Chiropractors

It’s not like going to school, where you can walk out with a “C”; and even with an “A,” after having just memorized the material for a test. Everyone can come out with an “A.” Well, you just can’t walk out of one of Sterling’s courses without knowing what you know, and knowing that you can implement it, and that you have what you need to solve your problems. And that’s unique among the consultants I’ve seen out there.

One of the most important courses for me was one I went back and I took separately, called the “Professional Sales Workshop.” While this wasn’t easy, it really turned my stuff around.

What it means is, when someone comes to a chiropractor, he comes in with all kinds of baggage, baggage about his problem, and baggage about what a chiropractor can do for him and so on. The chiropractor has to care enough about that person to get past the baggage and convince them to get the care they need.

I can tell you what Sterling has done for me in terms of production statistics. I got into the Sterling program about nine months ago, and if I compare this past month to the same month a year ago, the production has more than doubled! Now that sounds good, but actually it’s even better than it sounds because my fees have changed.

And that had something to do with what is called “fair exchange.” When you ask more for your service than its value, or if you ask too little for your service, either way, it’s not a fair exchange and things go weird

A year ago, my fees were higher than now, because I was billing insurance companies instead of people. And I was charging a much higher per service fee. But when I came back from Sterling I sat down and figured out what was really fair for my services, and that’s what I charge. And now people are much more willing and likely to pay me; before, I was collecting about 65% and now I’m collecting 85%. The exchange is much better—when I got the exchange right, things really took off in my practice.

So I’m delivering even more than twice as much care and making more than twice as much money while putting in about the same number of hours. And of course I could work less hours but I figure I might as well spend my time doing what I love to do.

I’ve always enjoyed that part of things—the part where I’m treating. Now the financial pressures have been taken off and things are just a lot more fun.

I don’t see me staying at this particular level, either. I can see continuing growth from this point on!

We now have a 95-97% collection rate.

Dr. King Rollins

In regard to hiring, I wasn’t totally ignorant. I would do an ad, but just had awful prospects. I would do some testing but not the same as Sterling’s. Sterling helped me word ads that got me better quality prospects and then, using the employment testing they provided, I was able to select and hire energetic, positive, producing employees.

Before Sterling, I was a lone cowboy. I had to figure things out on my own. Now I have someone that can pinpoint and identify the exact policy and procedure I need for the problem I have. For eight years I have been semi-retired, working three and a half days a week. Now Sterling’s marketing and advertising advice is bringing in so many quality patients that I am excited about helping so many more people again, and working five days per week with energy to spare. I am also generating the income I need to be able to move out of being the hands-on doctor and fulfill a long-term dream of helping others even more.

Sterling got with all my top staff to train them on what needed to be done so I didn’t have to do it and could just be a doctor.

If I look back on the whole experience, Sterling was able to analyze the practice and see my strengths and weaknesses. They corrected the weak areas and strengthened the strong ones. They guided me and my staff the whole way to help me expand.

Robert Kovacs, DC