Q: Dr. Joel: I have been practicing Chiropractic for 3 years as an associate. I was the only Dr in the office averaging approx. 10 new PI patients a week. It was a great experience and I learned a lot about PI as well as how to manage a high volume clinic, but I was "burned out" on PI and felt as if I needed to do more for my community and myself personally. I opened my own office 3 weeks ago. Decided to do some marketing and hired a firm with only some success. I have sent newsletters to all of the business and residential addresses in my zip code, ads in newspapers, letters to attorneys, letters to M.D.'s, letters to Athletic Trainers at local Universities and High Schools, as well as letters to Sports Medicine Directors at 2 local Hospitals. I feel as if I am missing the boat. Kind of mad I worked 3 years doing only PI and feel as if I have totally forgot how to connect with your basic wellness patient. I feel kind of lost and Chiro friends from school are all telling me to use all of these different Coaches. I have no idea which way to turn. If there are any ideas on Coaches that you respect or any personal thoughts that you could shed light on for me, it would be greatly appreciated. A: Now as far as your question. There are a number of issues here. First .. new attempts at establishing an office takes time. Three weeks is still in the embryonic stage. Hiring or using a service like Metro Marketing (not excatly sure what they provide) is a viable option and a good start but everything takes time and more important needs focus. Your reaching out to the community with newsletters and expecting them to generate instant replies is fraught with high hopes. Better is to select one area and send material .. followed up with a phone call and even a personal appearance. I have given over 95 ergonomic workshops throughout corporate Atlanta. It took time and persistence to get some response and momentum. But I focused on clerical workers first. I delved deeply into this area and after a few hits and some referrals from given talks did I tackle the material handling workers. There must be a method to the madness .. similar to my most recent e-mail where I described the DC who sent me his 6 week pie in the sky plan to activate his practice but needed fine tuned focus to slowly build the power base he wants. Yes this is where a coach comes in just like in any business. Corporations pay millions for coaching and outside consultants. I am speaking this weekend at the Fernandez Seminar here in Atlanta .. a fine coach .. and sat in a class from another speaker who made great sense. He asked us how much money does it take to get people into McDonalds .. in other words their marketing budget. It's huge and for good reason each person that eats a Big Mac brings others. They see the value of spending funds and focusing their attention less on the burger but more on the patron. Same with you .. you want to get new patients and follow the lead of others .. great .. but focus both money and energy and when patients come in focus more on referrals and continued momentum for growth. So .. if I were you .. I would not be too frustrated. You are far ahead of most DC starting a new practice. They may spend thousands at seminars and listen to great words of wisdom and are wowed by the energy just to return to the office and stare at their telephone expecting it to ring .. they think doing nothing but attending and listening to great speakers and spending money does the trick .. no .. it's focus .. training .. proper procedures .. encouragement .. persistence .. follow through. There is no other way. SO .. DON'T STOP .. just focus one on area and continue on. If you have a few extra bucks I would start with my Smart Start Book which has helped so many new DC's. There is an Independent Study using this book on my webpage under Practice Tips and even a Getting into Corporations guidelines. My Marketing and Workshop Workbook has repeat of material found in the Smart Start Book save a few extra ideas (possibly the Workshop Book would be more of a companion). As far as seminar and consultants out there .. there are many. Some focus on training a strict adherence of scripts. Some are marketing geniuses while others attempt to give you some juicy ideas but the bottom line is to really sell you some equipment or products. All have much to provide. As far as Fernandez .. who I feel comfortable discusing since he offers me an opportunity to speak to his clients and their staff within most of seminars .. all in Atlanta .. he offers a Practice Starters Program. The unique thing about his program is his literal coaching. He calls his clients weekly and discusses their statistics and what they have to do. Talk about committment and follow through. He isn't cheap but you get a coach and he limits the number of clients he has. If interested you best call them for details at 1-800-882-4476. I can always invite someone for a free weekend as my guest .. the next one is in early April and will be focusing on creating alliances with the community .. just as you are attempting to do now. There are little strings attached for those that attend as a guest .. no hype and no arm twisitng .. as far as I can tell. It may be worth your time and energy to make the trip .. call them if interested I realize you wanted me to discuss the merits of consultants but I cannot honestly do that .. they all have merit .. it is the DC that attends that must work with the material which is the trick. Attending Parker seminars with many consulatnts providing an hour or two of their experince may also offer you an opportunity to check them out. As far as you .. I would check my webpage often and scroll around Practice Tips and Cyberconsulting. If you wish to send me a 4-6 week plan and send me also via e-mail what you send out .. I can twaek it for you as best I can .. sharing is caring.