• Janice Alden, DC, CCSP, The Working Body, www.workingbody.net;

• Sender Deutsch, DC, SHAPE Health and Wellness, www.toronto-fitness-trainer.ca;

• William M. Ferro, DC, Chiropractic Fitness Centers PC, www.chirofitnessclubs.com;

• Jeffrey G. Ruscitto, DC, CCSP, CSCS, Lifeforce Fitness Center, www.lifeforcechiropractic.com;

• James N. Wells, DC, WellSport, www.wellsport.com.

The chiropractors with whom we spoke acknowledged that developing a successful working relationship with a fitness center is an excellent way to build up a practice. The experts shared with us some advice as to how such a relationship can be formed:

SPEAK THE LANGUAGE OF EXERCISE

“First and foremost, speak the language of exercise. Know the names of the exercises and equipment, and what the exercise is for,” Alden said. “Stay on top of anatomy, kinesiology, and exercise physiology. Also, the more you know about injury prevention and rehabilitation, the better.”

Having confidence and concrete knowledge go a long way in building a solid relationship. If a fitness center manager notices you have a strong grasp on exercise routines, physiology, sports fitness, nutrition, the body, and everything else fitness-related, he or she will be more inclined to enter into a business relationship with you. If you keep the center’s members healthy, strong, and coming back, the level of trust and appreciation will steadily grow stronger as well.

“I feel the keys to building a relationship [with a fitness center] are trust, education, and professionalism,” Wells said.

Advice from the professionals:

GET TO KNOW THE MANAGER and STAFF

This is one of the most crucial parts of developing a strong relationship. Managers have to trust that, as a chiropractor, you would provide the most crucial and important services to their clients. One way to build trust with the center manager is to donate your time, or offer complimentary member consultations.

“Get to know the manager. This may take some time and persistence,” Alden said. “Offer to consult one or two hours every one or two weeks as a complimentary service to the members in exchange for membership dues, or work out a rental agreement if the facility has the room.”

Another way to get to know the manager or staff of a certain fitness center is to actually use the facility. Train on the very equipment you would be using on your patients. Some believe there’s no better way to become familiar with the center.

“You can work with the club’s existing trainers to help build your practice, and help build your reputation with the club,” Deutsch said. “Become intimately familiar with the fitness center and introduce yourself to the health-center manager, clearly indicating how you can benefit their members and increase personal training revenue.”

“I spent so much time learning the club business that it led to my becoming a partner of eight health clubs,” Ferro said.

Another route is to contact the fitness center’s public relations coordinator, and offer to present the club with a detailed business plan. Fitness centers, as well as chiropractors, give attention to the bottom line.

“The easiest way I can think of is to simply contact the PR person of a fitness facility. Present them with your ideas and business plan,” Ruscitto said. “Be sure to have as much documented research as possible that demonstrates the health benefits of chiropractic and fitness therapy as a comprehensive approach to health.”

Advice from the professionals:

OFFER MEMBER PRESENTATIONS

Word-of-mouth referrals are always appreciated, and are never turned away. That being said, doesn’t it make sense to put your philosophy and approach directly in front of a fitness center’s client base?

“Don’t try it part time!” Ferro said. “We are successful because our system makes us an integral part in the members’ experience.”

“Presentations to fitness members on nutrition, fitness training, rehabilitation, as well as chiropractic, can go a long way on having a well-informed clientele,” Ruscitto said. “Having a client base with this knowledge can help a fitness center manager make an educated decision for optimizing his/her members’ health.”

Captive audiences are never hard to come by in these situations. With these types of presentations, you capture the attention of personal trainers, fitness-center managers, as well as members who might, at some point, need chiropractic care.

“Active people, just by the nature of their activity, are going to get hurt and need care,” Wells said. “If we can present our services to members of a local fitness center, it would give us the opportunity to build solid relationships with them.”

“Our clinic provides diet and nutritional advice for the club’s new members, then we test their core strength and flexibility,” Ferro said. “If you take care of the trainers as well, then you can get your hands on every new member that walks through the door.”

Advice from the professionals:

GET CERTIFIED

Most professionals continue their education as they practice, so they can also improve the quality of care provided to their patients. There are certifications that allow chiropractors to branch out further into the sports medicine and physical fitness realm.

“Get certified as a CCSP or DACBSP,” Alden said. “It would immediately be beneficial as you begin a relationship with a fitness center.”

The CCSP (Certified Chiropractic Sports Physician/Certified Chiropractic Sports Practitioner) certification requires you to attend a minimum of 100 hours of a 120-hour postgraduate CCSP program. Following the completion of these hours, you must take and successfully pass a comprehensive written examination to receive the CCSP certification.

Another option is the certification program through the International Chiropractors Association (ICA). Through study on nine weekends, you can become a Certified Sports and Fitness Chiropractor (CSFC).

The DACBSP (Diplomate, American Chiropractic Board of Sports Physicians) certification requires you to first achieve CCSP certification. Once you accomplish that, you may work toward DACBSP certification, by attending an additional minimum of 200 required class hours.

For more information, please visit the American Chiropractic Board of Sports Physicians’ Web site: www.acbsp.com.

Advice from the professionals:

John V. Wood is an Emmy-award winning journalist, as well as a nationally published freelance writer. He lives in Willow Spring, N.C. and can be reached at 919-632-1827 or by e-mail at john@johnvwood.com.