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

Adventures In Private Practice: Parenting Expert Dr. John Duffy

When it comes to parenting and family relationships, particularly during the tween and teen years, Clinical Psychologist Dr. John Duffy has become the go-to expert. Not only does he have a thriving private practice in the Chicago area, he also published a book last year called The Available Parent: Radical Optimism for Raising Teens and Tweens (2011), and blogs regularly for The Huffington Post on relationship topics.

Learn more about how Dr. Duffy parenting niche found him, how he manages the stress of being "the boss" and how he's built a thriving private practice.

Why did you decide to open a private practice?

From the day I began grad school, I knew I wanted a private practice. To be honest, it started much earlier as I idealized characters played by Bob Newhart and Judd Nelson. Later, I realized it was the model I could thrive in. I had spent many years in a VERY corporate environment working for other people, and I knew I wanted to work for myself.

Clients that therapists find to be the most "difficult" are sometimes the ones who can teach them the most. What have you learned from your toughest clients?

I’ve learned patience, empathy, and compassion form my toughest clients. I’ve also learned that, once you familiarize yourself with another person’s back-story, it becomes very difficult to demonize them, and much easier to relate to them. I frequently tap this skill in my private life as well.

What's your biggest pet peeve about private practice?

I miss the camaraderie and dynamics of a group. I have a number of friends in group practice, and I find the idea of a staff meeting to hold some appeal on occasion.

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

My niche actually discovered me. As I began my practice, I became friendly with a number of social workers at area high schools. Teens, tweens and parents became my demographic, and I’m so grateful to discover that I have a great deal of passion for working with families. I’ve been lucky enough to have a waiting list for the past several years.

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

I learned most from colleagues already in practice, willing to share their stories and struggles. I’m very lucky to have had their help early on.

What has surprised you most about being in private practice?

I’m most surprised by the opportunity that private practice presents. Not only do I see about 40 clinical clients a week, but I do a great deal of public speaking, mostly to parents, I published my first book this year, I’ve done TV, radio, print and other media, and blog on the Huffington Post. None of this would have been possible is I did not have the experience of my practice to rely on.

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

Along with the above, I’ve learned more about how to live life from my clients than almost anyone else in my life. I’ll never forget the young man who decided to write the “better story” every day of his life. I think about that mantra most every day.

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

I live that advice, and being in practice also keeps me far more aware of the ways in which I choose to live my life, and when my choices are maladaptive. Hopefully, I have pretty good advice for myself on how to implement change!

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

I work out regularly. I consult with a few close colleagues. I stop for a while to strum my guitar. And I laugh with my family, every day.

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

I remind myself of the freedom my practice affords me. I make my own schedule. I work hard Monday through Thursday, protecting Fridays for writing and other activities. I limit the amount of paperwork I do, as best I can. I stay organized as well. My iPhone is my virtual office.

What personal strengths have helped you succeed in private practice?

I’m an empathic, patient guy. I’m a pretty good listener, and my attitude is typically quite positive. I also feel that I have the patience to draw answers from my clients, instead of throwing out my solutions to their problems which, in the end, may not be useful at all. I truly do find that the less I think I know for sure, the more effective a therapist I am.

It's great to connect with and to be inspired by other therapists in private practice!

To find out more about Dr. John Duffy's clinical practice and book visit DrJohnDuffy.com.