Episode Transcript
WEBVTT
1
00:00:00.680 --> 00:00:05.679
Welcome to this edition of catch up
with Cairo touch. This is Dr Ronnie
2
00:00:05.679 --> 00:00:10.359
Sims, I'm your host today.
Thank you so much for tuning in and,
3
00:00:10.400 --> 00:00:13.279
as always, as you know,
you're in for a real treat because
4
00:00:13.320 --> 00:00:16.920
we always have the best guests on
this show. I am so blessed by
5
00:00:16.960 --> 00:00:21.120
this show personally, and today,
for the second time, I'm blessed to
6
00:00:21.160 --> 00:00:25.399
have my dear friend, my brother
and the Lord, one of my favorite
7
00:00:25.480 --> 00:00:30.679
chiropractors ever, the de facto MC
of Chiropractic, and that's Dr Matt Hubbard.
8
00:00:30.679 --> 00:00:33.159
How you doing, Bud? You're
the best man. Thanks for that
9
00:00:33.240 --> 00:00:39.079
intro. I'm doing fantastic, man. It's my data do other things on
10
00:00:39.119 --> 00:00:45.439
this fine, oh beautiful day in
San Diego, so I'm excited. Thanks
11
00:00:45.479 --> 00:00:47.600
for the invite, man, I'm
always honored to be here. I know
12
00:00:47.640 --> 00:00:52.799
we got a great topic I'm passionate
about and can't wait to dive into it,
13
00:00:52.840 --> 00:00:56.399
man, and we could go so
many different directions with this, because
14
00:00:57.079 --> 00:01:00.000
I know what you have going on
your life and there's so many nuggets that
15
00:01:00.039 --> 00:01:04.560
you've learned outside of the realm of
Chiropractic, and I know with your entrepreneurial
16
00:01:04.719 --> 00:01:11.439
club, your businesses and your pastoral
role. You have so many little layers
17
00:01:11.480 --> 00:01:14.200
that this stuff wraps into. But
for the for the sake of today,
18
00:01:14.239 --> 00:01:18.439
we're going to be speaking mostly into
the chiropractic practice, as you know,
19
00:01:18.680 --> 00:01:19.760
and so I'm just going to dive
right in. You know, we talked
20
00:01:19.760 --> 00:01:23.680
about these. The whole topic of
today was kind of the goal setting in
21
00:01:23.719 --> 00:01:26.359
the goal getting, you know,
I know that's been a big part of
22
00:01:26.519 --> 00:01:30.079
you and your life and your team
over the last US fifteen years that I've
23
00:01:30.120 --> 00:01:34.319
known you. And so the first
question to kind of hit this off is,
24
00:01:34.640 --> 00:01:37.799
as you really look at your true
vision, as doctors look out and
25
00:01:37.840 --> 00:01:42.040
create that vision of where they want
to go, you know how important our
26
00:01:42.120 --> 00:01:47.120
metrics within that, and you know
measurables and and what are those key metrics
27
00:01:47.200 --> 00:01:53.359
to Matt Hubbard as far as measuring
that vision, how that's working? Yeah,
28
00:01:53.680 --> 00:01:55.920
you know, I really want to
make it personal, man. I've
29
00:01:55.920 --> 00:01:57.519
had a lot of time to think
about it since our last you know,
30
00:01:57.599 --> 00:02:05.680
technical glitch. Listen, Chiropractors,
I'm in the trenches. I graduating two
31
00:02:05.680 --> 00:02:08.639
thousand and one. I was in
associate under a great, great chiropractor.
32
00:02:08.680 --> 00:02:14.039
It's now Dr Ron Overstein. WHO's
the president of Life Chiropractic College West.
33
00:02:14.479 --> 00:02:19.719
I've been in an ependent contractor,
I've been a single practitioner, I've been
34
00:02:19.800 --> 00:02:23.280
multi clinic, I've been you name
it. I've done all the different things.
35
00:02:23.280 --> 00:02:28.039
I've looked into franchising, I've looked
into everything. I will say that
36
00:02:28.280 --> 00:02:34.319
now, in in this year,
I will tell you that I'm twenty.
37
00:02:34.360 --> 00:02:38.840
Twenty one years and practice, which
is mind blowing. I still feel like
38
00:02:38.960 --> 00:02:43.919
I'm young, I still feel like
I could get in with the best of
39
00:02:43.919 --> 00:02:46.120
them and I never forget where I
come from. So I just want to
40
00:02:46.159 --> 00:02:50.800
give you context of WHO's talking to
you today. I'm not up here to
41
00:02:51.680 --> 00:02:55.439
impress you or talk about numbers,
but I still, and Dr Ronnie here
42
00:02:55.479 --> 00:03:00.800
can attest to it, I still
have a high function, vitalistic, passionate
43
00:03:00.879 --> 00:03:07.759
practice. I've had twenty three of
my patients become chiropractors and I've had seven
44
00:03:07.840 --> 00:03:12.800
CAA's become chiropractors and I've had a
lot of people at my church that have
45
00:03:12.840 --> 00:03:19.159
done internship become chiropractor. So I
think I'm over thirty two people that have
46
00:03:19.199 --> 00:03:23.120
been influenced by my practice to become
chiropractors. And when I get to thirty
47
00:03:23.159 --> 00:03:27.960
three for the thirty three principles.
I'm I think that's my sign. Maybe
48
00:03:27.960 --> 00:03:30.919
maybe I could do other things,
but to give you context on one more
49
00:03:31.000 --> 00:03:38.199
thing, success leaves clues. I
easily have a million dollar cash practice.
50
00:03:38.520 --> 00:03:40.120
It's well over that and for those
of you that don't believe me, just
51
00:03:40.159 --> 00:03:44.919
come to San Diego. I still
I have people shadow me on Fridays.
52
00:03:45.000 --> 00:03:47.159
Dr Wrong was one of those guys
that probably didn't believe me back in the
53
00:03:47.240 --> 00:03:52.280
day and had his associate. God, you got to go see my friend.
54
00:03:52.280 --> 00:03:53.879
He came down and we became friends. Since that we've done a lot
55
00:03:53.879 --> 00:04:00.039
of amazing things together and I love
the fact that you were in practice longer
56
00:04:00.240 --> 00:04:03.240
and you still gave enough room going
hey, I'm not going to be the
57
00:04:03.240 --> 00:04:06.080
type of God's been in practice and
I can't learn from somebody else, and
58
00:04:06.080 --> 00:04:11.000
I've always admired you for that and
respected you for that that you still figured
59
00:04:11.039 --> 00:04:13.319
you can learn. Just like me, I go into younger guys and I
60
00:04:13.360 --> 00:04:15.240
pick up what they do and then
I make it better because I can afford
61
00:04:15.319 --> 00:04:18.560
to. But I had to bootstrap
it, you know. I had to
62
00:04:18.560 --> 00:04:24.199
get in that, I had to
get in and I lived on a wine
63
00:04:24.279 --> 00:04:29.360
taste with a beer income for a
lot of years. Now I live in
64
00:04:29.399 --> 00:04:32.600
my dream house, go on my
dream vacations, one of the biggest givers
65
00:04:32.600 --> 00:04:36.680
in my church. I do a
lot of radical things and it is all
66
00:04:36.720 --> 00:04:45.480
because of being around excellent clinicians and
entrepreneurs. I now own restaurants, I
67
00:04:45.519 --> 00:04:49.079
teach a maverick entrepreneur. I run
a pathfinders apprenticeship program at my church that
68
00:04:49.199 --> 00:04:54.160
is over three hundred fifty graduates of
guys that were broken, women that were
69
00:04:54.160 --> 00:04:57.800
broke, and they're all on the
way to making millions of dollars. And
70
00:04:57.879 --> 00:05:01.480
we helped do that with funding the
kingdom, which is our purpose, you
71
00:05:01.519 --> 00:05:05.439
know. So a lot of cool
things that I learned from being around chiropractors.
72
00:05:05.560 --> 00:05:11.879
Everything I've learned is from books and
the greatest minds, I believe,
73
00:05:11.920 --> 00:05:15.879
in the world, which were chiropractic
minds, because if you're a great healer,
74
00:05:16.000 --> 00:05:19.800
you have to learn how to be
a great businessperson. Otherwise, guess
75
00:05:19.839 --> 00:05:24.680
what, you'll be a broke healer. And I know people always give me
76
00:05:24.720 --> 00:05:27.680
flat about it because I teach a
lot on money, but here's the truth.
77
00:05:27.759 --> 00:05:30.959
Money does not buy you happiness.
Everybody knows that. I know that.
78
00:05:30.040 --> 00:05:33.399
But guess what, being broke doesn't
buy you a damn thing. So
79
00:05:33.800 --> 00:05:36.959
you're no good if you're a broke
chiropractor. And My job, why I
80
00:05:38.000 --> 00:05:42.040
said Yes to this interview, is
if you can take one thing, one
81
00:05:42.040 --> 00:05:46.720
see and I can get it to
sprout and build a tree that produces fruit,
82
00:05:46.920 --> 00:05:51.680
you'll be self sustaining. So nothing
I am going to teach right now
83
00:05:51.680 --> 00:05:57.399
has anything to do with theory.
It is all what has worked and produced
84
00:05:57.519 --> 00:06:01.160
multiple fruit trees in my life.
So, with that being set, you
85
00:06:01.160 --> 00:06:09.399
asked me a question. Or metrics
important. Metrics, goals are everything,
86
00:06:09.519 --> 00:06:13.040
because it's a target in front of
you and fuzzy targets don't get hit.
87
00:06:13.079 --> 00:06:15.560
Clarity is king. My job is
to help you understand. I don't care
88
00:06:15.600 --> 00:06:18.959
if you're the greatest adjuster. If
you don't have clarity on where you're going,
89
00:06:19.399 --> 00:06:24.839
who you're going to adjust? Okay, you have to have business sense
90
00:06:24.879 --> 00:06:27.920
and you've got to have a vision
for where you're going. Now you want
91
00:06:27.920 --> 00:06:30.720
to be sustainable. I know a
lot of guys that had a million dollar
92
00:06:30.759 --> 00:06:33.319
practice for a year or two years
and then they self imploded because they didn't
93
00:06:33.319 --> 00:06:38.759
have core values, core values is
what you build the foundation on. You
94
00:06:38.800 --> 00:06:42.519
can google up how to do core
values exercises, you can reach out to
95
00:06:42.560 --> 00:06:45.720
people, as lots of coaches that
teach on it. Listen, some of
96
00:06:45.720 --> 00:06:48.519
the greatest friends and my life are
coaches and Chiropractic. There's a lot of
97
00:06:48.519 --> 00:06:54.040
people teaching on core values. But
core values are what is the foundation that
98
00:06:54.120 --> 00:06:56.759
you don't build your house on the
sand, you build it on the rock.
99
00:06:56.800 --> 00:07:00.920
You build your practice on a rock. Once you have core values,
100
00:07:00.160 --> 00:07:02.879
you then set your goals to keep
the vision in front of you in.
101
00:07:02.920 --> 00:07:05.399
That vision in front of you is
the fuel to keep you on fire,
102
00:07:05.480 --> 00:07:09.040
because you have purpose. If you
don't have purpose, than what are you
103
00:07:09.079 --> 00:07:11.800
doing? I don't want to just
sell crack for a living. We think
104
00:07:11.839 --> 00:07:14.959
I have the crack house. I
got the best crack in San Diego,
105
00:07:15.040 --> 00:07:16.519
but that's not what makes me do
it. I do not all I want
106
00:07:16.560 --> 00:07:20.600
to see people's lives changed. So
I took numbers off the board. I
107
00:07:20.639 --> 00:07:27.399
have lives changed. Okay, I
have people served, which is my patient
108
00:07:27.480 --> 00:07:31.839
visits. Lives changed or lives say, is new patients, and then reward
109
00:07:32.000 --> 00:07:36.040
is how much I collect. So
I know if I serve big if I
110
00:07:36.079 --> 00:07:43.720
save lives and change lives and impact
minds and align some spines, then guess
111
00:07:43.759 --> 00:07:46.920
what, there's going to be a
great reward financially. So I never worry
112
00:07:46.920 --> 00:07:48.399
about the reward. I was work
on the service part of it. I
113
00:07:48.480 --> 00:07:53.480
end up well. Now, what
I want to tell you is that,
114
00:07:54.959 --> 00:08:00.000
unfortunately I don't have eight hours.
I teach an eighthour course every December and
115
00:08:00.040 --> 00:08:03.839
in January just on goal setting.
It's a fat daddy book. I go
116
00:08:03.839 --> 00:08:07.759
on a deep dive on a full
book. I have it online recorded.
117
00:08:07.920 --> 00:08:11.240
I probably need to get it out
there one day, but that's how big
118
00:08:11.279 --> 00:08:13.399
of an idea a goal setting is. So I'm going to give you just
119
00:08:13.439 --> 00:08:16.920
a little flare to help you,
because I want you to think a little
120
00:08:16.959 --> 00:08:22.879
bit differently. What you need to
understand is every week you need to focus
121
00:08:22.959 --> 00:08:26.360
on where you're at. So it's
like a gps pain and Dr Ronnie said,
122
00:08:26.399 --> 00:08:28.079
Hey, I want to come visit
you. Where you at on the
123
00:08:28.160 --> 00:08:31.399
drop of the pin drop. That's
his GPS. So you got to know
124
00:08:31.480 --> 00:08:33.720
where you're at and you got to
know where you want to go. I
125
00:08:33.720 --> 00:08:37.320
don't go on vacation. Go Babe, let's go on vacation where do you
126
00:08:37.320 --> 00:08:39.600
want to go? No clue.
You know what I do. I just
127
00:08:39.639 --> 00:08:43.799
did a road trip to Zion.
We booked an Air BMB fat daddy cabin.
128
00:08:43.279 --> 00:08:46.840
Every day we had a plan every
day. We had metrics of weather,
129
00:08:46.960 --> 00:08:48.799
was doing this, we do this, if whether it was doing that.
130
00:08:48.840 --> 00:08:52.240
I planned it out to the tea
and guess what? I S gave
131
00:08:52.320 --> 00:08:56.519
my family the greatest vacation everywhere because
I had clarity on exactly what I wanted
132
00:08:56.559 --> 00:09:01.759
the outcome to be and where I
wanted to go. And then I douled
133
00:09:01.799 --> 00:09:05.159
it in backwards. See if you
have a goal for a million dollar practice,
134
00:09:05.200 --> 00:09:07.159
what does that look like? You
have to know what your per visit
135
00:09:07.240 --> 00:09:09.879
average is. You got to know
what all the little metrics are, which
136
00:09:09.879 --> 00:09:13.759
are all important to getting there.
You just can't say I want a million
137
00:09:13.759 --> 00:09:20.360
dollar practice like here's the thing I'm
right now. I'm freaking overweight, I'm
138
00:09:20.360 --> 00:09:22.919
a little bit pissed off, a
thank you, got a little gray hair.
139
00:09:22.960 --> 00:09:24.360
But guess what? I just said
a goal. I want to be
140
00:09:24.399 --> 00:09:30.039
eighty one, hundred and eighty five. I literally have twenty pounds to lose.
141
00:09:30.120 --> 00:09:33.960
I just backed it in. I
know my goal is June fifteen.
142
00:09:33.000 --> 00:09:35.759
I backed it in what I'm going
to do every week, every month,
143
00:09:35.840 --> 00:09:39.519
every day. I looked at what
I'm going to do for food wise.
144
00:09:39.559 --> 00:09:41.440
I know what I'm going to do
for mourning. I know what my exercise
145
00:09:41.440 --> 00:09:45.240
is going to be. Hired a
trainer, I got a food consult I
146
00:09:45.240 --> 00:09:48.799
got a nutrition consulted, I'm doing
a cleanse right now. I'm not drinking
147
00:09:48.799 --> 00:09:52.000
wine, which I love wine,
until that July of that June fifteen and
148
00:09:52.080 --> 00:09:56.559
it's pedal to the metal. And
when I hit my goal, I'm going
149
00:09:56.600 --> 00:10:00.799
to celebrate big. Okay, when
I if I miss my goal, guess
150
00:10:00.799 --> 00:10:03.639
what, I'm writing a fat boddy
daddy check because I wanted to hurt to
151
00:10:03.759 --> 00:10:07.159
something I don't like. Okay,
so I have a couple things that I
152
00:10:07.200 --> 00:10:11.879
don't like. One of them I
shouldn't even say politics, but Nusolini drives
153
00:10:11.919 --> 00:10:15.799
me crazy, but whatever. And
and I will support his campaign with a
154
00:10:15.879 --> 00:10:20.360
thousand dollars if I miss my objective, which, let me tell you,
155
00:10:20.519 --> 00:10:24.840
I'm not right that guy at thousand
dollar check. It's pain driven because I
156
00:10:24.840 --> 00:10:28.759
need to make sure that there's consequence
for me slacks a last night I took
157
00:10:28.759 --> 00:10:31.639
my team out to dinner my doctors
and I said I want to bless you.
158
00:10:31.639 --> 00:10:33.480
So man, we had we had
a great steak, we had a
159
00:10:33.480 --> 00:10:37.919
great everything and everybody else drinks some
wine, everybody else had, you know,
160
00:10:37.039 --> 00:10:41.360
some cream burlet. I have to
sit there and be like HMM HMM,
161
00:10:43.000 --> 00:10:46.519
and it hurt. But guess what, I'm hitting my goal because I
162
00:10:46.559 --> 00:10:48.919
want to be driven to that goal. I have to build discipline. You
163
00:10:48.960 --> 00:10:52.399
got to kill the flesh. There's
desires that we get lazy in. I
164
00:10:52.480 --> 00:10:56.120
need a lot of chiropractors. There's
just lazy. They say they want this
165
00:10:56.159 --> 00:10:58.159
but they don't do it and they're
unwilling to put the work in. I'm
166
00:10:58.200 --> 00:11:01.279
living the life I want because I
put in the hard work by going after
167
00:11:01.320 --> 00:11:05.960
goals, hitting those goals, celebrating
those goals and winning. One thing I
168
00:11:05.039 --> 00:11:11.279
want to tell you is a thirteen
week success tracker. I look at this.
169
00:11:11.519 --> 00:11:13.440
I know a lot of chiropractors to
grind, grind, grind, grind,
170
00:11:13.480 --> 00:11:16.879
grind, and when you're single,
grind your face off. All right,
171
00:11:16.919 --> 00:11:20.919
I wouldn't go out on a Friday
night unless I hit my new patient
172
00:11:20.919 --> 00:11:24.480
goal for the week. So if
I didn't hit my new patient goal for
173
00:11:24.480 --> 00:11:26.200
the week. Let's just call it
ten patients a week. If I didn't
174
00:11:26.240 --> 00:11:30.639
see ten new clients in a week
back in the day, okay, I
175
00:11:30.759 --> 00:11:33.399
knew Friday afternoon. I've done at
noon. I need to go out and
176
00:11:33.440 --> 00:11:35.840
screen somewhere. I need to go
pass my card out. I need to
177
00:11:35.840 --> 00:11:41.279
go out and do these daily rituals
of getting myself out there talking the Chiropractic.
178
00:11:41.320 --> 00:11:43.679
Hey, I'm a chiropractor and Matt
Hubbard. Come and see me.
179
00:11:43.720 --> 00:11:46.240
Here's my card. Love to be
your chiropractor. Hey, man, who's
180
00:11:46.240 --> 00:11:48.519
your Cairo? I had shirts made, hats. Mate. WHO's your Cairo?
181
00:11:48.000 --> 00:11:50.000
You know, being near the border
in San Diego, the be like,
182
00:11:50.000 --> 00:11:52.399
who's your Cheero? Shut up,
that would say cheero. It says
183
00:11:52.480 --> 00:11:56.720
Cairo. What's a Cairo? I'm
a car friend. WHO's your copper?
184
00:11:56.080 --> 00:11:58.679
Oh, I don't need one.
Well, I had a response for that.
185
00:11:58.679 --> 00:12:01.720
I've was ready for that. Here's
my card. You might not think
186
00:12:01.759 --> 00:12:05.320
you need me, but now guess
what, you got my card. Here's
187
00:12:05.320 --> 00:12:07.440
one to keep. heres. Want
to lose now with all the digital techy
188
00:12:07.519 --> 00:12:11.720
stuff. Hey, take my cure
our code. Take my picture here on
189
00:12:11.840 --> 00:12:13.960
Matt, send a video to him, whatever it takes early to bed,
190
00:12:15.080 --> 00:12:18.360
early to rise, work like hell
and advertise. Yeah, you what it
191
00:12:18.399 --> 00:12:22.279
takes to be the man or woman
you want to be to get the objectives
192
00:12:22.279 --> 00:12:24.720
and the goals you want to hit. So if I didn't do it,
193
00:12:24.720 --> 00:12:26.200
if they wouldn't book a new patient, I couldn't get to ten. Guess
194
00:12:26.240 --> 00:12:33.440
what, Saturday I was out grinding. Sunday Day. Arrest Very few times
195
00:12:33.440 --> 00:12:35.519
I wouldn't hit my goal by Sunday. But guess what, my friends went
196
00:12:35.559 --> 00:12:37.600
out on Friday night. I want
to go out on Friday night. I
197
00:12:37.600 --> 00:12:43.240
didn't hit my goal, have consequences, build great habits, do the things
198
00:12:43.240 --> 00:12:46.240
that you don't want to do.
But guess what, I'm living a life
199
00:12:46.279 --> 00:12:48.159
I want to like that a lot
of other chiropractors want and then they'll judge
200
00:12:48.200 --> 00:12:52.039
me for but they don't know what
I did to sacrifice to get what I
201
00:12:52.080 --> 00:12:54.759
have. We got to quit being
soft. We got to put the work
202
00:12:54.759 --> 00:12:58.399
and get the technology, get the
market and get the things you need to
203
00:12:58.440 --> 00:13:01.919
do. So what happens is I
know a lot of people who grind it
204
00:13:01.919 --> 00:13:03.879
out. I'm married, three kids, businesses. I can't just grind it
205
00:13:03.879 --> 00:13:07.039
out, but what I do,
my wife knows. Quarter one, don't
206
00:13:07.080 --> 00:13:11.000
mess with me. Pedal to the
metal. Quarter one. I celebrate.
207
00:13:11.120 --> 00:13:15.840
Quarter to. We just hit our
goals for quarter one. Biggest goal setting
208
00:13:15.879 --> 00:13:18.399
session I've ever done. Most collections
we've ever collected, most people we've ever
209
00:13:18.440 --> 00:13:20.759
seen. All this. Guys,
I'm I don't twenty something years in,
210
00:13:22.120 --> 00:13:26.120
but my team is on board with
All the vision, all the dreams.
211
00:13:26.120 --> 00:13:28.600
They know the goal. Every week
I'd be like, how much? How
212
00:13:28.639 --> 00:13:31.399
much closer are I goal? Do
Him out where? Twenty two percent closer
213
00:13:31.399 --> 00:13:33.840
to our goal. Sweet DCM,
out where, thirty eight percent of our
214
00:13:33.879 --> 00:13:35.799
goal. Dr Matt, we're forty
four percent of our goal. Drm out
215
00:13:35.799 --> 00:13:39.600
where, eighty two percent of our
goal. We had a week to go.
216
00:13:39.519 --> 00:13:43.120
Three percent left on our goal.
Let me just tell you, they
217
00:13:43.120 --> 00:13:46.399
were pedal to the metal. I
called in that Saturday before my curidser,
218
00:13:46.440 --> 00:13:50.200
what are you doing to my office
on a Saturday? Whatever it takes,
219
00:13:50.320 --> 00:13:54.000
whatever it takes, because they wanted
to go to Cabo on the doctor's time.
220
00:13:54.039 --> 00:13:56.440
So guess what, my entire team's
going to Combo with spouses. We're
221
00:13:56.440 --> 00:14:00.039
going at the time of our life. They had the visual they have the
222
00:14:00.080 --> 00:14:03.000
resort, they know where we're staying. They know everything. They know that
223
00:14:03.039 --> 00:14:05.519
they're getting a hundred dollars a day
to go blow whatever they want. They're
224
00:14:05.559 --> 00:14:09.840
going to live the highlife for four
days because they work their butt off to
225
00:14:09.879 --> 00:14:15.360
serve people. To recharge. Now, quarter three, we grind it out
226
00:14:15.399 --> 00:14:18.360
again. We celebrate quarter for now. What I realized is you hard,
227
00:14:18.440 --> 00:14:22.200
charge, build momentum. momentumal carry
you quarter to our charge. Quarter three,
228
00:14:22.200 --> 00:14:26.240
momentum, quarter for reset it for
the New Year. If you just
229
00:14:26.279 --> 00:14:28.480
do this, this, this is, you will have burned out and you
230
00:14:28.600 --> 00:14:31.559
crash. You can do it for
a season, but not a lifestyle.
231
00:14:31.600 --> 00:14:37.279
So what I tell you is I
do these master tracks for thirteen weeks.
232
00:14:37.279 --> 00:14:43.519
I said at the bottom. Goal
reward thirteen weeks, and I do categories
233
00:14:45.080 --> 00:14:48.799
every day, different category. Dr
Matt, how do you do that?
234
00:14:48.840 --> 00:14:52.360
Well, I have a different calendar
that's up in my office. I put
235
00:14:52.399 --> 00:14:56.679
all our vacations. I put all
our birthdays or anniversaries of my whole team.
236
00:14:56.720 --> 00:15:00.320
We have everything on their. When
people are going on vacation, should
237
00:15:00.320 --> 00:15:03.360
we see it all? And then
this little wheel over here that's blank.
238
00:15:03.519 --> 00:15:11.320
It's my marketing wheel. Every month
we don't guess what we're doing we know
239
00:15:11.399 --> 00:15:15.960
what we're doing and it's thoughtless.
It's a system, it's a structure.
240
00:15:16.000 --> 00:15:18.679
We go after it. I learned
this from Dr Mike read years ago and
241
00:15:18.679 --> 00:15:22.679
then I've made it my own,
tweaked it, turned it everything, but
242
00:15:22.799 --> 00:15:26.840
in that marketing wheel. I just
want to tell you I have quarterly objectives.
243
00:15:26.879 --> 00:15:33.120
I have self adjectives. Everyone on
my team fills out a self objective,
244
00:15:33.120 --> 00:15:35.240
meaning how are you taking care of
yourself? How do I stay so
245
00:15:35.399 --> 00:15:41.639
high energy because I'm doing selfcare?
Is My team getting adjusted? Are they
246
00:15:41.679 --> 00:15:45.480
getting scanned? Are they logging themselves
in? Are they on the table?
247
00:15:45.639 --> 00:15:48.480
No, one on my team.
I always meant chiropractors don't adjust their team
248
00:15:48.519 --> 00:15:50.559
on like, what's wrong with you? You know, I have a high
249
00:15:50.559 --> 00:15:54.639
functioning team because they're high functioning people, meaning I want to make sure they're
250
00:15:54.639 --> 00:15:56.919
clear and connected. So they can
be clear and connected. I want to
251
00:15:56.919 --> 00:16:00.399
be a healer, so I need
to be in a healing place. So
252
00:16:00.559 --> 00:16:04.679
selfcare, daily morning rituals, all
these things are so important. Then I
253
00:16:04.720 --> 00:16:08.840
have social media. I have a
whole checklist for social media out just are
254
00:16:08.919 --> 00:16:14.279
we staying in front of our people, because it's important that we do that.
255
00:16:14.600 --> 00:16:18.360
The next one internal marketing. What
are the touch points internally? I
256
00:16:18.399 --> 00:16:22.480
don't want to go out there.
I've never paid for outside marketing ever.
257
00:16:22.600 --> 00:16:26.879
You know why? Because my internal
marketing is on point. Let me give
258
00:16:26.919 --> 00:16:29.600
you some ideas of internal marketing.
These are all the things that I set
259
00:16:29.679 --> 00:16:32.879
kpe eyes towards. Okay, so
these are set a stab for all these.
260
00:16:33.440 --> 00:16:36.879
Do it. Am I giving family
gift certificates away? Am I doing
261
00:16:36.919 --> 00:16:40.759
a testimonial day? Am I doing
a referral basket? I have a little
262
00:16:40.759 --> 00:16:42.559
baby basket. All my mom's that
give birth, when they come back in
263
00:16:42.600 --> 00:16:45.600
and bring me their kid, first
adjustment for their brand new newborn is on
264
00:16:45.639 --> 00:16:49.000
me. I give them a full
gift, a onesie that says who's your
265
00:16:49.039 --> 00:16:53.759
Cairo, with my Hashtag true Cairo
on their booty. Then I give them
266
00:16:53.799 --> 00:16:56.759
diapers, I give them all the
little things that give them a little passy
267
00:16:56.879 --> 00:17:00.120
that says true chiropractic on it.
Man, they're going around with that pasty.
268
00:17:00.200 --> 00:17:03.759
Their loving it. I give them
all these things. I give him
269
00:17:03.759 --> 00:17:07.799
one of those pathways about the ICPA. I get all the magazines. I
270
00:17:07.799 --> 00:17:11.359
give them a pathways. I give
little experts what foods win. I put
271
00:17:11.400 --> 00:17:14.480
this little basket together and give it
to mom and Dad said there's no greater
272
00:17:14.559 --> 00:17:19.279
honor than a giving being the chiropractor
for your newborn. It's like Simba Huh
273
00:17:19.359 --> 00:17:22.640
past me or child. It's like
we said, goals for that. How
274
00:17:22.640 --> 00:17:25.279
many babies do I want to adjust? That's a lifestyle. If you're giving
275
00:17:25.319 --> 00:17:27.960
me your baby, mom and dad, or patients for life. Come on,
276
00:17:29.000 --> 00:17:32.960
man. And so products, special
supplements. You know. I what's
277
00:17:33.000 --> 00:17:37.200
my supplement of the month? March
madness. We do arch madness. So
278
00:17:37.240 --> 00:17:41.880
I know March every time. There's
different themes. So that's internal marketing.
279
00:17:41.880 --> 00:17:45.200
Bring a friend or a family minor
point of sales once a month. You
280
00:17:45.240 --> 00:17:48.519
know, we give something of patient
appreciation day. Do three times a year?
281
00:17:48.559 --> 00:17:52.279
External Marketing, marketing monitors. What
do I look for? What's my
282
00:17:52.319 --> 00:17:56.839
vision board? Say? What's my
ninety days to prep thirty days to launch?
283
00:17:56.880 --> 00:18:00.200
How's my new patient log? How's
my my website? What must that
284
00:18:00.279 --> 00:18:03.240
have? I have a special website. Want to make sure it's good.
285
00:18:03.400 --> 00:18:06.880
I want to make sure that I
have a technology that collects reviews for me.
286
00:18:07.000 --> 00:18:08.200
So you know I have my review
it, but it puts it up
287
00:18:08.240 --> 00:18:11.400
there. And that's why everyone comes
in. It's on Google. It's like
288
00:18:11.440 --> 00:18:14.680
I did I didn't go market him. Guess what that's because I have nine
289
00:18:14.759 --> 00:18:18.519
hundred reviews that are like four point
eight stars. Are Like, who the
290
00:18:18.559 --> 00:18:21.119
age is this guy? You know, it's like, what the heck?
291
00:18:21.160 --> 00:18:23.319
You just got to do these things. You build momentum, you just start
292
00:18:23.400 --> 00:18:26.079
somewhere. When I say how do
you eat an elephant, you know what,
293
00:18:26.160 --> 00:18:30.759
my biggest response is, one by
it at a time. That's still's
294
00:18:30.839 --> 00:18:33.400
overwhelming. You know what I say. Don't stare at the elephants, stare
295
00:18:33.440 --> 00:18:36.920
at the fork. How do you
need an elephant? Stare at the Fort.
296
00:18:37.240 --> 00:18:40.559
Focus on the fort. Focus on
the fort. Look at the metrics
297
00:18:40.599 --> 00:18:45.400
of your practice quick getting all enamored
by fuzzy shiny things and just stay in
298
00:18:45.440 --> 00:18:49.319
it. Focus, focus. It
takes sixty to ninety days to see results.
299
00:18:49.400 --> 00:18:52.559
That means like one quarter. Don't
keep changing things because you think two
300
00:18:52.559 --> 00:18:56.400
weeks in it doesn't work. Stick
to a plan, maintain the play and
301
00:18:56.440 --> 00:19:00.440
work the plan. Look at your
plan. CHANGE IT quarterly, don't change
302
00:19:00.440 --> 00:19:03.680
it weekly. I meant one chiropractor
going this way this month, that way
303
00:19:03.680 --> 00:19:06.960
next month, this way. I
mean, man, it's like your golf
304
00:19:07.000 --> 00:19:10.799
game. It Z golf all over
the place. Just work on one element
305
00:19:10.839 --> 00:19:14.599
of the game. I'm learning pickleball
right now. I'm learning how to DAP
306
00:19:15.000 --> 00:19:17.680
DA tap, you know what I
mean. I'm getting my bug kick,
307
00:19:17.759 --> 00:19:19.720
but I'm not in it for the
short term. I'm not making bets that
308
00:19:19.759 --> 00:19:22.799
I'm going to beat you. I'm
working on my little aspects of the game
309
00:19:22.839 --> 00:19:26.240
because I just I'm learning pickleball and
I'm having eighty year olds kick my butt.
310
00:19:26.319 --> 00:19:30.440
You know what? But I guarantee
in three months from now, because
311
00:19:30.440 --> 00:19:33.160
I'm working on one aspect of my
game, I'm going to get one tool.
312
00:19:33.240 --> 00:19:34.359
It's going to be my secret weapon. I'm going to put these old
313
00:19:34.359 --> 00:19:37.759
people down, you know what I
mean, and when I whoop them the
314
00:19:37.799 --> 00:19:41.000
I'm gonna go take on the next
level of my game. I'm a perfect
315
00:19:41.039 --> 00:19:44.640
one piece of my game at a
time till I'm pick up all San Diego
316
00:19:44.799 --> 00:19:49.960
champion. So I declare a thing
that's right in this marketing thing. I'm
317
00:19:49.960 --> 00:19:52.200
just going to land a plane on
this. You can ask me any question
318
00:19:52.240 --> 00:19:55.880
you want. Is that good?
No, keep going, man. I
319
00:19:55.920 --> 00:19:59.000
have a couple questions, but I, like you, gotta come ask me
320
00:19:59.039 --> 00:20:00.960
out this. Here we go.
Here's your calendar. This is what I
321
00:20:02.000 --> 00:20:07.000
want you all doing. Okay,
you draw the centristic circles. This is
322
00:20:07.039 --> 00:20:11.079
what makes you successful, and then
you work around all these goals. What's
323
00:20:11.119 --> 00:20:14.920
your theme of the month? Everybody
needs a theme of the month. I
324
00:20:14.920 --> 00:20:18.160
can give you ideas if you need
it. But January wellness, February,
325
00:20:18.279 --> 00:20:22.559
heart because it's Valentine, since lab
a little heart. March is, you
326
00:20:22.599 --> 00:20:26.319
know, chiropractic. And then April
could be, you know I do may
327
00:20:26.400 --> 00:20:30.759
I do moms and pregnancy. June
it's dad's because a father's Day. July
328
00:20:30.920 --> 00:20:37.240
at Sports Research, in August,
September is children and Chiropractic. So I
329
00:20:37.240 --> 00:20:41.279
have different themes for every month.
Have a theme for your whole practice to
330
00:20:41.359 --> 00:20:44.359
your whole team. Could get out. My Front Office will take January.
331
00:20:44.480 --> 00:20:48.279
My back office will take February so
they can always be pregaming. Then when
332
00:20:48.319 --> 00:20:51.960
my back office is working on February, because they're now initiating February, my
333
00:20:51.960 --> 00:20:56.319
front office is already on March.
We're always a month ahead of the game.
334
00:20:56.759 --> 00:20:59.680
So then the theme has the line
up. What's your social media theme?
335
00:20:59.720 --> 00:21:03.359
What's going to go along with it? Are you having a workshop that's
336
00:21:03.400 --> 00:21:06.880
based in your theme? Are you
doing a Promo based on your theme?
337
00:21:07.200 --> 00:21:10.720
What are use your networking based on
your theme? Do you have a recall
338
00:21:10.799 --> 00:21:14.440
letter based on your theme? Do
you have a referral basket based on your
339
00:21:14.480 --> 00:21:18.559
theme? Your dinner workshops? What's
your big fish? Okay, but this
340
00:21:18.640 --> 00:21:22.559
is so important. Most chiropractors are
just every month it's something different. It's
341
00:21:22.559 --> 00:21:26.160
never played. It's off the cup
mine. This is never changed in the
342
00:21:26.240 --> 00:21:30.839
last nine years. We already know
what we're doing. It's nothing new.
343
00:21:30.839 --> 00:21:33.680
We just recycle it because you know
what it's dripped. You know what Michael
344
00:21:33.759 --> 00:21:37.079
Jordan said. You want to win
champions, stick to the fundamentals. Thrust,
345
00:21:37.119 --> 00:21:41.000
stick to the fundamentals. So those
goals have to be based in the
346
00:21:41.000 --> 00:21:45.200
fundamentals. Do the same things consistently
and you'll see results. Dr Ronnie,
347
00:21:45.200 --> 00:21:48.799
what do you want to ask me
now? No, I'm taking notes.
348
00:21:48.799 --> 00:21:53.279
Man, this is great. So
many ask your question you you mentioned some
349
00:21:53.359 --> 00:21:56.279
of our profession just lazy. They're
kind of knocked on their butt right now.
350
00:21:56.279 --> 00:22:00.880
They're tired, they're not sure.
So just a couple little quick advice
351
00:22:00.960 --> 00:22:04.759
for that type of guy in Galash
just sitting back on and this Matt Guy's
352
00:22:04.799 --> 00:22:08.119
full of energy. I can't keep
up with this guy. That's him.
353
00:22:08.240 --> 00:22:12.200
What do I do? You know? So truth into that. That Lazy
354
00:22:12.279 --> 00:22:17.920
Doc who maybe a stuck you need
to start doing list and a stop doing
355
00:22:17.960 --> 00:22:21.279
list. What are the things you're
doing that are consuming your time? Are
356
00:22:21.279 --> 00:22:23.839
you gaming? Are you playing solitaire? What is taking up? Are You
357
00:22:23.880 --> 00:22:27.119
scrolling on Instagram? You know what
I mean. Are you coming up with
358
00:22:27.160 --> 00:22:32.440
a clever tick tock, I mean
UK and if there's an Roy, if
359
00:22:32.480 --> 00:22:34.759
there's a return on your investment of
your time spent. Time is money.
360
00:22:34.759 --> 00:22:38.079
Where are you wasting your time?
I always say this. I don't care
361
00:22:38.119 --> 00:22:41.720
what you say. Show me Your
Bank account and show me your calendar and
362
00:22:41.720 --> 00:22:45.920
I'll tell you what's important to you. That's right. So all I have
363
00:22:45.960 --> 00:22:47.839
to do is, when I look
at your calendar, and I'd look at
364
00:22:47.960 --> 00:22:49.440
my look at all this free time
you have. How can I run a
365
00:22:49.519 --> 00:22:53.200
church? How can I run restaurants? How can I have an online business?
366
00:22:53.200 --> 00:22:56.480
How can I run a practice that
sees a lot of people? Guess
367
00:22:56.559 --> 00:23:02.680
what systematize. My calendar is dialed
in, there are no accidents. Everything
368
00:23:02.759 --> 00:23:07.119
I don't I wake up. Here's
the truth. Monday's I know in my
369
00:23:07.160 --> 00:23:10.599
office all day Monday's I have a
team meeting. I'm done with I'm done
370
00:23:10.640 --> 00:23:14.079
with my practice in the morning.
I then have new patients, RT's team
371
00:23:14.079 --> 00:23:17.920
meeting at twelve, but never changes. I know every single Monday at twelve,
372
00:23:18.000 --> 00:23:21.400
team meeting. One o'clock to two
o'clock, I refresh, I recalibrate,
373
00:23:21.480 --> 00:23:23.240
lay on my bed, let my
body heeled and I have an afternoon
374
00:23:23.279 --> 00:23:27.200
session. Tuesday's I know what my
whole day looks like. Pastoral Care,
375
00:23:27.200 --> 00:23:30.319
Coffee Break, coaching sessions. I
don't care who I'm coaching. I just
376
00:23:30.400 --> 00:23:33.799
know from nine to ten I have
a coaching session. At ten to eleven
377
00:23:33.799 --> 00:23:37.279
I have a pasted a world meeting. I don't care who shows up on
378
00:23:37.359 --> 00:23:41.119
my screen or in person. I
know it never changes. Every Tuesday at
379
00:23:41.160 --> 00:23:44.519
three o'clock, that right now you're
cutting into my family time. On Tuesday
380
00:23:44.519 --> 00:23:48.319
family time starts at three. I'm
done, phones off and my family time
381
00:23:48.559 --> 00:23:51.880
until that's it. I carve off
family time. Date night. Everybody in
382
00:23:51.960 --> 00:23:56.279
my entire world knows date nights.
It's Thursday night after practice. No one
383
00:23:56.319 --> 00:23:57.759
even invites me out anymore because they
know it's my wife and I was date
384
00:23:57.880 --> 00:24:02.480
night. It's so all these things. or I live in a rhythm and
385
00:24:02.559 --> 00:24:04.920
a flow and if we can schedule
your life in a rhythm and a floor,
386
00:24:06.079 --> 00:24:08.400
you won't be drained, you won't
be off purpose, you'll be on
387
00:24:08.480 --> 00:24:11.640
purpose. Well, yeah, I
think that's a misconception. When somebody's listening
388
00:24:11.720 --> 00:24:15.920
to you could be overwhelming, but
the reality is you did the hard work
389
00:24:17.000 --> 00:24:19.960
to put in the systems, the
processes of procedures, but you have a
390
00:24:21.079 --> 00:24:25.440
free spirit within that to be mad
and to be fun and to and so
391
00:24:25.599 --> 00:24:27.359
speak into that, because I know
you're an amazing guy, don't get me
392
00:24:27.400 --> 00:24:32.680
wrong, but you could not do
any of this without an understanding wife.
393
00:24:32.720 --> 00:24:38.000
But also speak into the Katrinas of
the world, those integrators and those teammates
394
00:24:38.119 --> 00:24:42.279
that help us get this airplane off
the ground. I mean, I learned
395
00:24:42.319 --> 00:24:48.079
a long time ago good leadership is
empowering people. That's right. So I
396
00:24:48.119 --> 00:24:49.599
just realize I'm an empower my team. I don't run my office, my
397
00:24:49.640 --> 00:24:53.599
team runs my office. Country has
been with me for she's my sea started
398
00:24:53.640 --> 00:24:59.000
as to see as she runs my
office now. She's been with me for
399
00:24:59.279 --> 00:25:04.079
nineteen years. Celebrating nineteen years and
I've had every chiropractor try to stealer I'bout
400
00:25:04.119 --> 00:25:07.279
all these things she could have left. It wasn't about the money. It's
401
00:25:07.279 --> 00:25:10.200
about high I take care of her. It's how I look after her.
402
00:25:10.200 --> 00:25:11.960
And here's the deal. It's never
about the money. Don't make it about
403
00:25:11.960 --> 00:25:15.400
the money. It's about your heart
of service. And how will do you
404
00:25:15.440 --> 00:25:18.319
empower? I send them out to
get trained. I send this seminars,
405
00:25:18.319 --> 00:25:21.319
I send in the landmark form,
I send them out for personal development.
406
00:25:21.359 --> 00:25:25.599
Here's what I realized. This isn't
a business transaction. If I sew into
407
00:25:25.640 --> 00:25:30.119
people and I make here's the thing. I build big people and if I
408
00:25:30.279 --> 00:25:34.920
build big people, I'll get big
results. And guess what, they won't
409
00:25:34.920 --> 00:25:37.720
want to go anywhere else because I
care about them as an individual. I'm
410
00:25:37.720 --> 00:25:41.839
not treating them as a business transactional
I'm very relational. So I want to
411
00:25:41.920 --> 00:25:45.240
let them know that I want to
get them developed. I want to do
412
00:25:45.279 --> 00:25:48.720
it now. I've developed some CAA's
and then they become chiropractors because they got
413
00:25:48.720 --> 00:25:52.359
so passionate about it. That's part
of it. You know what I'm sewing
414
00:25:52.599 --> 00:25:56.039
and I'm reaping but every once in
a while I lose a great CIA chiropractic.
415
00:25:56.039 --> 00:25:57.960
I'm okay with that because I know, you know what, if I
416
00:25:59.000 --> 00:26:00.640
honor those that God sends me,
he's going to send me those that he
417
00:26:00.720 --> 00:26:03.759
honors, and I want the best
of the best. That's why I've had
418
00:26:03.799 --> 00:26:06.440
the best chiropractors. I people that
want to stay with me. I had
419
00:26:06.440 --> 00:26:08.039
to kick the one chiropractor out there
was with me for seven years and I
420
00:26:08.039 --> 00:26:11.920
helped them open a practice. So
it it did that because I realized that
421
00:26:11.960 --> 00:26:15.519
he couldn't stay with me forever.
He's with me seven years is great.
422
00:26:15.559 --> 00:26:18.839
Did it suck to lose them?
Yeah, because what I gained a colleague
423
00:26:18.839 --> 00:26:22.160
that got back in practice, practice
was his wives were great friends. And
424
00:26:22.200 --> 00:26:26.119
then, guess what? I had
another chiropractor that was even he's an amazing
425
00:26:26.200 --> 00:26:29.079
person, that said, dude,
I want what he had, I want
426
00:26:29.119 --> 00:26:32.160
to be with you, and then
he leveled up my practice new levels.
427
00:26:32.160 --> 00:26:36.000
Do Devil's you know, it's just
about not being in fear and constricting.
428
00:26:36.000 --> 00:26:40.039
When you go in fear and make
fearbased decisions because a lack of money,
429
00:26:40.079 --> 00:26:42.319
then you can strict, and when
you can strict, you can't heal,
430
00:26:42.640 --> 00:26:45.200
how you do anything, how you
do everything. We need to expand.
431
00:26:45.240 --> 00:26:48.559
We got to think bigger. You
get around bigger thinking people, you'll think
432
00:26:48.599 --> 00:26:52.480
bigger because of it. If I
play pick a ball with better people,
433
00:26:52.559 --> 00:26:55.920
I'll get better. If you get
around Chiropractor, most chiropractors, they get
434
00:26:55.960 --> 00:26:59.799
around other likeminded chiropractors. And then
if you don't, if they don't stre
435
00:27:00.000 --> 00:27:03.319
that you were make you think different, then you stay to say sure,
436
00:27:03.359 --> 00:27:07.599
I could be overwhelming because, guess
what, your thought process is still small
437
00:27:08.000 --> 00:27:12.000
and in what I'm doing is causing
a contradiction in your life because you're like
438
00:27:12.119 --> 00:27:15.680
wall, that guy's too much.
But it's okay. Just be willing to
439
00:27:15.759 --> 00:27:18.640
grow, unless you'd have to be
Matt Hubbard. I don't want to Matt
440
00:27:18.680 --> 00:27:22.480
Hubbard covering copy. I want you
to be you, but I want you
441
00:27:22.559 --> 00:27:27.359
to not let your ceiling hold you
down. Your ceiling has to be your
442
00:27:27.400 --> 00:27:30.400
next floor. So you've got to
level up your life, level up you're
443
00:27:30.440 --> 00:27:33.079
thinking, level up your game,
level of how you do things. When
444
00:27:33.119 --> 00:27:37.480
people say, say I want to
see two hundred fifty people a week,
445
00:27:37.480 --> 00:27:40.039
I go how many you see and
they go a about a hundred and twenty
446
00:27:40.160 --> 00:27:41.559
I said. Okay, can I
be honest with you? You don't want
447
00:27:41.559 --> 00:27:45.279
to see two hundred fifty people.
You know. I do. I do
448
00:27:45.400 --> 00:27:48.480
know you're actually seeing the exact amount
you want to be seeing. If you
449
00:27:48.480 --> 00:27:52.160
want to see to fifty, you
got to do a lot of things different.
450
00:27:52.200 --> 00:27:53.680
Are you willing to do a lot
of things different? That's right,
451
00:27:53.759 --> 00:27:56.880
if you're willing, good. So
I want you to sit me down your
452
00:27:56.960 --> 00:28:00.359
dream lists and your Dream List.
Someone told me to do that. Guess
453
00:28:00.359 --> 00:28:03.079
what? They'd have that dreamless in
about forty five minutes. You know,
454
00:28:03.119 --> 00:28:04.640
on average right now it takes the
two days to give me that dreamless.
455
00:28:04.680 --> 00:28:07.920
I call him back and go.
When you're serious about coaching you, let
456
00:28:07.960 --> 00:28:11.039
me know. Click, you know
what I mean. Two days after the
457
00:28:11.160 --> 00:28:12.759
two days is in it d I
just have to give you the easiest extra
458
00:28:12.920 --> 00:28:17.160
two days. You don't want to
see two hundred fifty people. You're okay.
459
00:28:17.240 --> 00:28:21.359
Just where your act because you're what
you just did showed me you're not
460
00:28:21.440 --> 00:28:25.759
hungry enough. When you're hungry enough
you'll do it. So there's two other
461
00:28:25.880 --> 00:28:30.400
questions I want to ask you,
Buddy. One is celebrating your team.
462
00:28:30.440 --> 00:28:33.599
You mentioned taking your team to Cabbo, and I I mean with a few
463
00:28:33.640 --> 00:28:37.039
docks, that they don't do that
at all. They they don't like they
464
00:28:37.039 --> 00:28:41.680
have the money there. They living
in fear financially and therefore they're not getting
465
00:28:41.759 --> 00:28:45.599
the buy in that they want.
And their thought is one paying them hourly
466
00:28:45.720 --> 00:28:48.240
and knows their job. You know, and so kind of speaking too,
467
00:28:48.279 --> 00:28:52.319
how important that is for you to
celebrate with your team. I'm gonna tell
468
00:28:52.319 --> 00:28:56.559
you right now. My girls of
you know what I say when I hire
469
00:28:56.559 --> 00:29:00.279
them. This isn't the job,
this a lifestyle. Yeah, so,
470
00:29:00.359 --> 00:29:02.880
if you want a job, I
own a restaurant. Let me hire you
471
00:29:02.880 --> 00:29:07.400
over there. It makes swiches.
Don't. Don't come with the job mentality.
472
00:29:07.480 --> 00:29:11.160
Work for me. The job mentality
is going to keep you limited.
473
00:29:11.279 --> 00:29:14.400
And guess what, I need you
to have a heart for people. Guess
474
00:29:14.440 --> 00:29:18.680
who my number one refers are in
my practice. If I hire somebody and
475
00:29:18.720 --> 00:29:22.119
they haven't referred in people they know
within the first six weeks, they I
476
00:29:22.119 --> 00:29:25.240
am to tell you something, they
didn't get the big idea. I agree.
477
00:29:25.559 --> 00:29:29.319
My my people come in. It's
amazing to me. Before I hire
478
00:29:29.400 --> 00:29:32.359
you, I run you through my
whole new patient process. You Watch the
479
00:29:32.480 --> 00:29:34.640
video you learn everything, you get
an rot, you get everything. You
480
00:29:34.680 --> 00:29:37.119
come to the class and I go, do you still want to work here?
481
00:29:37.119 --> 00:29:40.599
You know what they do. This
is the greatest thing all my I
482
00:29:40.839 --> 00:29:42.359
totally want to work here. And
then, guess what, I watch a
483
00:29:42.400 --> 00:29:47.119
good Bubba Blah. Soon as they
refer to Ben I took my whole team
484
00:29:47.119 --> 00:29:51.519
but one person to Parker and I
said, why aren't you taking me to
485
00:29:51.559 --> 00:29:53.319
Parker? I said this is just
a job to you, so I'm only
486
00:29:53.400 --> 00:29:57.079
taking people that are invested. It's
a big investment for me to take you
487
00:29:57.119 --> 00:29:59.960
to Parker pay for a Bubblah Blah. You don't want to do it.
488
00:30:00.039 --> 00:30:02.680
They go, okay, that's fair, let I go. Great, so
489
00:30:02.720 --> 00:30:04.920
I just let's go. Yeah.
And then here's the because they were more
490
00:30:04.920 --> 00:30:07.880
passionate about something else. So I
helped them get into what they want to
491
00:30:07.880 --> 00:30:11.519
do. So they wanted to be
a chef and a Baba boss, so
492
00:30:11.599 --> 00:30:14.240
I'd just help them do that.
They're working with me part time because they
493
00:30:14.279 --> 00:30:17.279
love working for me. They love
the energy to love everything. So they
494
00:30:17.279 --> 00:30:19.400
work for me and then they're now
going to be a professional shop which is
495
00:30:19.440 --> 00:30:23.920
only cool. I'm just going to
waste money on people that are not vested.
496
00:30:25.839 --> 00:30:29.839
If you're willed in my vision.
I'm invested in you by you staying
497
00:30:29.920 --> 00:30:33.559
in take with within integrity on that
topic is what actually help that person find
498
00:30:33.599 --> 00:30:37.880
their true calling. So that's actually
that's just living out the gospel right there.
499
00:30:37.920 --> 00:30:41.440
Now let me let me just say
from my experience. I came to
500
00:30:41.519 --> 00:30:45.559
visit you like thirteen years ago,
had a great time, met Katrina.
501
00:30:45.160 --> 00:30:48.279
I could not believe that I didn't
watch you as much. I watched her
502
00:30:48.319 --> 00:30:52.759
more, probably, but I was
so impressed by how calm she was.
503
00:30:52.799 --> 00:30:56.319
And then I realize, well,
they have rock solid systems, man,
504
00:30:56.400 --> 00:31:00.079
they are dialed in. Yeah,
inside just was taken notes of. Again,
505
00:31:00.240 --> 00:31:04.440
you were amazing. But how important
is it for your integrator, Katrina,
506
00:31:04.480 --> 00:31:10.119
and yourself and your key associates to
be in their own kind of accountability
507
00:31:10.200 --> 00:31:14.319
mastermind groups? I know you got
your team group, but do you find
508
00:31:14.400 --> 00:31:18.039
that's important for some of these key
team members to also have groups of other
509
00:31:18.079 --> 00:31:22.480
people like them in the profession that
they rub shoulders with? Yeah, I
510
00:31:22.559 --> 00:31:26.279
used to do that, but now
I don't want to lower the bar,
511
00:31:26.440 --> 00:31:29.160
so I try to yeah, you
know what I mean. Honestly, at
512
00:31:29.160 --> 00:31:30.720
this point my team. So dial
the I don't even waste time. I
513
00:31:30.839 --> 00:31:34.319
like there's a lot of amazing things. If you don't want to access to
514
00:31:34.440 --> 00:31:37.160
some of the things I've done,
I mean in fairness, yes, I
515
00:31:37.240 --> 00:31:41.960
want them. Iron sharpens iron,
so I would have them watch videos that
516
00:31:41.119 --> 00:31:45.960
have to do it. Like I
hired a coach last year just to train
517
00:31:45.079 --> 00:31:48.480
my team with not my voice for
one year. I wanted to do that
518
00:31:48.839 --> 00:31:53.359
one year, not my voice speaking
into the things of what we do.
519
00:31:53.759 --> 00:31:57.160
It is amazing and I said,
I think beautiful. Yeah, well,
520
00:31:57.200 --> 00:32:00.799
you know, we could. We
need to do a whole seminar on this,
521
00:32:00.839 --> 00:32:04.839
because a lot of Docs are going
to respond well to this because they're
522
00:32:04.880 --> 00:32:07.480
struggling in this area and they just
keep hitting their heading us the wall and
523
00:32:07.839 --> 00:32:10.440
they I talked with these guys.
I meet with him all the time.
524
00:32:10.960 --> 00:32:15.920
And here's the thing. You know
what I offer so many things people like.
525
00:32:15.559 --> 00:32:19.160
The thing is I don't do well
with victim mentality. If you want
526
00:32:19.200 --> 00:32:21.440
it, like Katrain, I guess
what I say. Send him down,
527
00:32:21.480 --> 00:32:25.480
I'll buy lunch. Your Sea can
watch my practice all morning long and then
528
00:32:25.480 --> 00:32:29.880
hang out with my sea all afternoon
and I'll pay my see a to train
529
00:32:29.920 --> 00:32:31.319
your C a. all you got
to do is get them here. Could
530
00:32:31.359 --> 00:32:35.799
be a two hundred and fifty dollar
ticket. It could be fly down the
531
00:32:35.799 --> 00:32:37.599
morning, fly out that night.
They're not away. Some of them going
532
00:32:37.680 --> 00:32:40.759
invest two hundred fifty and they're going
to get some of the greatest coaching that
533
00:32:40.839 --> 00:32:44.480
sea's ever got, going to build
them up. They're going to come back
534
00:32:44.519 --> 00:32:46.200
like on fire. But you know
what, when the see a becomes more
535
00:32:46.240 --> 00:32:50.039
on fire than the doctor. We
got problems. Could Traine is more chiropractic
536
00:32:50.079 --> 00:32:52.519
than ninety percent of chiropractor. So
I mean she would agree with practice.
537
00:32:52.839 --> 00:32:55.640
She calls chiropractors to the corner time. Like, what do you mean?
538
00:32:55.920 --> 00:32:59.279
Like, let's go on purposing.
What are your goals? I'm not sure
539
00:32:59.279 --> 00:33:00.319
what my goals are. How many
you want to see? What's your patient
540
00:33:00.400 --> 00:33:04.559
visit average? How much money you
collecting? Good? What's the average weekly?
541
00:33:04.599 --> 00:33:07.160
What's your they're like? What?
What? Just focus, go get
542
00:33:07.200 --> 00:33:13.200
some fundamentals, like it's amazing,
like, if you want to level a
543
00:33:13.440 --> 00:33:17.079
practice and get all the keys to
unlock all your dreams, put the work
544
00:33:17.160 --> 00:33:22.359
in. Hundreds of Corwin found it. I went and found it. You
545
00:33:22.400 --> 00:33:25.559
just can't sit back thinking they're going
to come to you. Well, I
546
00:33:25.599 --> 00:33:30.960
think the question that should haunt every
chiropractor, and I know you and I
547
00:33:30.960 --> 00:33:34.599
both pray and think about this a
lot, is is the legacy that we
548
00:33:34.680 --> 00:33:39.200
leave behind. And, like you
said, success leaves clues and chiropractor needs
549
00:33:39.240 --> 00:33:44.839
guys like you and I to leave
these legacies behind because, as amazing as
550
00:33:44.880 --> 00:33:50.640
you and I are in practice,
our practices would survive without us. Right,
551
00:33:50.640 --> 00:33:53.359
we know that already. We're not
ready for that, but we know
552
00:33:53.480 --> 00:33:58.319
that there is a legacy that's been
laid down that's going to live three,
553
00:33:58.480 --> 00:34:02.480
four generations of chiropractors beyond your in
my time on this planet. Doctor Right,
554
00:34:02.559 --> 00:34:06.559
let me that about you. You
know, we're encouraging words on that
555
00:34:06.599 --> 00:34:08.360
topic. Before we close, I'm
going to leave you with these four things
556
00:34:08.360 --> 00:34:14.679
that we could wrap it four pillars. So what I've learned? Number One,
557
00:34:14.760 --> 00:34:17.840
fundamentals. I call it the foundation. Build your foundation solid, figure
558
00:34:17.840 --> 00:34:22.440
out where you're week go. Fortify
the foundation. So foundations. Be Real
559
00:34:22.519 --> 00:34:25.519
with yourself. Do you of core
values? Is your whole team know them?
560
00:34:25.559 --> 00:34:28.920
Are The in alignment with them?
If they're not in alignment, tell
561
00:34:28.960 --> 00:34:32.280
me you will find a job somewhere
else. Number two, acceleration. So
562
00:34:32.519 --> 00:34:37.079
first you build a foundation, then
you got to accelerate. New Patients,
563
00:34:37.119 --> 00:34:39.840
build, build everything you can do, accelerate. Where are you at right
564
00:34:39.880 --> 00:34:43.840
now, chiropractor? Do you need
to build a foundation? Okay, let's
565
00:34:43.840 --> 00:34:46.119
just say your foundations good. Accelerate. How's your new patients? How's your
566
00:34:46.159 --> 00:34:50.559
communications? How use your results of
your test? How's your class? How
567
00:34:50.599 --> 00:34:53.519
do you get people to pay,
stay and refer? That's all acceleration.
568
00:34:53.599 --> 00:34:59.239
Number three battleship. How do you
battleship your office? That's with financial plans.
569
00:34:59.239 --> 00:35:01.920
Battleship your life, that you have
life insurance? Do you have all
570
00:35:01.960 --> 00:35:07.960
the things? Do you have it? Do you have a you know,
571
00:35:07.079 --> 00:35:12.159
a trust? You have all the
things that are now battle shipping up your
572
00:35:12.159 --> 00:35:16.199
life so you can have a life. So it's foundation, acceleration, battleship
573
00:35:16.239 --> 00:35:21.840
your life, battleship your practice,
and then the last tier is legacy.
574
00:35:21.840 --> 00:35:24.239
You can't be thinking about legacy until
you battleship your life. You can't think
575
00:35:24.239 --> 00:35:29.159
about battleshipping until you learn to accelerate. You can't think about any of it
576
00:35:29.199 --> 00:35:32.199
till you build your foundation on your
philosophy and your core values. Foundation,
577
00:35:32.360 --> 00:35:37.360
accelerate, battleship legacy. That's your
pyramid. There's four pillars that hold up
578
00:35:37.400 --> 00:35:42.440
the roof. Worry about your four
pillars. Strengthen your four pillars. God
579
00:35:42.440 --> 00:35:45.119
bless you. Wow, what a
better way to close in that okay,
580
00:35:45.440 --> 00:35:47.880
Hey, for those of you on
this call right now, you just got
581
00:35:47.920 --> 00:35:51.920
blessed, as did I, and
I'm so glad that you took the time
582
00:35:51.960 --> 00:35:55.039
to do this. You know,
time spent on personal development has never time
583
00:35:55.079 --> 00:36:00.400
wasted, and right now what the
world needs the most is for chiropract actress
584
00:36:00.400 --> 00:36:02.679
to step up and play big.
This is not our time to be small,
585
00:36:02.760 --> 00:36:06.960
you guys, and so I hope
these episodes are a blessing to you.
586
00:36:07.079 --> 00:36:09.760
I want to once again think Kiro
touch and their leadership and their team
587
00:36:09.800 --> 00:36:15.039
for not only putting a great product
out there, but also the spirit behind
588
00:36:15.159 --> 00:36:19.400
these podcasts. When they told me
that their idea on this, I was
589
00:36:19.440 --> 00:36:22.400
so impressed that they want to truly
help Chiropractic as a profession. It's not
590
00:36:22.480 --> 00:36:25.440
just about a new client or it's
not just about money. To them,
591
00:36:25.440 --> 00:36:29.880
they want to see chiropractic thrive,
just like Matt and I do. So
592
00:36:29.960 --> 00:36:31.800
once again, thank you, Kiro
touch and Matt thinks again. I can't
593
00:36:31.800 --> 00:36:35.639
wait to have you back on and
I love your brother. And for all
594
00:36:35.719 --> 00:36:38.679
views out there, make sure you
do it, Matt says, and get
595
00:36:38.719 --> 00:36:44.800
adjusted, eat right, get to
your ideal way, get ripped so that
596
00:36:44.960 --> 00:36:49.039
chiropractic can advance and be ready for
this. Let's go right, let's go
597
00:36:49.159 --> 00:36:51.480
all right. Man, Hey,
God bless you all, and thanks again
598
00:36:51.559 --> 00:36:52.199
for tune and in
