8-21-98

Let¼s start at the beginning:  CA = CA book ... SS = Smart Start Book

Create a Farm .. 5-10 miles around your office ..Page 7 (CA book)
	Drive around your office and note the retail .. residential ..clerical and labor places
	Page 43  in the Smart Start Book ..using survey¼s and calling companies you loged
	Ask patients where they go to work and church or civic organizations (pg. 61 SS)
		Use format pgs. 45-47 in CA Book
	Use menu format on pg. 63 SS book after calling on pg. 61-62 SS Book
	Look for a gym or Spa and use format pg. 70-71 in SS book

Note: The purpose of the above is to stimulate your practice. It is important that you 
dedicate the proper time to make the calles and hit the streets .. this may mean that one or 
both of you close the office in the mornings and do nothing but promote. If you dedicate a 
specific time for phone calls .. that is all you do .. no adjusting or anything .. this is serious 
beusiness or you¼ll have no business!

Next: As of this weekend .. be prepared to succeed .. as you begin to creatye your Farm 
you are doing something .. meeting people and giving your card to anyine within your local 
5 mile area .. just a handshake and a „Hi .. I¼m Dr. Morales and I¼m a chiropractor just 
around the corner next to .... if you every have need of a chiropractor I hope you¼ll come 
by.¾

Now this isn¼t the best dialogue .. but it is the beginning .. if you craete about 3-5 
newsletters and follow the idea on pages 9-14 in the CA book (also 5-7 in SS book) .. you 
can begin the process of meeting the folks near by .. even the small 2-5 people offices and 
creating a wellness program for them .. The answer to your new patient questions is 
simply .. the more people you meet the more people you¼ll care for.

This is all I have time for today .. I will continue this weekend and fax again on Monday .. 
the CA book is in the mail

Dr. M