The Frameworks System

How does a massage therapist go about systematically building referral relationships with doctors? That is what you are here to learn, and I think you will find it much easier than you could have ever imagined.

The strategy that I present here has been forged by fire. I know it works because I use it every day. I have left out the pieces of the process that do not boost your referral volumes and have focused on the things that make the real differences. What is in this book are the essentials to building a business with medical massage.

I suggest that you read this book in its entirety before getting started building your referral framework. This will give you an overview of the whole system that I present and allow you some time to get your basic material set up. After you have read it through, go and take the companion resources gathered here to get you started.

The three stages

There are three stages in building a referral framework.

1. The Prospecting Stage. The first stage of the relationship building process is to target the right physicians. This is called prospecting. You will need to find out which doctors in your area see your patient profile.
2. The Initial Office Call Stage. The second stage is making an initial office call to each prospect. This is an actual visit to a physician’s office to introduce yourself and your practice.
3. The Outreach Stage. The third stage is to perform outreach activities. Outreach activities are things that remind your prospects that you are the best option for a referral for the appropriate patient profile.

With that in mind, let us take a look at each of these stages in depth and what steps you can take through each stage to ensure you build a framework that can support you.