30 Ways to Build Your Practice

1.  networking groups

2.  practitioner referrals

3.  press releases for media coverage

4.  public speaking

5.  display ads

6.  yellow pages

7.  direct mailings

8.  flyer distribution

9.  after hours networking events

10.  writing articles for local publications

11.  health fairs

12.  seminars at local companies

13.  setting up booth at local health food store or gym

14.  blogging

15.  online press release distribution

16.  google adwords/PPC

17.  article marketing

18.  Search engine optimization for your website

19.  twitter

20.  facebook

21.  myspace

22.  online video marketing (i.e. Youtube and Viddler)

23.  free report for website/stock in businesses around town

24. email marketing/autoresponder follow up

25.  link exchanging with other websites

26.  Squidoo lenses ( http://www.squidoo.com)

27.  online or offline newsletters

28.  patient reactivation letters

29.  office open house

30. word of mouth marketing/internal referrals” onclick=”javascript:pageTracker._trackPageview (’/outbound/www.youtube.com’);”>30 Ways to Build Your Practice

David and Kristin Morelli, creators and hosts of the very popular radio show Everything Is Energy, are hosting a free teleclass on April 22nd called a Quantum Leap in Your Wealth.  If you fee like you have money blocks that are holding you back in your business and life, this should be a worthwhile event to participate in.

You can register for this teleclass by clicking here. Enjoy!

Kevin Doherty

The following is an outline from my teleseminar on 2/18/09 called Infusing Your Practice with Purpose and Prosperity

Why I’m doing the call tonight:

There is obviously a lot of doom and gloom out there with the economy. I’ve heard from a lot of practitioners who are feeling discouraged about starting or maintaining a practice. There is a lot of fear swirling around out there and many people are stuck in basic survival.

For me, the timing of all this is quite interesting, as I’ve just finished a 2 yr. process of writing a book called the Purpose Principle, which has just recently been released. What I want to do is share with you a few key concepts from the book and apply them directly to your needs as a business owner.

As much as anything, I want to offer you a sense of hope and inspiration from this call. It is very easy to get sucked down by all the negativity, so I think it’s really important to have the chance to absorb some uplifting and empowering information.

Now, I’m going to say something to you that you may not agree with, but I really hope it that’s the case that you have a shift in mindset by the end of this call:

There has never been a better time to be a practitioner of the healing arts.

Now, how could I say this with the down economy? Well, first of all, I’m witnessing it firsthand in my own businesses and in many of my coaching clients who have never been so busy.

You see, the success of any business comes down to positioning, which is how you perceive your role in the current state of affairs and secondly how your target market perceives you.

I want to start here by talking about your perceptions and how they are affecting your business. How do you perceive your role as a practitioner?

There are 2 fundamental orientations that you can embrace in your work right now:

1. The belief that it’s really hard to run a practice, that the economy is to blame, that people can’t afford your services, that you’ll need a second job, that change is hard, that you have to focus on your basic survival and not much else, that money is a burden, that success is random

2. The belief that you have something to offer people in this day and age that is so incredibly valuable and precious and that you sincerely want as many people as possible to experience this, that there are hundreds if not thousands of people around you right now who could greatly benefit from your work and who can make the sacrifices to afford it, that if you position yourself as a highly credible expert that there will never be a shortage of business, that your success is a choice, that money is a symbol of generosity and freedom in your life instead of just survival

So I ask you, which side of the fence do you lean on? What is your fundamental perception of what is true? And can you be really honest with yourself to expose any tendency you may have toward the former set of beliefs? Because we are all vulnerable to this way of viewing reality. It is the predominant form of expression happening in the world right now.

When I coach new clients, this is always the starting point in our work. I can usually tell within a few seconds whether someone has an aura of poverty or prosperity, victimization or purpose.

So one of the main ideas I want you to consider here is that your success as a practitioner is entirely up to you. It is a choice, regardless of what anyone tells you. If you’re in a receptive place, this will come as good news. If you’re more interested in holding onto disempowering beliefs, then you’ll likely resist this idea.

Purpose and prosperity will start to manifest in your life when you are sincerely ready for them. Until then, you’ll live out the conditioning of your upbringing, playing out old storylines and beliefs. This willingness means that you are ready to be honest with yourself and expose any and all obstacles that are standing in the way of your success. When you do this, you’ll see that your obstacles are not YOU. You can liberate them in any moment.

Yes, there are a lot of techniques out there for creating abundance and success. You can study the law of attraction. You can do hypnosis. You can do EFT. You can do visualizations. You can meditate. But none of this will work until you are willing to change.

And when we’re looking at our obstacles, we have to see there’s a payoff for staying stuck where we are. We don’t have to change. Attracting more money and success into your life often means that a part of you has to die—the part that doesn’t take things seriously, that is irresponsible, that wants to postpone what is important. Being stuck means we get to stay comfortable. And that is how most of us live out our days—and why most holistic practitioners never achieve lasting business success. They are not committed to change.

So, going back to our current economic situation, why not perceive this as a very powerful wake up call? A catalyst for your own evolution? Why not turn poison into medicine?

Instead of personally buying into the fear and stress, how about choosing to let go of any tendency to feel victimized by what is happening? Instead you can actually transmute all that distress into inspiration, wisdom, and abundance? Why not offer these qualities to every one of your clients? Exude these qualities energetically and in all of your marketing materials?

This is exactly why many of my coaching clients are busier than they’ve ever been. They are using all the stress and fear out there to their advantage. They are creating wellness packages with a focus on stress reduction. They are finding creative ways to promote this message. Now, the only way they can do this is if they aren’t personally identified with all the hardship. Instead, they are turning poison into medicine.

So, you have to be willing to see your obstacles to purpose and then set strong intentions to free these obstacles instead of dwelling in them.

This is the first part of the puzzle. Next, you have to learn to use your mind in a creative, non-habitual, resourceful way. A lot of people ask me about the law of attraction and how to use this force to build their practice. Honestly, if you don’t do what we’ve discussed up to this point, you can’t use the law of attraction. It will only be an egocentric game of trying to get more things to make yourself more comfortable. You have to clearly see your obstacles first, and then neutralize their momentum.

At this point, one of the most helpful things you can do is use your mind in a more purposeful way. 99% of what takes place in our mind is habitual thought. We replay the same soundtracks endlessly. And if we do this, we’ll take the same actions, and get the same results and circumstances over and over. It’s all part of the same continuum.

So what you can start doing every day, ideally to begin the day is to spend 10 minutes mindfully arousing the faculty of imagination to focus on what you really want. You don’t allow in any fear, distress, or lack into this exercise. You just rest your attention on your ideal practice, your ideal circumstances. Then you let it go. No attachment.

When you do this, you set a very powerful and intentional tone for the day. Your mind will become more lucid. You’ll awaken faculties in yourself that have been dormant. These faculties of imagination are your building blocks to a new way of living. They change your inner foundation, which will eventually lead to outer changes.

So every day, you consciously arouse a new kind of way of perceiving yourself. You choose to create a purposeful presence. Your practice becomes a symbol of this process. As you do this, everything you do becomes much more potent.

Then, every day, you commit to this regardless of what is happening outside of you. You choose to drop any resistance to what is showing up in your life right now. Instead, you neutralize resistance, which manifests as attachment to anger, fear, stress, and so on, and then you consciously put your mind in a purposeful place by focusing on what you truly want.

This is how you can use the law of attraction. It is actually a completely egoless process because when you do this, your focus is much more on how you can help others rather than how you can get more stuff.

So, let’s clarify some truths when you’re coming from this place of purpose:

• There has never been a better time to be a practitioner of the healing arts.
• I will not personally get attached to the negativity, fear, or pessimism that is running rampant in our society
• I can choose to turn poison into medicine and have my practice be a resource of inspiration to others
• My success is a choice
• I can use my mind in creative and purposeful ways to keep my focus on what I really want and how I can most help
• 2009 can absolutely be my most amazing and prosperous year ever
• Money is now a symbol of generosity and freedom in my life
• Whenever I find that I’m wallowing in stress, anxiety, depression, or doubt, I can choose to arouse a more purposeful state of mind simply by changing the focus from what I don’t want to what I do want
• All of this can be effortless because it is my natural state of being

If you want to learn more about building a practice with a purposeful and prosperous foundation, you can check out my new book The Purpose Principle at http://www.buildyourdreampractice.net/purpose

Kevin Doherty

Practice building coach

We all know that the economy is in a state of turmoil and that many small business owners are feeling the pinch. As an acupuncturist, chiropractor, or therapist you may have noticed that things have slowed down in the past few weeks for your practice. The phone is ringing less and some of your loyal clients are having to cancel for now.

Inevitably, this will lead to dwindling cash flow. And, for the average practitioner it’s stressful and unsettling.

Meanwhile, there are still many practitioners out there doing great and enjoying a lucrative and busy practice. They are the ones saying, ‘what recession??’

They seem to transcend all of the conventional anxiety about the stock market and the bad news about the economy.

So, what is it that separates these two groups, the one that is struggling and fearful from the one that is thriving?

Technical skills? Office location? Lower fees?
Actually it’s none of the above.

Really, the ony thing that separates these two groups is…. how consistently and aggressively their practices are being marketed.

The high volume clinics are the ones who understand just how essential marketing is for their practice. It’s the engine that drives their practice growth. More than anything else, it is what enables their practice to thrive.

So, the biggest mistake you can make is…

Cutting your marketing budget when your practice revenue decreases.

This is the time when you need to be more creative, savvy, and skillful than ever before to hit your target market with exactly what they need to hear in order to attract them to your practice. Don’t put a stranglehold on your marketing budget or the other activities that will directly lead to greater revenue and profits.

Continue to invest in marketing strategies that are proven to bring a good ROI, which in this day and age continue to move toward the internet. I would highly recommend that you invest a substantial amount of your marketing budget into building a website that is head and shoulders above your competition and is loaded with all the latest tools that will enable your audience to be blown away by the power of your message.

People are absolutely still searching for your services. But they are more selective and they only want to go to practitioners who are the best of the best. Your marketing should position you in this way. You need to be the practitioner who exudes an energetic and tangible sense of generosity and expansion during this time. Don’t just act like another stressed out person; be a role model to your community and show them how you can help them with their anxiety and stress around the economy. If you put your marketing dollars into this endeavor, you will find that it pays you back tenfold.
Kevin Doherty

You’re going to be seeing some big changes on the Dream Practice website in the near future. You see, I’ve had somewhat of a revelation lately that has inspired me to take a different direction. Up to this point, a lot of my focus has been on business and practice development– marketing, websites, all the nuts and bolts of running a practice.

What I’ve realized is that while I do have a passion for helping practitioners with these things, what I care most about is helping them transform into what I would call conscious entrepreneurs. What does that mean??

Well, you’ll find out soon enough if you get the new audio on my website. Being a conscious entrepreneur means that you merge your spiritual values with business skills. You integrate your vision into the conventional world without compromise. As a practitioner, you stay true to your highest ideals and you hold your patients to those same standards.

What I’ve decided to do is create a new Ezine called the Conscious Practitioner that will be emailed bi-monthly to anyone who leaves their name and email on the home page of the website. This will be full of both practical marketing tips and support with your personal and spiritual development as a practitioner. I have to tell you, I am on FIRE about doing this.. This epiphany has led me to revamping everything I’m doing as a coach so the purpose really boils down to helping you become a conscious practitoner.

I’ve also started a new group called The Conscious Practitioner on Facebook that I encourage you to join:

http://www.facebook.com/group.php?gid=41498131868

This will be a dynamic forum to discuss the principles of conscious entrepreneurship for acupuncturists, chiropractors, massage therapists, and other healers and therapists.

Kevin Doherty

I’ve known many acupuncturists, chiropractors, and massage therapists who describe their practice as a roller coaster ride that they can’t get off of. They have lots of ups and downs and highs and lows. Some weeks are great– they have a full schedule and the promise of a solid income for the week. But then the next week is the exact opposite. They have only a few patients on the books and their phone just isn’t ringing.

Why does this happen? Well, there is certainly some inconsistency to be expected if you’re just starting out in practice. Some weeks will be better than others. But if you’ve been practicing for more than 2 years and this is STILL happening, then there are some weak links in your practice management skills.

The root source of this issue comes down to one word– systems. If you have the right marketing, education, and patient retention systems in place then the odds of enjoying a stable and successful practice go up exponentially. The key here is that you consistently and methodically implement the right systems into your practice. How do you generate new leads for your practice? What do you say to prospects who call and are looking for information? What do you do to ensure that the initial visit is a fantastic experience for the patient and that they are fully educated about the scope of your care and they understand exactly what is entailed in the treatment process? What do you do to recall inactive patients?

If you are repeatedly taking each patient through the same successful process, then you understand systems. Based on this, most of your patients tend to be compliant; they do what you tell them to do and they turn out to be good patients. If you are inconsistent in your systems implementation, you will either not get enough new patients in the door or you will lose your current ones a lot more quickly than you’d like.

The 6 figure, high volume practices out there have good (although often not great) systems in place. This gives them predictable and successful results each and every week. If that’s what you’re striving for, it’s time to learn about systematizing your practice so you too can finally enjoy the process of building a lucrative practice.

If you’d like to learn how to do this, we are holding a 4 hour teleseminar series beginning on Friday November 14th. You can go to http://www.buildyourdreampractice.net/attractleads-patientretention.html to get more information.

Kevin Doherty
www.buildyourdreampractice.net

The other day, my wife was at the gym when she bumped into an acquaintance. They started talking about things and my wife asked this lady what she did for a living. After stating that she was a psychotherapist, she told my wife that she had caught wind that I was an acupuncturist in the area. As my wife confirmed this to be true, this woman’s immediate response was, “Does he struggle to make a living like every other acupuncturist I know?”

My wife laughed and said that actually I have always enjoyed a successful practice and that I actually do business consulting for other practitioners. Hearing this, the psychotherapist proceeded to tell my wife that many of her clients come to see her for therapy because they are body workers and healers who are really stressed out because their practices are struggling.

Now, this story struck me as both kind of funny and kind of sad. What so many practitioners still don’t realize is that they need solid business and marketing skills if they are to make a living in the healing arts. Getting therapy, or cutting out gluten, or spending your time doing guided imagery– all of these things are great, but you still need to understand the nuts and bolts of practice building if you want to have your own business.

The point here is that you actually get to the root source of your distress. If you feel the need to seek therapy because your practice is stressing you out, what is the real cause of this? Yes, you do need to work on letting go of limiting beliefs. But how much of your stress is caused by the fact that you really don’t know how to get patients in the door or how to retain them? How much of your stress is caused by the fact that you don’t have the right systems in place that yield consistent and predictable results? If you don’t face this stress head on, then you can get all the therapy in the world and it’s only putting a bandage on the real problem.

If you read my free report (on the home page of www.buildyourdreampractice.net) you’ll see that I talk a lot about gaining the business skills necessary to run a business. You can be a great practitioner but without the right knowledge, you’ll struggle. Many practitioners have to learn this lesson the hard way. They are frustrated for many years before they finally see that they have to invest in a new kind of knowledge and understanding.

Don’t let this be you. Get the help and support you need now to take years off your learning curve and save you a lot of heartache and frustration. Sure, keep going to therapy if that is helpful for you.. but round out your support by learning how to effectively manage your practice.

Kevin Doherty, L.Ac.

The success of any business boils down to 4 essential components. If you have all 4 of these in place, congratulations! It is likely your practice is generating a solid 6 figure income for you year after year. If you have any weak links, your whole business model can lead to stress, instability, and severe problems.

1. Lead generation– There has to be a constant stream of new people hearing about your practice and taking interest
2. Lead conversion- A certain percentage of these people must become patients
3. Patient Retention– Low turnover equals more stability
4. Per Patient Revenue–Must make enough per patient to have a financially viable pratice

Now, we have heard from a lot of practitioners who seem to think that all of their problems are caused by poor lead generation. They just aren’t getting enough new patients in the door. Believe it or not, however, we have also worked with practices who only get 3-4 new patients a week and are still seeing between 100-180 patient visits per week and are grossing $3-500,000 per year!

How could this be? Well, their patient retention is very high. And they charge more per patient than their competition. They are using a specific methodology in their patient education and marketing that sets the stage for higher quality, more compliant patients. This can be done in a very ethical and honest way that helps the patient experience the deepest potential of the medicine you offer.

We are interested in putting together a teleseminar series that walks you through the details of each of these 4 components of practice success with a particular focus on patient education and retention. If this sounds appealing to you, we’d love to hear from you! Email us at info@buildyourdreampractice.net and let us know what your needs/wants are.

Kevin and Dominic

If you are an acupuncturist looking for ways to grow your private practice, I encourage you to do a little market research and see what other acupuncturists are doing to market themselves. If you surf the web or look at various display ads, you’ll probably notice rather quickly that most acupuncture marketing pretty much looks the same way, has the same phrases, and conveys the same impression. The problem is that the conventional ‘website as brochure’ or ‘ad as brochure’ type of marketing has the same end result: It simply does not work and is a poor return on investment.

Most acupuncturists make one massive error in the way they approach marketing, one that could profoundly undermine their ability to generate new leads and qualified patients for their practice. The most common mistake is that pracittioners talk about themselves intstead of their patients. Just about all of the ads and websites I have researched are guilty of this marketing blunder. The ad will say something like, ‘Balance Acupuncture, In practice 10 years, specializing in allergies, located in downtown Denver’, with a picture of the business logo or some other fancy graphic.

The problem with this is that nobody cares who you are until you show them that you can help them. Now, I want you to read that sentence again. If you fullly grasp it, you are on your way toward revolutionizing how you market your practice. Don’t even bother talking about who you are or what you treat until you’ve reach out to that prospective patient and said, ‘Hey, I understand what you’re going through– and I can help. Here’s how.’ If you don’t do this, you will lose about 95% of your prospective audience. This is why typical display ads don’t work and why your website may not be generating as much business as you’d like.

What we are talking about here is basic copywriting and sales skills. Amazingly, even most large companies pulling in millions of dollars in revenue don’t get this right either. They still focus on their product rather than the solution it provides. As a business owner, you are a problem solver for people. If you can show them that you have the solution they have been looking for, they will consider your services even if it is foreign to them as acupuncture so often is. If you can speak to your customer’s needs and engage in a benefit oriented conversation with them, you will gain an enourmous competitive advantage in your local community. As you create or review your promotional materials, please keep this in mind. People don’t want to be sold to. Maybe in previous generations this worked very well. Many of us are still caught in ‘old school’ marketing like this, where we go out and try to find prospects to sell our services to. In this day and age, people want to be educated first so they can make their buying decisions in a relaxed, non-pressure based manner.

Honestly, there is a very elaborate methodology to this process that is beyond the scope of this article. I encourage you to keep studying these principles as it will be necessary to ensure the longevity of your practice.

If you’re like most acupuncturists in clinical practice, you have been surprised by how challenging it can be to build and maintain a thriving acupuncture practice. Now, let me say up front that this is not because you lack solid clinical skills or a true passion for what you do. Most acupuncturists are very good at what they do and they love their work.

The problem is that you were never taught the right ways to market your acupuncture practice. Building a practice is largely based on how well you understand the ‘game’ of getting exposure for your practice. After this, it is essential that you have the right systems in place in order to fully leverage your time and to ensure that each patient’s experience in your practice is smooth and professional. Most acupuncturists I have worked with do not have a lot of the systems they need to guarantee their practice stability and growth.

So, how do you get exposure for your practice? Well, there are many ways you can do this. Many acupuncturists try to place a pretty expensive display ad in the local paper, only to discover in frustration that it was a waste of money. Advertising can work, but only if done in the right way. Generally, I recommend direct response advertising. This is when your ad has a 1-800 number or a web link you can send the reader to where they can get a free report or some form of information in exchange for their contact information. This approach works much better than just placing an ad in the paper that says ‘In practice for 10 years, specializing in allergies, located in ___,”

Aside from advertising, you absolutely need a website for your practice. There is a whole method behind creating an effective website that is beyond the scope of this article. When your site is set up right, in most markets you should be generating 2-5 new patients a week from it. You should also consider aligning with other practitioners in your area. As with everything, there is a science behind how this is done. You should also consider networking groups such as BNI.

Getting enough qualified leads to know about your practice is really just the first step and certainly does not guarantee your success. What if a lot of those leads aren’t converting into new patients? Or what if they only come in for 1 or 2 treatments and then they disappear? This is where patient education and systems come into play.

For now, spend some time learning about internet marketing and setting up a website that actually sells what you do and gets traffic to it. Do some inexpensive direct response advertising, and make strategic alliances with other practitioners. This will be a good start to marketing your acupuncture practice in a very effective way. To your success!