Obtaining MD referrals requires an appreciation for the 4 “R” formula:
Reputation + Results + Relationships = Referrals
A solid business reputation and good clinical results are prerequisites for earning MD referrals. Once those items have been established, you can focus on growing relationships. While there are many ways to build those relationships, medical providers are generally open to meet-and-greet lunches.
The process of scheduling a lunch is fairly simple- visit the MD’s office, explain to their staff that you share several common patients and ask when you could connect for lunch.
Not sure what you should do next? Check out the attached video where I (a veteran of hundreds of such meetings) explain what a typical lunch should look like. Hint- MD’s are more interested in your clinical outcomes vs. your services or profession.
Working closely with medical physicians in your area will not only increase your number of referrals but also further your reputation in the community as the authority on chiropractic care. Building these kinds of relationships with physicians will take time and energy, but the outcome will be worth the effort.
ChiroUp members should check out the “Manage & Grow My Practice” tab to review the detailed strategy and associated marketing components that help produce 250-300 MD referrals each year for the flagship clinic.
About the Author
Dr. Brandon Steele
Dr. Steele began his career at The Central Institute for Human Performance. Dr. Steele has trained with experts including Pavel Kolar, Stuart McGill, Brett Winchester, and Clayton Skaggs. He has been certified in Motion Palpation, DNS, ART, and McKenzie Therapy. Dr. Steele lectures extensively on clinical excellence and evidence-based musculoskeletal management. He currently practices in Swansea, IL and serves on the executive board of the ICS.
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