The Four Seasons of the Chiropractic Career

WEBVTT 1 00:00:01.040 --> 00:00:05.519 Welcome to this edition of catch up with Cairo touch. Thank you for tuning 2 00:00:05.559 --> 00:00:09.630 in. This is Dr Ronnie Sims and I'm your host today. Kiro touch, 3 00:00:09.750 --> 00:00:15.029 the leading chiropractic practice management software, offers catch up with Cairo touch as 4 00:00:15.109 --> 00:00:19.910 part of its commitment to the advancement of a chiropractic profession. In this ongoing 5 00:00:19.949 --> 00:00:24.260 series, we are going to feature a great lineup of engaging speakers and friends 6 00:00:24.300 --> 00:00:29.420 of Cairo touch who will inspire your personal and professional growth. Our world needs 7 00:00:29.420 --> 00:00:33.060 chiropractors to be at their best now more than ever, so thanks for coming 8 00:00:33.100 --> 00:00:36.570 along on this learning journey with me. Today, I'm really happy to be 9 00:00:36.609 --> 00:00:41.490 joined by my esteem guest, close personal friend and my personal mentor, Dr 10 00:00:41.570 --> 00:00:46.409 Stephen Franson. How you doing, doc, near perfect, as doctor sid 11 00:00:46.490 --> 00:00:50.799 used to say roaming the campus at Life University back in one thousand nine hundred 12 00:00:50.799 --> 00:00:54.240 and ninety three. We're near perfect. Grand thanks so much for having me, 13 00:00:54.719 --> 00:00:58.799 Dr Stephen. I'm really excited to be exploring today's topic with you on 14 00:00:59.000 --> 00:01:03.679 the four seasons of the chiropractic career launch, build, scale and exit. 15 00:01:03.159 --> 00:01:07.510 Hey, let's dive right in. If you haven't had a chance to meet 16 00:01:07.629 --> 00:01:11.989 this remarkable human being. He is one of our all time greats and Chiropractic. 17 00:01:11.189 --> 00:01:15.349 I was so grateful to meet this guy over a decade ago at a 18 00:01:15.469 --> 00:01:19.620 core meeting in Sacramento and just from the start fell in love with this guy. 19 00:01:19.859 --> 00:01:23.219 was like a brother from another mother and I'm just so thankful for you. 20 00:01:23.620 --> 00:01:25.620 And so this kind of get to know you a little bit. Doc. 21 00:01:26.180 --> 00:01:27.340 First of all, we all had that point in our life where we 22 00:01:27.420 --> 00:01:30.180 said I want to be a chiropractor. So where was that for you? 23 00:01:30.819 --> 00:01:34.129 That's a great question and I remember distinctly when it happened. I was I 24 00:01:34.290 --> 00:01:38.849 was actually my dad dragged me to go see his chiropractor, this awesome guy, 25 00:01:38.890 --> 00:01:42.810 Dr Tommy Choo. If you're listening, Dr Tom, thanks so much. 26 00:01:42.569 --> 00:01:47.359 Just inspired me. It was great to watch this man work and, 27 00:01:47.640 --> 00:01:51.560 to be honest with you, just meeting an adult male at that point in 28 00:01:51.640 --> 00:01:53.040 my life, from a teenage kid trying to figure out what I'm going to 29 00:01:53.079 --> 00:01:56.519 do with my life, I knew I wanted to be in healthcare. I 30 00:01:56.560 --> 00:02:01.549 had been just a obsessive with studying things for performance and health and wellness. 31 00:02:02.349 --> 00:02:06.549 It was just something that I had always been intrigued by and I knew I 32 00:02:06.629 --> 00:02:07.789 was going to go in that direction, but I really had no idea what 33 00:02:07.870 --> 00:02:13.590 chiropractic was and you know, so my dad brought me to see his chiropractor 34 00:02:13.629 --> 00:02:16.939 after I'd actually injured my shoulder playing rugby in college and I was at the 35 00:02:16.979 --> 00:02:22.460 University of Vermont and I wanted to study sports medicine. I really had, 36 00:02:22.740 --> 00:02:24.139 you know, I thought, like everybody does at that point in their life, 37 00:02:24.180 --> 00:02:28.060 oh, I want to be a orthopedic surgeon, I want to go 38 00:02:28.139 --> 00:02:31.409 into sports medicine. That's why I found myself there. And then next you 39 00:02:31.530 --> 00:02:35.250 know, as an athlete, I get injured and I went through all the 40 00:02:35.569 --> 00:02:38.969 you know, the PT and you know, the the all they had for 41 00:02:38.009 --> 00:02:42.889 me was drugs and then eventually surgery. I missed my the rest of the 42 00:02:42.969 --> 00:02:46.120 season and I started to, you know, lose muscle and, you know, 43 00:02:46.240 --> 00:02:49.039 as I couldn't play my sport anymore, I was just losing my identity. 44 00:02:49.759 --> 00:02:53.800 And then, in desperation, I agreed to go and see this chiropractor 45 00:02:53.919 --> 00:02:57.960 that my dad was seeing when I went home for vacation. And Man, 46 00:02:58.159 --> 00:03:01.389 you know what, this guy I put up with me long enough to tell 47 00:03:01.469 --> 00:03:06.150 me the story right, so he won my trust. I started to listen 48 00:03:06.189 --> 00:03:09.150 to him and I was just so amazed and impressed because I was actually getting 49 00:03:09.189 --> 00:03:13.780 great results, like straight away and I was getting my shoulder back, which 50 00:03:13.939 --> 00:03:16.060 for me at that time meant I was getting my life back. So he 51 00:03:16.180 --> 00:03:20.860 won my trust and as I worked with this guy and listen to this guy 52 00:03:20.939 --> 00:03:24.099 and really just observe this guy, it was very unique to see somebody who 53 00:03:24.180 --> 00:03:27.930 was so excited and passionate about what they did for a living. Right, 54 00:03:27.930 --> 00:03:30.490 so I'm noticing that this guy, he looked healthy, he was fit, 55 00:03:31.129 --> 00:03:35.490 he was a big tennis player and he and he just loved his life, 56 00:03:35.530 --> 00:03:38.969 he loved his work, and that just inspired me and I just saw as 57 00:03:38.009 --> 00:03:40.169 like man, what do you unique thing for a young man to see, 58 00:03:40.210 --> 00:03:44.520 and it really made an impression upon me and, as I heard, learned 59 00:03:44.520 --> 00:03:46.960 more and more about the chiropractic story and he told me the truth about how 60 00:03:46.960 --> 00:03:51.199 the body really works and how the body really heals, and I was in 61 00:03:51.360 --> 00:03:53.319 man. I never look back after that. So, Dr Tom you're awesome. 62 00:03:53.520 --> 00:03:57.270 Thanks so much for the inspiration. In the inspiration came from you just 63 00:03:57.430 --> 00:04:00.349 being you and living out your purpose. That's amazing. So I think that 64 00:04:00.509 --> 00:04:04.629 point. You just randomly picked life for how that work? Now you know, 65 00:04:04.669 --> 00:04:08.469 I was going to the University of Vermont at the time, vm, 66 00:04:08.629 --> 00:04:12.860 and it was freezing cold up there. I'm from Boston and you know, 67 00:04:13.180 --> 00:04:17.819 it was like Iowa Atlanta. You know, I actually had as for reasons. 68 00:04:17.860 --> 00:04:20.939 I was hope I was going to play rugby down in Atlanta and little 69 00:04:20.980 --> 00:04:25.930 did I know how extraordinary their rugby team was. I just I went down 70 00:04:25.970 --> 00:04:27.850 there. I'm like yeah, no, I'm not going to play with these 71 00:04:28.009 --> 00:04:30.529 guys. Is like world glass of rugby down there. So it was enough 72 00:04:30.569 --> 00:04:35.449 to get me to Atlanta. And you know, I the more I explore 73 00:04:35.490 --> 00:04:39.279 to the school and looking into the school, I I recognize that there was 74 00:04:39.360 --> 00:04:43.560 something unique and once again it was the passion. People were passionate about Chiropractic 75 00:04:43.600 --> 00:04:46.680 and I've always been drawn to that. I think all humans are. How 76 00:04:46.959 --> 00:04:49.279 people were so receptive and they were generous with their time and they wanted to 77 00:04:49.319 --> 00:04:54.149 talk to me about how awesome the profession was. Right, and the school's 78 00:04:54.189 --> 00:04:58.230 a great place to get a great start right at life university. So and 79 00:04:58.350 --> 00:05:00.550 to this day, you know, I'm a big support of Life University and 80 00:05:00.589 --> 00:05:03.310 I think we all need to be just real supporters of sublization based education. 81 00:05:03.350 --> 00:05:08.300 Right. So I just felt the woman brace of a passionate group of people 82 00:05:08.379 --> 00:05:11.220 and I said, Yep, this is the place for me. And you 83 00:05:11.300 --> 00:05:14.180 know, God's hand was on it because in retrospect, now that I've done 84 00:05:14.459 --> 00:05:17.699 so much work in Chiropractical the last twenty six years, that was exactly where 85 00:05:17.699 --> 00:05:21.009 I was supposed to be and it was exactly the place to get a great 86 00:05:21.050 --> 00:05:25.449 start. Wow, hey, and beyond all of what you just said, 87 00:05:25.449 --> 00:05:30.410 which is amazing, something even more amazing happen to you at life, right 88 00:05:30.449 --> 00:05:31.889 out of the gates, if I remember correctly. Tell us about that. 89 00:05:33.410 --> 00:05:38.920 Oh yeah, I married up. Is that what you mean? I can 90 00:05:39.040 --> 00:05:43.720 remember. Yeah, you're referring to meeting my wife at the time, my 91 00:05:43.879 --> 00:05:47.040 future wife, Dr Camilla, who is Camilla Mure. At the time she 92 00:05:47.120 --> 00:05:51.550 came over to life as an exchange student from Sweden and I remember walking into 93 00:05:51.550 --> 00:05:56.389 registration and, you know, like like the old expression, you know, 94 00:05:56.589 --> 00:05:59.870 it was love at first sight. It was in the first time I had 95 00:05:59.870 --> 00:06:00.829 ever said that in my life, but it was certainly the last time. 96 00:06:01.230 --> 00:06:05.060 We had a party every year for the every quarter, for the new incoming 97 00:06:05.100 --> 00:06:11.100 students when as a big bash and that was really our first real conversation and 98 00:06:12.100 --> 00:06:15.620 we've been together since that conversation, twenty eight years ago. I love that. 99 00:06:15.819 --> 00:06:18.649 I love that beautiful story. Hey, so tell me. You know 100 00:06:18.970 --> 00:06:24.370 you kind of transitioned into these intern days. When did you begin to kind 101 00:06:24.410 --> 00:06:28.089 of craft your dream practice in your mind? How did that work? We 102 00:06:28.170 --> 00:06:30.930 were so broke when we were students. We you know, we had no 103 00:06:30.089 --> 00:06:33.319 money. So, you know, date night would be all right, let's 104 00:06:33.639 --> 00:06:38.480 let's let's get a really terrible bottle of wine and we'll sit around and we'll 105 00:06:38.480 --> 00:06:41.600 start vision casting what we want our practice to be like. And you know, 106 00:06:41.680 --> 00:06:46.279 we spent a lot of time driving to other practices around all around the 107 00:06:46.360 --> 00:06:49.430 country. She came over from Sweden in high school as an exchange student and 108 00:06:50.430 --> 00:06:54.910 was, you know, blessed to stay with a chiropractic family. And turns 109 00:06:54.949 --> 00:06:59.910 out this family was this guy was a legend gone stead doctor out of Fayeville, 110 00:06:59.910 --> 00:07:02.379 Arkansas, Lynn Burr, and Dr Bur just inspired her to become a 111 00:07:02.420 --> 00:07:06.540 chiropractor and specifically, in his world there's only one kind of Gibractor. It's 112 00:07:06.620 --> 00:07:10.699 a guns dead giropractor. So she was a died in the wool, gone 113 00:07:10.699 --> 00:07:13.500 droid before she even got to school. And of course, you know, 114 00:07:13.579 --> 00:07:15.889 I told her, you know, the first night I met her, in 115 00:07:15.970 --> 00:07:18.290 that first conversation that she asked me if I if I was into gonstead and 116 00:07:18.329 --> 00:07:23.170 I was like I love Gonstead, you know, and she's that, are 117 00:07:23.170 --> 00:07:26.050 you going to Gonside Club? I'm like every night, and she's like it's 118 00:07:26.129 --> 00:07:29.610 only Wednesdays and I'm like yeah, well, you're just go to the official 119 00:07:29.689 --> 00:07:33.560 meetings, you know. So lie. Yeah, I knew that we wanted 120 00:07:33.600 --> 00:07:36.839 to do gonstead work. We Fall in love with the systems approach to taking 121 00:07:36.920 --> 00:07:41.360 care of patients. So we used to drive around the country and whoever was 122 00:07:41.399 --> 00:07:44.120 nice enough to let us fallom around all day long and sleep on their couch 123 00:07:44.160 --> 00:07:47.310 at night. So I man, I've seen everybody, everybody that anybody that 124 00:07:47.389 --> 00:07:50.269 ever worked with gone said, I think I have slept on their couch and 125 00:07:50.389 --> 00:07:54.350 followed around the clinic. So I love that. We had a great idea 126 00:07:54.350 --> 00:07:57.709 of how we wanted to take care of people, not necessarily how we wanted 127 00:07:57.750 --> 00:08:01.100 to run our practice. I have I have a I would say I've a 128 00:08:01.139 --> 00:08:05.620 very strong business mind. So I knew how I wanted to run my business 129 00:08:07.420 --> 00:08:09.500 and I wanted to create the business that was going to be representative of the 130 00:08:09.620 --> 00:08:13.370 vision that I had for bringing this type of work to our community. So 131 00:08:15.290 --> 00:08:18.769 just built an amazing practice, the original remarkable practice, in Boston, and 132 00:08:20.290 --> 00:08:22.329 that's where we brought the you know, sort of the DNA. The guts 133 00:08:22.730 --> 00:08:26.720 of that environment was the clinical care that we delivered based on the art, 134 00:08:26.800 --> 00:08:31.439 science and philosophy of Chiropractic, and we wrapped it all in some great business 135 00:08:31.519 --> 00:08:35.799 acumen and had the original remarkable practice. Yeah, and what I love about 136 00:08:35.799 --> 00:08:39.159 your story too, is how you began to look beyond the walls of France 137 00:08:39.200 --> 00:08:41.909 and Family Chiropractic and you thought that you know, hey, I think I 138 00:08:41.990 --> 00:08:46.549 can have a greater impact on this profession by inspiring other chiropractors to reach their 139 00:08:46.590 --> 00:08:50.549 potential. So that tell us just briefly, because we want to get into 140 00:08:50.549 --> 00:08:54.070 the meat of this, but tell me briefly about that segue from France and 141 00:08:54.110 --> 00:09:00.059 Family Chiropractic to the remarkable practice coaching business. We were in Boston for about 142 00:09:00.059 --> 00:09:03.940 twenty two years and most twenty three years, I guess, and during that 143 00:09:03.220 --> 00:09:07.580 period of time and we built an amazing practice we were totally blessed and it 144 00:09:07.700 --> 00:09:11.250 was built, as I said, on right commitment to the Chiropractic Philosophy in 145 00:09:11.289 --> 00:09:16.690 the paradigm, just delivering great work, committed to better clinical outcomes for people 146 00:09:16.690 --> 00:09:20.090 and making sure the families had a place to find better health, right, 147 00:09:20.169 --> 00:09:26.480 a way to get better health, and then building systems for every part of 148 00:09:26.559 --> 00:09:30.080 the practice. So I'm the system's guy. That's my Monika. Now I 149 00:09:30.159 --> 00:09:33.200 like to build systems for everything so that you can have predictable, positive outcomes 150 00:09:33.279 --> 00:09:37.080 and scalable and reproducible results. So we built systems for attraction, conversion, 151 00:09:37.159 --> 00:09:41.710 retention and then my superpower, which is team building. You know, when 152 00:09:41.750 --> 00:09:43.309 people asking who you know, what do you do for living, I say 153 00:09:43.309 --> 00:09:46.990 I build world class teams, and that's always been the truth and it's definitely 154 00:09:48.029 --> 00:09:52.070 the truth today. So I learned how much I have a passion for building 155 00:09:52.070 --> 00:09:56.299 those teams and teaching them those systems. And ultimately what that comes down to 156 00:09:56.500 --> 00:10:00.940 is I love scalability. I love scale, I love creating scalability and durability, 157 00:10:01.259 --> 00:10:03.460 and so the scalability is being able to do more, give more, 158 00:10:03.580 --> 00:10:07.330 love more, serve more, but it doesn't have to all be done by 159 00:10:07.450 --> 00:10:11.169 you, right. So that's scalability. Durability is the tricky one. That's 160 00:10:11.330 --> 00:10:15.049 being able to give more, love more, serve more, make a bigger 161 00:10:15.049 --> 00:10:18.250 impact, make a bigger income, even in your absence. Right. So 162 00:10:18.289 --> 00:10:20.330 even if you're not the one, they're doing it right. And that, 163 00:10:20.450 --> 00:10:24.039 of course, required that I take that job and turn it into a business. 164 00:10:24.360 --> 00:10:26.840 I had to grow up from being the owner operator and turn into a 165 00:10:26.919 --> 00:10:31.639 CEO, and that's when I I really embraced the associate Doctor Program Right. 166 00:10:31.679 --> 00:10:35.830 So we started bringing in associate doctors and I wanted to give back to the 167 00:10:37.029 --> 00:10:39.629 profession that had given me so much and specifically to all this gone said doctors 168 00:10:39.669 --> 00:10:46.830 that put up with me. And we had thirty nine associate doctors go through 169 00:10:46.909 --> 00:10:52.340 our associate doctor program over about a seventeen year period. And it wasn't like 170 00:10:52.539 --> 00:10:54.179 turnover, because I'm a terrible boss and people would quit and leave, but 171 00:10:54.220 --> 00:10:58.500 we had a two year program that we would we would skill them up, 172 00:10:58.500 --> 00:11:00.779 we'd train them up and they got to stay for two years and then we'd 173 00:11:00.779 --> 00:11:03.259 launch them out into the field. So that's really where I fell in love 174 00:11:03.289 --> 00:11:09.809 with the training other Chiropractice, right. So, and ultimately coaching them to 175 00:11:11.049 --> 00:11:13.850 success. So, you know, run to be truthful, I got to 176 00:11:13.889 --> 00:11:16.570 a point where our practice had was person at the seams and I was feeling 177 00:11:16.649 --> 00:11:20.840 the four walls of the you know, brick and mortar business and I knew 178 00:11:20.840 --> 00:11:24.240 I'm young and strong and I wanted to do more on a bigger scale. 179 00:11:24.480 --> 00:11:30.600 So, you know, the solution was to start coaching and teaching other doctors 180 00:11:30.639 --> 00:11:33.429 how to do what we were doing outside of our four walls. So that 181 00:11:33.629 --> 00:11:37.950 was how the remarkable practice was born. And Man, we've been blessed there 182 00:11:37.029 --> 00:11:41.470 too, and again it goes back to systematizing everything in building world class teams. 183 00:11:43.029 --> 00:11:43.830 I love it, man, you've been a blessing to so many in 184 00:11:43.870 --> 00:11:48.460 that way. So in this particular series that we're doing here, doc, 185 00:11:48.940 --> 00:11:50.860 we're going to look at pretty much all the things you kind of touched on 186 00:11:50.940 --> 00:11:56.059 there and your story. But you know, in Chiropractic we have, as 187 00:11:56.139 --> 00:12:00.539 you know, we have obviously a bunch of different philosophies and different practice styles, 188 00:12:00.580 --> 00:12:05.169 but yet we all kind of share these common pain points. So as 189 00:12:05.210 --> 00:12:09.129 we look at today's episode and we really begin to dive into that, can 190 00:12:09.210 --> 00:12:13.850 you unpack kind of those those different seasons of the chiropractic career for us. 191 00:12:13.409 --> 00:12:16.960 If you look at my story, you'll listen to really all four seasons of 192 00:12:18.039 --> 00:12:20.399 the chiropradet career. And I I hadn't come up with that construct at that 193 00:12:20.600 --> 00:12:24.440 point, but I had lived it out through two businesses. Right. So 194 00:12:24.919 --> 00:12:28.600 my practice was my second business. But you know the ultimately, you know, 195 00:12:28.759 --> 00:12:33.110 there's there's four seasons that are available to every chiropractor through the arc of 196 00:12:33.149 --> 00:12:37.470 their career, right, and we call them launch, build, scale and 197 00:12:37.669 --> 00:12:41.590 exit. Right. So launch is really that first year out of school, 198 00:12:41.590 --> 00:12:45.940 first year in practice, right, so where you're just trying to figure it 199 00:12:45.980 --> 00:12:48.580 out, right, you t you just you don't know what you don't know. 200 00:12:48.259 --> 00:12:50.740 You're trying to figure out just how to be a chiropractor, never mind 201 00:12:50.820 --> 00:12:54.100 how to, you know, run a business and you know, higher employees 202 00:12:54.220 --> 00:12:58.179 and you know, start to market and build your build your business, etc. 203 00:12:58.460 --> 00:13:01.090 But that's launch, that's the first year and then you move into build, 204 00:13:01.490 --> 00:13:05.289 and build is, you know, this glorious season of our careers where 205 00:13:05.330 --> 00:13:09.649 we're really just focused on attraction, conversion, retention. Maybe we start getting 206 00:13:09.649 --> 00:13:13.440 our hands around what it means to start putting a team around us right, 207 00:13:13.679 --> 00:13:16.519 and this is where we really start scaling, right. So you start leveraging 208 00:13:16.600 --> 00:13:20.039 your systems and you really start mastery, like mastering being a chiropractor or mastering 209 00:13:20.120 --> 00:13:24.960 your patient education. You know, you mastering the role of being an entrepreneur, 210 00:13:26.120 --> 00:13:30.549 right. But truth be told, you don't really own a business at 211 00:13:30.629 --> 00:13:33.269 that point. You own a job, right. So, and the difference 212 00:13:33.269 --> 00:13:37.509 between owning a job and owning a business is businesses are scalable, they're durable 213 00:13:37.710 --> 00:13:43.019 and they're eventually transferable. Right. So, you know, the truth is 214 00:13:43.220 --> 00:13:45.940 is when you're the owner operator, when you're the one that's head down, 215 00:13:46.019 --> 00:13:48.700 bump up and you're the one that's delivering all the adjustments, you're really exposed 216 00:13:48.740 --> 00:13:52.580 at that point, right. So, God forbid anything happened to you, 217 00:13:52.500 --> 00:13:56.889 or you decided to take a vacation or, and you may be an extend 218 00:13:56.929 --> 00:14:00.929 to leave for whatever reason, the practice can just grind to a halt if 219 00:14:00.970 --> 00:14:03.090 you're not, they're doing the work, even though we love the work on 220 00:14:03.169 --> 00:14:07.049 right, like we love our job, we love the work, but it's 221 00:14:07.049 --> 00:14:09.360 a job and we don't own a business at all. Unfortunately, and ends 222 00:14:09.399 --> 00:14:13.320 up where usually the job ends up owning the DC as opposed to vice versa. 223 00:14:13.399 --> 00:14:16.759 Right. So, you know, one of the premises of our work 224 00:14:16.879 --> 00:14:20.840 is it's about having a remarkable practice as part of a remarkable life, not 225 00:14:22.039 --> 00:14:24.230 instead of one. Right. So, and that's really for me, this 226 00:14:24.389 --> 00:14:28.789 realization came out of this season of my career when I where I had recognized 227 00:14:28.830 --> 00:14:31.830 that I had painted myself into a corner, you know, and I had 228 00:14:33.029 --> 00:14:37.429 created all this busyness that ever everyone of course, looked at as being successful. 229 00:14:37.740 --> 00:14:41.419 And Yeah, I had the financial rewards and the recognition in a big 230 00:14:41.539 --> 00:14:43.659 life, but I was trapped, man, I was trapped, I was 231 00:14:43.779 --> 00:14:48.220 I was sort of held hostage by this business exe's me, this job that 232 00:14:48.340 --> 00:14:52.330 I loved, and that's where I recognize that it was time to start scaling. 233 00:14:52.490 --> 00:14:56.250 So that's that third season. And third season is when you do bring 234 00:14:56.409 --> 00:15:01.409 on associate doctor, specifically, you bring another professionals that can deliver the care 235 00:15:01.730 --> 00:15:03.409 so that you have that scalability, doesn't have to all be done by you, 236 00:15:03.850 --> 00:15:07.129 and you have the durability, which means it can even be done in 237 00:15:07.200 --> 00:15:11.240 your absence. Right. So that's the scale season of the career. And 238 00:15:11.279 --> 00:15:15.200 then finally there's the exit season, which is where it's time to find your 239 00:15:15.240 --> 00:15:18.840 successor and sell your practice right. So, and you know this, unfortunately, 240 00:15:18.879 --> 00:15:22.470 there's a lot of tragedy here as well, because there's, you know, 241 00:15:22.149 --> 00:15:26.149 so many situations these docs they never get to the scale season of their 242 00:15:26.269 --> 00:15:31.269 life, right of their career, and they go launch and they build and 243 00:15:31.389 --> 00:15:35.629 build and build and they get stuck in build and they do twenty, thirty 244 00:15:35.669 --> 00:15:39.100 years in build and then they try to exit right and we all know that 245 00:15:39.700 --> 00:15:43.700 exit doesn't I mean that doesn't end land well because people don't want to buy 246 00:15:43.779 --> 00:15:46.500 your job right. So, you know, ultimately the goal here is to 247 00:15:46.659 --> 00:15:52.649 move people gracefully and profitably through all four seasons. Launch, build, scale 248 00:15:52.970 --> 00:15:56.929 and exit. If you scale well, people will compete to buy your business. 249 00:16:00.210 --> 00:16:03.210 You've walked with me through those seasons and as I look back at my 250 00:16:03.289 --> 00:16:07.720 seasons and I think about the young doctor on the call right now watching this 251 00:16:07.879 --> 00:16:11.080 podcast, and I think about what they're going through and and you know, 252 00:16:11.200 --> 00:16:15.679 we all are at that point where you were and where I was. And 253 00:16:15.799 --> 00:16:18.240 so can you just kind of break it down a little bit deeper? Can 254 00:16:18.279 --> 00:16:22.549 you kind of help me understand where people get stuck in each of those respective 255 00:16:22.590 --> 00:16:26.029 seasons? It's a great question and so, and it's not just the young 256 00:16:26.149 --> 00:16:30.710 doc, right. So, number one, as a young doc, I 257 00:16:30.830 --> 00:16:33.299 wish somebody had told me that there were four seasons. Right. So, 258 00:16:33.899 --> 00:16:37.899 imagine like if you started school and they didn't know. Hey, listen, 259 00:16:37.940 --> 00:16:40.179 there's four years. It's a freshman year and then you're going to become a 260 00:16:40.259 --> 00:16:42.500 sophomore, then you can become a junior, then a senior, then you're 261 00:16:42.539 --> 00:16:45.980 going to graduate. It's like, okay, great, that's a you know, 262 00:16:45.259 --> 00:16:48.610 now I have a construct, I have a frame of reference. Right. 263 00:16:48.649 --> 00:16:51.769 So it's right when you know part of my mission here is to make 264 00:16:51.809 --> 00:16:55.450 sure in Chiropractic we do this gracefully and profitably. Right. So, from 265 00:16:55.490 --> 00:16:59.129 school we're teaching them. Now, listen, there's four seasons available to you. 266 00:16:59.330 --> 00:17:02.320 If you're going to own the practice. You can go from launch to 267 00:17:02.480 --> 00:17:06.119 build the scale, then to exit, even if that exits thirty years away 268 00:17:06.119 --> 00:17:07.680 from now. I hope people are listen to me right now, because when 269 00:17:07.720 --> 00:17:11.759 you create a practice, when you build a practice, to sell it, 270 00:17:11.160 --> 00:17:15.279 man, there's no better practice to own and run, even if it takes 271 00:17:15.279 --> 00:17:18.349 you thirty years to decide it's time to sell it. Right. That's a 272 00:17:18.430 --> 00:17:21.670 cultural thing, right, so if we look back at this first season, 273 00:17:21.829 --> 00:17:26.470 this first year in the launch season, you know, doctors very often get 274 00:17:26.710 --> 00:17:32.339 stuck in this phase. It's like you typically I'm tied to revenues because I 275 00:17:32.380 --> 00:17:34.019 think that that's a reference point that people see. So from like sort of 276 00:17:34.019 --> 00:17:38.180 the zero to fifteen thousand, trying to make the leap from like fifteen thousand 277 00:17:38.220 --> 00:17:41.259 and thirty thousand a month, I'll get stuck in that, in that gap 278 00:17:41.259 --> 00:17:45.089 right there. And that first gap is what we call the no money gap. 279 00:17:45.490 --> 00:17:49.089 Right. So the no money gap sounds like this. I've got no 280 00:17:49.250 --> 00:17:53.210 money, so I do no advertising, so I have no new patients, 281 00:17:53.410 --> 00:17:56.809 so I have no money. Right. So they get caught in sort of 282 00:17:56.849 --> 00:18:00.960 this this practice Eddie. Right. So instead of having this nice trajectory they're 283 00:18:00.000 --> 00:18:03.039 going, all of a sudden they hit this place where, like man, 284 00:18:03.079 --> 00:18:07.240 I just don't have the money to invest in the marketing that I need to 285 00:18:07.319 --> 00:18:11.519 do to attract more new patients so that I can get more money to reinvest 286 00:18:11.519 --> 00:18:14.029 in my business. Right. So that first one, Ronnie, is really 287 00:18:14.029 --> 00:18:17.789 the no money gap. That's a really painful place and that's where a lot 288 00:18:17.869 --> 00:18:21.589 of doctors, young doctors, meet us in the very beginning and I was 289 00:18:21.750 --> 00:18:23.910 like man, I've got to this point where I'm like, I know I 290 00:18:25.069 --> 00:18:30.140 need to do some some some marketing and some elements to build my practice to 291 00:18:30.220 --> 00:18:32.819 the next level. I also know I need to invest in bringing in team 292 00:18:32.900 --> 00:18:36.579 members. I know I need to invest in maybe some technology or better equipment 293 00:18:36.619 --> 00:18:38.460 or whenever it is right. But they kind of get this place where they're 294 00:18:38.500 --> 00:18:42.930 stuck and that no money gap. You know they can really get jammed up 295 00:18:42.970 --> 00:18:45.210 there. So the first thing we do is help them get over that first 296 00:18:45.569 --> 00:18:48.450 you know that first gap. Get on the other side of that and you 297 00:18:48.529 --> 00:18:55.650 know really that it's it's a low cost or no cost approach to marketing that 298 00:18:55.720 --> 00:18:59.039 you and I were born and raised to do right. So the idea of 299 00:18:59.160 --> 00:19:02.279 like there's so many things that we teach that are low cost, are no 300 00:19:02.519 --> 00:19:06.599 cost for these Cairos to do to get that momentum, going to get that 301 00:19:07.039 --> 00:19:11.309 practice base, building that rate, that that base of raving fans that you 302 00:19:11.390 --> 00:19:15.789 can then leverage into offer their opportunities to do outside talks and spinal screenings in 303 00:19:15.869 --> 00:19:19.230 corporate wellness, etc. You can start building your virtual tribe with your facebook 304 00:19:19.269 --> 00:19:23.579 forums and teaching facebook lives and webinars inside of there. This all sorts of 305 00:19:25.019 --> 00:19:30.779 real, actual and virtual networking that you can do that really drives some content 306 00:19:30.900 --> 00:19:34.500 marketing moves that we teach that are really strong, that turn people in and 307 00:19:34.619 --> 00:19:37.259 they get them right or they bridge that gap to get right on the other 308 00:19:37.299 --> 00:19:41.089 side of that money gap. So I'd say that's that first one. The 309 00:19:41.329 --> 00:19:47.130 second in that second stage when you get into build, very often doctors will 310 00:19:47.170 --> 00:19:49.609 come to us and they'll get stuck. It's that thirty to forty five, 311 00:19:49.650 --> 00:19:52.640 but they get stuck before they get to the forty five to sixty zone, 312 00:19:52.759 --> 00:19:56.200 sixtyzero a month right and in that middle they'll find themselves stuck. there. 313 00:19:56.640 --> 00:20:00.359 They're busy but they're not busy enough. Right there, there, there they 314 00:20:00.480 --> 00:20:03.319 feel really busy but they're not as successful as they want to be. They 315 00:20:03.359 --> 00:20:07.349 know they're not making the impact and they're not making the income they want to 316 00:20:07.390 --> 00:20:11.190 make. So they get set. They get stuck in the second gap we 317 00:20:11.309 --> 00:20:14.309 see, which is what we call the replacians gap, right, and the 318 00:20:14.430 --> 00:20:18.630 replacians gap is their conversion process. They've new patients coming in, but their 319 00:20:18.670 --> 00:20:22.259 conversion process is week, so they end up with week starts. So they 320 00:20:22.339 --> 00:20:26.740 get poor compliance with their patients and then the patients drop out of care and 321 00:20:26.819 --> 00:20:30.980 now they have to replace those patients. So now you get this revolving door 322 00:20:30.019 --> 00:20:33.579 effect going on in the practice, right. So we're busy enough where we 323 00:20:33.619 --> 00:20:37.569 can't do some of the things that built some of the real relationships that we 324 00:20:37.690 --> 00:20:41.609 start with. We start getting frenetic in the practice and we don't build that 325 00:20:41.730 --> 00:20:44.369 connection with our patients and next thing you know, because they got a week 326 00:20:44.450 --> 00:20:47.690 start, they drop out of care and now we're again we're caught in this 327 00:20:47.809 --> 00:20:51.559 Eddie. The second one of like man, I do week starts with my 328 00:20:51.720 --> 00:20:53.559 patients. So they don't comply to their care and fallow the care plan, 329 00:20:53.680 --> 00:20:56.759 so they don't get the results that they want, they end up dropping out 330 00:20:56.759 --> 00:20:59.759 of care and now I've got to get more new patients to replace them. 331 00:21:00.039 --> 00:21:03.349 So that's a second gap we see quite commonly and that's the replacients gap, 332 00:21:03.670 --> 00:21:07.190 doctor, and I know you're not in your head right now. You've been 333 00:21:07.230 --> 00:21:10.390 there before. You might see it with one of your associate doctors, but 334 00:21:10.509 --> 00:21:11.950 I mean this is a tough spot, man, and this is one that 335 00:21:11.990 --> 00:21:15.549 people have a hard time overcoming. Big Time, big time. And so 336 00:21:15.750 --> 00:21:22.259 now we move into that next phase of scaling and I feel like again we 337 00:21:22.339 --> 00:21:25.380 can. I'm packed us a little deeper later, but I feel like a 338 00:21:25.460 --> 00:21:30.700 lot of people, how's that transition from build to scale? I mean that's 339 00:21:30.859 --> 00:21:34.089 not so easy, right, it's not. It's not. And you know, 340 00:21:34.410 --> 00:21:37.890 once we get like, for example, in that last gap, we 341 00:21:38.049 --> 00:21:42.250 fix that conversion process. People think they have a retention issue because it's showing 342 00:21:42.289 --> 00:21:45.250 up as people aren't staying right, so they think it's a retension issue, 343 00:21:45.450 --> 00:21:49.759 but it's actually a conversion issue, right. So we fix their conversion process 344 00:21:49.839 --> 00:21:53.640 and the conversion system so they end up with strong starts with their patients so 345 00:21:53.839 --> 00:21:57.480 that they stay undercare. And now what they're doing is they're creating ideal patients 346 00:21:57.799 --> 00:22:02.549 and they're collecting ideal patients with each conversion, right. So so once we 347 00:22:02.589 --> 00:22:03.710 get them on the other side of that, then we get into scale. 348 00:22:03.710 --> 00:22:08.069 Right. So scale, usually it's a team building issue, right so, 349 00:22:08.349 --> 00:22:11.630 because, you know, you've heard me say it before, at ninety five 350 00:22:11.630 --> 00:22:14.750 percent of our problems are people problems. Right. So it comes down to 351 00:22:14.910 --> 00:22:18.460 if you really want to go and grow and build a really substantial practice, 352 00:22:18.460 --> 00:22:21.900 it's making the biggest impact, right so if you want to really lift your 353 00:22:21.900 --> 00:22:25.660 potential, you can't do this alone. Right. So what are the what's 354 00:22:25.700 --> 00:22:27.539 that Old African proverb? If you want to go faster, go alone, 355 00:22:27.539 --> 00:22:30.369 if you want to go further, go together. Right. So I'm such 356 00:22:30.410 --> 00:22:33.369 a team builder. Right. So it's like you want to be surrounding yourself 357 00:22:33.410 --> 00:22:37.049 with people that are smarter than you, that are better than you at those 358 00:22:37.049 --> 00:22:38.809 tasks. Right. You need to get smaller while your team gets bigger, 359 00:22:38.809 --> 00:22:41.369 and I don't mean just buy numbers, but I mean their contribution to the 360 00:22:41.410 --> 00:22:45.839 success of the practice. Right. So it ends up being a team issue, 361 00:22:45.880 --> 00:22:48.240 right. So, and they do the same thing. It sounds very 362 00:22:48.240 --> 00:22:52.200 similar to the new patient replactions, but there's a scale gap here where they're 363 00:22:52.200 --> 00:22:56.039 not able to bring in the right people, right, whether they're not interviewing 364 00:22:56.119 --> 00:23:00.670 well, or they're not hiring well or they're not compensating properly. So they 365 00:23:00.750 --> 00:23:03.950 bring in, they get a week start with a person, the person ends 366 00:23:03.990 --> 00:23:07.509 up dropping out and you know, support expectations and agreements. Then they quit 367 00:23:07.829 --> 00:23:11.710 and now you have to replace that person. Man So many docks that we 368 00:23:11.789 --> 00:23:15.220 meet. They're constantly replacing their team members, right, and that's just is 369 00:23:15.299 --> 00:23:19.140 so frustrating. It sucks all the energy out of your practice, then out 370 00:23:19.180 --> 00:23:22.900 of your team, out of the room, and it reflects poorly into your 371 00:23:22.940 --> 00:23:26.980 community when your frontdesk person just keeps turning over, turnover and you're like, 372 00:23:26.059 --> 00:23:30.089 oh my gosh, I can't on board one more person. Don't even ask 373 00:23:30.130 --> 00:23:33.049 me to train another person. I have to train another person right. So 374 00:23:33.130 --> 00:23:37.490 they end up with this again, another cyclical gap, and it's the scale 375 00:23:37.529 --> 00:23:41.720 gap and it comes down to not knowing how to find an interview, hire 376 00:23:41.799 --> 00:23:45.160 and on board, set up expectations and agreements and to be able to train 377 00:23:45.240 --> 00:23:48.519 your people. This is our team building process, which is so critically important. 378 00:23:48.559 --> 00:23:52.640 But man running, you know what, you've been there. Once you 379 00:23:52.759 --> 00:23:56.349 get a world class team around you and you actually establish that team, driven 380 00:23:56.430 --> 00:24:00.230 to practice, all the energy that comes out of that and man that team 381 00:24:00.309 --> 00:24:03.869 will build your practice for you. They're not just going to come alongside and 382 00:24:03.950 --> 00:24:07.069 support you while Doctor Ron does all the things that makes the stuff happen right. 383 00:24:07.269 --> 00:24:10.700 They're actually run it out in front of you, right, pulled into 384 00:24:10.900 --> 00:24:12.859 pulling the noodle, we like to say, right. So that's just when 385 00:24:12.900 --> 00:24:17.059 you get them on the other side of that man it's the sky is the 386 00:24:17.180 --> 00:24:21.779 limit, right, and that's when you, I can actually achieve that remarkable 387 00:24:21.819 --> 00:24:25.690 practice as part of a remarkable life, not instead of one, because you're 388 00:24:25.690 --> 00:24:29.930 building the business that supports the remarkable life, not competes with it. Yeah, 389 00:24:29.970 --> 00:24:33.490 that's beautiful, beautiful and I love that statement. I think you know 390 00:24:33.569 --> 00:24:37.640 I personally experienced that palpable tension that you describe. They're not just in the 391 00:24:37.680 --> 00:24:44.279 team building part, certainly felt that they're, but that palpable tension between building 392 00:24:44.400 --> 00:24:48.920 this remarkable practice, as you will but at the same time feeling my heart 393 00:24:48.000 --> 00:24:52.640 pulled toward wanting to be the best husband I could be and being the best 394 00:24:52.640 --> 00:24:55.269 dad I can be. And I know a lot of a lot of doctors 395 00:24:55.390 --> 00:24:59.589 that are watching right now are living that conflict out right now. So is 396 00:24:59.710 --> 00:25:03.670 there any other pearls of wisdom that you can give us relative to what I 397 00:25:03.789 --> 00:25:07.220 just said about that? I don't know if I like that word work life 398 00:25:07.259 --> 00:25:10.980 balance, if that exists, but you know that that delicate balance there. 399 00:25:11.339 --> 00:25:15.859 I think balance is is a really popular phrase, like when people talk about 400 00:25:15.859 --> 00:25:18.940 work life balance, but let's face it, we're on a mission right. 401 00:25:18.940 --> 00:25:22.849 We're a purpose driven people and we're trying to save the planet. Right. 402 00:25:23.009 --> 00:25:27.569 So you're not gonna be able to achieve of a life of perfect balance and 403 00:25:29.609 --> 00:25:33.970 save the planet simultaneously, at least not concurrently. Right. So balance is 404 00:25:34.009 --> 00:25:38.039 important, don't get me wrong. Right. But balance should be a reference 405 00:25:38.079 --> 00:25:42.480 point, right. So sort of like the way a sailor uses the horizon 406 00:25:42.519 --> 00:25:47.400 when they're sailing. Right. So the horizons not the the destination, it's 407 00:25:47.440 --> 00:25:52.150 not the goal, right, it's just a reference point. So I think 408 00:25:52.190 --> 00:25:59.150 a better what we actually should be seeking is alignment, not balance. Right. 409 00:25:59.390 --> 00:26:03.109 So alignment is so critical here. And you know how good is God, 410 00:26:03.230 --> 00:26:06.900 right, like that's the word for what success means in the inside of 411 00:26:06.900 --> 00:26:10.380 the remarkable practice. That's how we define success, and nobody can tell you 412 00:26:10.420 --> 00:26:12.700 what success looks like. You know, and you should let anybody try to 413 00:26:12.740 --> 00:26:17.099 do that. Right. So that's a real disservice. Too many people walking 414 00:26:17.140 --> 00:26:21.170 around with an image of success or a vision for success that that's you, 415 00:26:21.569 --> 00:26:23.529 was borrowed from somebody else or, worse, given to them by somebody else 416 00:26:23.529 --> 00:26:27.009 or projected on them. Right. So my pastor said something once it really 417 00:26:27.009 --> 00:26:30.849 stuck with the which was the cautious how you define success because you're going to 418 00:26:30.890 --> 00:26:34.200 spend a lifetime pursuing it. Right. So I took that really seriously. 419 00:26:34.240 --> 00:26:37.920 I found that really convicting because I realized at one point I was chasing somebody 420 00:26:37.960 --> 00:26:41.160 else's vision for success and it was to my own detriment, right, my 421 00:26:41.240 --> 00:26:45.240 physical health and my happiness, my joy, you know, stressing my marriage, 422 00:26:45.319 --> 00:26:49.069 and it was before we had kids, thankfully, right. So Camille 423 00:26:49.109 --> 00:26:55.190 and I really got right with the concept of alignment and what six success can 424 00:26:55.309 --> 00:26:59.589 live in a place where, in it's sustainable when you have alignment between three 425 00:26:59.630 --> 00:27:03.059 things, when you have alignment between your core values and your vision story of 426 00:27:03.099 --> 00:27:07.660 success in your behavior. Right, when those three things are lined up, 427 00:27:07.700 --> 00:27:11.059 when you have alignment, that's where success lives. Right. So it's so 428 00:27:11.140 --> 00:27:14.059 critically important that you know what are your core values? Would a most important 429 00:27:14.059 --> 00:27:15.730 to me? What are the things that are most important to us if you're 430 00:27:15.730 --> 00:27:18.809 sharing a life with somebody? And then what's our vision of success, like 431 00:27:18.930 --> 00:27:22.450 where are we now? We're do we want to be in five to ten 432 00:27:22.529 --> 00:27:25.410 years, and where we going next, like twelve months from now? And 433 00:27:25.569 --> 00:27:29.329 then your behaviors, making sure that there's alignment there, that your behaviors line 434 00:27:29.369 --> 00:27:33.079 up with those two things. When you experience that alignment, that's where success 435 00:27:33.160 --> 00:27:37.039 lives. And anywhere with this misalignment between those three things, wherever there's subluxation, 436 00:27:37.400 --> 00:27:41.440 that's where you have stress and breakdown and disase right and disharmony. So 437 00:27:42.000 --> 00:27:45.150 you know, that's the that's the key man, is making sure that you're 438 00:27:45.150 --> 00:27:49.829 experiencing that alignment. Yeah, it's so beautiful to hear you answer these questions 439 00:27:49.910 --> 00:27:53.950 because you know I'm you know my journey and how I'm just kind of lived 440 00:27:53.990 --> 00:27:57.390 this out exactly how you said. One other thing. You know, I 441 00:27:59.220 --> 00:28:00.859 think a lot of docs, and you kind of touched on it a little 442 00:28:00.859 --> 00:28:06.539 bit when you talked about building remarkable teams. You know, they they build 443 00:28:06.579 --> 00:28:10.380 these personality based, you know, practices that are kind of built on their 444 00:28:10.420 --> 00:28:14.529 ego and their personality, but yet they get to this point where they realize 445 00:28:14.609 --> 00:28:17.930 they're doing as much as they can do and so kind of give us some 446 00:28:18.009 --> 00:28:22.569 practical guidelines of hiring associates. You heard me use the expression paint yourself into 447 00:28:22.569 --> 00:28:25.490 the corner and you know, thanks for saying that, Ronnie, because you 448 00:28:25.849 --> 00:28:29.279 whatever fluency you're picking up on is only because I've lived out all of these 449 00:28:29.400 --> 00:28:32.720 mistakes myself, right. So you know I'm not one of those leaders. 450 00:28:32.759 --> 00:28:34.680 It's a you know, I you know I did it all right. And 451 00:28:34.880 --> 00:28:38.240 you know we like to say remarkable does not imply perfect, right. So 452 00:28:38.799 --> 00:28:41.630 we teach from scar tissue, right as you know that, because you know 453 00:28:42.430 --> 00:28:45.109 I'm always quick to share my examples of here. Let me tell you the 454 00:28:45.269 --> 00:28:48.430 nine ways I screwed this up right, and I figured it out. Let 455 00:28:48.470 --> 00:28:52.509 me save you some pain, let me save you sometimes some money, some 456 00:28:52.670 --> 00:28:55.819 brain damage. This is the you know, don't do it these three ways, 457 00:28:56.099 --> 00:28:59.140 do it this way, right. So we've repeated this ourselves and then 458 00:28:59.140 --> 00:29:02.539 taught a thousand doctors to do it successfully. So you know, that's that's 459 00:29:02.619 --> 00:29:07.019 really you know, that's really kind of the biggest the biggest takeaway out of 460 00:29:07.059 --> 00:29:10.609 that, as is is it just, you know, we're teaching from a 461 00:29:10.650 --> 00:29:15.970 place of like we've made these mistakes ourselves, and so whenever you hear you 462 00:29:15.049 --> 00:29:18.210 know specially, I can't speak for anybody else, but whenever you hear me 463 00:29:18.289 --> 00:29:21.170 speaking, I'm always thinking like, Oh yeah, no, I know exactly 464 00:29:21.210 --> 00:29:25.119 what you're thinking about doing. Don't do it that way. I tried it 465 00:29:25.240 --> 00:29:26.920 that way. In fact, let me tell you the seven ways I screwed 466 00:29:27.000 --> 00:29:32.720 that specific thing up and then finally figured it out. So just start where 467 00:29:32.759 --> 00:29:37.559 you're at right now and don't get discouraged, don't don't feel don't feel bad 468 00:29:37.589 --> 00:29:41.150 when things don't go as planned. Right, and I love what the Navy 469 00:29:41.190 --> 00:29:47.509 Sal's say about this, that failures not the opposite of success. Failure is 470 00:29:47.670 --> 00:29:51.470 part of success. Right. So, when we hear failure is not an 471 00:29:51.549 --> 00:29:55.220 option, Ronnie, you and I did seal fit together a few years ago 472 00:29:55.539 --> 00:29:56.980 and we thought it was a really good idea to go and train with the 473 00:29:57.019 --> 00:30:00.059 Navy Seals. That was a lot of fun. Right. So, if 474 00:30:00.099 --> 00:30:04.099 you remember what I remember from that, they said failure is part of success. 475 00:30:04.539 --> 00:30:10.049 Right, it's it's win, win, win, fail win, win, 476 00:30:10.130 --> 00:30:11.690 win, fail. You know, it's win or learn. Right. 477 00:30:11.809 --> 00:30:17.369 So it's you're going to you're going to move so forward so intensely with such 478 00:30:17.410 --> 00:30:21.480 an on such a mission that you have to expect that failure is going to 479 00:30:21.519 --> 00:30:23.839 be part of success and that way you're not surprised by it. Right, 480 00:30:23.880 --> 00:30:27.400 it just lets you know that you're moving forward. So every failure it's just 481 00:30:27.640 --> 00:30:32.039 win or learn. And as long as you're learning as you go, man, 482 00:30:32.160 --> 00:30:36.430 you're on path. That's right. And you said something really profound earlier 483 00:30:36.509 --> 00:30:40.630 about, you know, the whole idea of bringing somebody on with without having 484 00:30:41.109 --> 00:30:45.990 expectations and agreements in place, and so touch on that. But also touch 485 00:30:45.029 --> 00:30:48.910 on you know, is there a sweet spot number where you think a doc 486 00:30:49.019 --> 00:30:52.660 should start? Because you mentioned some revenue numbers. Is there a sweet spot 487 00:30:52.700 --> 00:30:59.059 number when a doctor should start thinking about associate yeah, so that's a question 488 00:30:59.059 --> 00:31:00.380 we get quite a bit, like readiness, like when do I know I'm 489 00:31:00.420 --> 00:31:04.569 ready to bring on an associate? Man, you know what I wish I 490 00:31:04.650 --> 00:31:07.410 could just give you the three bullets at when you take these three boxes, 491 00:31:07.490 --> 00:31:11.970 you're ready, I'll give you five guidelines to go by. Right. But 492 00:31:12.490 --> 00:31:17.609 you know, the truth is is that every scenario is very, very different 493 00:31:17.809 --> 00:31:19.039 and it's going to depend on a few things, right. It's going to 494 00:31:19.039 --> 00:31:22.920 depend on what is your vision story, like what a success look like to 495 00:31:22.960 --> 00:31:25.880 you? What do you trying to accomplish, like why do you want to 496 00:31:25.920 --> 00:31:29.920 hire an associate doctor? This is many stories behind that question, as there 497 00:31:29.960 --> 00:31:33.349 are potential associate doctors for you to hire. Right, so you got to 498 00:31:33.430 --> 00:31:36.349 be super clear on what are you trying to accomplish? Are you looking for 499 00:31:37.230 --> 00:31:38.349 scalability? You want to be able to serve more, do you? Are 500 00:31:38.349 --> 00:31:41.990 you looking for time freedom and you want durability? Right. Are you looking 501 00:31:41.069 --> 00:31:45.190 to reduce your exposure because you've the only person in there and God forbid anything 502 00:31:45.190 --> 00:31:48.940 happens to you? You know you're exposed. You want to mitigate that risk. 503 00:31:48.940 --> 00:31:52.059 Are you looking to plant multiple practices in a pumpkin patch around you and 504 00:31:52.140 --> 00:31:56.420 you want to go full on hardcore scaling? Right. Do you want to 505 00:31:56.819 --> 00:32:00.299 bring on somebody who's going to help facilitate your efficiency in the practice and somebody 506 00:32:00.299 --> 00:32:04.130 who's going to help with examinations? Right? Do we want to bring in 507 00:32:04.170 --> 00:32:06.970 a doctor that's going to help with marketings? Ay? What is what, 508 00:32:07.130 --> 00:32:10.009 specifically, are you looking to accomplish? Maybe you're looking for your successor, 509 00:32:10.049 --> 00:32:13.769 right, and it's time for you to say, you know, hey, 510 00:32:13.809 --> 00:32:15.279 I want to I want to find, you know, who's going to take 511 00:32:15.319 --> 00:32:19.640 this place over so that this practice doesn't retire with me. Right. So 512 00:32:20.119 --> 00:32:22.200 you know, that's one of the first and most important things that we ask 513 00:32:22.359 --> 00:32:25.400 is why do you want to hire somebody? What are you trying to accomplish? 514 00:32:25.400 --> 00:32:30.069 Right, and then it's what does success look like to you? In 515 00:32:30.150 --> 00:32:31.750 other words, once you hire them, what do you want them to do 516 00:32:32.029 --> 00:32:36.230 to help you manifest that vision story? Right, what's their job description? 517 00:32:37.029 --> 00:32:40.269 And then what's the exit strategy? Where is this going? Right? So 518 00:32:40.750 --> 00:32:45.299 all of those questions need to be asked before I can say you're now ready 519 00:32:45.299 --> 00:32:47.259 to hire an associate doctor. Right. So, but let's double back and 520 00:32:47.339 --> 00:32:51.019 let's take the most common example, which is, Hey, listen, I'm 521 00:32:51.019 --> 00:32:52.339 in here. I'd love to have another doctor in here so I could serve 522 00:32:52.380 --> 00:32:54.619 more people, I can make a bigger impact, make a of your income. 523 00:32:54.859 --> 00:32:59.490 Right. So the question is, you know, number one, are 524 00:32:59.569 --> 00:33:01.490 you ready as a leader? You know, do you have the maturity to 525 00:33:01.529 --> 00:33:05.410 be a leader? You're going from owner, operator to CEO once you hire 526 00:33:05.450 --> 00:33:09.089 another professional. So check yourself. Do you have the leadership maturity to lead 527 00:33:09.089 --> 00:33:13.319 another professional? Number two, do you have a mature team? Do you 528 00:33:13.359 --> 00:33:15.960 have a team that's stable? So you don't want to bring another associate doctor 529 00:33:16.079 --> 00:33:19.880 in, another doctor into an environment that's a circus, right, with all 530 00:33:19.920 --> 00:33:22.519 this turnover and there's no discipline on that team. Right. So poor team 531 00:33:22.599 --> 00:33:28.349 culture. That's like the parents who decide we're or the couple that decides we're 532 00:33:28.349 --> 00:33:30.750 having real problems with our marriage, let's have a baby. That'll fix everything, 533 00:33:30.789 --> 00:33:34.869 right. So that's that same approach that so many docs take. You 534 00:33:34.950 --> 00:33:37.509 know, it's like, do you have a stable team? Then it's do 535 00:33:37.549 --> 00:33:40.740 you have your processes in place right? If you want to create a business 536 00:33:40.779 --> 00:33:44.980 that's going to be scalable, you have to have your processes and procedures in 537 00:33:45.059 --> 00:33:47.259 place. You have to have them captured in manuals so that you have a 538 00:33:47.339 --> 00:33:50.980 standard you can hand to somebody and say this is what we do in this 539 00:33:51.059 --> 00:33:53.019 is how we do it here. And then do you have a training culture? 540 00:33:53.180 --> 00:33:55.849 Because you're going to want to train up your doc right, train your 541 00:33:55.849 --> 00:33:59.289 doctor or smash your head against the wall, your choice. Right. So 542 00:33:59.769 --> 00:34:02.369 your you have to invest in training your associate doctor so that they do it 543 00:34:02.450 --> 00:34:07.050 the way you want it done right, and ultimately it is the best return 544 00:34:07.170 --> 00:34:10.480 on the investment of your time. And then, finally, can you afford 545 00:34:10.800 --> 00:34:15.159 to have an associate doctor? Right? So the truth is is most Docs 546 00:34:15.519 --> 00:34:19.320 have no idea what it takes to set up in a successful, long term, 547 00:34:19.400 --> 00:34:22.400 productive relationship. And when they do it right, Ronnie, this is 548 00:34:22.599 --> 00:34:25.429 a huge win for the owner and a huge win for the talent right. 549 00:34:25.469 --> 00:34:28.829 It's a huge win for the owning doc. It's a huge win for the 550 00:34:28.869 --> 00:34:31.230 associate doctor that you're hiring. So you've got to pay these guys well. 551 00:34:31.630 --> 00:34:35.510 These guys and gals are going to be worth their weight in gold as long 552 00:34:35.550 --> 00:34:37.389 as you've got your act together and you know what you're doing. If you're 553 00:34:37.389 --> 00:34:42.659 bringing in a caregiver or bringing in a business builder, exactly what are their 554 00:34:42.699 --> 00:34:45.460 jobs ships? What do you expect from them? Both of them are worth 555 00:34:45.539 --> 00:34:49.539 their weight in gold if you set up their job description properly and then you 556 00:34:49.699 --> 00:34:53.690 train them properly and then you set up their compensation plan properly so they're incentivised 557 00:34:53.769 --> 00:34:58.250 and all of it is in alignment. If you mix any of those three 558 00:34:58.289 --> 00:35:00.489 up and you bring in the wrong person, put them in the wrong roll 559 00:35:00.570 --> 00:35:02.969 and pay them the wrong way, not the wrong amount, the wrong way, 560 00:35:04.250 --> 00:35:07.000 you're going to screw it up and sixty seven percent of these relationships fail, 561 00:35:07.480 --> 00:35:10.480 which is where you can hear my passion on this topic. You know, 562 00:35:10.599 --> 00:35:14.800 we've helped so many doctors do this right and when they do it's a 563 00:35:14.840 --> 00:35:19.719 huge win. Everybody wins right and they want to have three and four social 564 00:35:19.760 --> 00:35:22.469 doctors because they're like wow, I have a business inside my business. Thank 565 00:35:22.510 --> 00:35:25.630 you so much. I followed the system right. When they try to do 566 00:35:25.710 --> 00:35:30.070 it on their own, sixty seven percent of these fail and it's messy, 567 00:35:30.190 --> 00:35:34.389 man. It's like a divorce. It's painful, it takes, its stressful 568 00:35:34.389 --> 00:35:37.699 and it's and it takes. It's a time stuck and it's super expensive. 569 00:35:37.739 --> 00:35:40.300 Yeah, super expensive. Yeah, you're right. So kind of earlier you 570 00:35:40.420 --> 00:35:44.059 touched on and will kind of wind down with some of this, but you 571 00:35:44.219 --> 00:35:49.260 touched on, you know, these four seasons and you also mentioned that many 572 00:35:49.380 --> 00:35:52.210 docks get to the end of their rope and they want to sell their practice 573 00:35:52.250 --> 00:35:54.969 and they're still in build mode. Versus is. So you got that example. 574 00:35:55.289 --> 00:35:58.849 So if you could just a couple nuggets on that, but also, 575 00:35:59.010 --> 00:36:02.210 can you give us a real world example of somebody you know or have worked 576 00:36:02.289 --> 00:36:08.400 with who did gracefully and in a lucrative way exit their practice? Oh yeah, 577 00:36:08.440 --> 00:36:14.039 absolutely. So, if you're like most Cairos and you go your whole 578 00:36:14.079 --> 00:36:16.440 career as the owner operator, no other associate doctors in there, the only 579 00:36:16.440 --> 00:36:20.630 DC, and you go to sell your practice, you know you have a 580 00:36:20.670 --> 00:36:24.550 job right and most likely you have a personality driven practice where people are there 581 00:36:24.590 --> 00:36:29.630 for the Chiropractor, not the chiropractor chiropractic. They're there for the adjust or 582 00:36:29.789 --> 00:36:31.829 not the adjustment. We've all been there. I certainly built something like that 583 00:36:31.980 --> 00:36:36.340 for five years before you know, I had the wake up, Aha moment, 584 00:36:36.460 --> 00:36:39.579 right. So you you you've got to recognize that the value of that 585 00:36:39.739 --> 00:36:44.860 practice is much, much lower on the street than you think it is. 586 00:36:44.980 --> 00:36:49.250 And I've walked so many people through this incredibly painful experience of trying to sell 587 00:36:49.289 --> 00:36:52.530 their practice because they think it's worth this number and the street value on it 588 00:36:52.650 --> 00:36:58.050 is definitely nowhere near what they think. So that is super painful. So 589 00:36:58.170 --> 00:37:00.809 what we do run is when doctors come to us in that situation, I'm 590 00:37:00.849 --> 00:37:04.440 like timeout, man, as long as there's no urgency, let's take your 591 00:37:04.480 --> 00:37:07.679 job and turn it into a business. And then, if we do this 592 00:37:07.880 --> 00:37:12.199 properly, you follow my system, people will compete to buy that business and 593 00:37:12.320 --> 00:37:14.559 not only will they compete to buy it, they going to you're going to 594 00:37:14.639 --> 00:37:16.590 get a much better multiplier, in other words what they're actually going to pay 595 00:37:16.630 --> 00:37:20.630 you for it. Right. So that's the big that's that's really the lesson 596 00:37:20.670 --> 00:37:22.590 people should take from this is like, if you're thinking you're three, four, 597 00:37:22.750 --> 00:37:28.389 five years or even two years out from an exit, please pause right 598 00:37:28.389 --> 00:37:30.380 now and say I need to take this job turn it into a business so 599 00:37:30.579 --> 00:37:34.659 that when I go to sell it, imagine you brought in one or two 600 00:37:34.739 --> 00:37:37.260 caregivers, right, and you spent the next two years getting your practice so 601 00:37:37.300 --> 00:37:40.739 that it was a system where there was one or two other chiropractors taking care 602 00:37:40.780 --> 00:37:44.690 of the patients. You bring in an office manager that you train up to 603 00:37:44.730 --> 00:37:47.889 be a CEO and you're the CEO. And now that businesses for sale. 604 00:37:47.929 --> 00:37:51.289 Guess what? Somebody like me comes in there and looks around and be like 605 00:37:51.329 --> 00:37:53.610 okay, so let me get the straight run. So you've got three docks. 606 00:37:53.650 --> 00:37:57.769 They're adjusting the patients. Most of these patients are on care plans and 607 00:37:57.809 --> 00:38:00.000 they're all prepaid for care. Look at this leigether, these people on wellness 608 00:38:00.079 --> 00:38:04.559 care and the UN monthly ef D's right, and you only adjust like one 609 00:38:04.639 --> 00:38:07.760 third of these patients. Is that right? And that office manager over there, 610 00:38:07.840 --> 00:38:09.400 she comes with the deal, and so do these doctors. Man, 611 00:38:09.519 --> 00:38:14.190 I want to buy his business, and we do that with dogs and they're 612 00:38:14.269 --> 00:38:17.190 like holy crap, I almost made such a terrible misstepth and I almost wasted 613 00:38:17.230 --> 00:38:21.829 the last two years here trying to find a buyer. Then there's a fire 614 00:38:21.989 --> 00:38:24.230 sale and they sell it for much less than it was worth because, though, 615 00:38:24.230 --> 00:38:27.900 during those two years of trying to find a buyer, the practice is 616 00:38:28.059 --> 00:38:30.619 just, you know, it's atrophying and the price is going down and everybody 617 00:38:30.659 --> 00:38:34.900 smells blood on the water when you go to sell that thing. Everybody knows 618 00:38:35.179 --> 00:38:37.139 every month that goes by that practice is doing less and less than less. 619 00:38:37.260 --> 00:38:40.139 It's brutal, man, and that's terrible. We should all we make in 620 00:38:40.219 --> 00:38:44.650 a graceful and profitable exit, right so, and the only way to do 621 00:38:44.769 --> 00:38:46.730 that is to take that job and turn it into a business. I love 622 00:38:46.809 --> 00:38:50.409 that. Man. That is so that's an I call that a nugget. 623 00:38:50.489 --> 00:38:52.570 Man, that is so, so good, and I just want it. 624 00:38:52.809 --> 00:38:57.639 I want to tell you how much I appreciate you personally and you've done so 625 00:38:57.760 --> 00:39:00.920 much for me but also for our great profession, and I just I'm so 626 00:39:01.199 --> 00:39:05.360 thankful for you. And one of the things that you really bless me with 627 00:39:05.519 --> 00:39:09.550 in the last couple of years was you wrote a book, and so I'd 628 00:39:09.590 --> 00:39:14.429 really like to make that available to people. Boom. So give me a 629 00:39:14.510 --> 00:39:15.869 couple like what's a good call to action for this book? Look, how 630 00:39:15.869 --> 00:39:19.309 can I get that book in my hands? All right, yeah, you 631 00:39:19.349 --> 00:39:22.630 can go on to Amazon and buy the book if you'd like, but you 632 00:39:22.710 --> 00:39:23.739 know, you know I love you, Ronnie. So here's what I want 633 00:39:23.739 --> 00:39:29.380 to do. So I'm going to give away an Ebook, you know, 634 00:39:29.500 --> 00:39:31.579 copy of it, right, so the electronic version of my book. I'd 635 00:39:31.579 --> 00:39:34.619 be very happy if you went on to Amazon and bought it. By the 636 00:39:34.619 --> 00:39:36.460 way, you can buy the hardcover. You by the paper, right, 637 00:39:36.739 --> 00:39:38.010 but I want you to get this. I wrote this. Actually, I 638 00:39:38.090 --> 00:39:40.369 wrote this book for my son, who says he wants to be a chiropractor. 639 00:39:40.369 --> 00:39:44.329 But I'm going to let you guys read it. That you I'm going 640 00:39:44.369 --> 00:39:46.929 to give away the ebook version. I believe we're going to put a Oh, 641 00:39:46.969 --> 00:39:49.809 I know what we're going to do. We're going to wear this is 642 00:39:49.849 --> 00:39:52.119 your first episode. So I promise you we're going to get great five star 643 00:39:52.280 --> 00:40:00.039 reviews for this podcast. So whoever gives the first podcast review a great five 644 00:40:00.159 --> 00:40:04.159 Star Review for Dr Ron I will I'm going to give you a sign copy, 645 00:40:04.320 --> 00:40:07.230 a hardcover book. Will drop it in the mail for you. So 646 00:40:07.469 --> 00:40:09.789 the first five star review that we get for Dr Ron in this awesome new 647 00:40:09.829 --> 00:40:15.309 podcast, you get a hardcover sign copy and everybody else will get. Will 648 00:40:15.349 --> 00:40:20.630 make available to you a link for the Ebook and you can get that for 649 00:40:20.750 --> 00:40:22.420 free. So that's my that's my gift. I hope you find that a 650 00:40:22.539 --> 00:40:27.619 blessing and I love to get feedback. So so don't be afraid to reach 651 00:40:27.659 --> 00:40:30.739 out to me as well. Hey, let me let me leave everybody with 652 00:40:30.860 --> 00:40:35.730 this. If they'd like to connect with me, follow the remarkable CEO podcast. 653 00:40:35.730 --> 00:40:37.369 So if you're a podcast listener, you are because you listen into this. 654 00:40:38.050 --> 00:40:44.570 Check out Dr Pe Kimyolo and I over the remarkable CEO podcast. Otherwise, 655 00:40:44.650 --> 00:40:46.969 you can find us on facebook at the remarkable practice. We have an 656 00:40:47.050 --> 00:40:50.960 awesome free private group that you can jump into. If you like this, 657 00:40:51.039 --> 00:40:54.880 you're going to love that group, and also Dr Steven F D are Stephen 658 00:40:54.960 --> 00:40:59.440 F on instagram. If you want to follow me on Instagram, Dr Stephen 659 00:40:59.519 --> 00:41:04.349 with a Pah F. I hope that, like me, you receive so 660 00:41:04.469 --> 00:41:07.909 much from today's time with Dr Stephen. We're so grateful for you, Stephen, 661 00:41:07.150 --> 00:41:09.949 and for those of you that tuned into our episode today. I just 662 00:41:10.030 --> 00:41:15.150 wanted to tell you good job for taking the time for personal development and personal 663 00:41:15.269 --> 00:41:17.820 growth. You will never regret that, and I just want you to know 664 00:41:17.900 --> 00:41:22.940 that we have some amazing episodes coming your way. Our next episode will feature 665 00:41:22.940 --> 00:41:25.300 Dr Matt Hubbard, Sandys finest. But Dr Matt, we're going to have 666 00:41:25.460 --> 00:41:30.420 pack how to collect ideal new patients. The heart behind this, this podcast 667 00:41:30.500 --> 00:41:37.170 series is truly to help chiropractors reach your full potential, and I resonate with 668 00:41:37.329 --> 00:41:39.210 that every day, all day, and I'm so excited to be part of 669 00:41:39.289 --> 00:41:42.449 this. So I wanted to do a big shout out. Thank you to 670 00:41:42.489 --> 00:41:45.329 hire touch for this and in closing, I just want to make sure you 671 00:41:45.449 --> 00:41:47.840 all stay well adjusted and we'll see you later. Doc. Thanks, dark 672 00:41:47.840 --> 00:41:51.360 drawing doubles brother. I have a great day. You guys.