Episode Transcript
WEBVTT
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Welcome to this edition of catch up
with Kira touch. Thank you for tuning
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in today. I'm Dr Ronnie Sims
and I'm your host today, and we're
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really excited care touch in general super
excited about this Webinar series that we're doing
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and it's really part of their commitment
and part of their passion toward supporting and
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advancing the chiropractic profession. And we
know that Caire touch, as the leading
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software in the industry, is really
committed to the success of our profession.
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I just love that about them and
our commitment to this is we want to
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bring engaging speakers and just great topics
for you to help in both your personal
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and your practice development. Now more
than ever, the world needs chiropractors to
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be at their best, and so
I just want to thank you for coming
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along on this learning journey with me
today. Today we're going to really start
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to look deep into that new patient
conversion process and how, if done properly,
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you can build the practice of your
dreams, a practice that you can
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scale and grow and really reach your
full potential as a chiropractor. And so
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we're excited for today's topics because we
really want you to drive attention. We
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want to make sure you plug those
those holes in those leaky buckets in your
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practice. So, having said that, we have one of our professions great
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chiropractors with us today and he built
his dream practice practices technically, but he
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built his dream business by following some
just amazing principles that he put into place
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and it's really a great story and
I can't wait for you guys to meet
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today's guests. So let me welcome
the amazing chiropractor leader, I would say,
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mentor to so many, myself included, Dr Paul Reid. Welcome Doc.
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Hey, doctor on, thanks,
thanks for having me on. Man,
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I'm superstoked to be able to share
with your community. I'm so glad
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you're here, buddy. So let's
do a little rapid fire on this so
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the docs can kind of get to
know you a little bit. I know
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a little bit of your story as
a collegiate athlete. Can you kind of
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bring us up to speed on?
Where was that moment when you want to
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become a chiropractor? Well, that
moment was I was a third eighth grader,
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thirteen years old, and I had
hurt myself wrestling. My Dad took
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me to the chiropractor. And you
know, I didn't understand it till later
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in life as my chiropractic career matured, but I literally had that first adjustment
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and eighth grade and new at that
instant, got up off the table and
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said, man, I want,
I really want to give this to my
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community when I'm able, when I'm
dealt with my sports or career. So
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it was you know. You know, later on I learned from some of
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my mentors the connection between men,
the physical man of spiritual that adjustment releasing
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a night and at that moment I
got up and said I'm going to do
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that when I grew up. Wow, I love that. So cool and
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so early on. You know,
Chiropractri school into those early mentors. What
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did that look like for you?
You know, I got adjusted consistently and
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regularly all the way through high school
and college and then jumped right into,
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right into chiropractic school western state eights. Here at home was registered Palmer,
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but my bride got up, we
were married in Undergrad and she got a
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job job here in the Portland Vancouver
and so I ended up just attend and
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Western states and jumped out right out
of school and and write in practice.
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And who were some of those early
mentors that you relyed on? Oh goodness,
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there were so many, but you
know the one that comes to mind
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when we speak of early. You
know, I hired Dr Ron Overseen as
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my first coach, Chiropractic coach,
mentor leader for me, six months before
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even up my business. I you
know, I met Ron, went to
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one of his trainings or seminars met
Ron and said, man, I want
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to I want to listen to this
guy and gleam everything I can from because
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he's obviously been successful. And so, yeah, so I hired I sent
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him some postdated checks, you know, before I even had my business going,
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and committed to learning as much as
I could from him to help me,
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you know, short my learning curve. Right, he'd already paid a
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lot of what I like to call
now the dummy taxs. Right, he'd
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already paid that dummy tax so let
me let me remove all those things so
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I can jump start as fast as
I can. I know as a former
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athlete that you respond well to coaching
and I'm sure that you were a dream
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client for Dr Ron. And then
you kind of, you know, as
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you grew your brand, you kind
of still felt like a need to support
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other chiropractors but also support other students. So how's that played out? And
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then we'll jump into the episode.
Yeah, so I had hosted a monthly
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philosophy group through most of my career, the last about fifteen years, and
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then started my event that we host
annually. And so yeah, so it's
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I want this legacy of Chiropractic to
carry on. So, you know,
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my son's considering going to chiropractic school
and you know, I want my my
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great great grandkids to have what I
have been able to have, you know,
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for so long in my life.
That's blessed me so much. So
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yeah, that's that's the reason.
HMM. I really appreciate that about you.
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Your True Servant, doc, and
I know many docks in the call
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are just so thankful for you that
you followed through on your vision with that.
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So at our on our first episode, we had Dr Stephen Franton on.
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I know he's a good friend of
yours as well. I love that
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guy, and he painted this beautiful
picture about the four seasons in the chiropractic
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career. And then the last episode
are other Mutual Friend, Dr Matt Hubbard,
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I just loved his answer when he
said that, man, if Chiropractic
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is launch, build, scale and
exit, he goes. Man, every
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day when I wake up, because
I got associates and I got CAA's and
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I'm the chief energy officer, because
every day I wake up he goes.
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I'm in launch mode, even though
you and I both know Maddie's built a
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beautiful practice. He could probably exit
any time if he wanted to, but
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he just is in there. And
and so, in the spirit of that,
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it reminded me of you actually when
he said that, and so kind
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of give us your little kind of
your story of those seasons how that's playing
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out for you. I would agree
with Matt. As any leader you have
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to constantly be in launch mode.
You know, I had met my personal
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limitations and regards to growth, had
five practices and then, you know,
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went down the For and maintain that
and we recently combined with a bigger group
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to help me fulfill my vision of
you know, the reason I did multiples
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is because right it's back the chiropractic
principles, limitations of time and matter.
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I can only bend over and adjust
so many people, and so that's that's
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why we expanded, so that I
could deliver the same message to my community
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and on a greater level. And
you know, I, you know,
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for whatever reason, felt like I
was at a block. So I got
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connected with a different group and now
we're, you know, I'm back in
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launch or grow mode with with them, and just a different role, you
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know, not not in, you
know, every day delivering the adjustment,
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but more on, you know,
big vision, growth, expansion, training,
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coaching, mentoring young doctors, because
they're getting out again with with lack
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of direction, I guess, as
the easiest way to explain it. So
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so I'm kind of kind of like
that's overlapping two or three of those those
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areas that Dr Franson has put together. Yeah, it must be extremely gratifying
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for you to have accomplished what you
accomplished and to help others grow like that,
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and I know that's what keeps driving
you and and I love the legacy
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mindset that you have. I think
that's something we all need to emulate,
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and so I appreciate that and your
brother and you definitely spur me on to
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think about that legacy. And how
are you leaving Chiropractic once you step away?
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So I love that. Hey,
let's let's dive a little deeper here.
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Now in this series we really decided
to break down the four domains of
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the chiropractic practice into attraction, conversion, retention in team building, and so,
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even though you and I both know
those are beautifully woven and interlocking gears,
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when they're done right at just one
begets the other. I know that's
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how you feel, but if you
look at how you know a lot of
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these higher volume practice is build these
inside out juggernauts. Can you just take
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a few moments and teach us from
your extreme wisdom on this topic and how
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you were able to do this,
Paul, and how you're able to kind
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of work through that? How's that
look in terms of conversion and retention?
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Man, I don't know. I
think, honestly, doc I think that
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consistency and messaging is the key.
I believe from my experience of traveling and
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speaking and meeting lots and lots of
chiropractors that I think a lot of them
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are uncertain in their messaging and who
they want to be and how they how
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they want to practice, and so
I think the first and foremost thing they
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really need to do is understand who
they are and what they want to do
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and what they want to be.
And then once you've, once you've established
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who you are in the message you
want to distribute to your community, consistency
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in that messaging is critical for patient
education, communication, all those things for
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attraction, retention, you know,
growth, all those components are founded once
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that chiropractor establishes who they want to
be and once you've established that that I
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think all those other things are easier
and you can reach out to some other
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groups and find the method that fits
you to be able to train and apply
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those things into practice. But if
you're just showing up the practice and and
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don't have an idea of who you
are and the messaging that you want to
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deliver to community, there's going to
be no consistent and see and in the
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delivery. And it starts, you
know, a traction starts with that first
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phone call. Write the energy that
we're giving that patient or potential new patient
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on that first phone call is really
laying the foundation for who you are as
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a chiropractor. I had trained my
team's forever. When they picked up the
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phone is this is this appointment for
you or your entire family? Right?
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So that was an educational to are
you what you mean? You see kids,
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you see families, right, and
so it's just it's those little things.
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But I had established before even up
my practice that I wanted to see
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families, I wanted to see kids, I wanted to see athletes from,
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you know, like I learned from
early mentors, from the womb of the
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tomb, right. So my messaging
was was that that I could establish my
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process. Right. So once you
establish your messaging, then you can put
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the process in order to maintain that
consistency. So as you look and uncover
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that process, can you give us
a glimpse under the hood in terms of
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kind of that day one, two
three experience your practice? So our day
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one was a discovery, right.
So Day one was educational and discovery was
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for me to discover exactly where the
patient was sublixtated and how I was going
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to potentially be able to help them. And so it was again our process
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was set up, set up exactly
for that. So was it a discovery
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appointment? We wanted to see chapter
posture. Want to do some pictures,
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if we need to do pictures or
x rays to see architecture or structurally,
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what's going on and and and again, laying down our messaging in regards to
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this fine and nervous system and it's
implementations on communication, life by tally and
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health than the body. And so
that was and then we brought the ancient
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back for a day too. We're
reviewed what we found with them and it's,
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you know, established help them again. It was an educational appointment again,
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explaining again where they were. Sul
Books stated how I was tying into
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their problems, limiting at subli station, how would impact the long term health
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and vibrancy of that patient. And
so yeah, so each of those build
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on themselves and it's important to have
that. If you're HAP Havard, where
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you're one day you're working on somebody
on day one, the next person you're
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not, there's just again, that
lack of consistency. So we to me
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what allowed it to be, like
you said early on, build my dream
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practice was was deciding what I wanted
and, you know, reverse engineering in
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essentially, like here's the outcomes that
I want, here's the things I need
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to put in place to get those
outcomes and then maintain those. Now,
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that doesn't mean that I didn't learn
something new and pivot and tweak my process
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a little bit, but again then
implementing that and being consistent with it throughout
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the board. Just a simple principle, right, and yet it's so hard
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to do for many docks and just
like to wing it out there. So
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if I'm coming into the practice,
I've gone through day two and and I've
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engaged in that process and have basically
you've accepted me and I've coming on board.
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And so what are some things that
I'm going to expect to go through?
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As far as education? I mean
you guys have obviously your table talk,
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you have thematic table talk. How's
that look? I'm not going to
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say it was easy. was an
arduous process. So educating the patient that's
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with you, you know there in
your practice, you know ten minutes,
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whatever it might be, in their
outside, you know, in the world,
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being bombarded with, in my opinion, wrong messaging on health, where
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at what it is, where it
comes from, all the things. So
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it's I don't think there is any
one specific messaging educational thing that you should
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do. I think there's multiple things
that you should do. Just like you
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touched on, there needs to be
your table talk, there needs to be
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computerized you know today digital messaging,
whether it's be a TV's or whatnot.
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You know all the flyers and brochures
and pamphlets and posters. Your office talks
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to the patients. So they're only
hearing a portion of what you say.
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They're seeing a portion of what you
have, and so you have to have
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multiple layers of educational messaging to deliver
what you want. Again, as you
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after you've established who you are and
the type of practice you want to have,
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you have to have to lay that
foundation for your messaging and I personally
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believe having strongly educated cts, or
seas, whatever you want to call them,
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is another key ingredient that patient.
If you think about a doc,
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they're seeing that patient twice as much
as you. They see them on the
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way in and on the way out
and they're fielding all your calls when there's
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questions or concerns about whether I should
come in or shouldn't I come in,
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and so a strong educated ct is
another important piece to have any successful practice.
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I love that. And so if
you can just go deeper on that
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doctor dcct relationship, how how often
do you guys train and practice and role
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play and how do you how you
make sure that you are together on this
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stuff. Yeah, first and foremost, it needs to get scheduled right so
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that that which gets scheduled gets done. Yeah, and so consistency is the
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key. And so I you know, we had trained bi monthly. Early
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in practice we trained weekly. We
use Tuesday mornings as our training time and
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it again, it can change as
you have season sets. Put again,
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they're still needs to be continuous training. So it really depends on the the
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level of where your CET's out of
your sea's at in their chiropractic career.
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If they're brand new, obviously they're
going to need meat, lots of dipping
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into the principle of who you are
and the messaging you want your community to
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understand, and so you're gonna have
to pour more time into them. But
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as they become seasoned, right,
I just had this conversation one of our
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docks this week. I said the
goal is really that you, that set
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is has and you have meshed so
much that they're fulfilling and completing your sentences
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to the patients. They know exactly
what you're going to say. So they're
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seeing, they're seeing your steps one
ahead of you, so they can prepare
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and keep the office running, flow
and smooth. Some of the best sets
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that I've had. It, you
know, in twenty three years of practice,
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you know, after being around me
a certain amount of time, knew
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what I was going to say,
knew what I was going to do and
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they were they were predicting that next
move to keep the office flowing smooth and
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again, that just comes from unity
and pouring into them as much as you
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can with with love and passion and
commitment to helping them off the succeed.
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Well, it's beautiful. Now,
I know you mentioned earlier how we have
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such a limited time with a client
and they're out getting bombarded with often counter
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messaging and what we're trying to teach
them, and so obviously we have workshops,
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table talk, but as a patient
is with you longer and you know
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they start feeling better, what are
some kind of procedures, little tactics you
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guys would utilize to keep those those
holes plugged out of those patients that slip
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back into that allopathic mindset of just
wanting relief versus really wanting to correct something
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and stabilize it and have long term
wellness. So how would you plug those
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holes as we go. One of
the things is consistent re exams. I
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think unfortunately, chiropractors get lazy across
the board and not doing, you know,
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consistent reevaluations to check in with the
patient and see where they're at.
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Have have their goals changed. move
the goal post form like, okay,
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well, now you're doing X.
do you remember where you were when you
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started? So you've made this much
improvement, but yet your goal was to
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run that marathon, not a half
marathon or what not. Our goals to
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do a try. So can you
know again, scheduling them for re exams
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to check in and see where they're
at and and redip them them again,
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just because even some of the people
have been with mean twenty three years or
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with our practices twenty three years,
they still need re education. If they're
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then they don't own it as much
as you and I own it as chiropractors.
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And so it's art. You know, we need to discontinuously be on
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our a game. And when you
get complacent right at the time that you
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get complacent in practice and things are, you know, going smooth and easy
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and you're not doing those little things
right, those little tick messaging, makes
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a big difference. You start to
see people like hey, where's Mary?
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Mary, as I'm been here in
six weeks. What the Heck's use on
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it? Twice, twice a month
program and it's because you had neglected that.
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You know, to remember that that
patient still needs constant communication, education
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and to feel to feel loved.
Right. They don't, they don't care
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how much you know until they know
how much care. And so the more
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that you're pouring into them and educating
them like this. This is a lifelong
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process. You want to you want
to be healthy and vibrant for as long
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as you can so you can do
those things that you envisioned yourself doing when
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you're young, you know, young
boy or young girl, and so that's
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you have to just continuously be checking
in and communicating and educating. Guys like
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you and myself. We seem to
generate a lot of inside out new clients
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just through our process, procedure,
table talk. And so what are some
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little nuggets as it relates to this
idea of taking a patient from just a
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believer or understand or to an advocate
or an ambassador for your practice. So
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what you know? How do you
see that plan out, because I know
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it's hard to change. What I'm
hearing you say, it's hard to change
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people's behaviors and habits until we really
change our beliefs. Right, Yep.
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And so how's that played out for
you in terms of education and things you
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might do to keep that sure that
ship up there? Yeah, you know,
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I think, doc I think the
more excited and passionate about what the
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chiropractor is doing themselves. So the
more passionate excited I was about what I
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have to offer and and helping people
buy into that passion. Right. So
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what John Wesley said, set your
years ago, set yourself on fire and
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people will come to watch you burn. Right. So the more excited you
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are about what you have and if
you can do for your community, that's
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just going to naturally have that law
of attraction. Because you're excited, that's
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going to get people excited, it's
going to attract them to you. People
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are looking for positive, enthusiastic,
encouraging people to surround themselves with, because
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there's not a lot of that in
the world. And so the more,
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the more excited you are, the
more you know, enthusiastic you are,
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the more passion you have for your
abilities to help them live the life they
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desire. That the more that you're
going to, you know, attract them
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to you establishing that energetic culture,
right, and you're the chief energy officer
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when you show up there. It
kind of becomes contagious in the sense where
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they want that positivity. So speaking
to that, because I feel like practices
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like yours that are inside out,
you're attracting an ideal patient who, in
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many cases, already knows your process
procedure because their buddy already told them.
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So they already kind of know the
price, they kind of know the commitment.
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Man, how important is that?
Think about that. You're tracting these
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people in that already get it.
So how's that played out in at your
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office? It's huge. It's way
when they're what we would call a warm
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new patient, right, because they
already have an understanding of who you are
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and what you're about. It just
makes life that much easier, right.
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So they've again, like you said, have been told or educated from somebody
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that knows them about who you are
and your messaging and and what you want
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for your people, and so get
it comes back to that very first thing
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I talked about, is understanding your
messaging on who you want to be as
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a chiropractor and once you've established that, you're going to track those type of
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people to your practice. When you're
taking that messaging that you own and communicating
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it with vibrancy and passion and energy, like you just said, it makes
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it easy to invite people into something
like that right, especially if you have,
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and I think one thing on this, I know this is big for
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you, not to be lost in
this conversation, is the important of clinical
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excellence, and so if you can
speak into that part of your practice.
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I know obviously pinpointing the problem all
that, but beyond that, just the
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clinical excellence piece, how important has
that been to you and what's that look
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like? You have to master your
skills. You know that. There's so
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many people that say you can't serve
at a high capacity and deliver, you
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know, great care, and I
hundred percent disagree in a sense that.
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Like, why do people return?
Right? People are returning because they're getting
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the outcomes right that they wanted and
they see feel the difference from when prior
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to them coming, and so I
think that's it's a it's one of the
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cornerstones. You have to master your
craft right. The better you are at
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your craft and we can all have
different crafts. That's the beauty of chiropractic
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because we can all have our own
thumb print of how we want to deliver
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Chiropractic to our community. But again, mastering that, becoming the best that
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you can. You know, it's
no different than any sport. You know
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you might not be the best,
but you want to be the best that
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you can be right to deliver,
you know, your art to the people.
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Because I think about that too.
You think about those ideal patients that
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have referred you so many clients.
And so are there going to any other
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little tidbitch you might give a doctor
who might get in the bad habit early
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on day one, especially of overpromising
on day one, before you've had a
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chance to look at and do this
what you call a period of discovery.
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You want to obviously paint a picture
for them that you can help them,
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not just in Chiropractic but in life
in general. The more authentic and transparent
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you are, the more likely those
people are going to stick. Yeah,
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and so I even on my day
two's when I would do a day two
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and I going to tell them,
Hey, this is our initial intensive care
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and, to be honest, Mary, when we get to the end of
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this, I am going to recommend
some sort of continued care. I don't
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know if that's once a week,
once a month, whatever it might be,
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but I you know, to be
honest with you, married this.
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This is not just about this first
whatever, three, four months. This
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is about correcting that and then supporting
it and maintaining it on some level.
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And so again, I think when
you when you share that message, you
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can even do that on day one. You know, I believe that,
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Mary, based on my findings today, until I've had a chance to review
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it, but from my experience,
I might need to see you x amount
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of times over x amount of period. So the more authentic and transparent you
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are with with people, they appreciate
that and then it's not a it's I
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mean you're just being you, and
that, I mean, that's the most
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important thing. It's just just to
be be human, be authentic and transparent
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with your people, and that will
help them build retention because they know that
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you're doing it from a position of
love, not a position of greed.
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Yep, so I'm hearing you.
It's the heart and the head of the
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chiropractor right in the feet too.
But, Um, you looking at that,
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that piece of the heart. You
know, and I think a lot
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of Cairos out there were notorious as
being a profession that has a bunch of
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isolated practices where doctors are probably listening
right now and they don't get a lot
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of time with this type of stuff, you know, and really, at
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the end of the day, what
we're talking about is practice management here.
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So what are some things you might, you know, speak into this Paul,
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About Practice Management and coaching and and
what are you know, whether you
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a masterbind group or a fellowship group, and really how important is that,
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in your opinion, for this isolated
doctor doesn't have a lot of time?
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What are some things this kind of
dot can do to stay dipped and stay
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focused and stay on the right track? It's right back to consistency, man.
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I mean, and I again I
was blessed early on I had other
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Cairos porn to me and even as
I was a student through Chiropractic School,
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I was attending philosophy meetings and seminars
and and so it's something you know,
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we in the chiropractics we like to
say, get redipped and so I think
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it's again, it's consistency because you
know, like the patients, getting bombarded
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with what we in our opinion,
wrong messaging or counterintuitive or or different communication
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than we're delivering our office. We're
no different with our profession. We are
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beginning to be received more, but
we're not re see like some other professions.
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And so that you know, our
chiropractic armor is getting chinks and dents
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in it all the time. While
that's changing, but it's we still do
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get challenged continuously and regularly. So
the more that you can get around likeminded
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people who support who you are and
what you do to to recharge your batteries,
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to get redipped and in your purpose, in your passion to go back
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to your to your mission field and
deliver your messaging, the better. You
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know, I personally started attending seminars, philosophy meetings through chiropractic school. I
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wout, is it a allopathic chiropractic
school that I was going to philosophy meetings
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to get myself dip, to figure
out who I was, a strengthening my
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messaging. So then when I went
into the community, want to open my
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practice, and only did I hire
that mentor, which I think is critically
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you have to have a coach or
a mentor. But I established who I
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was and my messaging and again,
monthly, corterly, whatever might be that
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you need to do to get around
those people, to recharge your batteries and,
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you know, shine, get your
armor, repolish it so it's nice
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and shiny and then go back and
take your battle wounds back into practice and
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then you know, and then go
back and your recharge. So it's a
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critical piece to who we are and
and and one way to strengthen yourself so
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that you, you know, don't
get tired and burnt out and beat up,
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and so you can you feel like
you can stay strong in your messaging.
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So it's a it's critical piece to
be in successful, in my opinion.
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Now, I totally agreed, doc
and I'll say in that Spirit I'm
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very appreciative of guys like you.
That said, you know what, I'm
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going to create a really fun,
engaging chiropractic experience. And so where's that
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at right now? Give us an
update on Chirofest, because that's one of
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my favorite all time events. Yeah, so, you know, again back
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to my passion for wanting what I
believe to be the principled Chiropractic to continue
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on. You know, we are
messaging for chirofest is on the past preserve
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the future. We're would have been
in year ten, last year, but
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we're excited to be back together August
two and twenty eight and quarterly in Idaho,
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where things are opened up so we
can gather and celebrate who we are.
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We're going to have again, you
know, twenty is speakers pouring into
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you to help you be a better
chiropractor, the science, art and philosophy.
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I think you might have a giveaway
for us too, buddy, you
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know again, because it's there is
a lot of dogs that are, you
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know, like you, sat out
in their little practices by themselves. I
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want to encourage anybody it's listening in
the in the messaging down below, the
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Cairo touch team is put together link
for you to jump on there and enter
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and we're going to raffle off or
give away four tickets to Chirofest, whether
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it's you and three or cts or
two dogs and two sets from from one
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office. I just want again,
I want to help people. You know,
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it's been a long sixteen months and
I think we're ready to be together,
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ready to high five and hug and
and celebrate who we are and what
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we offer our communities. And we're
needed now, war than ever. So
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we need we need to button up
our ship and deliver the message. Absolutely
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the world needs us. Had our
best done it. Hey, doc,
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I just want to tell you how
much I appreciate you for coming on our
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episode with us today and you're such
a great leader and you're so inspiring and
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I just love just your integrity and
your character and your love for Chiropractic,
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your love for people. It's contagious, I'll say that. And you're one
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of my favorite guys man you.
You Inspire me so much. I just
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want to thank you great and for
those of you out there right now that
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are tuning in, I just pray
that hope that today was just a blessing
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to you, that you're able to
take what you learn from Paul and implement
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it like right away, and that
way you can start reaching your dreams and
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really start getting to where you want
to be as a practitioner and as a
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leader. And so and make sure
you check the show notes so you can
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follow that link. And I also
want to thank Kira touch just for their
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spirit in this, that they really
want to help the chiropractic profession and they
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realize that practice management's were a lot
of a struggle, and so I just
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really want to thank Kira touch for
their desire to do this. It's just
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a great thing and so again I
want to thank you for tuning in to
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catch up with Kira touch and I
want you to make sure you tune in
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and two weeks from now we're going
to have Dr Pete Cameola, and Dr
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Pete built his dream practice in Florida
and he built it up to a really
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high volume in one year and he
could not do it without team. And
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so the next time we get together
rent talk all things team building. So
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you want to make sure you maybe
get on the next one with your team.
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So we hope you enjoy it today's
episode and again, this is Dr
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Ronnie Sims and we'll see you real
soon. Take Care,
