Roger Adams – How to Market and Automate Your Practice Like a Boss

Dr. Roger Adams talks about how he manages his practice for incredible referrals from satisfied clients.

Interviewer: I’m pleased to have with me Dr. Roger Adams, who operates Eat Right Fitness, out of Spring, Texas. And Roger’s been doing a lot of work in his practice and today he’s going to share with us some of the things that he uses to help make his practice more effective and also tell us a bit more about where he focuses and some of his concentrations. Roger, we’re really glad to have you here. And if you could please tell us a little bit more about yourself and your practice.

Dr. Adams: Yeah, thanks for having me, Jeffrey. I think this is going to be fun. My name is Roger Adams and I’ve been in the practice, at nutrition counseling and personal fitness training, for about nineteen years. I primarily work with clients on weight loss and sports performance. So I will see patients that need to lose weight, either it’s for health reasons, such as chronic disease like diabetes, obesity, heart disease, or maybe it’s just some vanity weight. They want to lose a few pounds before the summer vacation. And then I also work with them on exercise prescription and make sure they’re doing the right kind of exercise to meet their goals. I work with clients one on one and in personal training settings and also in small group fitness locations.

Jeffrey: And Roger, do you do any coaching online or through some sort of distance application?

Dr. Adams: Yes, Jeffrey, I do. I see patients here in my office at Spring, Texas in person. But then I also will work with people nationwide via distance methods, whether it be the telephone or Skype or FaceTime or even, you know, just online chats or using Google Hangouts. You know, whatever, whatever is comfortable with the client, you know, I like to tell them I take the excuse of having to come to an office or location away so that we can work virtually just about any time. So I do have been working on that quite a bit the last couple of years trying to build that up. And I’ve got clients right now from California to Maine. So hopefully one of these days, I would, I would love to have almost a one hundred percent virtual practice.

Jeffrey: And that sounds very convenient for the clients themselves. Do you find there’s any challenges managing your clients that are long distance?

Dr. Adams: Yes, that’s a good question. Yes, I do find that the challenge I think from distance standpoint is that sometimes the clients don’t take the sessions quite as serious as if it’s in person. If it’s in person, they tend to be ready. They have their notebook, they’re ready to take notes, they’re a little more engaged. You know, sometimes the sessions, especially if they’re on the phone, you know, they might be doing other things, they might be driving, their attention is not 100% there. So I try to coach them as if to take the distance sessions as serious as an in-person session would be. You know, block off time, have a quiet office or location. You know, don’t be in the car, don’t be multi-tasking. You know, do something that you would…you know, treat it like a normal meeting. And that tends to go over pretty well now. But that’s probably the biggest you know, limitation that I see, or problem, is people aren’t quite as good about treating it as serious.

But on the other hand, since I’ve added the distance capability, I have seen people become a lot more adherent to my programs because then don’t have the excuse of traffic or that they can’t see me. I have people here in the Houston area that I’ve never met that prefer the distance sessions just because the traffic here is terrible. So it does have, you know, pluses and minuses. And right now, I’m finding it has a lot more pluses than minuses.

Jeffrey: That’s great. I know that part of your practice has been growing quite a bit. What do you do or what do you find works in terms of marketing your practice?

Dr. Adams: Yeah, you know, marketing my practice…I’ve tried a lot of things, Jeffrey, over the years. You know, from print ads, to online web clicks on different news media outlets. And really the, probably the best return on my investment I’ve had is working with a search engine optimization specialist up in New York. I have a designer that does my SEO and gets my Google listing higher. That’s probably from a standpoint of me paying for marketing, that probably gets my best return. Nothing says, you know, my…nothing promotes my business better than my own clients. So, I get a lot of word of mouth, a lot of referrals, you know, someone loses weight or gains confidence in the gym, then they’re gonna tell other people and other people are gonna notice, and that tends to be some of my best advertising. But for paid advertising or paid marketing, you know, the SEO is probably where I’ll spend most of my marketing dollars at this point.

Jeffrey: And you say that you use referrals. Those are almost invaluable because there’s some credibility there, especially when people are asking their friends, you know, what did they use or who did you use to look so fantastic and get their weight down. Do you find that because you’re now national, that you’ve got attraction, you’ve got referrals coming in from not only just the Spring area but all parts of the country?

Dr. Adams: Yeah, it’s slowly picking up. I mean, I get more referrals from some of the previous locations that I’ve lived in, both in other parts of Texas and up in the Northeast. But I am getting referrals from other parts of the country, whether it’s from clients that have referred friends and family, or, you know, they see my name in some various magazines or media publications. So…yeah. So yeah, the referrals are really what I take to heart because, you know, they know a little bit more about me, they’re a little more vested, they’re a little more interested than someone that’s just randomly inquiring. So yeah, yeah, I’ve seen that it has picked up quite a bit.

Jeffrey: Now another question, back to organization. With in-person consultations, distance consultations, different time zones, how do you keep everything straight?

Dr. Adams: That can be a challenge across time zones. So I use…you know, I’m very heavy with electronic media calendaring, to keep me in as far as my clients, mobile calendar and desktop. I use Acuity scheduling platform because I do like the fact that it lets my clients see their stuff in their time zone, it lets me see mine in my time zone. So that does help alleviate any confusion with the time. Because before that I was having some issues with the time zone confusion, not sure if people were in a certain time zone or not. So that helps, you know, keep it tracked. Also, the scheduling app that I use with Acuity will, you know, it allows me to keep track of whether it’s an initial consultation–is this the first time someone’s coming in? Is this a follow-up? And I can make an annotation in there and designate that it’s a distance session that I’ll be calling them, you know, via Skype, or FaceTime, or are they gonna be calling me on the phone? So I can add that so it really helps my, my planning. So that when I look at my day each morning, I know exactly what to expect.

Jeffrey: Perfect. And that’s bundled into the WellClient application, is it not?

Dr. Adams: That is correct. Yeah, the WellClient app bundles all that for me. It really helps, you see everything, see everything at once. You know, I need to see things all at one time and that really does, that really helps me.

Jeffrey: Yeah, and the more people I talk to, the more people use not only the scheduler and things like well client to automate a lot of the very tedious front end things. For instance, I know that a lot of new clients will, you know, go to a website, and then they’ll inquire and then it’ll go back and forth. And if there’s no system in place to automate that, that can suck up a lot of time, especially arranging that first visit. So you wanna make sure that obviously if a client is, is selecting you based on what’s on your website that they are a good fit and they could kind of do a lot of the investigation themselves. So providing you know, downloads for them, ability to opt-in to a newsletter that you have, or even setting up something where you automatically reach out to them via Email and that’s all kind of working automatically in the background. That can really help kinda simplify things and allow you to spend more time really doing what you want, spending time with your family and working with the clients you really wanna work with.

Dr. Adams: Yeah, and that’s one thing I’ve noticed with my well client application is that it’s helped me capture people early on, at least their information, you know, their email, their contact information. But it also helps me engage them because the majority of people are looking for people online. And if you can engage them with a email, with a text, with a, you know, a download, something that gets them thinking that, you know, this isn’t just a static website, there’s somebody behind it that I’m gonna be working with, you know, it’s given me a lot more comfort as I’m growing my mobile practice and my virtual practice. Because I’m able to reach out to people, you know, quickly, almost instantaneously when they do get to my website. And you know, whatever they can’t find, you know, I can, they can get an immediate response when they create an account, or when they sign up for a newsletter.

Jeffrey: Yeah, that’s becoming so important as clients and prospects are getting more and more familiar with websites not just being just like you said static, but you know, having a person that they could, you know, reach out to and really see if there’s a fit there. Things that automate that are becoming more and more popular in being able to increase the number of really satisfied patients that people take on in their practices.

Dr. Adams: Oh absolutely.

Jeffrey: Fantastic. Roger, if someone’s listening to this, how can they get a hold of you? What’s the best way for them to reach you?

Dr. Adams: There’s a couple of ways, you know, email is always the easy way, my email address is pretty straightforward, it’s Roger, roger@eatrightfitness.com. Or they can call me on my business phone, and that area code is 214-289-7215. Again, that’s 214-289-7215. Or they can go to eatrightfitness.com and connect to any of my social media accounts and get information there.

Jeffrey: Yeah, and I know on your website you’ve got lots of fantastic content. You’re always up to date and I do encourage people listening to this to go check out Roger’s website. There’s a lot of information there and a great opportunity to learn. Roger, I want to thank you again for coming on and talking a little bit about your practice, some of the things you use for marketing, and some of the tools you use to help you automate your practice and allow you to spend more time really doing what you love.

Dr. Adams: I do appreciate it. Thank you so much, Jeffrey.

Dan Young Certified Naturopath Talks About The Right Things For Practice

I recently had the pleasure to chat with Dan Young, Certified Naturopath from Cheyenne, Wyoming. Dan runs an interesting practice, and he’s got a great method for getting new clients in the door. He also has some interesting ways that he’s able to retain his existing clients and develop fantastic word-of-mouth referrals for all the hard work he puts in.

Jeffrey: I’m pleased to have Dan Young, board certified naturopath from Cheyenne, Wyoming here, with me, on the call. Dan, it’s great to have you here.

Dan: What an opportunity, thank you for the time we’re going to spend together today.

Jeffrey: Dan, I wonder if you could explain to everyone a little bit about your practice.

Dan: In 1998, my father found himself retired as a master herbalist, and because of some of our past history in our family, he was very moved and wanted to get back into doing some form of work. He actually became a master herbalist as a hobby. It wasn’t really intended to be a business per se, but in Torrington, Wyoming, a little town just north of Cheyenne, he started consulting and working with people, and that was 1998. Today, several years later, we have found ourselves in a rather large business situation here in Cheyenne, close to 2500 square feet of just clinical office, plus we have a registered FDA lab for manufacturing our herbal-based dietary supplements, and we are very blessed to see over 4000 office visits a year now. So, it’s been quite a journey.

Jeffrey: Now that’s a fairly sizable practice. What are some of the techniques that you use to get new clients in the door, as well as to service your existing clients? Continue reading

Jill Albright Talks About Social Media Automation for Fitness

Jill Albright is a fitness professional with over 16 years experience in helping people achieve their goals to change their lives and live healthier. In this interview she explains how she uses social media automation tools for her fitness practice to help her increase her business.

Interviewer: I’m pleased to have with me Jill Albright, who’s a personal trainer and nutrition coach. And Jill’s got some interesting things that she’d like to explain about her practice. Jill, welcome.

Jill: Thank you. Thank you for having me.

Interviewer:: Jill, I wonder if you could explain a little bit about your practice?

Jill: Absolutely. Right now, My Fitness Decisions is the name of my business, and I offer on-line personal training, nutrition coaching, and personal training through my in-house studio. I offer training programs with a few different options based on the person’s goals, motivations, time, and commitment. I try to make it as easy as possible for a person to get results. I offer an on-line platform, but a person can perform at a gym, a video program that can be performed at their house or personal training sessions from my in-home studio. In addition, I also have plans that include nutrition consultation fair assessment.

Interviewer: Jill, it sounds like you’ve got a very wide variety of programs, some that suit a whole wide variety of clients. What are some of the techniques that you use to get new clients for your practice?

Jill: Currently, some of the techniques I use to obtain clients would be social media and word of mouth. My part-time business is becoming very popular because of the success that I’m having with many of my clients. Therefore, many people hear about my services through others. In addition, I offer consultation services at L&L Studio in town that helps me to obtain additional referrals. And finally, I use social media. For example, Idea Fit and Facebook to post blogs and inspirational and motivational quotes on my Facebook page. And it also kind of shows exercise and nutrition on a daily basis as well. Continue reading

Clifton Palmer on Why You Should Ask For Referrals Without Fear

Clifton Palmer is the owner of Palmer Fitness Dynamics and has been active as a trainer since 2001. In this interview he says one of his best sources for new clients is referrals. He also goes into how to ask for referrals and why you shouldn’t be afraid of doing it.

Jeffrey: I’m with Clifton Palmer, who is the owner of Palmer Fitness Dynamics. And Clifton is going to talk a little bit about his practice and how he uses new techniques to get new clients. Welcome, Clifton.

Clifton: How are you doing, Jeffrey?

Jeffrey: I am doing well. Thank you very much. Clifton, I wonder if you could explain to everyone a little bit about your practice?

Clifton: Sure, absolutely. Well, it’s a boutique personal training service where we go to client’s houses or their location. It could be office, home, or even outdoors and pretty much we bring the personal training service to them. So everything is detailed for their exercise, their nutrition, their recovery to make sure they are reaching their optimal results.

So what we do is we take an orientation, we ask a lot of questions, We do a lot of tests in order to make sure we get as much information as possible in order for us to build or design, a program that is specifically tailored to their goals, to their limiting factors. And we decrease as much of the limiting factors as possible, and teach them new habits in order to get them to those goals as quickly and safely as possible.

Jeffrey: Great. And you talked about new clients and your approach. What are some of the techniques you use to get new clients?

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Gary Merel discusses his functional nutrition practice


Interviewer: I have with me Gary Merel who is a licensed acupuncturist and functional nutrition practitioner based in Ann Arbor, Michigan. Gary, I wonder if you could explain for the folks a little bit about your practice?

Gary: A simple question. I would say my practice is focused on primarily three components. I’m an acupuncturist. I went to acupuncture school in New York, I don’t know, many years ago, and am licensed in the state of Pennsylvania. But I found over the course of my first years in practice that I was unprepared to deal with the complexity of patients’ presentations that came into my office.

I’m also an inpatient practitioner, an inpatient clinician, I like results. Also, people pay out of pocket, so, it’s not like I have an infinite amount of time. There’s usually a personal investment clients make in coming to see me. So, I started studying functional medicine, and I would say, functional medicine uses the tools of medical science, but unlike most allopathic practitioners, functional medicine, well, let me say this differently.

Allopathic medicine, for the most part, not exclusively, is really based on symptom management. You have symptoms, they have drugs or procedures to manage them. Functional medicine is really rooted in finding out the underlying cause. Symptoms don’t live in a vacuum, our bodies don’t live in a vacuum. The knee bone is connected to the shin bone.

So functional medicine uses the tools of science, which is blood work and some other diagnostic tools – saliva testing, urine testing – to help figure out why the symptoms are appearing and using that knowledge to empower my clients to own their health, and, as often as possible, resolve that underlying condition, and in most cases, the symptoms just take care of themselves.

I also use nutrition as a big part of my practice. I have a very Paleocentric practice. I use food as a primary source of healing. I do use supplements, but food always comes first. Seventy percent of our immune system is in our gut, so you need to deal with that first. I find between using the tools of acupuncture and Oriental medicine and functional medicine, I can bring the best of both worlds to help a client in the process of healing and ultimately making health a choice.

Interviewer: That’s great. It sounds like you use a wide variety of methods to really empower your clients to help themselves with their health. What are some of the techniques that you use to help you get new clients for your practice? Continue reading

Ingrid Skoog discusses her boutique practice

Interviewer: I have with me, Ingrid Skoog, a registered dietitian, board certified as a specialist in sports nutrition, and owner of Momentum Nutrition Coaching. Ingrid, welcome to The Call.

Ingrid: Thanks for having me.

Interviewer: Ingrid, I wonder if you could explain a little bit about your practice.

Ingrid: I’ll be happy too. I have what I consider a boutique practice in Eugene, Oregon, where I specialize in sports nutrition and performance nutrition overall. I see a fair number of people that are interested in weight loss and weight management, and then I also work with companies that are looking for development of educational materials and looking for a corporate level of nutrition information.

Interviewer: So you have a variety of focuses within your practice. What are some of the techniques that you use to get new clients, either within your main practice or within those sub-niches? Continue reading

Lisa Merrill Discusses Her Dietitian Practice and Time Management

Interviewer: I want to welcome Lisa Merrill to the call. Lisa is a registered dietitian, certified diabetic educator and exercise physiologist. Lisa, thanks for coming on the call with us

Lisa: Thank you.

Interviewer: Lisa, I wonder if you could explain a little bit about your dietitian practice?

Lisa: I have a couple different things that I do. I work face to face with clients, and my initial session is about a two hour session, so it’s pretty intense. I do work with people diabetic, people that are eating disordered, either anorexia, bulimia, or one of my big specialties is binge eating disorder. We will create a plan of action together, we will create, you know, the meal plans together. If someone is trying to improve blood work we will, you know, make sure that the food’s helpful doing that and also kind of an exercise protocol to help improve that blood work too. I also work with people that are out of state and international and that way I do it over the phone, email, a lot of texting, and we create plans that way too. They have an intake form that they email me ahead of time and then we kind of create a draft for them and then we kind of tweak it as we go, and then I regular mail out, kind of, the info pack and some of the handouts that I would normally use with my face to face people. Then I also teach college.

Interviewer: Wow, it sounds like you have quite a lot going on.

Lisa: It’s busy!

Interviewer: I bet. Now, in your practice, what are some of the techniques that you use to get new clients? Continue reading

Dr. Felicia Stoler Talks About Her Unique Dietitian Practice

 

Interviewer: I’m with Dr. Felicia Stoler; a registered dietitian, nutritionist, and exercise physiologist based out of Red bank, New Jersey. Felicia, welcome.

Dr. Felicia Stoler: My pleasure. Thank you.

Interviewer: I wonder if you can explain a little bit about your practice.

Dr. Felicia Stoler: I have a private practice where I see individuals. I guess what makes me different is that I’m a registered dietitian and exercise physiologist, so I would get both ends of the energy spectrum with a certain level of expertise that perhaps some other folks aren’t addressing. I look at somebody as far as the whole package, the whole individual, from their sleep habits to their food intake habits, and trying to help people meet their goals and objectives based on their needs, their lifestyle, and their food preferences and health challenges.

Interviewer: Great. I know everyone wants to know; what are some of the techniques that you’re using to get new clients?

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Lore Earley Talks About Her Holistic Health Coaching Practice

Lore Earley talks about her Holistic Health Coaching Practice.

Jeffrey:            I’m with Lore Earley, a holistic health coach and licensed counselor. Lore, welcome.

Lore:    Hi, thank you for having me.

Jeffrey:            Lore, I wonder if you could explain a little bit about your practice.

Lore:                Yes. My practice has two different divisions to it. In my therapy practice, I work with people who have experienced some kind of trauma or difficult life event, and it’s seriously impacting their daily life. I have a small practice in Port St. Lucie, Florida, and I usually see my therapy clients face to face. I use some techniques that are best suited for in-person treatment.

On the health coaching side of my practice, though, I work with people that have anxiety, stress, a lot of overwhelmed feelings, but is also paired with physical somatic symptoms. For example, unexplained physical pain. They might have a lot of tension in their body. A lot of people feel nauseous all the time. It can even manifest itself as chronic disease. So my health coaching practice I can do through Skype, I can do through other distance web based modalities, unlike the actual therapy part.

Jeffrey:            It sounds like you have quite a varied practice. What are some of the techniques you use to get new clients?

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Adrien Paczosa -Registered and Licensed Dietitian

Adrien Paczosa is a Registered and Licensed Dietitian and the Owner/ President of I Live Well Nutrition Therapy in Austin, Texas. Adrien’s approach to healthy nutrition is one that encourages whole-body wellness.

Jeffery:                       I have with me Adrien Paczosa, owner of I Live Well Nutrition Therapy. Adrien, welcome.

Adrien Paczosa:         Thank you, Jeffery. It’s so great to be here.

Jeffery:           Adrien, I wonder if you can explain a little bit about your practice.

Adrien Paczosa:         My practice, I love my practice. I own I Live Well Nutrition Therapy as you stated, and I have about four to five dieticians working for me. It varies from week to week. They’re all independent consultants. We definitely specialize in eating disorders and addictions, but the also we’re able to see other clients for other medical other medical reasons as well.

Jeffery:           What are some of the techniques that you use to get new clients?

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