Understanding the Lifetime Value of a Chiropractic Patient

Understanding the lifetime value of a patient is crucial when marketing your practice. Lifetime value, or LTV, is a particularly important metric when you are spending money on paid search/PPC/Google Adwords. And we all know the power of being able to drive down the cost per click and acquisition. By reducing costs, you will be able to spend more on marketing and scale!

Below is a conversation that I recently had with Matt Adams of Empirical360 here at The Evidence Based Chiropractor HQ where we dive deep into the lifetime value of a patient in your practice and how to maximize your returns.

Understanding the Lifetime Value of a Patient

(conversation has been edited for clarity)

Jeff- Let's dive right in- what's been your experience as far as how many chiropractors or service professionals know the lifetime value of their patient's and what does it mean to their practice?

Matt- So you start with the first question there. The number of chiropractors that I've talked to that has a definitive answer on the lifetime value of a patient is probably close to zero. I don't think that that's through any fault of their own. It's a complicated question to answer.

The reason that lifetime value is so fundamentally important is it's how you can base your decisions on your marketing efforts. Lifetime value helps you assess the health of your practice in regards to patient retention. Are you offering enough services? Are you seeing patients drop off during their care plan? Are referrals coming in? By understanding lifetime value, you can start to answer these questions.

Jeff- The challenge is that a lot of docs get pulled into the weeds when they attempt to calculate LTV. But, in essence, it's quite simple. Just take your total revenue, divided by the number of patients, within a specific timeframe. And that's the easiest way. But using time as the variable, you can do a comparative analysis of let's say last year to this year. Has your lifetime value over time been increasing or decreasing? If you're doing a good job retaining, if you're doing a good job interacting with your patients, and they are coming back into your practice at different points in time it should continue to ascend. And if it's flatlined or it's going down as the year's progress, then that is probably a good indicator that you lack long term retention.

Matt- Yeah absolutely. So there's a couple of different ways that you can look at this as well from a practice standpoint. If the past year is less than what it was four years ago you may ask yourself- did I stop sending out e-mails for patient retention? Did I quit sending out e-mails to get those google reviews and keep people engaged? If you know, last year your revenue numbers for lifetime value are less than what it was four years ago. You have an issue. Another way to way to look at it is based upon your marketing. Again tying back to your e-mail campaigns and getting people engaged through social media, etc.

Jeff- How does lifetime value play into making good decisions with Google Adwords and PPC advertising?

Matt- Yeah it's huge. So it's paramount for us because again we have our own proprietary CRM. We encourage all of our clients to use this not just for the sake of it, but because it's fundamentally important for our clients to be able to grow their practice. But when it comes to having a lifetime value assigned to a particular patient, that's when you can go back to a specific ad, which developed into a lead, and help you optimize your campaigns. We want to be able to maximize towards an actual sale happening, revenue being generated, above and beyond just a lead being created, which is where most marketing companies fall short. Who cares if a point has been created if it generated no revenue for you. So when we look at our CRM, and we see all these different lifetime values that were assigned to this particular campaign which generated that appropriate action step and conversion. That's the importance behind that because then you're getting the most bang for your buck when it comes to your marketing.

Jeff- What are somewhat are some individual factors that you've seen that can affect lifetime value? For instance, your lifetime value may be different in you live in Manhattan compared to Lexington. What are some of the various factors where not everyone is going to have the same lifetime value, and that's okay?

Matt- I would really wouldn't be able to answer that question. And the reason for that is because when I speak to chiropractors about knowing the lifetime value, they don't know the answer to that. So I don't have anything to assign it back to, whether it be demographics, geographic location, etc. But insurance reimbursements are different across the country, and so that's important to know. Because if somebody has a $1,000 marketing budget and has a lifetime value of $300 per patient and we get the three new patients...we're in the red. Whereas if I talk to somebody in different locations that are saying, "we'll make about a $1,000 from every new patient, and I spent $8,000. Well, now they've doubled their money. And so that is a necessary component to your marketing. And that's what's fundamentally important because then as a marketing agency I can tell you if you're going to spend a $1,000 with us and you're saying me that your life lifetime value is $300 per patient and then I may tell you PPC may not be the best option for you right now. Yeah, maybe you do a little bit more social media or organic search.

Jeff- And I think that gets back to some of the points that we've chatted on earlier episodes. Understanding not only the lifetime value that's going to set the anchor but the secondary component of having proper keyword targeting so you're not competing at a level that's beyond the scope of what you can do to increase your conversion rate. The amount you pay per click pay is the advertising amount that you're starting with as the patient goes down the funnel of acquisition so to speak. And if you don't know the lifetime value, you going to have a difficult time deciding as the conversion steps increase along the acquisition cycle.

Matt- Oh yeah absolutely. You know marketing agencies are excellent, but that's also why we prefer to call ourselves a revenue-generating agency.

Jeff- Messy data is not only a chiropractic issue. There are a lot of health care companies that also get stuck in paralysis by analysis and have difficulty making the right decision. The sooner that you understand your data, you will have a competitive advantage, and that's an essential part of doing paid search. Any competitive advantage you can have that drives down the cost of that click or that acquisition is a perfect thing because that enables you to scale.

Matt- Yes absolutely. You need to know where your new patients come from. You don't want to be in the situation where you're looking at your patients and all the information and data that you have for your practice and saying I have no idea what to do going forward. So your data being clean is probably the most important thing.

Jeff- That's an excellent point. You are segmenting out what's what's working and what's not — balancing out branding and sales. You've got to balance short term strategies and long term objectives. And I think that's a that's a tough situation as well as the dilemma of the entrepreneur and the business owner. Many times you start doing things that work, and then you stop doing those things for no good reason! I'm sure that you see that all the time.

Matt- Yeah absolutely. Again it becomes kind of a snowball effect you get going down the path of having different systems and ideas, and you spin off in one direction and you it becomes a very challenging thing to dig yourself out of it. So the better you can clean your data, know your sources for where patients are coming from, and have definite and assignable value for patient acquisition- it will help the growth of your practices is that plain and simple.

Jeff- I think that's a that's a very good ending point. And I encourage everybody if you have questions about lifetime value to throw them down in the comments below. I know Matt, and the team at Empirical will take a look. I'll take a look. We're happy to work with you answer any questions that we can to help you get a better grasp as far as what's going on in your practice with lifetime value.

Create a Chiropractic Blog to Drive Massive Free Traffic with SEO

SEO or search engine optimization is how people find your website when they search Google for a chiropractor. Being at the top of the list is crucial. So how can you get there for free? Consistent, high-quality blogging!

Blogging is essential if you want to drive massive traffic to your website and more new patients into your practice. When you have a blog that you actually update, it is going to get more people onto your site, it's going to get more people into your practice, and it is going to help spread your message- your unique health care message- in a way that gets maximum impact.

Your Chiropractic Blog Can Drive MASSIVE Free Traffic to Your Website via SEO

So when I say blog, you might be thinking, "those things have been around forever. I don't know if it's right for me, it seems kind of passe". I want you to get that out of your mind. Blogging gives Google, Bing, Yahoo, and all the other search engines an opportunity to find your practice.

If you have a website and it's just a single page, like a click funnel, but you've made it awesome and loaded it with keywords, you are still fighting an uphill battle! That page is only a single opportunity to showcase to the search engines what you and your practice are about. I want you to have hundreds, if not thousands of opportunities to showcase your practice! That is why blogging is so important.

So I want you to think of a blog like multiple opportunities to show different facets of you and your practice to the public, to the community, to your audience, because that's really what a blog is all about. It gives you the ability to have your own territory and not rely only on Facebook or Instagram or all these other channels and platforms that can change their algorithm any day of the week. Controllable assets, like a website and blog, are a great thing to have a business and market effectively over a long period of time.

Every time you publish content to your blog it gives you the opportunity to control your message. And these messages can grow over time. Keep in mind that every chiropractic blog that you produce gives Google an opportunity to "see" your keywords. So if you have ten blogs posts, fifty blog posts, or one-hundred and fifty blog posts you have the chance to exponentially increase the number of keywords that you're hitting relative to your practice. And it also gives all of the search engines a great deal of context for what you're practice focus. Maybe it's natural healthcare, alternative healthcare, chiropractic fitness, stem cell, multidisciplinary care. Either way, by consistently publishing blog content you will be providing more information to hype your SEO. And the more data that you provide to Google, the more information that you put out there, the better job it can do to find the right people to get to your website.

Search engines are in the business of serving up the best and most specific answer to a query on their platform. That is why a blog is by far and away the best way to improve your search engine optimization. The other thing that is fantastic about a blog is that over time it can evolve. It doesn't need to be your" grandfather's blog" where it's just text on a page.

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via GIPHY

• You can make it engaging with pictures.

• You can add in video content.

• You can even add infographics and gifs.

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As the search engines have increased their abilities throughout the last five to ten years, their ability to understand images and video embedded into your blog has dramatically increased. So what do I mean by that? Previously it was only the keywords was all about the words on the page. But now the pictures themselves give context clues to the search engines. When you give Google more data, it will find highly relevant people to give your page more exposure. These people are more likely to come in and be patients.

Adding video and images also gives you the opportunity to have that page becomes more dynamic. If a patient or person goes to your blog and it's just a million words on a page, and it looks like the next great American novel, it's difficult for somebody to get through. Mostly, it's poor user experience. But if you see a paragraph, and then there's a beautiful picture, another paragraph, and perhaps a little video- now your blog starts to become a really compelling piece of your website that can keep people engaged for a long time.

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Get our FREE Guide to Improving Your Chiropractic SEO!

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And guess what happens?

The longer people stay on your page, the higher the page will rank in Google. They love people hanging out on the page because in Google's mind that means you are delivering the goods. Your page gave the exact information that the individual person was looking for. And when somebody hangs out on your page for a while and clicks around, in Google's mind that tells them, they did a good job matching you up. Guess what happens as that starts to occur across multiple pages?

Your overall ranking will go up, and you will start to drive massive traffic to your website with organic search engine optimization.

You can almost think of it like lottery tickets. If you have just a home page or only one blog you have one ticket to win. You don't have a high probability of getting the jackpot. But if you create high-quality content across hundreds of blogs, your essentially buying hundreds of lottery tickets. You just dramatically increased your chance to win!

Tactical Tips to Improve Your Blog and SEO

One tactical tip when you put out a blog is really try to stay above 350 or 400 words. Now you don't need to go up to 8,000 or 10,000 words necessarily, but if you can get between 300-1200 words, you're in a great spot. If you only have 50 words on a page and maybe one image, the search engines may believe you have a "landing page" or squeeze page and Google will begin to steer traffic away from that page. If you have at least 300-ish words in the blog, then you are telling Google that you have done your homework that you have put some time into providing context for your information. Getting over 300 words will also keep people on your page longer and allow you to hit more keywords.

Finally, remember to keep your blog dynamic. If you have a video relevant to that topic of the blog, put it in the middle of it. It's a great way to get engagement, grab additional keywords, and to keep people excited about your content. If you have a beautiful picture, throw that on there and share it to Instagram.

The bottom line is that if you put out high-quality content consistently over a long period then you will be rewarded with a massive influx of organic, free traffic to your website. So if you have been on the fence about starting a blog, you can clearly see I would encourage you to do so. Blogging allows you to climb the rankings on Google, drive more traffic to your website, established subject matter expertise and more. It has been one of the biggest reasons The Evidence Based Chiropractor has been successful for many many years. You can do the same for the people in your community, and build your practice in the process!

If you have any questions about blogging or any questions on platforms, leave them down below. I'll be happy to answer any question that you might have, and that is why you need to start a blog today.

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Marketing Chiropractic to Medical Doctors

Marketing chiropractic to medical doctors. Today we are going to break the tips, tactics, and strategies you can use to successfully market your practice to medical doctors in your community and make a massive impact on the health of your friends and neighbors.

The opportunity to speak with, and get referrals from, medical doctors have never been better. And when I say medical doctors let me be clear. I mean all other health care professionals. It could be an MD, DO, midwife, doula, OB-GYN, athletic trainer, etc. The same process for reaching out to medical doctors can be used for reaching out to any type of healthcare provider.

Let's break down a few important stats and facts. A recent research publication showcased that over 90% of primary care physicians have been asked about chiropractic by their patients. Yet only 11% of those individuals had made a formal referral to a chiropractor. Think about that gap! Over 90% of primary care doctors have been asked about chiropractic, yet only 11 percent have made a formal referral!!

That gap is your opportunity. It's your opportunity to take a few simple steps and start bridging that gap with the other health care providers in your community. That's why am I so passionate about this. We know chiropractic utilization hovers around 12-15%, yet 90% of people will deal with muscular-skeletal complaints at some point in their life. Thankfully, less than 1% of these people have red flags. So that means almost everybody on planet earth is going to deal with a musculoskeletal complaint yet barely more than 10 percent are gonna come to see us!

Research has consistently showcased chiropractic is very often the best option for care. And if somebody is not finding you and your practice it is very likely, they are going to go down a drastically different path. What is that "alternative" path? People with neck pain and with the back pain commonly take medications that don't work, move onto injections that are ineffective, and then they may undergo a surgical intervention which could have been avoided if they would have had exposure to your practice early on.

The opportunity to save one person from that path is worth the work that it may take to bridge the gap with those physicians in your community.

This is a long term strategy; it takes some time to build a relationships that can last your whole career. It's not like an advertisement that when you shut it off, and nobody sees it ever again. These relationships can evolve into hundreds, if not thousands, of patients being referred into your practice over a very long period. At nearly zero cost. That is why this is so crucially important.

How to market chiropractic to medical doctors.

Are you ready? Well, let's get started! There are three distinct categories of outreach. I call these the three legs of the referral stool. The three legs are case notes, research, and meetings.

Each leg is critically important in supporting the others. Let's start with case notes. Case notes showcase that you are actively co-managing with these other health care providers. That helps to build social proof which is so important. I would imagine you work hard to have 80-90% of the people walking out of your office feeling a lot better than when they walked in. You need to show that off to the other health care providers in your community. And there's no better way to do that than a case notes. You should think of your case notes a patient-centric testimonial. So make sure you're sending case notes.

The second leg of the stool is research. Research updates are a fantastic way to stay up to date with what's going on not only in our profession but also to keep the other healthcare providers in your community up to date on what's going on with healthcare at large. So what's the importance of research? Research does a couple different things. First, it gives you the opportunity to have a consistent message being placed in front of these other health care providers in a professional context. I think that you know that sending a medical doctor a coupon is probably not the best use of your time. So how do you reach out consistently and not aggravate them or become a nuisance? Research is a great way to do that. We recommend a cadence or a frequency of sending an update one time per month.

One time per month gives you the opportunity to stay very consistent. It's a controllable marketing asset. That type of consistency is so important in bridging the gap and building that relationship. Case notes don't have the luxury of the same consistency. Case notes will ebb and flow. You can't control who walks in your front door, but you certainly can control that you get a research update.

The third leg of the stool is following up with meetings. Nothing can build trust and rapport quicker than meeting another provider faces to face. Meetings are also the most challenging aspect of your outreach. They can take some time to book and will take consistently follow up with a lot of outbound calls. But, when executed properly they can really accelerate the process of relationships building. The best way to approach a meeting is to ask a lot of questions and discover the value proposition that you can bring to the table.

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DOWNLOAD YOUR FREE MD MEETING GUIDE TO WALK THROUGH THE ENTIRE PROCESS!

So there you have it. The three attributes the three legs of the stool that you should focus on immediately if you're looking to reach out and bridge the gap send that case notes out. Make sure that you're getting research updates out one time per month, set up some meetings, and start sending case notes.

If you have any questions about any of this whatsoever, please leave a comment down below. At the evidence-based chiropractor, we have helped hundreds of chiropractors generate thousands of referrals by going through a systematic process of building relationships with other healthcare providers. And if that work has helped one person avoid unnecessary surgical interventions, then it's been worth the effort!

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Become a member of The Evidence Based Chiropractor and receive the complete solution to market your practice to medical professionals in your community.

Social Media Tips for Chiropractors: How to Easily Create Compelling Content

You know that publishing and producing top quality content online on platforms such as Facebook, LinkedIn, Instagram, and your website is imperative to driving interest and patients into your practice. But for a lot of docs, it can be exceptionally challenging to keep up with content production. Sound familiar?

I know a lot of people who have a Facebook page's for their practice that goes dormant for weeks at a time. So I wanted to break down how you can take one piece of content and split it into a variety of different parts that you can utilize throughout weeks or months in your practice.

Let's start at the top and walk through how each piece works and how you can utilize them to get more influence, and ultimately more eyeballs on your social media content.

Creating Compelling Chiropractic Content for Social Media

It all starts with a piece of smart material. What is "smart" content? It's a topic that you would feel comfortable talking about for five to ten minutes if I put you on the spot right now and started filming. Maybe it is disc herniation, ergonomics, spinal curves, etc. We each have our own topics that we just know inside and out.

This topic will be your pillar piece of content from which everything else is created. Here's the catch (isn't there always a catch?). The best way to make this process work is to take your pillar topic, or smart content, and create a 5-10 minute of you discussing it. I know, a lot of docs have challenges shooting video. So if you have any questions comment down below. But here's what you can do, and why you should start with a video.

Once you shoot a video, all of your other content can actually be distilled down from that initial video. While shoot your video be sure to paint a clear picture and talk about the topic confidently. Once you do, you can have that video transcribed into text. That creates an excellent blog post. Then guess what? You can post a picture of the video on Instagram, a link to the blog on Facebook and much more.

Depending on the topic you also may have just created a brand new patient education piece for your practice. The options and opportunities are endless.

For instance, take a still image from you speaking during the video. Now you have a beautiful picture. Well, when you combine some of the text of the blog and the images self what do you have? You have an excellent social media post that you can publish on Facebook and LinkedIn.

And don't forget about that audio. If you rip the sound, you have a podcast episode already in the bag!.

And finally off of that video 5 to 10 minutes. You can break down a 60-second piece of it and then have that as a story on your Facebook or on your Instagram page.

If this sounds interesting to you but your concerned about not having enough time I encourage you to check out The Smart Chiropractor. We automate this entire process and provide a done for you social media solution for your practice!

A Chiropractor’s Guide to Pay Per Click (PPC) Advertising

PPC (pay per click) or "Google" advertising is an important part of a holistic approach to marketing. These campaigns aren't designed to necessarily build your brand (which is also crucial), but rather convert people who are looking for your service.

In other words, if someone types "your town chiropractor" into Google, and your listing pops up first (THAT'S THE AD!), then it is quite likely they will click to learn more.

DOWNLOAD THE CHIROPRACTORS GUIDE TO PPC ADVERTISING HERE!

Below is a transcript of Matt Adams from Empirical360 and I discussing PPC advertising for chiropractors and their new guide to help make it easy.

Jeff: Hey what's up everybody Jeff Langmaid here and I am talking with Matt Adams from Empirical 360 today. We're going to discuss some PPC advertising and how you can maximize your results. Today they've just released a guide specifically for a chiropractor's, and that's what we're going to dive into. So Matt, who is this guide for?

Who is the Chiropractors Guide to SEO for?

Matt: It's dual purpose. It's specifically for a chiropractor-number one. But number two, it's for chiropractors who might have an agency relationship or for chiropractors that don't have an agency relationship but want to get into PPC marketing. If you have an agency, then it might offer some checks and balances to make sure that they're doing their job. If you're a chiropractor that's not doing PPC right now, this can be extremely beneficial regarding how to set up a PPC campaign and do it in the right way to actually monetize and get some new patients coming in a pool.

I've worked in healthcare marketing for quite some time, and chiropractic has been a significant portion of that. Coming to work for Empirical 360 as their director of client access, I really see a market in need. Chiropractors are great physicians who actually want to treat and make people feel better. I want to help them actually find patients and get them into their practice.

Jeff: And as we break this down in a moment step by step just recap for anybody that didn't check out the previous videos. What's PPC advertising in a nutshell?

Matt: So PPC advertising is a pay per click. Basically, it's when you use a search term in Google, like for example "chiropractor near me" and the first four results that come up are going to be advertisements. That's a chiropractor who is in PPC marketing. They're actually bidding on those words and queries so that their site can come up and a consumer can find them when they actually need them.

Jeff: Well let's dive in and take a look.

Matt: So basically this is going to be a step by step guide to PPC marketing. And again we didn't want to make this overly technical. We want it to be professional enough so that you know you're going to do things the right way and you get the point behind it is. But we want to drill things down enough to a fundamental standpoint so you can actually get to understand it.

Anybody who wants to be found on Google they're going to be using pay per click typically. So moving on down the line here we kind of get into the genesis of a campaign which is your keyword selection strategy. And you know there's a couple of things that we get into that are going to be for things that you want to avoid and things that you want to do. We talk about the keyword planner in there.

PPC Keyword Selection

Jeff: The keyword selection is absolutely essential. I mean it's really where everything else stems from. What's the biggest misstep you see chiropractors taking regarding keyword selection?

Matt: It's really leaving things too broad. If you're going to start with a campaign, we always recommend starting small. In most markets when it comes to PPC for chiropractic, depending upon the size of your demographic area, the overall budget may be 500 to 1000 dollars per month.

Also, don't use terms that are super broad. Because you may be lumped in with interventional pain management for example, which could drive up your cost. Just focus on people who are looking for chiropractic care.

Jeff: It's almost like reverse engineering what people are searching for. If you are the answer to what they're looking for, that helps in every aspect of your marketing. Number one, you don't need to feel cheesy or corny trying to sell them on something. If an individual is looking for a service that you offer, and you're there when they're seeking, then it's a perfect match.

Segmenting Your Audience When Marketing Chiropractic

Matt: This probably is this is legitimately one of the most important things in setting up a PPC campaign When you segment an account the right way it's done by device. If you have a campaign that is specifically for "chiropractor near me" and you realize that is performing particularly well on mobile then you can cut out some of the budgets for your other campaigns and funnel a bigger budget back into what's performing the best. That helps your cost per click go down. It's going to help the actual cost per lead go down as well, and you should be getting more new patients because you're using the money the right way.

Jeff: That's great. That's important because a lot of times it's overlooked. Being able to understand if something is converting better on a mobile vs. desktop is essential because it helps you gain efficiency.

That's a key component for anybody that's out there already involved in PPC advertising. Is your agency fine-tuning your campaigns?

Matt: Yeah. It's like a kind of like the stock market and diversifying your portfolio right. If you don't have that diversification in your average portfolio, you're not going to be able to allocate things the right way. So this is this is paramount. If you read this here, spend all your time on it.

Jeff: Then it comes to writing the actual ad copy.

Matt: In particular I want to talk about relevance. So if you're going to use something like spinal decompression, your advertising copy needs to be related explicitly to the efficacy of the treatment.

All About Ad Copy

Having relevant ad copy is going to increase your quality score on Google, and thereby you're going to get a lower cost per click lower cost per lead and more new patients coming in.

Jeff: Any time I think about copyrighting it's good to be creative but not good to be too cute. In other words, you can be creative with how you structure your copy and how you talk about it. But be direct, it's not the time to get drastically esoteric. You have to be able to lead the person from "I'm looking for this" to taking action.

Let's talk about landing pages. When we're talking about landing pages, if you have ad copy that related explicitly to spinal decompression, you really want somebody to fall at the landing page that talks about spinal compression and breaks it down. They see the spinal decompression apparatus. They see a patient that's actually getting spinal decompression. They know a testimonial about a patient that benefited from spinal decompression, and then they've got a form to be able to contact you right there dead center. So they can actually communicate with you and engage.

And once you get those landing pages of what some of the next steps as far as optimizing so optimization?

Matt: So let's say for example somebody search for "chiropractic university." You probably don't want somebody to click on your advertisement if they've searched for "chiropractor university." So you need to go back into your account and add a negative keyword which will exclude it from being shown. So this is done on an ongoing basis as dealing with competitors. So if somebody was searching for a specific chiropractor, you want to exclude that particular chiropractor as a negative,e so that you can refine your strategy within Google ads.

Jeff: That's that's a really really crucial point, especially when we talk about the competition on some of the large pain management groups and some of the large surgery groups. These are people that have bottomless pockets that can dump a ton of money into their online advertising that you just can't compete with for dollar for dollar. It's challenging.

Matt: Well the other piece of that puzzle is that it's not just that big pocket competitors that you're worried about. You're actually worried about Google as well because Google's job let's not forget 92 percent of Google's revenue comes from paid search. They are getting paid billions and billions of dollars for their advertising and the Google ad platform. If you don't put checks and balances in place and you don't have those negative keywords, you're not doing things based upon the exact match, and you don't actually set in a budget.

Jeff: That's very very very well said.

Dynamic Call Tracking with PPC Advertising

Matt: Also, we use a particular platform that enables dynamic call tracking. If you have a consumer that has reached a landing page, then we have a unique phone number that we can attribute back to the actual advertisement. So that call tracking data we want to pump back in to see that this particular campaign is doing really well-generating calls for you. So when the drive is doing really really well the next step is to say. All right. Perfect. This is working great. We've got the right recipe. Let's go ahead and funnel more of our budget into that campaign, and we should expect to yield the same results. So it's rinsed and repeat.

Jeff: Love it. That has been a complete breakdown of the entire chiropractic pay per click guide.