Million Dollar Practice Builders with John Nesbit: Recent Episodes
John Nesbit
Weekly podcast with master marketer John Nesbit providing growth-oriented doctors with the marketing tools they need to build multi-million dollar practices and beyond.
One of the best ways to expand your practice is to offer additional services. Here are the two things you have to get right to be successful with this in 2021.
It's literally my business to pay close attention to Facebook and to be ready for changes in Facebook advertising for my clients.
Here are my predictions for this year and how it relates to your practice advertising.
It all starts with the click! I got a question in "How do I get people to click on my Facebook ads?" The answer is not what you may think.
Hi, As a practice owner, where are you on the scale of motivation? Money? Duty? It makes a huge difference in your eventual success. Conquer this in 5 minutes.
You probably have your patient delivery down to a smooth machine. How about the other 20 areas of your practice?
If you are feeling stress in practice, it's a symptom with an underlying cause. Take 5 minutes and get the cure.
I get so angry when I hear how marketing companies mistreat their clients. Crap results, lame excuses, and poor communication. Let me give you an example:
I just found out why so many practice websites chronically underperform. It's an error in who the website was made FOR and losing sight of the real PURPOSE of a website.
When things are crazy, you have to look at what you can control. Here is my honest advice on how to prosper in our new turbulent world. Plus, I give away access to our top-tier services at a discount and with as little risk as possible. Let me and my team help you thrive in 2021. Please consider my offer.
Some practices give up and decide that holidays are "slow".
These practices prove that doesn't have to be the case.
Here's how they do it.
Where are you going to be in 12 months? Whatever your goals are for 2021, you will need a consistent flow of qualified new patients to go along with it. Referrals won't cut it, you need paid advertising. Watch this video and learn how to plan for the future.
Are you scared that your next marketer is going to be a scam? Is the old saying of “too good to be true” actually correct? Watch out for this particular scam.
This may be controversial to say, but different people are different. Teenage girls are not as interested in sciatica treatments as old men. Women, by a survey, tend to make the health care decisions for the family. Stereotypes exist for a reason. Ignore them at your own peril.
It used to be quite the game to get as many “likes” as possible for your Facebook business page. People put up posters in their practices and sent out emails. But things have changed a lot since then. Having tons of “Likes” now can be a liability. For example, Facebook will let your competitors target people, in part, because they “Like” your fan page. What?!? Yep. So what should you be doing instead? How can you turn this liability into something positive?
Newsfeed, Sidebar, Audience Network, In-app placements… I swear Facebook has 15 ways to run your new patient ads. I know cuz I've tried them all. I found that only a couple ways actually work. The rest just leak money away from your budget into a black hole that apparently leads to Mark Zuckerberg's back pocket. LOL! Let me save you some trouble and just tell you which ones you want to focus on.
One of the big rookie mistakes I made early on in Facebook marketing was trying to tell patients how awesome the doctor was, how cool the new laser was, and that sort of thing. They ignored my ads like they were written in Swahili. What finally I learned is that if you're going to connect with new patients they don't care about the treatment modality. They only care about one thing, and if you speak to that one thing you'll have their attention. In this video, I explain it all to you.
It can be so frustrating to run new patient ads that bring in people who are not qualified (able to afford care). In this video, I'll give you some tips on how to better target your Facebook ads so as to attract the most qualified new patients.
I was so frustrated and disappointed with the marketing agency we hired for my friend’s practice.
They made huge promises and never delivered.
I called them on it - and they blamed us for the poor results, and then disappeared.
Grrrrr!
Well, they woke a sleeping giant.
I took what I knew from marketing Fortune 500 brands and from making millions with my own e-commerce business…
….and I decided to break all the rules.
Now my company, The Customer Factory, is fixing new patient marketing for an entire industry.
Here is the story:
Are you a rebel? Do you question “authority” and conventional wisdom? (Especially when they are wrong?) Me too. And my company, The Customer Factory is an extension of this rebellion. We’ve pissed off a lot of marketing “gurus” by doing things differently. But the real secret is I have a bigger goal - to transform all of American Healthcare. Here is what makes The Customer Factory different (love us or hate us).
You may not have heard of the Market Domination Engine before, but it's responsible for driving in more than 1200 new patients per week for our network of practice owners who no longer have to worry about where their next new patients are coming from. It's this consistent flow of qualified new patients showing up for their appointments that drives their practice growth. If you’ve been frustrated or disappointed by past marketing failures, this is something new. The video is a little longer than usual as some key concepts have to be grasped to understand why this works like it does, but the proof is in the year over year revenue growth practice owners are reporting from it.
I did not start The Customer Factory by plan.
I came to this entire industry by “chance” and now have a purpose to help make it the model of American healthcare.
Here’s the never before told backstory of The Customer Factory.
We all know people who dabble around in their practice and set their personal standards low. They may get by but it's shabby and there is not a lot of pride in it.
Then there are those who adopt high standards for themselves who go on to deliver results they are very proud of - and that gets noticed by others. They are universally more successful.
In this video, I cover how you can be a true high-standards professional in how you run your business and in life.
I just found out about a marketing company that shamelessly abused their client and practically destroyed him. They took the money after making vast promises of great service at discount prices. Then they "forgot" to run the ads.. and that was just the start of the trouble! The practice owner called to complain and the agency owner had the stones to "fire" the doctor/client for being difficult. WTF? Here is what happened - and what happened next:
I just reviewed some research we conducted on dozens of practice owners. The surprising result was in the difference between the big practices and the small ones. It has nothing to do with marketing, location, or staffing. It has everything to do with what the owner says drives them.
Recently, I spent months (actually more than a year) away from my business and had it operate smoothly. This was not an accident. I followed a careful strategy that can set any owner free from the need to be the day to day manager. I share the simple strategy I followed in this video.
If you're pushing hard to grow your practice and it's not working, someone might actually be pushing back just as hard. In this video, I show you who your “sales prevention department” might be and how to smoke them out. This is something many practice owners will find hard to look at honestly.
Successful practices and businesses of all kinds have one thing in common. They know how to attract the right attention from their audience. This is a skill you can develop. In this video, I give you some insight into how.
A doctor friend of mine had just spent thousands training his front desk with a consultant and specialized coaching. So we listened to some of the inbound calls a week later. He went pale when he heard what was really going on when he was not watching. In this video, I explain what happened and how you can check your own front desk - and how to correct any problems you find there.
How are you judging your success? Do you find yourself doing intelligence gathering on your competition? Let me give you a point of view you may have not considered about competition, success, and making your goals. Watch the video below.
If you lose money with your marketing, it's an expense. However, if you treat your marketing like an investment, you will win and grow over time. In this video, I tell you more about how big practices think about their marketing budget.
I'm sorry. The idea of building a better mousetrap and having the world beat a path to your door is a myth. There are so many great practitioners who get tremendous life-changing results for their patients but who still struggle in obscurity and have trouble growing their practice. Great service is just one part of the formula for consistent business success. Let me reveal the full formula that works every time.
This is a must-watch video for anyone that is running paid advertising with any company. Make sure that you are getting what you are paying for.
New patient no shows are very frustrating. However, unexplained no shows are just a symptom of an underlying problem that is often undetected. In this video, I tell you how to diagnose the source of the new patient no-shows and then how to fix it.
Good day!
How can you tell a good consultant from a bad consultant?
They all seem so damn smart when you hire them and then some turn out to be nothing but dead weight blowhards. But some are geniuses that take you to the next level quickly.
In this video I go over how I've discovered you can tell the difference between the two and very quickly determine if it's going to be money well spent or just flushing cash down the drain.
Your reputation and how many people know you (called your “brand strength”) are one of the most important assets you have building your practice. It can push you up or hold you down.
Is your practice brand getting stronger or getting weaker?
In this video, I give you a mindset and some tips on how you can control your practice brand strength.
Are you a goal setter?
I am. Lots of goals for business, life, etc.
The funny thing is no one ever explains how to set (and achieve) goals. Usually it's just a bunch of ra-ra motivational stuff.
Let’s change that.
Here’s a short video with some practical tips on how to set and achieve goals.
Great advice you can use to make your Facebook campaigns more effective. The image is the biggest part of your ad. After $4 Million spent on ads for new patients, here is what works best. Plus, I tell how you can get the 30 best performing ads that are working now.
Discover “nurturing ads"and why these are the secret sauce of successful new patient marketers. They are effective (and cheap!). Plus, I’ll show where you can download 30 of the best performing new patient ads that are working now.
Ad frequency is a debated topic in marketing. Is it better to show an ad a dozen times to a small group, or show the same ad once to a wide group? Also, stick around until the end for a free downloadable I'm giving out that'll help your Facebook marketing tremendously.
If your new patient ads underperform, it may be due to this very “American” mistake.
Let me help you get the right strategy and watch your results take off!
Plus, I have a special resource you can download.
Learn the anatomy of a killer landing page that converts your ad clicks into new patients.
Did you try to get some new patient leads through the door only to have them never respond to you again? It's frustrating to hit a brick wall in your marketing, so try these two tips that I learned from years of trial and error.
Did you bring in a new patient only to find out they can't pay for it? So much time spent and so much progress wasted. Learn exactly how to target only those who can afford your help.
Three fast professional level tips the experts know that get people to click on your new patient ads. They worked for me and they'll work for you.
Stop using the "bubble method" and quit blowing money or getting leads from 500 miles away (true story). Use my perfect method to target the right areas as the foundation of your campaigns.
Learn the secret method to handling those business tasks that keep popping up out of nowhere every now and again.
Income is one of the determining factors for the success of your business. This simple practice will put you in control of it.
Watch this and keep your current practice issues in mind. By the end, you'll know what to do.
Marketing technology is moving so fast that you have to run just to keep up. The solution? Yoda had it right - "Train, you must."
This is Part 1 of my Sunday Night Dread mini-series! Learn how to become enthusiastic and successful in your business so you love to go into your practice every day with a spring in your step.
This is Part 2 of my Sunday Night Dread mini-series! Learn how to become enthusiastic and successful in your business so you love to go into your practice every day with a spring in your step.
Learn the power of the word, "No." Your practice's success is based on how well you make critical decisions as an entrepreneur.
"If you fail to plan, then plan to fail." This is true in marketing too!
This is Part 2 of an Executive-level discussion to orient you on how to succeed with your new patient marketing in the coming year. This is the simple marketing strategy that builds million dollar practices.
"If you fail to plan, then plan to fail." This is true in marketing too!
This is Part 1 of an Executive-level discussion to orient you on how to succeed with your new patient marketing in the coming year. This is the simple marketing strategy that builds million dollar practices.
If you spend money on online marketing, you need to know the essential difference between a web page and a landing page.
Choosing the wrong one can cost you 50% of your new patients!
!!! Do not ignore this !!!
Is it possible to improve your response rate by targeting the time and day that your ads run online?
Facebook and Google change everything when it comes to this question.
Your Facebook ad must instantly convince people that you are the practitioner that is right for them. Say the wrong thing and you can blow it - and they go elsewhere. In this video, I identify the three main factors that people use to quickly judge you when seeing your ad.
After 38 years of practice, Georgette Braadt needed to take her chiropractic practice to the next level.
The plan was not to add expensive services or something drastic like medical integration, but rather to do MORE of what they were successful at doing now.
For that she needed measurable, predictable results from her new patient marketing.
Unfortunately, an endless line of marketers had failed her...some even ran way with her money! Frustrating!
But finally she discovered the keys to working with a marketing company.
In the video, she goes over the strategy. specific mindset changes and criteria she has in choosing the right marketing partner.
Her success shows you don't need to medically integrated or buy expensive equipment to prosper.
Now she has new problems - like being overbooked with new patients!
What types of new patient cases do you want to see? For one client it was a special neck pain & headache combination that they want more of. So, we developed one with them and it's an unqualified success!
In this video see some of the top performing Facebook ads, the landing page and the results numbers. Try it in your practice!
The rumors are hot online that Google is actively going after stem cell practices and banning them. The flames are being fanned by news reports and so-called "gurus" who apparently can't read what Google actually published.
In this video, I breakdown what is actually happening, what it means and what action you can take now to get ahead of this.
There are three different types of prospective new patients out there and they respond differently. If you don’t adjust your new patient marketing accordingly then you’ll waste a tremendous amount of money.
One practice gets 50 new patient phone calls and makes $100,000 that month.
Another, gets the same 50 calls and yet struggles to even pay the staff.
The truth is that most practices waste an incredible number of their new patient opportunities.
The cause? Funnel friction.
In this video I show you how to remove the “friction” that keeps qualified prospects from becoming new patients so you can grease the line and watch them come sliding in!
Are your Facebook ads suddenly under-performing? Are your ad costs going up suddenly? You need to know about these major (but mostly unannounced) changes with Facebook ads that directly affect the success of your new patient marketing.
Most practice owners panic at the thought of recession, but they are an inevitable part of the business cycle. I have identified three dramatic growth opportunities for you that are only available during the upcoming recession and will lead to you becoming the dominant practice in your area. It does take a little bit of courage and aggressiveness. Tell me what you think.
If you have ever asked people to "Like" your practice on Facebook, I have news. Facebook is changing the game...and some people are losing their minds over it. As of now you may never be able to reach the people who "Like" your page EVEN IF YOU PAY to do it. Details in the video - and what this really means.
Facebook and Google get very different results for offices seeking new patients. There are pros and cons to each one based on your goals. I break down the essential differences you need to know so you can decide where to put your marketing money for the best results.
So, you bought ClickFunnels to build your new patient marketing funnel - but never quite got it working and are just paying for it month after month. What you don't know is that there is a missing element that is preventing you from getting the results you were promised - it's the dirty little secret you were never told about. In this video I'll reveal the truth at last! (Watch this video now before ClickFunnels makes me take it down...)
Sales can be a touchy subject. Some chiropractors don't like the idea of selling, they think it makes them look shady. There is a secret to selling that can make or break a practice and it's future expansion.
In the video above I go over my own personal trouble with selling when I started out, and what it took to turn that all around. I also reveal a big juicy datum that can really transform your sales ability.
Spying on your competitors marketing isn't unethical. It is a good source of information on what other doctors in your area are doing in their marketing that is either working or not.
In this video I show you the 4 easy but effective ways to find out what your competitors are doing in their marketing and what information is most key to take away from your research.
There are 3 extremely vital things that need to be present if you want to exit your practice profitably. Selling a dying practice is almost impossible, as is with one with a lot of debt. The in-dept practice could be sold, but most likely the doctor who owned that one is also in loads of debt and may not make as high of a return from his sale as he thinks.
There are two ways to exit a practice: 1) Sell the profitable practice 2) Create a profitable practice that runs by itself, without your direct intervention.
In the video, I go over the 3 steps to achieve either 1) or 2) above, and with money in the bank to live with more freedom.
Before you decide to discount your services, or if you have already done so, there are 4 key alternatives you can do to either a) return to normal case-value pricing, b) continue pricing your services normally or c) do both, and increase your case value over time
Discounting of services usually comes about when marketing efforts, closing techniques, etc. result in little to no revenue for the practice and out of necessity, the doc will drop the prices to attract more customers. But this can ruin a practice as they can be forever known as the "cheap doc".
Watch the video to learn these 4 alternatives that can keep you from employing deep discounts to solve your practice issues.
To get a million dollar practice, whats the most important prerequisite? Hint: it's not a million dollars.
And don't say "new patients" either, because although you may have a new-patient deficit, how can you become a million dollar practice without the one thing that will turn those leads INTO new patients? IT SALES!
Without a stellar sales technique, no practice can become a million. or multi-million dollar one, even with a consistent flow of qualified new patients.
In the newest edition to the Million Dollar Practice Builders Show, I show you the 3 rules that can help you achieve huge success in sales for your practice.
Watch the video!
Events are an easy way to educate a large group of people on the much better alternatives to surgery or medication that the chiropractic field offers. But still, a lot of docs don't do them.
I know the reasons why some docs don't feel like doing events, but they definitely have their place in the promotion of a practice.
Watch the video below where I go over if you should be doing events as a new-patient acquisition tool.
Often docs spend a lot of time thinking of, conceptualizing, and then getting designed a logo for their practice to use as their main marketing symbol. They will put it on their letterhead, their office, a billboard, their emails, and so on. Which are all fine by the way. But where you get into trouble is when you put your practice logo as the face of your Facebook Page. Why is it a bad thing to have your logo as your Facebook page's profile image? Well, there are actually 3 things to keep in mind.
I did thorough research on the reasons why patients choose a practitioner and it boiled down to just three main ones.
To learn why your Facebook Page should NOT have your logo as the profile picture and the three main reasons why patients choose their practitioner, watch the video.
Medical marketing and chiropractic marketing methods have essential and key differences between them.
There is an actual scale that potential patients rise up when they have a condition that you treat. They start at the bottom: not even being aware they have a condition, and they then have FOUR more states they rise through in seeking care for their condition. Knowing this scale, and the exact method in which you are to market (whether medical or straight chiro) are essential for success with your practice growth.
I cover the scale, and the difference between medical and chiropractic marketing in the video.
One of the highest requested services docs ask for is "free traffic to my website". But before you jump at that service, ask these questions:
Can it be scaled as I grow?
Does it get consistent new patients?
Is it predictable?
Will it get me a good return on my investment?
How long does it take to get traction?
I answer these questions and more in the video.
There are a few simple, yet often disregarded, ways to really get your practice booming. And I mean the full-waiting-room, packed-schedule, booked-solid kind of booming.
Grant Cardone recently held his 3rd 10X Growth Conference in Florida, so I felt inspired to share with you how you can 10X your practice without rah-rah, hoop-la and a pile of motivational novels. (No disrespect to Grant, I'm actually a big fan of his).
If you want to go home on time, have a consistent flow of new patients, and 10X your practice, then try these 3 simple steps I go over in the video.
Before you decide to drop tens of thousands of bucks on a new machine, make sure you are doing it for the right reasons.
There are alternative solutions to problems that aren't actually solved by new machines, even though a lot of docs think that a new, sexy piece of equipment is going to attract the masses, this sadly, isn't the case.
In this video, I show you how to solve the problem most docs think will handle with a new machine, and when you should in-fact buy one.
Hopefully this helps doc, keep on saving American healthcare!
A lot of docs dislike doing events. Whether it's from lack of success, or just generally don't like public speaking. Some docs simply prefer a one-on-one ROF set-up.
Whatever your reasoning is for not doing events, I assure you, they aren't money wasters. In this video I compiled some tips from very successful docs who utilize events as a huge tool in their practice to get new-patient sign-ups and new appointments in droves.
Hope you learn something from it, let us know if you had a good event!
Why invest time and effort into training your front desk person to be a robot? If you have ever talked to a robot before, whether an actual one or just a robotic person, you know it can feel like you are just being run through a machine rather than the person on the other end genuinely hearing you out and caring about your concern.
It has been proven that new-patient arrival rates increase when you drop to scripted robot act and treat the person like you give a damn about their problem.
There has been, and still is, a major shift of focus on marketing channels in the past decade. With technology becoming more and more accessible and easier to use for all generations, advertising online sometimes seems to be the only real way of having effective marketing.
But is that true? Are there other channels which are working for chiros and MD/DCs?
There sure are. And with these channels, combined with online advertising, its a surefire way to gain serious traction with your marketing message.
Use the channels that are proven to get real results, qualifed new patients, delivered.
When the finances are thinning, and bills are growing, how do you combat what seems to be an unavoidable bankruptcy?
You might think, "Oh, well I should just continue doing what I'm doing and something good is bound to happen."
Seems too reliant on chance. You have enough training in your field to know when something will work on a patient. You wouldn't try something in hopes it may work with very little chance it will.
And neither would I, so let me tell you what to do in this scenario where income is tight and you can't seem to break out of it.
The solution isn't based on chance, but real world results.
The Customer Factory is growing fast.
We are about to hit 100 clients and I'm thinking about stopping there for a bit to give the team some breathing room.
There are few reasons why I don't accept a client, but there are 3 main ones.
Watch the video to find out more.