9 Ways To Get Doctor Referrals

Want to build strong referral relationships with medical professionals? The key is offering them something of value.

A few therapists at my clinic have been focusing on networking with Doctor's offices as potential referral sources. Through my 10 years in private practice, I've wasted a lot of time visiting medical practices with little result. However, during that time I found a few doctors or health practitioners who have consistently referred to me so I put together an training and presented it at our staff meeting yesterday. I thought that some of you might appreciate some tips on how I've built relationships of trust with medical practices who have referred patients for mental health or relationship therapy.

1) Ask for referrals

Don't be afraid to be bold and ask specifically for referrals from the physician or health provider. Let them know that you currently have openings and will get their patients in as soon as possible. When they refer, be responsive and get their patients in as soon as possible.

2) Face to face builds trust

While sending an email or making a phone call are convenient ways to reach out to physicians, nothing can replace face-to-face interactions when it comes to building trust.

3) Educate them on your specialty areas

Be clear and concise about who you are, what you do, and how you can help their patients. Be clear with them about who you want to see: your ideal client. For more information about how to craft your basic practice message see my post Why Therapists Need An Elevator Speech.

4) Teach them how to make strong referrals

• Suggest that they write the prescription for therapy on an official RX pad
• Suggest that they (or an office assistant) call your office while the client is still in their office to make an appointment.
• Suggest that they strongly recommend you, specifically.

5) Make friends with the office staff

The office support staff, receptionist, nurse, medical assistant, or office manager may actually do more of the referring than the provider. Don't over look the power of building trust and rapport with the support staff in medical offices.

6)  Follow up every three months

Periodically following up with providers is important to staying at "top of mind" for referrals. I've found that contacting the provider every quarter is a good time frame for following up. You don't want to be a nuisance to busy medical practices, or appear desperate by following up too often, however, if you wait six months they may have run out of your cards or forgotten about you entirely.

7)  Make sure they have plenty of cards

Even though we live in a digital age, paper is sometimes the best method for communication. Having professional business cards and brochures printed and regularly stocked give physicians offices something concrete to give to patients and increases the likelihood that they will actually contact you after they leave the office.

8) Offer to be a resource

Healthy relationships need to be mutually beneficial. So, when you ask the doctors for referrals, be sure you have something to offer. I've offered to be an ongoing resource should they have questions about referrals. I often say, "Refer anyone to me and I'll make sure that your patient's get the mental health or relationship counseling they need." Another service you can offer is in-service trainings for their staff on topics relevant to their patients, speak at their staff meetings on something that is valuable to them.

9) Send personalized thank you cards

When you receive a referral from a physician office, be sure to acknowledge and share your appreciation. I've found that sending a personalized physical "thank you" card via "snail mail" makes an impact. Always include a few of your business cards, and ask for more referrals.

What tips have helped you build referral relationships with medical professionals? Please post them below.

(c) Can Stock Photo

Social Media Ethics (part 2): Developing Your Social Media Policy

Social media ethics are starting to be addressed by mental health professional organizations or licensing boards but those guidelines, if they exist, are generally vague.

It's important for clinicians to take time to think through the implications of their online interactions on clients to avoid dual relationships, putting client's privacy at risk, or jeopardizing the therapeutic relationship.

Including a written social media policy as a client's initial treatment contract helps clarify how technology will be used in client-therapist interaction so it doesn't interfere with treatment.

On the forefront of the social media ethics discussion is licensed psychologist Keeley Kolmes. Psy.D. Dr. Kolmes' comprehensive social media policy has been a model for mental health therapists around the world. She generously allows clinicians to adapt her social media policy for their own use and frequently speaks, writes, and teaches on social media topics. I used it as a springboard for developing my own social media policy.

If you don't have a social media policy, I suggest that you develop one. The goal of your policy is to clearly outline your expectations regarding online interaction, educate the client of risks, and have a clear rationale for how you will or will not engage with clients online. Here are some suggested topics to cover in your policy and a few questions to help you solidify your philosophy regarding social media interaction.

Friending Will you accept friend requests on Facebook, Linked In, Google+? Why or why not?

Following Will you allow clients to follow you on Twitter, Blogs, Pinterest? If not, how will you handle it if they do follow you? Will you follow back?

Messaging Is it appropriate for clients to contact you via SMS? Or social media sites like Twitter DM? If so, what information is appropriate?

Business Review Sites What are the risks that clients take when reviewing your services on sites like Yelp or Healthgrades? Keep in mind that if a client gives you a negative review it is unethical to respond directly to the review as it breaks client confidentiality.

Google Reader What if a client wants to share an article with you through Google reader?

Search Engine Do you make a practice of Google searching your clients? Are there emergency situations where you would search for their information or information of someone close to them?

Location Based-Services If clients check-in to your location on GPS services like Foursquare or Facebook check-in are they aware of the risks that they might be identified as clients?

Email Correspondence What type of information is appropriate to send via email? How quickly a client can anticipate an email response?

Email/Newsletter Lists If you have a newsletter sign-up on your website do you expect clients to sign up on email or newsletter lists?

If you can think of a topic I missed in the list above, let me know.

Are you willing to share your social media policy? If so, please post the link in a comment below.

Adventures in Private Practice: Psychotherapist Diane Spear, LCSW

Get to know New York City licensed clinical social worker and psychotherapist Diane Spear, LCSW-R.

Tell us a little about your practice...

I’m a licensed clinical social worker in private practice over sixteen years. I treat people from older adolescents to senior citizens, in individual and couples sessions.  My practice approach can be described as psychodynamic, interactive, and reality-based, so I’m dealing with how a patient’s formative years affect his/her current conscious and unconscious attitudes about love, work, and play, so that they can build on what works and rethink what doesn’t in order to have a more satisfying life going forward.

Why did you decide to open a private practice?

I decided to open a private practice because I like the flexibility and autonomy of working when I want, setting my own fees, working with a theoretical orientation I find helpful, and choosing a supervisor whose way of working is compatible with mine.

What have you learned from your toughest clients?

What I’ve learned from my toughest patients—and my wonderful supervisor, Dr. Ed Campbell—is that they get to be crazy till they’re ready to listen, and that my responsibility is to “put it out there” consistently and to work hard at doing that, but that I’m not responsible for whether or not they are willing to take it in and use it consistently or at all.  That was enormously freeing!  And a great way to avoid burnout.

Some of my toughest patients are what my supervisor calls “help-rejecting complainers.”  Realizing that they have every right to reject my help, and learning to not take that personally—“You’re not listening to the great Diane Spear????!!!!”—has been really important!

What's your biggest pet peeve about private practice?

My biggest pet peeve (and it’s not very big at all, frankly) about private practice is that I don’t get paid sick days and vacation days.  But it’s a small trade-off for the autonomy I value.  Actually the worst deal is having to pay for my own health insurance.

How did you discover or develop your practice "niche"?

In terms of a niche, I originally worked with a lot of actors, artists, and writers, probably because I had an arts background.  Now I have patients from all walks of life, and I enjoy that variety.  My practice is a general one, and I enjoy that.

What resource (book, website, person) helped you the most when setting up your private practice?

The resources that have helped me the most in setting up my private practice have been my wonderful therapist, Nancy Becker, LCSW-R, and my tough-love supervisor, Ed Campbell, Ph.D., because they told me and modeled for me that if you want to have a successful practice, you have to treat it like a business and market it, and set it up in a way that’s fair to me.  This was a very different approach than what I learned in social work school, where it was politically incorrect to mention aspirations for a private practice.

What has surprised you most about being in private practice?

What has surprised me most about being in private practice was that my therapist and supervisor were right:  with hard work, a business attitude, and a commitment to learning theory and technique I could have a successful business, as they do.  In other words, their success wasn’t based on luck; if I wanted their results, I needed to put in the hard work they did and I could have a great business that I enjoy.

Has your private practice helped you grow professionally? How so?

My private practice has helped me grow professionally because there can be room for laziness at some agencies, without too many repercussions.   But if I’m lazy about learning theory and/or technique, or marketing, I will see the results in a failing practice, so having to be responsible to myself has forced me to have a better work ethic.

Has it helped you grow personally, too? How so?

Private practice has helped me grow personally, too, because I’m forced to confront my own narcissism on a daily basis with my patients, to know the limits of what I can do—I can’t change anyone except myself, though I can work with someone and help them change if they want to change.  And let’s face it:  anything that makes us confront our narcissism on a daily basis is going to help in every aspect of our lives!

Being a therapist can be emotionally exhausting. What do you do to care for your own emotional and psychological health?

I avoid burnout by getting lots of treatment from my long-time therapist, and participating in a weekly supervision/study group.  What also helps is, once again, knowing that I can’t change anyone—all I can do is put it out there, and the patient is responsible for using it or not.

How do you cope with the inevitable stressors involved with being your own boss?

I cope with the stresses of being my own boss by setting up my business in a way that is fair to me, so that I don’t resent my patients.  When I started out, I paid $12 an hour for office space and my first patient paid me $20 per session.  I built from there, but had not learned to set it up yet in a way that was fair to me.  So when a patient cancelled on me, I rescheduled sessions, which meant that I had to pay $24 for office rent ($12 for the cancelled session and $12 for the make-up session), but just get paid $20 for the session.  No small surprise that I wound up resenting my patients!  My supervisor helped me set it up to be fair to myself with time and money.

What personal strengths have helped you succeed in private practice?

Creativity and a good sense of humor have worked well for me in private practice.  I enjoy coming up with analogies that will fit a particular patient’s situation or to explain a complex concept.  I’ve also found that humor can be a great way past a patient’s defenses.

To learn more about Diane Spear, LCSW-R visit her website

5 Tips For Overcoming Blogophobia

Blogging is a great way to talk to potential clients about your private practice services and specialties. You can set up a blog account for free at wordpress.com, blogger.com, and many other blogging sites. Since blogs are search engine friendly and blog posts are easy to share on social media sites they are a great tool for attracting new clients to your therapy practice. In addition to reaching potential clients, blogging is also an avenue that allows you to provide valuable resources for current clients. In spite of the many business benefits of blogging, many therapists are hesitant to venture into the blogging world. This hesitation or anxiety about blogging is known as "blogophobia."

When I first started blogging a couple of years ago, I suffered from self-doubt and nagging questions. What if I spend all of this time writing a blog and no one reads it? What if I sound dumb? What if I get mean comments about my posts? Where do I start? What should I blog about? How often should I blog? If you're a therapist wanting to start a blog, or you have a blog that is rarely updated, here are some quick tips to help you gain the confidence to blog consistently and reach more potential clients with your practice message.

1) Keep it short and sweet

Blog posts are generally between 300-500 words. Blog readers want quick and easy information, not long discourses. You've probably written emails that are longer than 300 words. Compared to the length of papers,  thesis, or a dissertation, blogging will be a piece of cake.

2) Let go of perfectionism

Read your post aloud to catch any errors and to make sure that your writing flows. It may also help to have a colleague read through it before you publish to proof for errors you may have missed. If you find mistakes after your blog post is published you can always edit them after the fact.

3) Use your authentic voice

One of the reasons why blogs are so popular is that you get to "know" the blog writer. Unlike professional papers, blogs are often written in first person.  Write about topics that you're passionate about in your own voice so potential clients can get a feel for your therapy style, your strengths, and your theoretical orientation.  Authenticity will draw your ideal clients to your therapy practice.

4) Set a schedule

Blogging regularly is an important part of overcoming your anxiety, of gaining confidence,  and of keeping visitors coming back to your blog for new information. Build time into your schedule to blog as part of your private practice marketing strategy.

5) Recycle content

Start blogging on topics you've already researched and written about. You likely have dozens of research papers, articles, or special projects that you've written during graduate school or your professional career. Take those topics and repurpose them for blog articles.

One final note...make sure you have your contact information on your blog site and at the end of every post so potential clients can visit your website,  or contact you via email or phone.

I'd love to take a peek at your blog posts and see what you're blogging about and share them on social media to help you spread the word about your private practice. Feel free to post links to your articles comment box below.