161: The Art of Networking to Build your Chiropractic Practice

Hello, everybody. Welcome to the KC CHIROpulse Podcast. I'm your host Dr. Michael perusich. I'm joined by my host Marisa Mateja. I want to give a quick shout out to our two sponsors for the show as well. Before we jump in here Marisa first Kats Consultants, of course, so go check us out at KatsConsultants.com… Marisa Mateja: Of course. Dr Michael Perusich: but also ChiroHealth USA. And if you're not familiar with ChiroHealth USA, they are helping doctors enjoy more compliance more peace of mind in their practice and creating simpler Financial options for their patients to help with the rising cost of health care. Here's a cool thing about ChiroHealth USA… Not only they helping doctors, but they give back to the profession and I noticed the other day that they've given nearly three and a half million dollars back to the profession. That's not a reason to pay attention to what they're doing and be a part of their program. Dr Michael Perusich: That's a huge reason right there. So anyway. Marisa Mateja: Absolutely. Dr Michael Perusich: All right. The art of networking now can networking really help build your practice Marisa. I say facetiously. Marisa Mateja: Of course absolutely it can we've seen that firsthand, over the years how it works… Dr Michael Perusich: right Marisa Mateja: how it helps. It's amazing the little bits of networking that you can do that all of a sudden you meet somebody who you weren't expecting it but send you 15 people into your door. So pay attention out there of who your chatting with Never know who's going to be a referral source. Dr Michael Perusich: Boy, you just hit the nail on the head. So if we were to really Define what networking is. It's interacting appropriately with everybody you meet. It's not just going to the Kiwanis Club or the Those aren't the only places network. I mean my gosh over the years. I think I got more patience. Just talking to people that worked at Walmart. and… Marisa Mateja: right Dr Michael Perusich: are they big influencers? No, not in the traditional sense, but are they big influencers for your practice Yeah, they can be. Marisa Mateja: Yeah, and you just used a word that I feel like we should touch on and that is influencers and… Dr Michael Perusich: right Marisa Mateja: we see that word thrown around a lot in marketing nowadays right that you see businesses out there. It doesn't matter what social media platform you're on they have people that are networking they Marisa Mateja: Of people that are telling you all about their product for them. So they have a proxy if you will they have somebody in front of their business and… Dr Michael Perusich: Yeah, good one. Marisa Mateja: doing that networking for them. And so we see that a lot on social media, There's brand influencers and all these things that just normal people have started recording videos of them purchasing products and talking about the products and just giving a little review of the product and giving you a link that obviously gives them, a kickback or something like that. But the same thing happens in our practice if we build our practice correctly if we spend the time to really talk to the people that are coming in that we interact with that we see no matter whether it's in our office or in the public then they can become our proxies. They can be out there talking to other people for us and sending people into us. So it's a matter of really thinking of every person you interact as an influencer for your practice. Dr Michael Perusich: Right so So when I first went into practice I taught for a while while I was building the practice. I also taught at the College is a junior Community College. It's Community, right? Marisa Mateja: at either Maybe Dr Michael Perusich: and it's funny one of the people that sent me so many patients and she actually didn't come in all that often herself, but she really got the word out on campus about my practice way more than I did and honestly, I think she only came in twice a year when I say that you're gonna know exactly who I'm talking about. but over the years she referred so many people to the practice. Marisa Mateja: I do know who it is. Dr Michael Perusich: It was crazy. So you never know who's going to Catch the wave of what you're doing, so to speak and be that influencer for your practice. So Networking is about going out and meeting people and being genuine with people and letting people get to know who you are. Because networking is that initial stage. Marisa Mateja: Yeah. Dr Michael Perusich: of building relationships in your community 00:05:00 Marisa Mateja: And I think that scares some people I think that is intimidating. But the reality is it doesn't have to make it a conversation and… Dr Michael Perusich: It doesn't have to be. Marisa Mateja: and keep in mind, the conversation that you have with people can be anything right? It doesn't have to be about Chiropractic,… Dr Michael Perusich: right Marisa Mateja: you could be learning about them and what they do and there's so many different ways to Start that conversation and I think that sometimes is intimidating to people is how do you start that conversation? And I don't know about you but I always look for something that connects me to that person. So how… Dr Michael Perusich: Yep. Marisa Mateja: how do you connect and so think about the patients that are coming in your door and how do you connect to them? if you think about your staff and this is something you should obviously share with them how did they connect with your patients? their kids are both on the same soccer team. There's connections everywhere you look and it's just a matter of uncovering those and I think there's ways in your practice to do that. Very simply just by paying attention to paperwork. Dr Michael Perusich: Yeah, and you just made me think of this one of the big misconceptions about networking is that you have to join groups. You have to pay money and go join a group and… Marisa Mateja: right Dr Michael Perusich: the minute you join. You've got to make sure that you've got your big five or ten minute elevator speech ready to go. And then once you deliver that as long as you don't, sweat yourself into a pool of water on the floor basically that you're gonna start getting all these patients that is not how it works. It's about going out and… Marisa Mateja: right Dr Michael Perusich: connecting with people and finding those Common Grounds. And how do you find that I'm gonna give you For networking the biggest tip ever you. Marisa Mateja: What is it? Tell us? Dr Michael Perusich: You gonna want to write this down. it's two words. Okay, you ready? they're really really big words, too. So get ready to write this down. ask questions Marisa Mateja: and you've heard me say this to staff many times is Always ask as many questions as you can get that person talking get them telling us things the more we know about them. Dr Michael Perusich: always Dr Michael Perusich: about them Marisa Mateja: That's The more we know about them the better we can help them you'd be amazed at what you uncover, just by chatting with somebody and caveat to networking is also trying to find those. people that are still coming into your practice but maybe have new conditions and part of that is staying in tune with them to make sure that you're really Ready, when they need you, you're able to help them with other conditions you're able to listen to what they're telling you and staff were a huge part of that. Dr Michael Perusich: Huge part huge in… Marisa Mateja: Yeah. Dr Michael Perusich: a staff get to really interact with patients more than we do as doctors,… Marisa Mateja: Yeah. Dr Michael Perusich: and patients are funny doctors. I think this but they don't really open up to us nearly as much as they open up the staff. So staff can really help drive that interaction. So if you're going on the community and doing something Take your stuff with you. Marisa Mateja: Absolutely. Dr Michael Perusich: From time to time we go out to lunch as staff and we'd have our scrubs on and I'm not saying you have to wear scrubs, but the whole point of it was we all have the clinical logo and everybody knew exactly who we were. Marisa Mateja: Yeah, we matched in a way that connected us and then it was easy for if we saw patients that knew us or we saw other people that maybe weren't patients but knew us individually there was ways to connect with them because they saw us they wanted to say hi, you're in a big group. It's just fun, and… Dr Michael Perusich: And it's fun. Marisa Mateja: what everything that you do should be about enjoying it and bringing people into your practice that want to have fun smile laugh with you all of those kind of things so part of Working is definitely being seen for sure. Dr Michael Perusich: Right and I'm gonna touch on this and then we can come back to it. But one of the big mistakes that I see a lot of doctors make is they think they have to go out and educate everybody about Chiropractic and about the subluxation and… Marisa Mateja: Yeah. Dr Michael Perusich: about the philosophy of Chiropractic and I'm not saying don't talk about those kind of things. Marisa Mateja: right Dr Michael Perusich: But what you have to understand is the way you connect to people is to like you said getting them talking about themselves finding common ground and then Doctor your job as a clinic. Is to be the problem solver. They have problems. Marisa Mateja: Yeah. Dr Michael Perusich: They want you to solve them. They don't care how you solve it. As long as you solve it. I mean sure explain, a bit about what Chiropractic is about, explain Chiropractic. However you want but it doesn't have to be this big lavish. 00:10:00 Dr Michael Perusich: 45 minute conversation about Chiropractic. It needs to be a lavish conversation about what their issues are. Marisa Mateja: Yeah, and you touched on something there the conversation and this is outside the clinic, when you're meeting people. Dr Michael Perusich: right Marisa Mateja: And those kind of things. Really listen to what's going on with them as they're telling you things. That's how you connect. did you know that I was a chiropractor? Dr Michael Perusich: Yep. Marisa Mateja: I help with those kind of things, get them talking first and ask questions and then tell later and it'll be amazing the response that you get because you connect with them as a human first not as the doctor first and then all the sudden you break down some walls because there is a little bit of psychology involved mean What is the term White Coat Syndrome right that patients have when they're around a doctor. And so… Dr Michael Perusich: right Marisa Mateja: if you break that down and you eliminate that and you're just a human talking to another human and enjoying a conversation, they're gonna connect with you and they're gonna want to spend time with you in your practice and come see what you have to do. before knowing that you're a physician. Dr Michael Perusich: Exactly. So let's talk a little bit about some different strategies of networking. And where you can effectively go and network, … Marisa Mateja: Sure. Dr Michael Perusich: when one place that I think a lot of us kind of shy away from is other healthcare providers. And you mentioned this earlier. Some people think networking is kind of scary at times. Yeah, especially if you're going to go talk to an orthopedic surgeon or somebody like that. It can be intimidating. I don't know that it's scary. It can be intimidating. Because our fear is they're gonna ask us something that we don't know. Marisa Mateja: Sure. Dr Michael Perusich: You guys I'm here to tell you you're education. You probably know more about overall health and wellness and Physiology and neurology and Anatomy than they do. They know. Marisa Mateja: Yeah, they get so much of that pharmaceutical side, right? Yeah. Dr Michael Perusich: Right and they practice in a much tighter scope than you realize. So don't be afraid to go out and talk to them. some of our best referral sources were orthopedic surgeons. Marisa Mateja: Yeah. Dr Michael Perusich: were dentists I think about the connection there. Where's where's it sit in relation to the cervical spine, they get Here's the thing. You have to remember if you're gonna network with professionals, which I think is a great thing to do is they don't know… Marisa Mateja: Yeah. Dr Michael Perusich: what you do. they don't know… Marisa Mateja: Absolutely. Because they probably shied away from chiropractors throughout their career. Dr Michael Perusich: what you do so go in and Dr Michael Perusich: yeah, because right Marisa Mateja: Unless they saw you before they started. into school, so there's an opportunity there to allow them to see that you have a big scope of knowledge. Dr Michael Perusich: And that's the number of one thing I have found with other Healthcare Providers is they just don't know what we do so they don't know… Marisa Mateja: Yeah. exactly Dr Michael Perusich: how to refer to us. so when they understand Where you fall in the Regiment of the healthcare totem pole so to speak. Then they'll happily refer to you if they just understand what cases and conditions to refer to we had referrals from Medicare medical professionals all the time and… Marisa Mateja: Yeah. Dr Michael Perusich: had a great working relationship with the hospital community and so forth. So, don't be afraid of networking in that environment. Marisa Mateja: Absolutely, and great places to find people are you mentioned earlier those groups like BNI or those Kiwanis groups or different groups in town that have the speaking engagements. Your Chambers are great place, all those places are excellent networking places. But remember to not go in with the idea that you're there to spew Chiropractic knowledge you're there to meet people as people and… Dr Michael Perusich: They are. Marisa Mateja: Connect with them and I think that's one of the … Dr Michael Perusich: And find out about them. Marisa Mateja: I think that's one of the biggest misconceptions of networking That We All Fall Down on and it doesn't matter for chiropractors or Professionals attorneys, whatever it is, right? I think everybody tends to do that… Dr Michael Perusich: right Marisa Mateja: because all we want to do is say here's what we do who can you send us right instead of flipping the script and saying Hey, I want to get to know you and what your business does and how I would be able to refer to you. If you switch that script all the sudden it's not as intimidating for either one of you 00:15:00 Dr Michael Perusich: That's exactly right and you'd be shocked How quickly you will get to know somebody by doing it that way and we can talk more about that in a minute. I want to talk about social media because everybody talks about brings up social media and I think social media for the most part is a great way for people to see your personality. Marisa Mateja: Especially if you're doing video, Dr Michael Perusich: Especially if you're doing video. Marisa Mateja: something that is also scary to some is putting yourself in front of a video camera and recording what I would suggest is don't go live record you can delete and start over. it's Dr Michael Perusich: Wait a minute. Wait a minute. You always meet me go live. You mean there's a way that you don't have to go live. Marisa Mateja: up Marisa Mateja: No, you can do these things. Dr Michael Perusich: I'm just kidding, but Marisa Mateja: If you're scared of what's gonna come out if you're unprepared. Maybe you have a script that you don't want to sound like you have a script and you want to practice it a little bit so it comes across a little more naturally excellent record yourself and I highly recommend doing that. It's a great exercise regardless because it also helps you in front of patients it helps you, when you're out in the community or wherever but it also helps you can make communicate with patients that are coming into your practice. So record yourself, whether it be for how you're going to talk to someone about what their condition is or whatever record yourself. You will learn more about yourself doing that. Then you can believe it'll just be a great exercise for you to do. Dr Michael Perusich: And we see so many doctors at least in my opinion using social media incorrectly. They're trying to entice patients to come in for it for a cheap deal,… Marisa Mateja: Yeah. Dr Michael Perusich: for nine dollars you get a chiropractic adjustment and… Marisa Mateja: right Dr Michael Perusich: evaluation x-rays a massage and adjustment some therapy. No, no, you don't have to entice people about just talking about some conditions. I think social media is just a great place to put your chiropractic education out there and… Marisa Mateja: Yeah. Dr Michael Perusich: educate people about what chiropractors do you know, for example, hey, I've been seeing a lot of headaches in my clinic lately. So a lot of people don't know that chiropractic care is great for headaches. So if you're suffering, From headaches get my clinic a call. I'd love to talk to you about how Chiropractic Care my might be able to help. I mean just something simple like that. Marisa Mateja: And you can have fun with it. Dr Michael Perusich: You're welcome everybody. Marisa Mateja: We have some clients that just have an absolute ball with their marketing. They dress up as a spine. Dr Michael Perusich: Yeah. Marisa Mateja: They have a skeleton next to them. they do all these little fun things that just helps with the visuals of what they're talking about what they're explaining and they're a hoot. I mean they just have a great time. And when I look at that practice,… Dr Michael Perusich: Yep. Marisa Mateja: I always think wow they are a fun place to be they're educational. They understand the body and what's going on and I think that they could probably help almost anybody in their community. And so when you're watching those kind of things keep in… Dr Michael Perusich: Yep. Marisa Mateja: what are the things you can do and if you don't know or it scares you Go watch some other chiropractic clinics. Go look at their social media and see what they're doing. Look for those that stand out, and really have a good time doing it because that's gonna be part of that networking in a not and… Dr Michael Perusich: Yeah. Marisa Mateja: a personal level but it's gonna be that overview networking is what I would call it because you're putting stuff out there to really connect with people on social media and have them. See you. Dr Michael Perusich: Yeah, so social media is just a great place to be educative. It's a place to be fun. Just be tasteful in what you're doing. Marisa Mateja: Absolutely. Yeah. Dr Michael Perusich: What Chiropractic is all about. Don't denigrate yourself. Don't just Be smart. Marisa Mateja: Yeah be smart. Dr Michael Perusich: Okay We need to take a quick break for a message from our sponsors. We will be right back. SPONSOR BREAK Dr Michael Perusich: Alright everybody. Welcome back to the KC CHIROpulse Podcast brought to you by Kats consultants and ChiroHealth USA. Marisa we're talking about How to grow your chiropractic business through proper networking and… Marisa Mateja: Yeah, it is and… Dr Michael Perusich: this is just a great subject. Marisa Mateja: you were really good and I'd love for you to talk about this for a second. You were really good about in our community networking with the right people and what I mean by that is The movers and the Shakers or they influencers in the community, right? You were really good at identifying those people and… Dr Michael Perusich: right Marisa Mateja: being in the at the right time whether that be at church whether that be in the community doing talks whether I don't know maybe being involved on a board, in town or coaching a soccer team, whatever it is, there's a hundred different ways that you can connect with your community. But then once you did that you were really good at identifying people that you wanted to get to know more and you knew what they were doing in the community. 00:20:00 Dr Michael Perusich: Yeah, so it was a couple of things really. First off. I found some things that I could be really involved in. if you go to church is a great place to be really involved. Most churches are always looking for volunteers for something so it started out I was a door greeter. and a position opened up in the praise band at church and somebody had found out that I play an instrument and I got invited to try out for the praise band. And so I started being the praise band which was a position where everybody in church then knew who I was, would I was literally on stage. Marisa Mateja: Yeah you were on stage. You were visible. Dr Michael Perusich: Yeah, I was literally on stage and I was doing something that was out of character some what for a doctor so it showed my personality a little bit more. Marisa Mateja: Yeah. Dr Michael Perusich: And so it was very common after church that people would just walk up to me and say hey Doc you got a second. I've got this going on or hey Doc selling up on stage tonight music was great. Would you come speak to this group that I belong to would you come speak to the R Managers Association whatever it was and I would start getting all these little opportunities not really late at my feet because I put in the work up front a little bit just by meeting people so much. so that was one place… Marisa Mateja: Yeah. Dr Michael Perusich: then I used to go to the Kiwanis Club the Lions Club and Dr Michael Perusich: One other one wasn't the Optimus, but one of it doesn't matter anyway. I would go and I would pay attention to who was there. You… Marisa Mateja: Yeah. Dr Michael Perusich: who's the president? Why are they the president and they get to be the president and I would go up and literally ask how'd you become president? And invariably they would say one thing to me. Marisa Mateja: Yeah. Dr Michael Perusich: They tell me how but then they'd say are you interested in being on the board? Because that's how you get to know The other thing I would do is I would volunteer well back to the community the Civic groups. I would also pay attention to the speakers. And when the speakers would get done speaking. Dr Michael Perusich: Provided I felt like they were an influent that somebody that could be an influencer from my practice. I would go up and I would say something very simple to him Hey, I'm the local chiropractor trying to build my business. No, that's the wrong way to approach them. Marisa Mateja: right Dr Michael Perusich: I would go up and say what your talk was incredible today any chance I could take you to lunch or buy you a coffee and I just want to know how you built your business or how you got so involved in the community or how you became so successful. I just want to hear more. yeah, I was asking questions and Marisa Mateja: you were Person to person I'm asking you questions, and I'm trying to learn about your business and possibly how I can help send people to you. Yeah. Dr Michael Perusich: Yeah, and almost all of them within a day or two. I was having coffee with it was usually coffee. And they loved it and one of them for example was a local politician. Tax assessor, I think or something like that. I mean my gosh over the years how many people did she refer to the clinic but not besides just your own family. Marisa Mateja: a lot Dr Michael Perusich: It was like somebody had turned the fire hose on. I mean she even introduced me to people like the governor of the state and you… Marisa Mateja: Yeah. Dr Michael Perusich: it was crazy. I mean just opened all kinds of doors up. Dr Michael Perusich: then the other thing is I just found other places to get involved in so I always been a big proponent of boys and… Marisa Mateja: Yeah. Dr Michael Perusich: girls club. That's a long story. I won't tell you why but it doesn't matter. It's a good story. Dr Michael Perusich: And so I noticed in the paper one day that they were having an auction. And so I to My wife and I went to the auction and I found out who the president was my wife actually knew him they'd gone to high school together and I'm went up and introduced myself and said hey, can I volunteer to do anything? next thing I know I'm not even a member of the board and I'm one of the Hawkers at the auction if what a hawker is that's the person that walks around and sees who's helping bid. So I'm actually working the room all of a sudden. I got to know all kinds of people just that night and within a couple of weeks I was invited to be on the board. And eventually became president. 00:25:00 Marisa Mateja: Yeah. Dr Michael Perusich: I leave visible position. Marisa Mateja: Yeah, and it keep in mind events like that that are trying to raise money and need volunteers. And I think that's an excellent place to be because most of the time the people in your community that are showing up to that are the people who won have and can't afford to be there. And so it's great visibility for other business owners… Dr Michael Perusich: right Marisa Mateja: because that's ultimately a lot of the times who's there. Dr Michael Perusich: Right exactly, who were the other influencers? we were relatively small town. smallish Pastors are also influencers. So I got to know a lot of the Pastors in town… Marisa Mateja: absolutely. Dr Michael Perusich: how I would go to their churches my praise band played on So guess what Sunday? We went to another church a lot of times and afterwards I go up and introduce myself to the pastor great sermon. even if it was Just Just kidding. Dr Michael Perusich: And I would get to know them and then eventually a lot of them were inviting me back to do speaking engagements to their congregations. you… Marisa Mateja: yeah. Dr Michael Perusich: so it was just another way and then Dr Michael Perusich: This one was just kind of happened since this is not because of anything I did other than I asked a question. The athletic director for the Community College moved in two doors down for me. And I was out in the yard one night. So I'm walked down there introduced myself. I didn't say who I was I just said hi. Marisa Mateja: Yeah. Dr Michael Perusich: I'm your neighbor Michael. And we got to talking. you're the athletic director interesting. I'm in healthcare. Who does your team physician work? We don't have one. Once you come to my office tomorrow, let's chat. And I was the team physician for 10 years or something. longer Marisa Mateja: Or longer it was close to that. Dr Michael Perusich: So I'm at all the sporting events for the college and I'm sitting on the bench and everybody in the community that goes which was everybody. Sees me. So, I'm just creating more and more visibility all the time. so I could go on and… Marisa Mateja: Yeah. Dr Michael Perusich: on about this, but it's just those little things. That you do to open doors, and It's not talking so much about what you do. I'll be honest. I hardly ever talked about what I do. I'm not even sure some people knew I was a chiropractor. Marisa Mateja: Yeah. Dr Michael Perusich: They just knew I was a doctor. but they would send me patience. Marisa Mateja: Yeah, I agree. Dr Michael Perusich: I can't remember. honestly The last time that we actually did any kind of advertising. Because everything was Word of Mouth referral. Marisa Mateja: Yeah, I would say we were 95% probably referral based. I mean it was pretty high but in reality most businesses are 65% or more referral based so that gives you a benchmark to understand where a lot of your patients are coming from and… Dr Michael Perusich: right Marisa Mateja: pay attention to those things and that's the back side of networking watch for where they're coming from and make sure you're thinking those businesses whoever's referring those patients into your practice. Dr Michael Perusich: And you bring up a really good Benchmark. So if I was you listening, I would go back into my practice and kind of dig around a little bit and try to figure out how much of your Practice is referral based. If it's under the number,… Marisa Mateja: Yeah. Dr Michael Perusich: you just said the 65% you probably want to dig in and find out what are we doing? Are we having the advertised a lot? And if you have an advertised a lot not now you're concerned about what your Roi is on the money you're spending and you don't spend any money hardly to network. you got to buy a lunch once in a while,… Marisa Mateja: Yeah, yeah. Dr Michael Perusich: or you might have to pay an annual membership fee to something but I'm telling you 85% of its free. Marisa Mateja: Isn't that amazing? And what a great thing for your practice is to just get involved in some things, and… Dr Michael Perusich: Yeah. Marisa Mateja: be heard. it's not as hard as you sometimes want to make it right networking in general just that word can be intimidating… Dr Michael Perusich: and that's Dr Michael Perusich: right Marisa Mateja: but it doesn't have to be Dr Michael Perusich: It doesn't have to be. And I think it gets intimidating because too many times we want to do it the wrong way. We want to go in we want to be. The chiropractor and… Marisa Mateja: yeah. Dr Michael Perusich: we want to tell everybody about everything we learned all the way through chiropractic school. And here's the difference between spondylolisthesis and spondylolisis. And I'm gonna teach you how to spell them. And what, it's great. You guys know that But from a patient point of view, they don't care. They want to know… 00:30:00 Marisa Mateja: Yeah. Dr Michael Perusich: how you can help people. so when you're sending when Marisa Mateja: Yeah, and so that has got to what do they have going on and asking those questions? Dr Michael Perusich: And asking questions and you have to ask questions. So if you get a chance to go out and do a health talk or you get a chance to do a little 10 minute talk at the Kiwanis Club over lunch. Great go do it. But don't talk so much about Chiropractic talk about the conditions that you see in your practice talk about. Maybe your three favorite things to work on or this month. for some reason I've seen a whole bunch of shoulder cases and here's what we do for shoulders and a lot of you may be suffering from shoulder issues or know somebody that is and our Clinic is dedicated to helping people with shoulder issues as well as the traditional Chiropractic things and low back. And leave it at that. Marisa Mateja: And if it's not a big group that you're talking to open the floor up to them and ask them. What was the latest ache and pain that you had? Share something with me tell me… Dr Michael Perusich: Yeah. Marisa Mateja: what was going on. You'd be amazed at how many people will do that? Because they want to talk about their aches and pains. Dr Michael Perusich: Right, right, and if you can't get them to talk, here's one simple way to get them to talk. There is no normal pain. So if you're having pain throw it out, what do you got? Marisa Mateja: Yeah, yeah, so there's so many ways to network my goodness, I mean, it's just amazing how many ways that you have right in front of you that we uncovered today without spending a ton of money. Dr Michael Perusich: Absolutely. You don't have to spend a lot of money. It's really just going out asking questions. Putting your personality out there being kind to people being genuine and just a few follow-ups, especially in the professionals Arena and I don't just mean Healthcare professionals. But if you're talking to business people politicians other Healthcare Providers, whoever Make sure you do some follow-ups that means a lot to people because it's really easy number one for you to fall off the radar screen. Marisa Mateja: Yes. Dr Michael Perusich: It's also really easy for them to find you disingenuine if you don't follow up. Marisa Mateja: have them put their phone number in your phone, hand them your phone and say hey put your contact information so I can get a hold of you. Dr Michael Perusich: Yeah. Marisa Mateja: And let me do the same. let's make sure we can enter engaging another time if we can, I mean just make sure that you're connecting somehow don't just rely on giving a business card while that's a great tangible and… Dr Michael Perusich: That's a great idea. Marisa Mateja: I would do that in addition, but I would most definitely say hey put your phone number in my phone. let's connect sometime. It's different when you do that absolutely absolutely and… Dr Michael Perusich: you can also do what's your email and I'll send you a calendar invite. Let's have coffee on Friday. Marisa Mateja: you can still put that in your contacts. So in your phone use your technology to your benefit there and… Dr Michael Perusich: Yep. Marisa Mateja: save those names and… Dr Michael Perusich: Absolutely. Marisa Mateja: and numbers in the nice part about if you open your contacts to a new contact and you let them put the information in it's more likely to be correct as well. So that's another big tip. I would say is don't spell their name wrong because you didn't know how to spell it, give them the phone. And say hey put your Put your phone number, whatever you prefer to be contacted and put your name up here and all yeah calendar invite. Dr Michael Perusich: Absolutely. This is good stuff. And if you like the tips that we gave out today, please And subscribe to the podcast and tell everybody about it. Our audience is growing rapidly. Also go to Katsconsultants.com and check out all the things that we're doing to help doctors grow their practices and find real success in Chiropractic business. We've got blog articles and all kinds of downloads and things on there. just check us out. We do some very innovative. things for doctors Marisa Mateja: And don't forget we like to network with you too. So we talk to people all the time that are not clients… Dr Michael Perusich: Absolutely. Marisa Mateja: but want to talk to us and just see if there's things that we can do to help their practice. So we do an absolutely free consult with you. We can chat just getting to make sure that we are good fits for you and your good fit for us and those kind of things make sure that we have that relationship and that ability to work well together. So we're a little bit different than others. We take a lot of time in making sure you get the right fit for a coach. So spend some time. Dr Michael Perusich: Absolutely. Marisa Mateja: Holler at us. Feel free to subscribe here or to follow us on social media as well. Dr Michael Perusich: Yep, check out our weekly tips on social media. All right, everybody. Thanks for tuning into the KC CHIROpulse Podcast helping doctors keep their pulse on success. Our show is brought to you by Kats Consultants as well as ChiroHealth USA. We want to thank both of our sponsors. So, all right everybody. Go out there. Be safe be cool. We'll see you next time. 00:35:00 Marisa Mateja: Bye Show ended after 00:35:35 👋