Q: What i could use is how you present these "packets" to the companies. Should i put them in a folder or go sit down with the managers and go thu each page? I have put together the summaries/outlines of each program you described in your Smart Start book......and also the list of different workshops to choose from on a cover sheet. I enclosed a copy of my sEMG as well. What we have decided to do (besides the workshops and trying to just get employees in) is approach them with these "free" seminars in exchange to also do screenings at their business (ex. Lowes, etc) if it is the right environment. I don't quite understand the motivation behind the surveys yet if you would explain that to me so i might be able to explain it to them if asked. Do you think your CA & Marketing book would help me? If so how do i get it? I have another question and it is a strange situation. We have a chiropractor here down the road from us that is very upset that we opened in Oxford. The funny thing is that this dr. was a student of my husbands at Life about 5 years ago and we were going to buy his practice before we had decided to open our own from scratch......but he wanted us to pay off a $40k loan he owed as a part of the cost of the office. We made him an offer after he spent an hour showing us all over town and basically sold us the town before we even saw the office. When we made and offer less $40k, he turned it down. Needless to say we still loved the town and decided to open here. We have seen him at home shows and screenings at health fairs and he is rude as one can be no matter how nice we try to be and break the ice. He is not interested. I am telling you this story because he has a contract with the only mall in our area. He never uses it but he has a contract with them that says he is the only chiropractor that has the right to it. Is there anything we can do about this? We even called him and asked him if we could use it if he wasn't going to be and he insisted that he uses it every chance he gets to and more. We know he does not do this. This area is very ignorant when it comes to chiropractic. We really want and have to teach these people around here what it is. They are VERY medically minded. The only other place to do a screening around here is LOWES. We are currently working on that with the manager but it seems that anywhere but the mall people tend to want to just run in and out of places and get their things done. We did great at 2 homeshows screening over 200 people, but last weekend we bombed at Wal-Mart and it seemed no one wanted to stop their shopping and get checked. Like they were too busy. (our Walmart has a grocery store in it too and alot of people had food with them) So i was just wondering if there was something i could do to get into this mall. I know his contract is up in August but i think they will give him first dibs on it again......even if he isn't using it he doesn't want anyone else (especially us) to have it. Any sugguestions? Thanks again Dr.M. You are the best. A: Thanks for your e-mail .. sorry it took a few days to reply: First .. in chapter seven in the book there should be a breakdown of the programs as well as surveys. There are a few sample letters to write the companies. You may wish to purchase the Smart Start Disk .. for windows or Mac .. it has many of the forms and letters that are in the book .. all you have to do is rewrite them with subtle changes and your letterhead. The survey is two fold. If you are doing a workshop .. it allows everyone to fill out their address and phone numbers and offer them a way to come to your office for a complimentary evaluation. It also allows them to peek into their present health status and determine through your talk or while you there for a screening to follow up with an evaluation or discuss things with you while you are there. Second .. if you are having a screening .. these surveys create the same outcome .. often the screening surveys are shorter and to the point .. offers them an opportunity to be on your mailing list .. or take advantage of your office workshops or offer them a workshop where they work etc. If you leave a presentation of any kind without some names and numbers you lost these people forever .. if you have surveys or something similar .. you place these names in your computer data bank and send them a thank you for attending whatever you did and offer them some kind advice and an opportunity to come to your office. I often copy their survey and point out some chiropractic solutions for their problems. Same for meeting the company directors .. either chapter 2 or 3 details what to say etc. My CA marketing book is $35 and has about 1/3 as a copy of the PR stuff from the Smart Start Book .. it is a wise investment. You can call Heather at my office at 770-491-3639 and give her your credit card stuff and get both the disk .. $25 .. and the CA book if you like. You can also fax the info to 770-491-3799 As far the DC in town being upset with you .. there is not much you can do. In the Smart Start Book there is information concerning Spa alliance. Read this and alter it for the Mall .. you can offer a number of programs for their security and maintenance staff .. ergonomic walk throughs and safety discussions with their staff .. Create a Community Wellness Program .. look at Chapter One of the Smart Start Book or it's in the CA book ( it is also found on my webpage (http//www.mindspring.com/~chirosmart under class handouts .. chapter one) and provide the mall staff with a discount on care if they choose you as their chiropractor .. there are a number of special programs you can create for them that the other DC cannot .. yes you want it non binding ( you are the only DC) .. and you'll be able to deliver .. screenings are okay but you can use the Community Wellness program to discuss the same concept to mall stores and they can sponsor you in their store for screening their customers .. there are ways to get around your present problem .. I recommend you write a proposal about the Community Wellness Program and things I mentioned above for the mall management and send them something by mail or better yet meet with them .. just walk into their office prepared with a loose leaf book and plastic sheeted forms and ideas .. proposals to do the things you say you can and discuss this with them with start up dates .. follow through dates .. special workshops for their staff and even mall customers if they give you space and screenings in conjunction with a local charity ... be sure to ask them which charity they work with. Sine this DC's contract is up in August ..this is the time to approach them .. don't mention him unless they do .. if they say they have an alliance ask them what it entails .. does it include this .. this ..this and that (the things you will provide)? If you have a timeline and dates for things to take place and follow thorough and you look as if you have your act together it'll work. By the way .. the mall is not the most effective way to get patients as people shop at a mall from far away and you'd rather concentrate on your farm 5-10 miles around your office .. Look for shopping strips .. super markets .. Lowes and things like this. Read through the Smart Start Book again and work up the attorney and general community alliances. Set aside a few hours in the morning dedicated only for marketing .. either walking the beat .. meeting people .. or .. phone time. Read Chapter 4 in the book concerning screenings .. without a greeter it won't work as effectively .. Next time have a fish bowl with the sign on it saying win movie tickets and dinner. Fill out a survey and you'll be in the drawing for the prize. This way you have addresses and phone numbers to create your community data base. As far as buying this DC's office .. forget it .. create your own! Dr. M