cpt. 7		Page 1



Chiro 3327	       Dr. Joel E. Margolies                    Cpt. 7:     

Workshops: (pg. 188)   

Number of people you¼ll meet = number of people you¼ll see

Workshops can double your office numbers  ... Can¼t do it .. Train someone ... PR = NP

	Workshops are part of marketing ... On-going programs ... Varied programs

Special Bureau:  -- speaker¼s ... ergonomic ... wellness ... send material 

     Rules to abide by:  Have someone accountable and responsible for follow through

Confirm a day in advance ... get a head count .. 2 classes per day .. 25 people is OK

       Have all material ready to go .. pick up and leave .. Props.. surveys .. pens .. etc.

Bring the correct set of slides  .. extension cord .. extra bulb .. adapter  (2 prong)

	Arrive 15-30 minutes early .. place material in front or on chairs .. Write terms

   Greet people  .. Educate .. NO hard sell .. place emphasis on Posture .. Health 

	Request thank you letter from the sponsor .. Letters = Credibility

     Where to speak? .. Your Farm .. A NO today may be a Yes six months from now

Survey: (pg 192) Go over collectively .. emphasize evaluation .. everyone deserves

	Introduction: (pg. 195) You are the expert .. Why and Because of workshop

Show spine .. Relate to it .. Introduce the Chiropractic Role and Purpose .. Show slides

	Close: (pg 200) Practice your close .. tell them three times .. Why/Because

No questions .. Answer individually at end .. Steps to a Great Workshop 

	Seven ideas: Expert .. Survey .. Auto .. Topic .. Examine .. Safe/Smart .. Close

Stress Signs .. Headaches .. Pain .. Fatigue .. Sleep . Digestive .. Irritability . Allergies

Yes .. they¼re symptoms .. Remember ..Lecture on the Spine in the office .. One shot!

       Get them there from the Workshop .. They relate to what they know ..  Stress ...


Group Workshop .. Via survey .. Show of hands .. Last 30 days .. Not Ok .. Be Serious

   Auto Analogy .. Fix now or Pay more later .. Crisis or Prevention .. Take Action

Final Close:  4-5 steps .. learn it .. know it .. Rehearse it .. One Shot!

	Opportunity ... (describe the offer) .. Value of exam .. Why free .. Ease to use

Tell them three times .. If history of No Shows .. Confront  .. It¼s RUDE .. Be serious

	In office gather data .. Follow up phone call  .. schmooze .. Appt.

Go over their survey .. Their motivating reason not coming in .. Be Sincere .. Capture

	Other workshops: Other topics .. Lunch and Learn .. Lunch and Dinner in 
Office

 Spinal Care Class .. Patient Homes .. Health Spas .. Dinner (Restaurant) Workshops 

	Resource for Workshop videos: 1-770-834-6669 .. Dr. Peter 
Lazarnick

      Wellness and Post Office Workshops and Workbooks: (pgs. 208)

Stress has four component parts: Emotional .. Physical .. Chemical .. Neurological

OSHA regulations .. Safety Talks .. Make them quick .. Surveys and Follow Through

	Walk through facilities .. Present Ergonomic Safety Evaluations ..  



Questions to ask yourself:

Ä If you had to take over a practice next week are you ready?

	If not .. or not real sure ... Where are you weak?  Let¼s discuss it ......

Ä If you decide to be an associate .... do you have a goal when you¼ll go on your own?

	Is there a money limit ... a time limit ... an experience limit?

Ä If you plan to go it on your own .. have you come up with creative financing?

	Have you planned the first six months of expenses .. are you ready?

Ä Have you really made the time to go over your Smart Start book and highlight ideas

	Don¼t wait to call me later ... look through it now and let¼s discuss it