Show notes
President founder eNurtureReferrals .com, CEO of New HealingCareNetwork .com, Former CEO of Mercola .com, Cancer Treatment Centers of American, TeraGlyph iMatchNetwork, JL Dearlove Ad Agency TRANSCRIPT JAMES CHESTER (HOST): You made it to Chiro Hustle! Sit back and learn from the greatest influencers in the profession on the world’s number one chiropractic podcast. Before we dive into this powerful episode, please remember to subscribe to our channels and give us a 5-star rating on iTunes to continue hustling. This episode is brought to you by ChiroHD – More than an EHR; Practice Management, Simplified. Click the link to learn more… The Chiro Hustle Podcast is sponsored by ChiroHD, 100% Chiropractic, Chiro Health USA, Brain-Based Health Solutions, Imaging Services, Chiro Moguls, PureChiroNotes, Titronics, AlignLife, Sherman College of Chiropractic, New Patients in a Box, Life Chiropractic College West, Pro Hockey Chiropractic Society, Pro Baseball Chiropractic Society, and the IFCO. Now, if you’re looking to increase contributions toward preserving The Sacred Trust within the Chiropractic Subluxation model; in a way that honors our Innate and Universal Intelligence but lack the time and energy to launch a new initiative? Then, check out our Patreon page at https://www.chirohustle.com/patreon and choose the option that best fits your ability and desire to invest toward The Big Idea in support and restoration of freedoms to speech, medical and family health. Now let’s hustle! LUKE MILLETT (PRODUCER): Hey guys, welcome to episode 561 of the Chiro Hustle Podcast. I’m your producer, Luke Millet, and here’s your host, James Chester. JAMES CHESTER (HOST): So today we have the opportunity of interviewing John Dearlove. And if you want to hear the story of how we’re creating a healing network, stay tuned. Welcome back. This is another episode of the Chiro Hustle Podcast. Today I have John Dearlove on with me. I’m really excited for this interview. We’re going to talk about a lot of things with communications and tech and marketing and brand. I think that there’s a lot of things that people are going to learn from this episode today. So please take out your pens, papers, your digital and take some notes as we go through the center of the process today. Before we jump into episode 561, I’m going to let you know our big why. Why do we do it? We do over here at Chiro Hustle. Well, first things first, we protect freedom of speech. We think that’s so important. A lot of people out there that are creative and think outside the box, they get shadow band, marginalized, censored. And we’ve never done that to anybody. So we really believe it’s important to protect freedom of speech. So we’ve never censored anyone because we don’t like to be censored either. Then we do believe in medical health freedom and family health freedom. We think they’re not the same things, but we have to focus on them as a culture. And then we’ll get a bit more philosophical within the Chiropractic profession. We believe in BJ Palmer’s Sacred Trust and protecting that. If you don’t know what that means, go right now to your favorite search engine and look for BJ Palmer’s last words. You’re going to learn more about Chiropractic then you previously did. I guarantee you. Then as we round out the intro, Subluxation-based Chiropractic, we believe in that and support that. And we believe in innate intelligence or universal intelligence that when man or woman, the physical gets adjusted, it connects them to man or woman, the spiritual. Now that that’s all laid out for everybody, that’s our big white around Chiro hustle. Now I want to give a warm welcome to John D’Arlev. Welcome to the show. JOHN DEARLOVE (GUEST): Go ahead and show. JAMES CHESTER (HOST): Yeah. 561 of these episodes, I just saw you over at Mile High. And you guys were extremely busy and we’re doing really important work over there. So we can talk a little bit about that too. But first things first, I’m curious about your uniqueness in this awesome World of Chiro project, what makes a unique in Chiropractic? JOHN DEARLOVE (GUEST): The fact that we produce record breaking results for our Chiropractors that we work with. As we have done with other relationships including cancer treatment centers in America, I was the CEO of mercola.com to get made of the highest doctors, traffic website in the world, doctors websites. And we’ve done this from a lot of chiropractors including like Dr. Ziggler who’s been on your show, he’s a PI chiropractor. And he actually has retained it as he’s stated over four and a half years, he’s retained or 70% of his patient relationships. JAMES CHESTER (HOST): So I think a big cornerstone to what you’ve done is helped grow brands. And Mercola, I think it’s cancer centers, right? JOHN DEARLOVE (GUEST): Yeah, cancer treatment. JAMES CHESTER (HOST): Yeah. How did you come into those organizations? What did it look like inside of there? And what did you take it to? JOHN DEARLOVE (GUEST): Well, so cancer treatment centers in America was struggling with bankrupt almost three times in the 90s. And I came on board, I went to a board meeting in San Merit, Switzerland, gave a whole presentation of my background’s behavioral analytics, gave a presentation of the board and the senior staff and redirected the entire company as far as how and who they’re communicating with. And took it from 32 million to 3.5 billion. So about 10,000%. Then we also did the same thing. I did the same thing as the CEO of Mercola. I am doing about 200,000 subscribers. There’s other kinds of problems. I won’t get into the specifics. But there is almost everything. There’s probably a corner, let’s say, to say, restructured the whole thing in about several months, three or four months. And skyrocketed to from 200,000 to about 5 million subscribers and turned it into the highest doctor’s traffic websites in the world as far as traffic. And I hired the doctor Oz, I hired the doctor Phil.com, and I hired the mail.com. And I actually have a Lexa public rating rankings that shows that we did accomplish that. That’s from 2000 tell. I’m happy to show that. And as far as doctors, basically, the example I was giving you about Dr. Ziegler, I understand that he was sharing with us that he was spending 15,000 or 100,000 in doing trying to communicate and stay in relationship with his patients. He had a team of freelancers. And that when he saw our program and realized we would actually give him weekly two-hour articles, and four articles a week over a period of 52 weeks for 3500, he just went completely with us. And then after four or four and a half years, retained 70% just so you understand on the Internet, if somebody sends a weekly emails, it was at any sort, they typically go down to two to five percent within a year. And so he’s retained 70%. I mean, he’s when a patient has another occurrence of a health issue a year or two years later, they come back to him. And that’s what we do for all the chiropractors. JAMES CHESTER (HOST): Yeah, it’s really cool to hear this because I know that that’s one of like the hardest thing for anybody inside of any market is how do I get more traffic? JOHN DEARLOVE (GUEST): How do I get more attention? Yeah, so, and honestly, chiropractors have about 80% inactive usually. And your audience probably can understand and relate to something in that category, about 80% inactive, 8%, 20% active. And so if you think about your inactives right off the bat, by actually putting out, it’s all about relationship, it’s communications and it’s timing. If you put out weekly articles that are valuable and useful, that’s not just about chiropractic, in fact, the chiropractic should be a very small part of the articles. However, it can be embedded, it just shouldn’t be blatant because otherwise you’re telling and selling. So what you really should have is articles of all sorts and diversity on health, but you said about three articles that we do three articles a week on health in general. One article a week that’s actually lifestyle, which we call the surprise in the cracker jack box. And that keeps the people opening, seeing what else is in there. So the point being is that you want to have articles that are engaging, have useful problem solutions. We do the same, the research team that I’ve built with my role. You know, writers, my software team is out of my nose. So basically write articles every week and it’s all researched, it’s all right, but it’s not, we’re not doing fear and certainty and doubt. We’re not pushing fear, we don’t have one article ever for our doctors that says anything about vaccinations, but the doctor can write their own comments, they can write their own articles, they can add those to it, they can opt out of articles, but it’s all in their control. So the point being is sending those weekly, builds a relationship with the inactive, going back to the inactive. And so now you’re re-engaging them on a weekly basis. Now if you just think about math, if you get 25% of your inactive or the next year or two years to come back, that actually equals, if it’s 80% it doubles your patient, active patient face. That’s just your math, right? So you know, so the point being is here’s one way is just doing that. The second way is your best referrals come from your active patients. That’s the 20%. Well now when you get going out and going to the whole 80%, a lot of those may not, some of those may not come back right away, but the entire group, it members you and they start, you know, forward those articles to load ones and they’ll see your name and they’ll start getting referrals because that’s the best referral because when you’re active for your patient face, this is your inactive re-engaging them. This skyrocket should referrals. JAMES CHESTER (HOST): You know, I’ve been doing a lot of communication with people who are marketing for 15 years now. Why does the content marketing strategies you work? Why do they work so well? I’m just curious. JOHN DEARLOVE (GUEST): You know how they work so well because all we’re doing is just like chiropractors open up the, you know, like Dr. Bradley Roush states and I work, we work together and you know, he’s working with Bobby Kennedy, we speak with Bobby Kennedy all over the country. He’s just like we did, you know, at Denver at Mile High and Sherman and other places, but the point is that as Bradley at Dr. Bradley talks about is that, you know, opening the channels that are locked, you know, that’s what chiropractors are doing and then, you know, your body innately heals itself, right? Yeah. Does that make sense? Yeah, that’s so my intro. So my point to you is what do we do? We’re taking the obvious, the blatant natural paths that are already there and we’re doing it super affordably, super effectively. And so one of the things we actually do as well is that we do video reviews, patient reviews. So we do patient reviews. We give you the Dr. A phone app and you know, if they want to go down this road, it’s really effective and you just, you know, in the patient, how many patients do you have a day that actually say, oh my gosh, I can’t believe what you just did for me right after you do this treatment. It happens all the time. So that moment of enthusiasm, you take the phone app and say, would you mind repeating that? I have so many patients who would really benefit from this. You just, this is an eight. This is just like what you do for the patients. You just say, would you mind repeating that? And if they say yes, which is an 80 to 100% of the time, I can give you like Dr. Ron over in Manhattan, you know, you just hold that phone up, you know, you know, hose your phone up, have them repeat what they just said. And then you give it to them to review and they review it and then they give you one to five stars. Usually it’s four to five. It’s very rarely below five. And if it’s below four, it doesn’t go out to a social media. But it automatically goes to a social media. So the doctor doesn’t have to do anything. Rewrite the articles. It’s, you know, it’s all high quality. So, you know, it’s all produced for them, but then they can add their own comments. They can add their own information. We’re making it innate. We’re making it natural, but we’re actually producing the highest quality there is on the internet. That’s how I built Mercola. People say it in the other time, you know, there’s a lot of newsletters out there. You know, it’s used in other newsletter, really? So it was Mercola, just another newsletter. You think I put some formulas behind that, made it the highest traffic doctor’s website in the world and still is, right? So the point is, is others try to compete like Josh, I actually other ones, but you know, they don’t have the formulas and you’re going to get the formulas that I built. You know, that’s what I do for doctors, for entire doctors. JAMES CHESTER (HOST): That is brilliant. I love it so much. So when it comes to these videos, because I’m curious, because I’ll just tell you, after I finish a show, I don’t have the same like, sales cycle that you do for getting these things, I’ll reach out, say we’ll do this interview today on a Tuesday. I’ll reach out to you Monday and I’ll say, Hey, John, if you like what we’re doing over here at Chiro hustle and you think that we’re making an impact in the world, would you mind doing a 30 second to one minute test money will say in what we’re doing to help the profession? JOHN DEARLOVE (GUEST): Yeah, you can give you a link. You could send it right to them. JAMES CHESTER (HOST): Yeah. JOHN DEARLOVE (GUEST): So we can provide that to you. Phone app and it’s also a link to the patient doesn’t have the time to stay. You can send it to them. We have doctors in San Diego that have patient. You know, they’re not testimonials, really. They’re reviews. There’s a difference. Testimony. High like this. All hot, you know, all recorded and it’s all studio or whatever. But the fact is this is real authentic and everybody knows it when they see these patients because they’re all different environments. So we have a doctor in San Diego that actually had sent a link to a patient in the fluid for Alaska. Now, you know, the doctors in San Diego and you’ll see this video out of 275 videos that this doctor has. Think of that. How many? And you can see how many they have. Think of credibility. But the fact is the third or fourth one I can send it to you. You want to see it. The third or fourth one has snow on the ground and she is talking about how worthwhile it was to fly in. That’s like what we did for cancer treatment centers in America. 80% of the patient, 90% of the patient is staying from outside of the state. Very, very hospital. JAMES CHESTER (HOST): Wow. So I look at marketing too. I’ve been talking, like I mentioned, I talk to people all the time in the space. A lot of times people only pay attention to the people that are showing up on a daily basis. You talk about reactivation, old list, old patient files, dead files. And I think it’s really important that people pay attention to those that large percentage. JOHN DEARLOVE (GUEST): Yes. That’s a piece. It’s a piece. But it’s also the piece that actually gives you more referrals because the best referrals you get is 20% of your actors, only 20% usually of the 20%. Well, now if you get 20% of the inactives, that’s almost as many as your activations. But wisely, it is nearly no matter because 25% of the inactives would be the equal. JAMES CHESTER (HOST): Well, anybody out there that’s listening, you know how much it costs to acquire one patient. And you know how many dead files you guys have sitting on your electronic health records right now. They all do. They’re all like, gosh, let me go see how many inactives I have right now. They’d probably be like, oh gosh, that’s a lot. JOHN DEARLOVE (GUEST): 80% about 80% usually. So you’ve been in b…
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