From: Dr. Rick Wren (wren@texoma.net)

Asking For Referrals

First Visit
1. First phone call - „Is this appointment for you or the entire family?¾
2. Tour of office - „ This is where we examine families and friends for 
subluxations.¾
3. Consultation - „ I see that _____ referred you. We think a lot of _____ 
because he refers all his friends and family out here. We plan to take 
such good care of you, that you will feel comfortable referring your 
friends and family within 2 weeks.¾ 
4. Pre-frame Subluxation - When you Pre-frame Subluxation it makes the 
patient think of others with problems (see Pre-frame Subluxation 
script).
5. Exam - Discuss possible subluxations and possible symptoms. „Do 
you know anyone with these symptoms?¾
6. Home Instructions - Give heat and/or ice instructions and discuss how 
this is good for many other conditions. Ask about other conditions in 
their family.
7. Home Book - Send home a good information booklet on Chiropractic 
for other family members to read (Ted Koren¼s „Bringing Out The 
Best In You- An Introduction¾ is good). 
8. Home Video - Also send home a short video on Chiropractic and ask 
for the family to watch it to reduce questions and help understanding 
of the Chiropractic approach. Have a short test concerning the video, 
that the patient fills out and credit the patient¼s account the next day 
for watching the video
Second Visit
9. Subluxation of The Day - At Each visit your team member uses a 
nerve chart to teach where each nerve level affects the body. Example: 
Visit number 2 you would teach C2, Visit number 7 teach C7, Visit 
number 8 teaches T1, Visit number 12 you would teach T5; and so on.  
Use an 8.5 x 11.0 nerve chart in a frame hanging on the wall for Team 
to use (Parker #130-0090 at 1-800-950-8044).
10.  Group Report of Findings - Tell patients that they have 7 days to get 
their immediate family scheduled and you will pay for their exam, x-
ray, report, and first adjustment.
11.   Patient leaving office - Team member inquires „ How many are in 
their immediate family?¾ Give them a stress test for each family 
member to fill out and bring back (Ex: Dave Majors stress test through 
CLA).  The Team then inquires „ Who do you want to schedule now 
for a spinal check up?¾
Third Visit
12. Financial Report - Discuss the savings when a whole family commits 
to a whole year of care. Schedule any family member that has not 
scheduled since the Report of Findings.
Routine Visits
13. When the patient comments on improvement, Team member 
comments on how many people with same condition do not know that 
Chiropractic works. The Team member inquires „Do you know 
anyone with a similar condition?¾ then gives them a Referral Packet to 
give to that person.
14.  Condition of the Day - Pick a different condition each day for Team 
member to discuss with patients. „Headaches are greatly helped with 
Chiropractic care. Who do you know that has Headaches?¾
Spinal Care Workshop
15.  Close Workshop with special offer for immediate family to get 
checked within 7 days.
Re-exam, Re-x-ray, and EMG Reports
16.  Close report by giving a referral card to patient and stating  „Give this 
card to someone you know and it will save them $140.00 on exam, x-
rays, and report¾.
Public
17. Hand out your card to everyone you do business with. When they 
discuss their condition with you, you give them a referral card that 
saves them money on exam, x-rays, and report. When appropriate, use 
cell phone to schedule the new patient.