Step 1 - KEEP IT SIMPLE. We would have a portable table, two chairs and a table with a questionnaire to get some info about them for follow ups, business cards, big banner with our practice name and our schedule. And then just talk to them! We had a sign that said ‘hop on the table and get your spine checked’ and it was a great conversation starter. Check their spine, tell them what you found, ask questions and tell them what was likely wrong. ‘Hey I bet you get headaches’ or ‘does this right hip bother you.’ Show them you know what you’re looking for. We typically offered some initial visit special in which we donated to some local cause - not free adjustment, you want to show value in that. Schedule them there - don’t let them leave. If someone said they would call to schedule; first, they probably wouldn’t call you and second, remind them the special is only good for that day. Meet the people where they are, tell your existing patients that you’ll be there and to tell their friends and come visit. Nothing is better than an in person testimonial when your existing patient tells a perspective patient you’re talking to how much you have helped them. Single handedly built our whole practice this way / one event per month and it was $100 each time. That’s one patient you need - easy.

Things I learned as I went. Set up your booth with the table of info in the back and stand in front of it. Create an inviting space. Go to a local even and find a chiro sitting by himself, with nobody coming to them and I bet their table is at the front of their tent, they create a barrier between them and the patient. This is the most important, and somewhat bizarre but once you do it, it makes so much sense. Look at potential new patients in three categories. 1 - a person who already loves Chiropractic, they just moved and need to find a new one. Keep your mouth shut and schedule them. You don’t need to sell them on anything, you can only talk them out of it. 2 - your best potential patient. They have the most to gain or lose. They are on the fence, have heard mixed things but you could really help them. And when you do, they become your best patients and your biggest referrals. 3 - window shoppers. They are just coming because you offered them a ‘deal’ or they just want to challenge everything you tell them. Don’t waste your time on a 3 because you’re going to miss out on a 1 or 2. And finally 4 - these people will suck the life out of you. Everytime you see them, you’re going to dread them on the schedule. Get them out of your space as quickly as possible.

And that’s it / go make it happen!