Episode Transcript
WEBVTT
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Welcome to this addition of catch up
with Cairo touch. Thank you for tuning
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in. This is Dr Running Sims
and I'm your host today. Kira touch,
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the leading chiropractic practice management software,
offers catch up with Cairo touch as
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part of its commitment to the advancement
of the chiropractic profession. In this ongoing
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series, we were going to feature
a great lineup of engaging speakers and friends
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of Cairo touch who inspire your personal
and professional growth. Our world needs chiropractors
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to be at their best now more
than ever, so thanks for coming along
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on this learning journey with me today. I'm super excited to have our guests
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on. He's been a friend of
mine for years. He's inspired me in
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so many ways personally that he hasn't
even know how he inspired me. This
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guy is just like a young brother
from another mother. I just love this
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guy and we're going to really talk
today with with this doc about how to
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create a never ending stream of new
patients in your practice. So please help
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me welcome San Diego's finest, one
of our greatest, Dr Matt Hubbard.
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Jeez, making bludged over here.
Yeah, Hey, you're the man.
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I love you, Buddy. How
you doing? I'm doing great, man.
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I'm honored to be on here.
Thank you so much, as part
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of what you're doing in Cairo touch. Two things I will say is I've
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had Cairo touch in my office.
I think I was the number three user
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of Cairo touch because it was actually
founded in San Diego and I was a
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young doc in practice and I remember
when it was just a one man and
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show Chira touch and man to see
how far it's come and what they're doing
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for the chiropractic profession is mind blowing. And the second thing I got to
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say is I can't believe it's so
surreal being on here with you. Yeah,
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we are friends, but before you
are my friend, you know,
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being my family living up in El
Dorado Hills, they used to talk about
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everyone in town, would talk about
the mayor and I'd be like, Oh,
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who's the mayor, and they're Ay, oh, no, there's a
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chiropractor. We just call him the
mayor. He knows everybody. And I
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was thinking to myself, while I'm
in chiropractice school, go on, that
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is so epic that they actually call
this chiropractor in El Dorado hills the mayor,
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and that's the like your reputation was
that you knew everything going on in
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the town and you were like the
focal point. And I remember making this
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inner bowel with myself going now,
one day, when I'm a Chiropractor,
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I want to be the mayor,
you know, and essentially I kind of
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am in my small little San Diego. You know, maybe one street I'm
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the mayor of convoy street. You
inspired me to do big things. So
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thank you for that. Of being
shuttle model. I'm so glad to hear
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that. I didn't know that.
I appreciate that. Hey, so you
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know we talked on our last episode
with our mutual friend Dr Stephen Franson and
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you know he and typical Stephen Fashion, kind of broke it down. I
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asked him tell me a little bit
about the seasons of the chiropractic career,
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and so we talked about that launch
period when we all started our first practice,
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whether it be an associate or our
own building whatever, and then we
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went into that build mode and we
build and build and build and build,
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and then finally kind of clicks where
we realize we want to start scaling this
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thing and building teams and then also
way Sunday. We want to have the
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option to exit. And so,
as you hear me say that, where
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would you say you're at right now? And then also kind of kind of
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unpack how that process has gone for
you. Oh Wow, I honestly feel
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on Mondays I'm on launch mode every
Monday, by Wednesday I'm on build mode,
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by Thursday I'm on scale mode and
Friday I'm like, Dear Lord,
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I need an exit strategy. You
know, I'm still in the trenches.
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I graduated. And for those people, and by the way, here everybody
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watching this podcast, whether you are
a rookie and Chiropractic or you've been doing
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this fifty years, I'm proud to
know you, proud to be here,
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I'm proud to be a chiropractor and
I'm honored that you're even watching this.
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And it's a great thing to get
around as many greats as you can.
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And if you could just pick up
one nugget from whatever we're bombs were about
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to drop, that one nugget can
be one seed, and I can tell
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you this, one seed could create
one tree that produced more fruit than you
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would ever know what to do it. So don't ever discount what one seed
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can do for your practice. It's
a big deal and I don't take it
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lightly. I'm not on here for
any other reason than to just hopefully inspire
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some more seed planning that can reap
a huge harvest. So I funciate every
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one of you. And so and
honestly, here's the deal. I've been
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in practice since two thousand I graduate
in two thousand and one. I was
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in associate for a couple years in
a great office. I'd visited over sixty
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three different offices and then I started
my own practice in two thousand and four.
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I then brought on independent contractors,
associates. I mean, I've done
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it all. I've opened up multiple
practice is. I've invested in four different
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practices and sold them to the chiropractors. You know, I've created, I'm
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you know, proud to say,
at least ten million dollar chiropractic offices that
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are now on on their own.
You know, I've been passionately doing Chiropractic,
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blowing it up with, you know, a healthy practice in San Diego.
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And and I'm still having as much
fun today as I was the honestly,
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the month I graduated and said,
oh my gosh, what am I
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going to do. I felt naked
and but here we are. So you
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asked me that question and I got
to be really, really honest to you.
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I never want to forget what launch
felt like. I still wake up
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on Mondays I'll be like I'm pumped
to go to my office, and I
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really believe the chiropractors that have lost
that launch, you've lost that love and
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feeling, is because you're burned out
and you've just kind of lost your momentum
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and and I really believe it's because
you don't have the right people around you,
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the right team around you, the
right community around you, or maybe
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the right systems, could even be
the write software. I mean, it
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does matter. I mean, Dear
Lord, Cairo touch went down last week.
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Nothing to do with Cairo touch,
it was my internet and I literally
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felt like I was my first year
in practice. We went back to clipboard.
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It was for three hours. It
was the most panicking three hours I've
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had in like two years because I
was like no technology, and my see
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is like, what do we do? Dr Matt, Mike, we're going
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old school. Turn up the music, get the clipboard, slap high fives,
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and it actually was one of the
best team meetings this last week,
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because we talked about how that messed
us up for a little bit. Yeah,
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and how we need to make sure
that we never forget how far we've
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come, because that's how I started
in practice, was clipboards and sign in
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sheets and bucks and man, we
went old school again, but we got
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back in our rhythm, but it
threw us off for a little bit.
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But I would honestly, if I
had to answer your question, I am.
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I'm I'm still scaling. I never
want to go back. You're either
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green or growing or you're ripe and
dying, and I want to say I'm
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still green, still having fun.
So I'm probably in that scale. Last
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I could exit if I want.
I don't need to do chiropractic anymore.
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I do it because I have the
love for it. You know, I
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bought you know, Chiropractic is afforded
me a great life. It's built up
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a great legacy for my family and
I'm doing it because I get to do
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it. I have associates that work
for me. I'm in the office three
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days a week because I want to
be in the office. I as honestly,
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I love people and so you can't
get me out of it. So
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we're still scale, I said,
goals, where we are crushing every record
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this year. Even after covid our
first quarter will be the greatest first quarter
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we've ever had in office and taking
my team to Cabbo to celebrate. And
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so I'm not ready to say I'm
an exit moat. But I just did
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put in some life insurance policies for
associates like MAPP and they could have it
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and I did talk about, you
know, being vested in practice with them
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just recently, as in the first
course, saying hey man, I sat
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down with two of them. Said
this is like totem pole training. Who
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wants it? Who wants to passionately
pursue and take care of my people?
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If I decide to exit stage left? I just got licensed in Texas,
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I got licensed in Arizona, just
got licensed in Utah. I've been taken
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those jurisprudent exams in in twenty years. I'm like, I wonder if I
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still got it. Stud and my
cut off and I realized, you know
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what, Freak, I'm still good
and I'm doing it because, yeah,
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who knows what's going to happen politically
in California, but right I'm not.
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I'm still going to be wise and
I'm still going to be there for my
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family. So, just in case, if I needed to exit my practice,
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it's set up ready to go.
I got exit strategies and I got
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licenses in three different states and if
I just want to buy a three hundredzero
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dollar RV and go put a table
in the back of that sucker and be
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mobile and go to different states and
have fun with my my family for a
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few years, I could do it. So I you know, I'm I'm
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never going to exit. I'll be
aid. I'll be one of those old
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school eighty year old chiropractors still doing
what I love. Is the bottom line.
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So I love it, man,
Dude, I love it. I
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really appreciate what you said. They're
about the just the enthusiasm that you bring.
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I mean, I know you're the
chief energy officer over there and when
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you show up Monday you're in launch
mode and I just love that and I
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haven't really heard somebody put it that
way, but that was just brilliant.
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That was a huge nugget for me
right there, and I love what how
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you know, how you've worked so
hard and you've made the most of your
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blessings. You haven't been braggadocious,
you've been humbling that process and you are
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a great leader and it's really fun
to watch, you know. And so
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let's pivot a little bit. I
want to take the conversation deeper as we
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look at you know, we talked
about the seasons and you kind of get
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that, but if we really kind
of look at your practice and if we
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were to break it into those four
distinct domains of attraction, conversion, retension
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and team building, and of course
today we're talking more about the the traction
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piece. But before we do that, kind of speak into just what you've
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created there and how you create this
never ending stream of intrinsic new patients just
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by how you show up and do
things as a team. That's a great
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question. You never above the fundamentals. Like if any of you watched,
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you know, the last dance with, you know, Michael Jordan, when
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the greatest all time basketball players,
he went back and he's just talked about
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the fundamental so much and I think
chiropractice man, we get so caught up
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in two shiny things. You want
this toy, you want that toy.
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I need this table, I need
that thing. I need this digital thing,
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I need that digital thing. I
need this without this spine model that
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pushes buttons on the walls and does
all this stuff and talks to you.
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And you know, it's like we
got so much ai going on that sometimes
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we forget. Let's get back to
the fundamentals. Listen, I tell my
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c's all the time I can teach
you how to use Cairo touch, but
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I can't teach you how to love
people. You got to innately love people.
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You got to want to serve people. The hardest service. You can't
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train that. It is got to
be in a nate thing. So I
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look for people, whether it's at
starbucks, I don't care, at Ain,
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salona Jim that make people feel welcome, and I go up and say,
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Hey, do you want a different
job that can be life transformational?
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I want to hire you there.
You've got a gift and I love your
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smile, I love how you greeted
me, the way that you knew my
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coffee when I came in. Like
it is the little things. And I
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said, I want to hire you
to do something bigger than maybe sling a
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coffee. Would you be into that? It's life changing. I've never had
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someone say no. They said tell
me more, and when I tell them
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more, man, guess what they
become. My CIS and one of my
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C's been my sea for eighteen years. The only reason I lucie as they
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get married or they go to chiropractice
school or they moved to getting married,
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and so I love that. They've
been with me six years, eight years,
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four years and I keep them because
I trained them and they already love
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people so that I didn't have to
train that. But what I do is
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everyone that comes to the door.
You got to understand people sit in forty
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five minutes of traffic. Sometimes they
come see me, sometimes they wait at
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the boarder for two hours to come
see me. Sometimes they got cut off
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right before they pull them my parking
lot. Maybe they'd had a hell day
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at the office. You don't know
what stress and when you walk in the
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door, the first thing they see
is a smile on your face, saying
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hey, Ron, hey, Matt
Hey. That right there brings down anxiety,
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stress, depression courts all whatever it's
going to bring down in their life.
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That's smile, that that seat of
joy that just smashed him in the
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face. When they walked in,
their attitude change. I said you got
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to love them to the table.
They're the first person you're going to see
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there, the last person you're going
to see. When you answer that phone,
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you answer it with a smile because
that energy will go through the phone,
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it will hit their spirit and it
will change them. What we do
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is we transform. I say we're
a hope dealership. I got shirts that
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made. We wear them every Friday. The greatest hope dealership in the world
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and we really mean that. We
are delivers of hope. And sometimes it's
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a phone call, sometimes the smile, sometimes it's a an ADA boy.
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And just going back to the fundamentals
of serving people, let's never forget that.
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Anybody can, you know, make
an appointment, but can we do
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it with the smile on her face? Look, when people are hurting,
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are they friendly? Know they might
have pain going on, they might have
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if they might have a headache,
might have a migraine. You know what?
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I got one migraine one time.
It humbled me. I said,
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man, I'm never going to take
that lightly again. That was the worst
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pain of my life and it shifted
my attitude towards people. Came in saying
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I have a migraine. I've had
it for three days. Man. I
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showed them love and compassion. Whatever
I can do. I'll dim the lights,
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I'll turn down the music, will
light them up, send them on
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their way and no, man,
we're back to full blast and full lights,
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you know. But it's about the
little things that matter. We have
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fruit, we have tea. We
have their name up on a board when
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they walk in for a new patient
that says welcome, we're so glad you're
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here, and has their name printed
off. We print off every new patient's
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name. We know every new patient
by name. We send them a little
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car for their birthday. We let
him know. I send them a welcome
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card, handwritten. Today I'm not
going to least leave the little fundamentals to
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digital. I know all these little
things. We can get high texture,
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we do text messages, sure,
we do all the stuff, but I
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still do handwritten cards. Sign every
one of them. I pc ASPA's get
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them all ready. Every Tuesday Thursday
I sent them out. It's the little
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things that makes a difference, you
know. It's why we have three,
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four, five hundred reviews on Google
and yell is. It's the little things
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that make the difference when people feel
loved, known cared for, that they're
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just not another number. And you
can come to a busy office like me
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and maybe get caught in that,
but they don't and we'll never get calloused
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to that. We always want to
let them there an individual with real issue
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in their life. They need a
real chiropractice for the cares and the sea
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is as important as the doctor.
That's, you know, helping them on.
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sublectate them, because they're going to
love them up all the way the
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table. All take over. They're
going to love them all the way out
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the door, and that's why people, they walk in to get love and
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get healing. They leave to tell
others and we take that as serious as
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a heart attack. That is beautiful
and I love how you make that important
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and you actually hire to those gifts. You know, that's a smart thing.
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Yeah, so if you could real
quick, you know, I come
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into your office, I'm greeted with
this warm, passionate see a WHO's loving
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on me from the second that I
show up. I felt it through the
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phone call. Now I'm in this
place. It's got my name on the
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board. I mean again, how
often is your name on the board.
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Rarely ever do we get that kind
of attention in a practice and so kind
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of walk me through, you know, don't go too deep so much on
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day one and two and three,
but kind of if you could speak into
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that and how that generates new patients
and what are some things that are going
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to be expected of me as your
new patient when I show up at your
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practice? We have a huge success
rate of new patient referrals right off the
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bat. So when people come in, not only does that have when we
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talked him on the phone, the
first thing we say is, you know,
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what's the reason for your visit?
Is this a wellness so we played
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the is this a wellness visit or
what's your reason? They tell us,
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and by the way, who preferred
you? And, like you know,
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they're either going to give us a
name or they're going to say Google.
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That's it. We're a we used
to be a hundred percent prefer only practice.
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Now we're a hundred percent furral,
but it's either Google, yelp or
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that person. It's amazing the power
of technology. It's just unbelievable. Those
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reviews matter and so when we write
it down we just go like this,
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wow, we used to be an
hundred percent referral only. But Google,
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man, they're like our top referral
right now. Will thank Google. I'm
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so glad that you are tech savvy. And we kind of make a joke.
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And then when they come in they
see your name and it says,
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Hey, we just want to thank
Google, or we want to thank Ron
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Sends. We want to thank we
put the other person's name who referred them.
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So they already have the seed planet. Once on the phone. Second,
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when they come in they see it. Third, on their paperwork,
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we ask again. That's seed number
three. When the doctor goes in the
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room, we re edify what an
incredible patient the person that referred them was,
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or would incredible person. If they're
not currently under care, they're from
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another city, town or whatever,
we say what an incredible person they are.
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We plant the seeds to edify that
referral. And then what happens is,
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on their way out we send a
thank you card to the person that
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referred edifying like good behavior, and
then we send a I sid a coffee
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mug. I said I have a
whole tier of things that we could sending
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for all the referrals, but of
fact I just sent somebody a seventy inh
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TV because they're on their twenty two
referral. I said, screw it,
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what's their need? I'd might see
a call and find out, Hey,
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what's one thing that your husband really
needs? He's been such a great referral.
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Well, you know what is TV? She was joking around, saying
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or TV fell off the wall,
their kid hit in the cracked it with
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his baseball. So I just saw, oh, what's size is it?
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Find Out. So she found out. I send him one from Costco.
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He almost had a heart attack.
He couldn't believe I bought him a TV
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and it was just one of those
things, like I'm joked. TV's are
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so cheap. Now what's you know
what's twenty one hundred dollars? When this
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guy sent me over twenty two patients, right, like twenty two legit patients.
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I've tracked. He's probably sent more, but those are the ones that
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I've tracked that are directly right.
I have a whole tree. So I
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tracked those things and then when I
go back in for my rot I let
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them know. I am so glad
that your friend cares about you so much,
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because look what we found. And
then our health class. We talked
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about why we're referral driven. We
give the opportunity to send them referrals and
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we talked about this is why we
put so much time into why? This
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why I'm able to buy technology like
Howard touch, why I'm able to buy
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technology like insight millenniums that have digital
x Ray, is because I don't spend
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money on marketing. I spend money
on cool sweatshirts and cool hats and coffee
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mugs and things that will bless them. Why I have fresh fruit every day,
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why I have free coffee and free
tea is I take care of my
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people. I don't waste money on
marketing. Guess what, My name alone
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is marketing. And so when I
teach them the value of the little seeds,
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I have seven seeds that we plant
up until the healthcare class. That's
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the first time we ever ask for
a referral. All we've been doing is
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thanking gratitude, thanking gratitude, thanking
gratitude seven different times. Seven is the
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number of completion and then I go
into the healthcare class. Is Number Eight.
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So first time we ask for referral
because we care about you, we
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care about your family we care about
those people that you care about. We
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run a family practice and we'd love
to take care of the people that you
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love. Boom, people pay,
people stay, people refer. There's some
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super nuggets right there, buddy.
That is just beautiful and I love how
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this whole thing is about the client
and you're celebrating them, loving on them,
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and you and I both know that's
when the healing begins, and so
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I appreciate you kind of reminding me
of that. I feel like you're creating
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not just understanders of Chiropractic, but
I feel like you're creating this whole practice
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full of ambassadors for Chiropractic. So
kind of how does that work in your
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practice? Well, it works like
this and you know, being a pastor,
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I understand discipleship. So there's a
couple things. A lot of people
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come in and they just you know, people don't care how much you know
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until they know how much you care. I mean a lot of people say
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that. So I just don't regurgitate
information. Here's the fundamental thing that you
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got to know. When a patient
leaves my office, what's the first thing
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they do when they get in their
car? HMM, adjust their mirror because
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they're taller. Dad, I love
it, I love it. So let's
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just say they have adjusted. They
turn on their car, they turn on
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their favorite thing. What's the first
thing that they really do? They look
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at their phone to see if they
missed any text messages or phone calls.
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Normally, if they have a spouse
or a close friend, they want to
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call them. So when they call
them, they're going to tell them about
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their day, they're going to tell
them about some stuff. You know what
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my intention is? The first thing
they do when they walk out of the
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thing they're going to see they missed
a phone call from the people that they
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love, their kids, their wife, their family, their boss, whoever
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it is, or a text messages, and I want to be the number
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one thing they talked about. So
when they call back, hey, honey,
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I just left my chiropractic adjustment.
Oh my gosh, you wouldn't believe
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what I learned today. So I'm
not trying to impress how smart I am.
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I want to leave them with one
nugget that they could tell whoever they
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care about that they're calling on the
phone. It has to be forest gump.
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Oh Yeah, you know what Dr
Matt said. He said today that
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just by me getting adjusted upper cervically, my immune system boost by a thousand
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percent for the next twenty minutes.
Can you believe that? When is our
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kid getting checked? He's always got, you know, ear infections, or
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it's just whatever it is. I
plant seed. So if they're a computer
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guy, I just give him one
little thing like listen every forty five minutes,
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send a little alarm on your iphone
watch. I see your little watch
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there. I want you sell phone
to vibrate that you just stand up and
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stretch real quick, because I want
you to pump that that spine to keep
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it alive. Motion is the key
to life. Make sure that you tell
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everybody when you're in your car.
But well, and I say things,
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Hey, when you get in the
car and you call your wife, make
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sure that she gets up and stretches. That's why yoga is so important.
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But if without Chiropractic, it means
nothing. So I just plant these little
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seeds, like we're talking elevator pitches, boom, boom, boom, so
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when they get in their car that
they're not talking about how crappy their day
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is, are not talking about work
sucked, they're not talking about anything.
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You know what they say, freak
guys, just had the best adjustment of
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my life, because, you know
what I tell them, you just had
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the best adjustment of your life.
I mean, I just intentionally plant seeds
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all day long, and so when
they get in their car, you wouldn't
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believe it. I get a phone
call. You know what a lot of
358
00:22:00.720 --> 00:22:03.430
people say is I just got off
the phone with my husband. That's it.
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I have to make an appointment.
I'm so sick of hearing them blah,
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Blah Blah. You know what I
mean. This happens every week and
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we talked about it. You know
why? We talked about it. At
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every team meeting, our first twenty
minutes, we share winds about who called
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last week, who got a testimony. When I have someone on the table
364
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tell me that they they they're migraines
are gone or they just got pregnant or
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whatever, their SCIATIC has gone,
I walk them right to the front and
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I go autumn, you got to
hear this testimony. I share my wins
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with everybody. Sometimes I put a
wellbell up. I'm like, go ring
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the Wellbell. You need to tell
everybody. They'll ring the wellbell and be
369
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like, I haven't had a headache
and three months and the whole place starts
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clapping. You know what I mean. You were building seeds. You've got
371
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to always so I do a discipleship
model. I create disciples. I don't
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want them to know a lot of
information. They can never regurt you take.
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I do snippets that they can go
home, little snippets and go tell
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people, Hey, by the way, when you don't feel well, this
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is the number one place you want
to be. And so they just go
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what do you mean? Well,
is a fevery good thing or bad thing?
377
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I don't I think it's a bad
thing. It's actually a good thing.
378
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Here's why. It's telling your body
to something going on with the upper
379
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cervicle ofge job. And so I
just teach them all these little things about
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how their immune system functions, how
their body function is under stress, under
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durest? What are the different things
to look for? Signs and symptoms?
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Those are great indicators, like a
gas light or an Eche light on in
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the car. I'm always discipling,
teaching them how to be aware of their
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body, because, guess what,
they're being brainwashed all day long by seeing
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in and some of these new stations
telling them. They need this, they
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00:23:36.450 --> 00:23:37.569
need this, they need this lotion, postion or bill. You know what
387
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I do? I take their brain
and I did. I wash it too,
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and then I plan another seed.
So I'm doing brain washing. It's
389
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just I'm cleaning their brain up and
telling them something different that they won't forget.
390
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And it's amazing. When covid hit, my patients didn't forget. Instead
391
00:23:53.279 --> 00:23:56.069
of shrinking back in fear, they
called to see if we are open.
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And guess what? We went up
twenty percent during covid. We're a lot
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of other pre and you know,
the only reason we went up is because
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they couldn't find a chiropractor anywhere.
So they came to me and we just
395
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went full throng and I'd take them
all and I learned where they're at and
396
00:24:08.789 --> 00:24:12.220
I'd listen to them. So my
new patient exam went up about ten minutes
397
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because I started listening to where they're
at and once I located where they're at,
398
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I could give them directions to the
new destination. So I gave the
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00:24:21.220 --> 00:24:25.369
new GPS coordinates and everyone that landed
on x is still with me today.
400
00:24:25.930 --> 00:24:29.809
I know a lot of Docs struggled
and a lot of this is philosophical to
401
00:24:29.970 --> 00:24:33.569
I mean you have a really strong
belief in the power of the adjustment,
402
00:24:33.690 --> 00:24:37.009
as do I, and so kind
of give doctor some hope out there right
403
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now. You know, remind them, if you would for me about the
404
00:24:40.240 --> 00:24:41.720
power of the adjustment, you know, and what you're saying. It's more
405
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than just a physical adjustment. It's
that sea showing them love and adjusting their
406
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mindset for you. By time that
gets you there, are already in a
407
00:24:49.400 --> 00:24:52.150
better mood because your sea had the
right mindset. So kind of speaking to
408
00:24:52.230 --> 00:24:56.269
that. Yeah, I'm not trying
to challenge beliefs out there, because you
409
00:24:56.309 --> 00:25:00.069
believe what you're going to believe in. And and the truth is Chiropractic,
410
00:25:00.150 --> 00:25:03.430
so so broad. To See,
I had an encounter with chiropractic. My
411
00:25:03.509 --> 00:25:08.140
brother, my family's life was completely
changed due to an encounter that. It
412
00:25:08.420 --> 00:25:11.980
was radical, and so you can't
take that away from me. So my
413
00:25:12.299 --> 00:25:18.059
philosophy. Everyone has a philosophy.
People have a philosophy about money and you're
414
00:25:18.059 --> 00:25:22.450
either successful because your philosophy or your
broke because your philosophy. And it's amazing
415
00:25:22.490 --> 00:25:26.170
how many people want to dig in
their heels around philosophy. I'm not challenging
416
00:25:26.569 --> 00:25:29.369
what your philosophy is. I'm just
saying, if you don't like the results
417
00:25:29.410 --> 00:25:33.049
you're getting, why don't you challenge
your philosophy? And so some of the
418
00:25:33.089 --> 00:25:36.519
books that talk about quant of physics, you know joda spenser talks about breaking
419
00:25:36.519 --> 00:25:41.000
the habit of being you and he
talks about all the things in mindsets that
420
00:25:41.119 --> 00:25:45.200
we get. Carolyn Leaf, the
twenty one day brain detox. There are
421
00:25:45.359 --> 00:25:49.269
so many things that you can apply
by reading those books to Your Business Philosophy
422
00:25:49.750 --> 00:25:56.150
or even your philosophy about Chiropractic,
your philosophy of Chiropractic, who is based
423
00:25:56.190 --> 00:26:00.829
on your teachers and those that you
look up to or the chiropractors before you.
424
00:26:00.269 --> 00:26:04.700
I base my philosophy often experience that
my brother had the change my family's
425
00:26:04.740 --> 00:26:10.220
life, and so then I went
in line myself up with other people that
426
00:26:10.339 --> 00:26:14.500
believed in that same philosophy. So
I reinforced it. So you can't ever
427
00:26:14.619 --> 00:26:17.579
get me off my true north,
no matter what I already know, and
428
00:26:17.660 --> 00:26:22.329
so I bring in people that want
to be under care from a philosophy like
429
00:26:22.529 --> 00:26:25.250
me. Sure do people get in
car accidents? Yep, and I take
430
00:26:25.289 --> 00:26:30.650
care of them and then I teach
him the principles of sublixation based vitalistic Chiropractic
431
00:26:30.730 --> 00:26:33.000
that will change their life from the
cradle to the grave. I just did
432
00:26:33.160 --> 00:26:40.960
a threehour old baby yesterday and the
Midlife Peter Pants because the cranial had had
433
00:26:41.839 --> 00:26:45.119
just the cranials were off. I
did this cranial work and the whole ox
434
00:26:45.160 --> 00:26:48.470
of put shifted on the cranial bone. The color came back in. The
435
00:26:48.509 --> 00:26:52.630
baby immediately started latching on. This
midwife lost her mind. She couldn't believe
436
00:26:52.630 --> 00:26:56.190
it. Immediately fell asleep. That
baby slept for three hours and it was
437
00:26:56.230 --> 00:26:59.990
a girl that she was a naturopath
that works for me. So I went
438
00:27:00.069 --> 00:27:03.059
to our house and I did this
and blown away. The other nurse had
439
00:27:03.140 --> 00:27:07.259
never seen a baby adjustment before.
Her mind was blown up. She called
440
00:27:07.299 --> 00:27:12.779
my office today to become a patient
because of one experience adjusting a baby and
441
00:27:14.220 --> 00:27:17.009
some kind of exordes. Don't even
touch babies. No judgment against it.
442
00:27:17.369 --> 00:27:19.210
I'm just saying, if you want
to, I have a hundred eighty hours
443
00:27:19.250 --> 00:27:23.609
just in pediatrics to the ICPA.
Go Learn. I didn't always know and
444
00:27:23.690 --> 00:27:27.490
if you don't want to, then
don't pretend you know. Just that's part
445
00:27:27.529 --> 00:27:33.079
of my belief. I want to
take care of families from zero to freaking.
446
00:27:33.160 --> 00:27:36.640
My oldest patiens, ninety seven.
Guess what her first adjustment where?
447
00:27:36.640 --> 00:27:41.839
It was at Bj Palmer. A
dusted her when she was sixteen years old
448
00:27:41.359 --> 00:27:47.430
at the clinic in Davenport, Iowa, and she's been under chiropractic care since
449
00:27:47.829 --> 00:27:49.309
she her parents lost the job and
couldn't pay for her to go to the
450
00:27:49.349 --> 00:27:52.349
clinic, so she went and got
a job so that she could. Didn't
451
00:27:52.390 --> 00:27:56.269
pay the bus fare to go there
and get adjusted and she had to go
452
00:27:56.470 --> 00:28:02.539
only once a month, but she's
learned chiropractic since she was sixteen years old
453
00:28:02.940 --> 00:28:07.099
and her first adjustment ever was Bj
Palmer and she's my Greek client. That's
454
00:28:07.140 --> 00:28:11.140
a beautiful story. Wow, that's
great. Hey. So I know,
455
00:28:11.420 --> 00:28:14.650
like you said, you don't spend
a lot of money on marketing and you
456
00:28:14.730 --> 00:28:15.490
know, I know we're going to
talk about money here in a second,
457
00:28:15.529 --> 00:28:19.690
but before you dive into that,
are there any external marketing tips? She
458
00:28:19.690 --> 00:28:22.769
might give a doc on the dock
on the call today. Just in terms
459
00:28:22.809 --> 00:28:26.730
of connecting in our community. I
coach a lot of you know, I
460
00:28:26.769 --> 00:28:29.039
don't have a coaching company, but
I give. I love a lot of
461
00:28:29.119 --> 00:28:33.559
young chiropractors and so I love to
see them when and it's early to bed,
462
00:28:33.640 --> 00:28:37.160
early to rise work like Helen advertise. You know say, why is
463
00:28:37.200 --> 00:28:40.599
anything change? It's just it looks
different. So I'm telling you all you
464
00:28:40.839 --> 00:28:44.670
ijeers, woke chiropractors, I'm mean, I'm not welcome old school, but
465
00:28:44.710 --> 00:28:47.109
I still I'll give you a good
run for your money. You know what
466
00:28:47.150 --> 00:28:49.150
I mean. I still know what
to do if I had to. I
467
00:28:49.309 --> 00:28:52.990
just don't have to. I literally
cannot handle all the new patients I get.
468
00:28:53.029 --> 00:28:56.539
I'm not saying that in a bragging
way. I just built a reputation
469
00:28:56.019 --> 00:29:00.539
based on integrity and character and skill
set over all these years that you know,
470
00:29:00.619 --> 00:29:04.180
we're referral, but a lot of
people do see my yelp reviews deceit,
471
00:29:04.259 --> 00:29:07.819
which I did focus on. So
I'm saying build up your reputation online.
472
00:29:08.259 --> 00:29:12.490
Online management of your reputation is key. Making sure you're blogging, making
473
00:29:12.529 --> 00:29:15.890
sure you're posting. I have a
thing called the fifty point spreadsheet. It's
474
00:29:17.009 --> 00:29:21.130
fifty points a day that you score
just for a traction of new patients and
475
00:29:21.250 --> 00:29:23.319
you hold yourself accountable. You might
not see the fruit right away. But
476
00:29:23.359 --> 00:29:27.160
I'm telling you, thirty days later, if you've scored fifty points every day,
477
00:29:27.480 --> 00:29:30.359
you have built momentum. I started
off with screenings. I had to
478
00:29:30.400 --> 00:29:34.039
learn how to be confident to teach
my healthcare class. I just wanted to
479
00:29:34.039 --> 00:29:37.559
spend money. Internally, that's what
I did. But now, externally you
480
00:29:37.710 --> 00:29:42.069
got there's no such thing as yellow
pages anymore. It's all online. What
481
00:29:42.230 --> 00:29:45.630
can you do to add value?
But you got to know how to sell
482
00:29:45.630 --> 00:29:48.269
yourself. You've got to find your
niche, and your niche will make you
483
00:29:48.349 --> 00:29:52.230
rich. So just find that one
thing that you want to do, whether
484
00:29:52.230 --> 00:29:53.500
it's a sports guy, whether it's
like you want to get him in.
485
00:29:53.940 --> 00:29:57.779
Pick the one subject. You know, I just did this twelve drip kind
486
00:29:57.819 --> 00:30:03.339
of thing on twelve different subjects that
I decided if I wanted to release,
487
00:30:03.380 --> 00:30:04.940
if we weren't going to make our
Cabo trip, I was going to turn
488
00:30:04.980 --> 00:30:10.450
on the fuel gates and pump these
twelve different things out to go after twelve
489
00:30:10.529 --> 00:30:15.490
different types of people that need chiropractic, whether it's from headaches to lowback team
490
00:30:15.609 --> 00:30:18.730
to sports injury, to whatever.
I had at all set up. I
491
00:30:18.809 --> 00:30:21.680
just didn't have to turn it on
and I still have them ready to go.
492
00:30:22.279 --> 00:30:26.920
And so you know, campaigning,
funnels, all that kind of stuff
493
00:30:26.920 --> 00:30:30.839
is so important in this day's technology, but there's nothing more important than making
494
00:30:30.880 --> 00:30:34.869
sure you're giving your business card out, shaking hands of those people in your
495
00:30:34.910 --> 00:30:41.589
committing community and getting around movers and
shakers, everybody. I'd wear a chiropractic
496
00:30:41.750 --> 00:30:44.470
shirt just like this. On the
back, I still have it today,
497
00:30:44.509 --> 00:30:48.990
says hope dealer and on the front
says true Chiropractic. And literally every time
498
00:30:48.029 --> 00:30:51.980
I go the gym, every time
I go this I joined a country club.
499
00:30:52.259 --> 00:30:55.299
I'd go up to a cigar shop
where all the wealthy old dudes lived
500
00:30:55.339 --> 00:30:56.619
and I go smoke a cigar.
On Fridays. I don't even smoke cigars,
501
00:30:56.660 --> 00:31:00.460
but you know what, I did
it around influencers and they'd see my
502
00:31:00.700 --> 00:31:03.730
thing and start asking me about car
but if you don't think fifty, sixteen,
503
00:31:03.730 --> 00:31:08.130
seven year old smoking cigars need Chiropractic, you are mistaken. They became
504
00:31:08.529 --> 00:31:12.009
bird dogs, they were all successful, they all prepaid and they have this
505
00:31:12.170 --> 00:31:15.410
thing. You don't even like cigars, did you? You just came to
506
00:31:15.490 --> 00:31:18.920
get us out a carpractic care.
I'm like yeah, I had an audience.
507
00:31:19.039 --> 00:31:22.359
It wasn't going anywhere, of course, and you guys would ask me
508
00:31:22.400 --> 00:31:23.839
question. I would talk to ten
of you at the same time. You
509
00:31:23.920 --> 00:31:27.720
all are friends, friends of a
feather flock together. Thank you for coming
510
00:31:27.759 --> 00:31:32.240
into my practice. They introduced me
to my CPA. They introduce me to
511
00:31:32.279 --> 00:31:36.470
my financial advisor. Matter of fact, I could probably retire because if that
512
00:31:36.630 --> 00:31:41.309
cigar shop. So God bless those
guys. Wow, I love that.
513
00:31:41.390 --> 00:31:45.430
That's awesome story, man. I
appreciate your insight on that. Now,
514
00:31:45.549 --> 00:31:48.259
Hey, I let's kind of pivot
and we need to kind of close here
515
00:31:48.259 --> 00:31:51.099
in a minute. I know a
lot of docks on the call right now.
516
00:31:51.339 --> 00:31:56.019
Are you thinking of themselves? Here's
two guys having a conversation that kind
517
00:31:56.019 --> 00:32:00.299
of you know, they already scaled
up this hill and they have money now
518
00:32:00.339 --> 00:32:02.130
so they can spend money on these
things and whatnot, and I think a
519
00:32:02.250 --> 00:32:07.849
lot of Docs have the negative belief
cycle that's really holding them back. So
520
00:32:07.569 --> 00:32:12.170
I know that's a big area of
leadership in your life as well as in
521
00:32:12.250 --> 00:32:15.529
your community, through your church,
and even in your practice. So can
522
00:32:15.569 --> 00:32:19.640
you talk a little bit about the
financial stewardship piece and how that ties into
523
00:32:19.720 --> 00:32:22.680
practice success. Dr Sam, she
like you're trying to uncork a thing that
524
00:32:22.720 --> 00:32:25.200
I got to land a plane on. Listen, I just did a twenty
525
00:32:25.279 --> 00:32:30.509
one day money reset for really my
church and for a lot of my lot
526
00:32:30.589 --> 00:32:36.390
of just my tribe on Instagram,
and it's because I was so sick at
527
00:32:36.430 --> 00:32:40.109
having the same conversations, not just
in Chiropractice, it's in any entrepreneur or
528
00:32:40.630 --> 00:32:45.619
solo peneur or businessperson. They they're
always wondering how to. You got to
529
00:32:45.660 --> 00:32:50.940
pay yourself first. Number one,
value yourself. Number two is you've got
530
00:32:51.099 --> 00:32:55.740
to understand that you've got to so
into yourself in order to reap something.
531
00:32:55.980 --> 00:33:00.089
So, like you know, I'm
never forget the first time I did a
532
00:33:00.170 --> 00:33:02.250
screening man, I put twelve hundred
bucks on a card. I didn't have
533
00:33:02.250 --> 00:33:05.849
twelve hundred bucks, I put it
on a credit card. I invest in
534
00:33:05.890 --> 00:33:07.450
myself. I believe them myself.
I set a goal. I would do
535
00:33:07.690 --> 00:33:12.210
things that I would look to see
how can I scale this? How can
536
00:33:12.250 --> 00:33:15.200
I take even if I got one
new patient and turn it into three?
537
00:33:15.559 --> 00:33:17.960
I got to work on myself.
I had to train, train, train,
538
00:33:19.319 --> 00:33:21.960
how do you become a navy seal? But guess what. You train
539
00:33:22.079 --> 00:33:23.839
to become a navy seal? Why? We did seal fit, you know,
540
00:33:24.039 --> 00:33:28.549
and we're not navy seals. But
how you train and discipline your mind,
541
00:33:28.789 --> 00:33:31.269
your habits, your money habits,
what you believe about money. Listen,
542
00:33:31.390 --> 00:33:36.109
it's a ten dollar book secrets of
the millionaire mind. It will locate
543
00:33:36.269 --> 00:33:38.670
you. You send out you DM
me on Instagram at ask Dr Matt.
544
00:33:38.710 --> 00:33:43.660
I will help you navigate how broke
you are. But you cannot sit there
545
00:33:43.740 --> 00:33:45.700
and pee in a puddle and sit
in it and feel sorry for yourself.
546
00:33:45.740 --> 00:33:51.099
You have to invest into your future. You have to invest into your practice.
547
00:33:51.339 --> 00:33:52.779
You have to be a proud of
what you do. Even some of
548
00:33:52.819 --> 00:33:55.170
these old school chiropractors, man,
I walk in their office, I'm like,
549
00:33:55.289 --> 00:34:00.769
Dear Lord, updated, you've been
in practice thirty years. Invest in
550
00:34:00.930 --> 00:34:05.009
yourself, not the technologies for you, invest in that for you, but
551
00:34:05.130 --> 00:34:08.409
invest into everything. Put Freni.
Every every three years I update myself.
552
00:34:08.489 --> 00:34:13.440
I just spent money on a huge
mural. I did things when I didn't
553
00:34:13.480 --> 00:34:17.679
have money and because I invested in
it. No farmer plants all the seeds
554
00:34:17.719 --> 00:34:23.510
in the field without expecting a harvest, so that means they are investing today
555
00:34:24.190 --> 00:34:29.349
with an expectation that there's going to
be something tomorrow. have to have the
556
00:34:29.429 --> 00:34:34.030
expectation. We are farmers. Go
till your land, mow your land,
557
00:34:34.510 --> 00:34:37.820
water your land, fertilize your land
and, guess what, plant those seeds
558
00:34:38.059 --> 00:34:42.219
and have the expectation, like a
farmer, that there will be a tomorrow
559
00:34:42.380 --> 00:34:45.900
and in that tomorrow there will be
a harvest. You got to sow the
560
00:34:45.980 --> 00:34:49.019
seed by the seed to sow the
seed, you watch what happens. If
561
00:34:49.059 --> 00:34:51.340
you need money questions, they can
reach out to me. I'd love to
562
00:34:51.420 --> 00:34:53.969
help them. That's so great and
I know you probably have a couple giveaways
563
00:34:54.050 --> 00:34:59.449
for the viewers, so we'll make
sure that we provide the appropriate links for
564
00:34:59.570 --> 00:35:02.369
you in the show notes so that
you can access some of these things that
565
00:35:02.489 --> 00:35:07.960
matt is so generously agreed to share
with the chiropraedic community. Hey, doc,
566
00:35:07.000 --> 00:35:12.320
I love your heart and I love
your heart for Chiropractic and for Chiropractors
567
00:35:12.800 --> 00:35:17.880
and for CEA's it's contagious and I'm
just so glad that you're you're not exiting,
568
00:35:17.960 --> 00:35:21.989
that you're still in launch mode in
your mind. I just love that
569
00:35:22.550 --> 00:35:24.110
and I'm proud of you man.
I'm it's been so fun to watch you.
570
00:35:24.630 --> 00:35:29.789
I know we've talked about switching spots
and job sharing. That be kind
571
00:35:29.829 --> 00:35:31.909
of fun to do that someday.
But I really want to thank you for
572
00:35:31.989 --> 00:35:35.739
your time and for those of you
out there, I want to make sure
573
00:35:35.739 --> 00:35:37.900
you tune into our next episode where
we have our mutual friend Dr Paul read
574
00:35:37.980 --> 00:35:43.340
on and Dr Paul's going to kind
of unpack really the conversion piece, how
575
00:35:43.460 --> 00:35:47.059
he was able to use conversions and
how he has developed a practice of high
576
00:35:47.099 --> 00:35:51.769
retention like Dr Matt and Dr Stephen, and how he plugged the holes in
577
00:35:51.849 --> 00:35:54.969
his practice so people weren't leaking out
and wasn't revolving your practice. And and
578
00:35:55.130 --> 00:35:59.210
so tune into the next episode.
You're going to learn great deal back about
579
00:35:59.250 --> 00:36:01.369
that. And again I just want
to thank Chiro touch for their heart in
580
00:36:01.449 --> 00:36:06.679
this matter, that they really truly
want to help chiropractors and Chiro touches just
581
00:36:06.760 --> 00:36:09.760
a world class operation, world class
products and I'm glad to be an end
582
00:36:09.760 --> 00:36:13.920
user and I just want to thank
them for inviting me to host this.
583
00:36:14.360 --> 00:36:15.920
And Matt, I want to thank
you once again for for joining me.
584
00:36:16.239 --> 00:36:20.269
I really appreciate your brother I appreciate
you. Thank you,
