Canadian RMT Fall 2017 CanRMT_Fall_17_FINAL | Page 16

Building a Thriving Referral Practice
By Dr. George B. Roth, BSc, DC, ND, CMRP
I was recently treating a patient who had significant
health challenges from a life-altering injury that threatened to
end her career. Specialist after specialist had been unable to
provide answers. During our session she shared that she had
chosen to see me because I had successfully treated a colleague
of hers with a similar condition, when all others had failed. It was
because of this recommendation – from someone she trusted –
that she took the initiative to seek treatment with me.
Differentiate Your Practice
Early on in my career, I acknowledged that the opportunity to
help people with something as personal and fundamental as their
health, represented a privilege and a responsibility. As a result, I
decided that I was never going to settle for mediocre results. This
pursuit of excellence culminated in the discovery of the principles
that continue to define my practice to this day.
The first step in building a referral practice is to ask yourself:
• Am I truly committed to excellence in my practice?
• Do I enjoy my practice and look forward to going to work?
• Am I confident in the scientific basis of the techniques I
use and my ability to address the underlying cause of the
problem?
• Am I offering uniquely valuable services that set me apart
from my peers?
Deliver Breakthrough Results
Patients are seeking your care with the hope that what you have
to offer is going to be successful. You need to clearly communicate
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the value of your treatments in order for them to consider an
investment in your services.
There are 3 ways you can convey value to your patients:
1. You can simply tell them about the value you offer - and
sometimes that works.
2. You can have others tell them about the value you offer - that
works even better.
3. But the proven, most successful model is to DEMONSTRATE
that value, even before the treatment is administered.
In pursuit of solutions challenging cases, I’ve encountered
leading-edge scientists and clinicians, who inspired me to uncov-
er certain foundational concepts about how the body really works.
These discoveries led to the development of clinical approaches
that were not only gentle and effective, but also allowed me to
demonstrate the value of treatment, even before it was admin-
istered. I have since been blessed with the opportunity to share
these breakthrough concepts with practitioners from all over the
world.
Final Thoughts
Any patient, who is able to achieve relief from painful or limit-
ing conditions, wants to share their success story. When your
former patients become your ambassadors due to their success
and glowing referral, you will enjoy a continually rewarding
and fulfilling practice. I encourage you to continue to strive for
excellence, keep searching for answers and keep providing life-
changing results.