For chiropractors
If the exam ends with 'come back if it flares up,' you do not have a care plan. You have a hope. The plan is a recommendation with a schedule.
The first visit finds out whether you can help. The plan is how you help. Clinics that treat the exam as the product stay busy and stay thin. Clinics that recommend a specific plan, at the visit, while the problem is still in the room, collect for the work they are actually trained to do. This is the second sale. It should feel like the obvious next step, not like a surprise menu.
Frequency. What you will recheck and when. What they do between visits. What would make you change the plan. A patient can say yes to that. A patient cannot say yes to "we will see how you feel." Vague plans sound optional because they are. Write the recommendation before you talk about money, in plain language, the way you would tell a friend what you would do.
Make the recommendation at the report, the same visit, not three weeks later in a letter they will not read. The problem is clearest while they are still on the table and they have just heard what you found. Waiting until they feel a little better is how you lose the start. Most of the decision happens in that first half of the relationship, not at some graduation visit that never comes.
Apply the exam fee toward the plan if they start inside a window you name. The plan should be several times that fee. You are not cutting the plan. You are letting money they already spent count. After the window, the price is the price. If they want something smaller, remove a piece — fewer visits, no re-exam, no home plan support — and price that smaller thing. Do not offer the full plan for less because they hesitated. The next patient will hear about it. The offer structure around this is in the new-patient offer.
Track start rate: plans started divided by exams that happened. Look at it by doctor. A doctor at 20 percent and a doctor at 60 percent on the same kind of patients do not have a marketing gap. They have a recommendation gap. Listen to how the plan is said. If it is apologetic, the patient will treat it as optional. If it is specific, a no is a real no and you can follow up against the real reason.
Write why they did not start, in their words. Money, a spouse, fear, "I will try stretches first." That line is what follow-up uses. "Thinking about it" is not allowed as the only note. People who miss the exam never get this conversation. Fix that first if show rate is under 60 percent, using the no-show rules. Coaching a perfect plan talk to an empty chair does not move the month.
Cost per started plan is still the ad number. A clinic can have cheap leads and a weak start rate and call the agency. The agency did not sit in the report of findings. Put start rate next to spend before you change the creative. The sheet lives with Facebook ads for chiropractors.
Some patients will do the plan and still be stuck on weight that is making the pain worse. That is a different offer, not a longer adjustment package you invent to hit a number. A physician-directed weight-loss program under the clinic name lets an independent provider decide what is appropriate. Insert MD coordinates that path, the pharmacy side, and PepPal, so your team is not improvising medical advice at the front desk. Bring it up when the patient brings up weight, or when the plan is underway and the limitation is obvious. It is not a substitute for the recommendation you should have made about their spine. Details are in weight loss for chiropractors.
Review five reports a week as a clinic, not as a vibe. Read the recommendation out loud. If you cannot tell how often they are supposed to come, the patient could not either. If the note says the patient will "play it by ear," that visit did not have a plan, and it does not count as a start-rate attempt you can be proud of. The doctors who start more care are usually not pushier. They are more specific, and they stop talking after the recommendation long enough for the patient to answer.
A specific recommendation is clinical. A shrug that hopes they come back is what leaves them in pain and leaves you unpaid. Say what you would do if they were your family, including the schedule.
A majority of patients who show for a real problem and hear a specific plan should start. If they do not, the visit is still a screening.
The doctor should make the recommendation. The desk can handle the paperwork and the schedule. Splitting it so nobody owns the start is how plans die in the hallway.
Medications are prescribed only when medically appropriate by independent licensed providers. Insert MD does not practice medicine or dispense drugs. No earnings are guaranteed.
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