieves what we call referral intensity. 
This intensity ranges from patients being reluctantly willing to 
admit that they visit your practice, all the way to phoning everyone 
in their rolodex to tell them about the wonder of your their 
chiropractic experience in your practice.

If you are getting 0-10 referrals per month, we give you a 25% 
referral intensity rating. 11-20 is a 50% rating, 21-30 is 75% and 
40 referrals per month or more is 100% referral intensity. Low 
referral intensity indicates that you can inspire the easy patients to 
refer. These rich, heavily insured patients are used to being abused 
by the burned out staff and doctors of the managed care penal 
system. To hit 100% you have to be able to inspire a wide range of 
patients with the quality of your service and you clinical results.

Even your mother thinks you're cute. You've got to be sharp to 
impress the uninsured, unemployed patient who has been told that 
chiropractors are the great Satan. Start now to track your patient 
referrals. Perfect the Cost, Convenience and Control factors in your 
practice and you'll be at 100% referral intensity in six months.

Greg Stanley
Whitehall Management
info@whitehallmgt.com