Summary

In this episode of the Legendary Chiropractor Podcast, Dr. John Rutter and Dr. Kendall Price delve into the critical aspects of conversions in chiropractic practices. They discuss the importance of effective communication, the significance of day zero and day one interactions, and how to set expectations for day two visits. The conversation emphasizes the need for chiropractors to listen to their patients, handle objections related to time and money, and maintain a positive mindset to ensure practice success. The episode concludes with a teaser for the next episode focused on patient retention strategies.

Takeaways

Conversions are essential for chiropractic success.

Day zero is the starting point for patient engagement.

Setting clear expectations on day one leads to better day two outcomes.

Effective communication is about listening to the patient.

Handling objections early can prevent issues later.

Mindset plays a crucial role in practice success.

Creating a welcoming environment is key to patient retention.

Educate patients about chiropractic care at the right time.

Money should not be the primary focus; service is paramount.

Seriousness in patient care can impact their choices.

Titles

Mastering Conversions in Chiropractic

The Art of Patient Engagement

Sound Bites

"It starts day zero."

"This is an actual problem."

"Stay legendary, my friends."

Chapters

00:00 Introduction to Conversions in Chiropractic

02:16 The Importance of Day Zero and Day One

05:19 Setting Expectations for Day Two

10:55 Effective Communication and Listening

14:46 Handling Objections: Time and Money

19:20 The Role of Mindset in Practice Success

23:23 Creating a Patient-Centric Environment

27:01 The Seriousness of Patient Care

31:41 Conclusion and Teaser for Retention Episode

Keywords

chiropractic, conversions, patient retention, communication, sales, healthcare, chiropractic care, patient experience, practice management, mindset

Unlocking the Secrets of Chiropractic Practice Success: A Deep Dive into Marketing and Financial Metrics

Introduction

In the rapidly evolving world of chiropractic care, understanding the nuances of marketing and financial metrics can be the difference between thriving and merely surviving. In this episode of the Legendary Chiropractor Podcast, hosts Dr. John Reuter and Dr. Kendall Price, along with special guest Dr. Josiah Fitzsimmons, provide invaluable insights into optimizing practice growth through strategic marketing and a keen understanding of key performance indicators.

Main Content

1. The Importance of Understanding Your Numbers

Dr. Reuter emphasizes that the conversation surrounding marketing is not just about attracting new patients, but also about understanding the holistic financial health of a practice. He highlights the importance of knowing which numbers to focus on for sustainable growth. For instance, investing $4,000 into marketing and only collecting $3,500 in return might seem like a loss. However, considering the lifetime value (LTV) of a patient changes the perspective. Understanding how much a patient will contribute over their lifetime can provide insights into your practice's profitability.

2. Lifetime Value (LTV) of Patients

Dr. Price explains that the lifetime value is crucial for determining how much to spend on marketing. If a new patient typically attends 40 visits, the total earnings per patient can be calculated. For example, if a chiropractic visit costs $100, the income from that patient could amount to $4,000 over their lifetime. This understanding allows chiropractors to invest wisely in marketing strategies that yield long-term returns.

3. Profit Margins and Overhead Costs

A significant topic discussed by Dr. Fitzsimmons is the relationship between profit margins and overhead costs. He notes that if a practice has a high overhead without understanding profit margins, increasing marketing spend could lead to reduced profits. He stresses the need to dial in overhead expenses and consider raising prices if necessary to ensure that the practice remains sustainable. For instance, a practice running at a 35% profit margin versus one at 15% can have drastically different financial outcomes.

4. Essential Metrics to Track

To effectively manage marketing efforts, Dr. Reuter suggests tracking several key metrics:

- Total marketing spend: This includes all expenses related to attracting new patients, not just digital ads.

- Return on Ad Spend (ROAS): Understanding how much revenue is generated from each marketing dollar spent.

- Cost per Acquisition (CAC): The cost associated with gaining a new patient.

- Revenue per new patient: The total income generated from each new patient.

- Profit per new patient: The net earnings after deducting costs associated with acquiring that patient.

5. The Balance Between Service and Profitability

As the discussion unfolds, the hosts reiterate the importance of balancing patient care with financial health. Dr. Price mentions that understanding how many visits a patient averages can help practices strategize better marketing and retention plans. A practice that provides excellent care while also understanding its financial metrics will thrive in the long run.

Conclusion:

Key Takeaways

In conclusion, successful chiropractic practices are built on a foundation of understanding financial metrics and strategic marketing. By focusing on the lifetime value of patients, tracking essential metrics, and balancing profitability with patient care, chiropractors can create a sustainable business model. Emphasizing these strategies will not only enhance patient retention but also drive practice growth, ultimately allowing chiropractors to focus on what they do best—providing care to their patients.

Summary

In this episode, Dr. John Reuter and Dr. Kendall Price discuss essential strategies for chiropractors to prepare for the upcoming year. They emphasize the importance of planning, consistency, and systematizing practices to enhance patient care and business growth. The conversation covers lead generation, conversion techniques, and retention strategies, providing actionable insights for chiropractors looking to improve their practices in 2026.

Website

⁠legendarychiropodcast.com⁠

Takeaways

Successful practices are consistent, while inconsistent practices struggle.

Chiropractors must systemize every component of their day.

Lead generation requires a multimodal approach, including digital and community engagement.

Complacency in practice can lead to stagnation and decline.

Engagement and experience are key to patient retention.

Release the result; it's not a reflection of you.

Digital marketing is essential for attracting new patients.

Workshops and community events can significantly boost patient numbers.

More touch points with patients enhance retention and satisfaction.

Focus on serving patients rather than just the financial aspect.

Sound bites

"You have to meet people where they're at."

"Be the doctor, doctor."

"Make it fun; practice can be a grind."

Chapters

00:00 Planning for Success in 2026

07:40 Lead Generation Strategies

17:13 Converting New Patients

25:31 Retention: Keeping Patients Engaged

Keywords

chiropractic, practice growth, lead generation, patient retention, conversion strategies, chiropractic systems, marketing strategies, healthcare, chiropractic care, business planning