Can you build a business on word of mouth? ChiroWorks was once a humble clinic started nine years ago, and with hard work and a holistic approach, Dr. Gary transformed his business. But how did he use word of mouth to the extent that he now receives regular press enquiries, and is sought out as an expert in his field?

Working With Passion

It sounds cliché, but you’ll never meet a more content business-person when they’re doing what they do because they’re passionate about the work. It’s not about getting rich; it’s not about becoming well known in the industry. It’s about genuinely working towards a cause. In Dr. Gary’s case, he’s been a participant in the fitness industry since he was a child playing all types of sports. He was always very active and very competitive, which lead to repetitive injuries that left him struggling to perform, and he was put on the sideline. Because of his personal experience, it became natural for him to want to help others also reclaim their freedom and lives.

Dr. Gary is so passionate about giving people back their good lives that he declined the offer to study medicine at Monash University in Melbourne and, instead, pursued Chiropractic “so I could restore and enhance the power of the human body naturally, without the side effects of medicine and surgery.”

Reaping Business Rewards

Even when the work is not for money or fame, hard, honest work pays off. A client tells their friend about your amazing service and genuine concern; a workshop participant goes and tells their boss their company needs your teaching. Or you’re featured in one magazine, which is caught by another magazine editor who wants to offer you a full spread!

“So far, 95% of my clients in private practice are from word of mouth referrals. I pride myself on being real, and offering real, valuable solutions to people’s health concerns and challenges. 98% of my speaking gigs are also due to word of mouth recommendations, with positive feedback from my current clients, positive feedback given to my partners who facilitate promoting and scheduling my health talks and workshops and, of course, current clients who ask me to present the same or new workshops for their staff. A classic example was speaking at Barclays Singapore two years ago. It was just one workshop. From there, I’ve now presented that same workshop on two other occasions, as well as a variety of other topics, with eight more health workshops scheduled for 2016.”

Dr. Gary Tho’s work as a chiropractor, and his expertise in the field, have gained him features in several online and offline publications. However, his highlight was an event with Wilkhahn: “an amazing and accomplished German office furniture manufacturer. To launch their new IN ergonomic chair with their patented 3D movement technology, I was invited to speak at their showroom. The initial 20 to 30-minute timing was stretched to almost 60 minutes due to the proactive participation in the hands-on section, as well as endless questions from the attendees. I was in my element, sharing ideas that I’m passionate about and being able to answer questions and offer advice or solutions. The questions ranged from office chair design and features, to designing office spaces. We explored common sitting and ergonomic mistakes, and, of course, how to create healthy office habits and great working lifestyles.”

Why would he enjoy such an event? He confessed that he loves presenting and that each event offers a unique experience: “Whether its presenting as a guest speaker at an event, or conducting a corporate health talk or workshop for my clients, it gives me the opportunity to spark hope, stimulate possibility and empower the participants.”

The Growth Of An Influencer

What does Dr. Gary do that helps him build his status as an influencer in his industry? He says, “I also participate in networking events, and believe that speaking to people, pitching my ideas and creating partnerships open new doors. And given today’s internet culture, having a good online presence is essential for success.”

And if he could give you a little influencer advice, it would be this: “Be clear of your message and what you want to achieve.

Have clarity on why you do what you do, and why you are so passionate about it. Be clear of what you are solving and the great impact this solution has on other people’s lives. Then write about it, talk about it and tell the whole world about it! Constantly tell your story and your solutions through any means – social media, blogs, physical giveaways/handouts, via presentations or networking events.”

From his own advice, he’s starting to see increasing enquiries for both clinic appointments and health talks.

“There’s no other feeling like being able to inspire hope, and give people simple tips and activities they can do immediately, without having to have the ‘right’ circumstances, or the ‘right’ space, time, tools, equipment, gadgets etc. There is great power in the intersection between consistent daily action and infinite success. And that power is ours.”

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