Why Your Best Patients Aren't Referring (And the Simple Script That Changes Everything)
Aug 11, 2025
Dear Powerful Doc,
You have incredible practice members. They love their care. Their families are transforming, and their health is improving dramatically. So why aren't they referring?
Here's the uncomfortable truth: They're not thinking about it.
Your patients aren't withholding referrals. They're simply focused on their healing journey, their daily challenges, and their family responsibilities. Referring others isn't on their radar – unless you put it there.
The Referral Reality Check
Most chiropractors make one of two mistakes:
Mistake #1: Your new practice member system does not build the bridge or connect the dots so that it makes sense why they would want everyone they know and love to be checked to see if they have issues with their nervous system
Mistake #2: Asking the wrong question ("Do you know anyone who needs chiropractic?")
Both approaches fail because they ignore the psychology of referrals.
The truth: People love sharing transformation stories. They just need permission and direction.
The Breakthrough Conversation Strategy
Instead of asking for referrals, create Curiosity-Based Referral Conversations that feel natural and authentic:
The Power Script: "I love seeing the changes you're experiencing. When friends or family comment on [specific improvement], what do you tell them about your experience here?"
This simple shift does three powerful things:
- Reinforces their transformation (deepening their commitment)
- Gets them thinking about who else could benefit
- Gives them language to share their story
The Psychology of Natural Referrals
When you ask about their experience rather than their contacts, people naturally:
- Relive their transformation journey
- Think about others who want a better life or have similar challenges
- Feel empowered to help people they care about
Your Referral Revolution Toolkit
This Week's Power Actions:
Monday-Tuesday: Identify five patients with amazing transformation stories
Wednesday-Thursday: Practice curiosity-based conversations with these patients
Friday: Refine your approach based on their responses
Advanced Referral Strategies
Create "Story Prompts" – specific questions that help patients articulate their transformation:
- "What's different about your daily routine now?"
- What percent has your energy/focus/attitude/flexibility/digestion/sleep, etc, improved?
- "How has this impacted your family life?"
- "What surprised you most about your progress?"
The Follow-Up Formula: When patients share transformation stories, respond with: "That's incredible, one of the best things about getting healthier is these types of transformations! Who do you know that could benefit from hearing that story?"
Power Question: What if every patient conversation became an opportunity to help others, plant more referral seeds, change more lives, without feeling pushy or sales-y?
The Vitalistic Approach to Growth
Remember: People don't refer to practices. They refer to experiences. When you create space for practice members to share their stories, you're not just generating referrals – you're deepening their connection to their healing journey.
Your best patients WANT to help others. They just need your guidance on how to do it naturally and authentically.
Ready to transform your patient conversations into referral opportunities? The script is simple. The results are extraordinary.
Power on!
Dr. Shawn Powers
P.S. Creating a Practice Member of the Week system is another strategy to increase your referrals dramatically. Message me if you want to learn more!