Melissa – How to Get Medical Doctors Referals for Hypnosis
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From Zero Clients
To Waiting List
In Only 6 Weeks!
Discover how one hypnotist went from
brand-new practice to waiting list in only six weeks,
and 18 months later hired a second hypnotist
to handle the overflow of new clients!
From the desk of
Somewhere slightly south of
Golden Gate Park in San Francisco
Tuesday October 30, 2012
I’m going to share with you an amazing yet true story about a hypnotist went from brand-new practice to waiting list in only 6 weeks.
And after a year and 1/2 hired another hypnotist to help with all the new clients she was getting, while other hypnotists in the same area continue to worry about how to get enough clients.
If you’re a hypnotist and you feel like it’s a constant struggle to get more clients, then you’ll want to read this entire message. It might just be the most important message you’ll ever see.
In January of 2011 a hypnotist with a 6-figure practice decided it was time to move.
Not just a move across town, she packed up all her worldly belongings and moved from Birmingham AL to Boulder CO.
You may know of this hypnotist, her name is Melissa Roth.
Now long distance moves are disruptive for anyone, but for a hypnotist it means starting a brand new practice from scratch.
In other words… Starting with ZERO Clients… and ZERO practice income.
But Melissa wasn’t concerned.
Because she had done this before.
Her practice in Birmingham was always fully booked even though she didn’t advertise, because as she says
“I’ve never advertised so I really don’t know how, and I suck at it. But beyond that, I’m too cheap to do that.”
So how did she stay fully booked?
She got a steady stream of referrals from medical doctors and other medical professionals.
So when she got to Boulder, she put into action what she calls her “cookbook” method for getting doctors to send her referrals.
And inside of 6 weeks, she had all the clients she cared to see (for her this is 3-4 a day on weekdays only).
And a waiting list of people wanting to sit in her chair.
But her story gets even better
Because in October of 2012, she hired another hypnotist to help her with the overflow.
And as Melissa says “I already had a full book of clients each week. This will be a great way to help this girl build a full time practice.”
Melissa has now built 2 full-time practices
in 2 very different regions of the country
Using her self-developed method of getting medical doctors to refer hypnosis clients.
What is her secret?
As a hypnotist you understand how important it is to understand your clients model of the world.
Melissa figured if she was going to work with medical professionals she had better understand their model of the world.
So she studied how doctors and hospitals do daily business
What she discovered is a consistent way to get a meeting with even the busiest of doctors.
And a consistent way to build relationships with doctors so they trusted her enough to refer their patients.
It doesn’t matter what the doctors specialty.
It doesn’t matter what city.
And it doesn’t even matter what part of the world.
Because doctors offices do business the same way.
And when you understand how this works you too can meet the doctors and get them to refer to you.
However many hypnotists don’t believe they can do this.
In researching this topic, I discovered 5 common myths hypnotists have about medical doctor referrals.
Myth #1: Doctors don’t refer to alternative or complementary therapies.
Fact: Researchers at Harvard Medical School and Beth Israel Medical Center found that one in 30 Americans — that’s about 6.4 million people — were referred for some kind of mind-body therapy by their doctor or another health care provider.
(Harvard University National Study, 2011 American Medical Association. Archives of Internal Medicine Vol 171 (No. 9), May 9, 2011)
Fact: More than 70 to 90 percent of the physicians considered complementary medical therapies, such as diet and exercise, behavioral medicine, counseling and psychotherapy, and hypnotherapy, to be legitimate medical practices. A majority had referred patients to nonphysicians for these therapies.
(Journal American Board Fam Pract. 1995 Sep-Oct;8(5):361-6. University of Maryland at Baltimore)
Fact: in 2003, the American Medical Association published a study that said that 58% of their member physicians were interested in referring their patients to complementary therapists.
By the way, do you know the main reason MD’s said they don’t refer to complementary care more often?
Because they didn’t know who to refer to or what conditions to refer to which complementary therapist.
The reason Doctors don’t refer more often to complementary or alternative care providers is they don’t know who these providers are, and what conditions to refer!
Myth #2: Doctors are too busy
Fact: doctors are busy, but here’s a little secret Melissa discovered by studying their model of the world…
All doctors have time set aside in their schedule for meetings.
This is how business in the medical world gets done. Some have slots every day, some only one day a week. All you need to know is how to get one of the open time slots!
Myth #3: You are taking business away from the doctor
Fact: According to a 2012 study done by Association of American Medical Colleges. The USA could face a shortage of as many as 150,000 doctors in the next 15 years. Populations are aging around the world, and there are big trends like obesity, diabetes and anxiety increasing at alarming rates.
Fact: As Melissa points out, “Every physician of any specialty has people that they tell every day, Stop smoking. Lose weight. Learn how to get rid of the stress in your life!” The MD’s are tired of saying this and would welcome any help they can get in this area.
Doctors are tired of saying Stop Smoking!
Lose Weight! Get rid of Stress!
Myth #4: Doctors in my country won’t refer
Fact: More than 60% of all physicians made referrals to alternative providers at least once in the preceding year and 38% in the preceding month.
(Ben-Gurion University of the Negev, Beer-Sheva, Israel)
Fact: 83% respondents had previously referred (or influenced referral) for Complementary or Alternative Medical (CAM) treatments.
(Complement Ther Med. 2004 Mar;12(1):6-16. London UK)
Fact: A study carried out in 1990 surveyed the use of ‘alternative’ therapies by Auckland GPs. Two-thirds reported they would refer patients for alternative treatment.
(New Zealand Medical Journal 103 (889), pp 213-15, 9 May 1990)
Fact: The majority of the participating GPs considered complementary approach within primary care.
(University Hospital Heidelberg, Vossstrasse 2, 69115 Heidelberg, Germany. 2008)
Fact: Hypnotists have used Melissa’s method to build doctor referral based practices in Australia, Italy, Norway, United Kingdom, New Zealand, Taiwan, & Canada.
Myth #5: Doctors won’t refer to a hypnotist
Doctors are thrilled and happy to refer!
“Doctors are thrilled and happy to refer” — Scott Sandland
Scott should know, his fully booked practice gets referrals daily from doctors and dentists.
Like Melissa he understands there are big benefits from getting a constant stream of referrals from doctors. Such As…
Benefits Of MD Referrals
You don’t need to spend money on advertising
The doctor credentials you as an expert
The client comes to you pre-sold that Hypnosis will work
You can have a fully booked practice
You can charge higher fees
Large long-term potential return for a small time investment
Requires almost no money to get started
The fastest way to build a referral based practice
Doctors will be grateful for helping their patients live healthier lives
It’s a win-win and you get to spend your time working with clients… Instead of worrying about how to get them.
Here’s how you too can learn Melissa’s methods for doctor referrals.
I recently spent 2 hours interviewing Melissa and got her to map out her “cookbook” as she likes to call it.
During the interview she went into depth explaining how a doctors office works and how to get meetings with doctors just like the ‘detail reps’ do every day.
Here’s a sample of what she revealed:
How to get past the gatekeeper (be a welcome guest not annoying pest)
5 Critical questions you need answered before you visit a doctors office
Why you usually do NOT need an appointment and how to use this to your advantage
What to wear and how to prepare
What to do if the office asks you to buy lunch
Melissa’s tricks of the trade for seeing multiple MD’s in one day
The ‘magic words’ to say to the receptionist when you visit the doctors office, that gets you back to see the doctor.
Why you should talk with EVERYBODY in the doctors office (and what you should say when you meet them)
2 things you should bring with you to handout at the doctors office that don’t get immediately thrown away (Hint: it’s not brochures)
How to prepare to make an good impression in a short time
The mindset important to your success
What to say at the all important first meeting with a doctor.
How to handle common objections medical professionals have about hypnosis
Proper ways to follow up with doctors
How to find the 40% of medical professionals NOT listed in the phonebook or Google. (These people will be some of your best referral sources)
How to handle referrals who want to use their insurance if you don’t take insurance
Why you should never email or send letters to doctors looking for referrals
Melissa’s special ‘cheat-sheets’ that make it easy for the doctor to explain hypnosis benefits to their patients.
How to get doctors to make you a priority when you come to visit them.
How to get invited to give presentations to all the partners in a medical office
How to make Melissa’s system work for you even if you are a brand-new hypnotist
The shocking reality about what happens to your brochures the minute you leave the office
The TOP 5 issues doctors refer out to hypnotists
A HOT new niche for hypnotherapists! (The medical community doesn’t have a good answer for this problem)
4 items Melissa always takes when meeting doctors.
The bare minimum you need to get started TODAY
Top 3 medical professionals to approach if you want IBS referrals
How to be successful with Melissa’s methods even if you are on a shoe-string budget
And much more…
Plus she took the time to answer questions sent in by hypnotists from around the world.
Also included is an Action-Steps Checklist to give you a step-by-step roadmap for getting started.
Plus I’ve created a video showing you how to find free medical journal articles using one of the world’s largest databases of medical research papers.
And I’ve included simple Kindle instructions on how you can get the ebooks onto your Kindle or Kindle Reader Software running on your iPad or Android.
And there are a couple of extra bonuses…
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