Episode Transcript
WEBVTT
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Welcome to this edition of catch up
with Cairo touch. My Name is Dr
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Ronnie Sims and I'm your host today. Our whole goal with this is to
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help you reach your full potential and
we think that what the world needs more
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now than ever is chiropractors to be
at their best. So this podcast is
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in the spirit of that, and
so today we're going to really dive into
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helping you find your Chiro identity.
I feel like so many chiropractors on this
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call and in the profession today are
having little bit of what we call identity
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crisis, where they just don't know
really what the unique gifts and talents are
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and they maybe are operating as a
round peg in a square hole and it
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just there may be either burning out
or they just don't know what to do
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next. So I could not have
a better guest on with me today to
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talk about these things. I'm really
talking about a wonderful game Dr Alan Minor
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and Dr Allen. If you haven't
met Dr Allen, is one of those
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unique individuals within chiropractic that has so
much to say, but he does it
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in such a humble way and I
just really appreciate that about him. It's
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got the real humble spirit of a
leader that is just willing to help and
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help chiropractors grow. He not only
operates and owns a beautiful family wellness practice
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and Alburquerque in New Mexico, healthquest
Chiropractic, where he has multiple associates and
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multiple locations, he's also co founder
and principle in a wonderful company that I
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use called Chiro matchmakers. And though
this is not a chiropraedic dating service,
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hire matchmakers is a business that helps
chiropractors like myself, like you, help
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build your dream practice and build your
Dream Team by pairing you with the right
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associates and the right CAA is to
reach your vision. And so, Dr
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Allen Minor, welcome to our show. We're so glad to have you here.
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Brother, thanks, and so let's
go ahead. I'M gonna dive right
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into the questions. Okay, acter
and I think this topic is right in
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your sweet spot based on our past
conversations. But the first question is,
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is this whole thing about finding your
true identity? You know, when I
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say that, a lot of docks
in the car are going to probably be
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looking at this going well, how
do I do that you know and most
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people, I think, kind of
think they know their identity, but as
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I learned when I went through your
work, I realize some things about myself
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that I just didn't know. But
can you kind of talk about that and
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talk also within that answer, about
the different kind of genotypes and breeds within
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our profession? Yeah, sure,
it's like always. We like to say
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this is all come about from our
scar tissue, from our failures, and
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we do. We have clinics and
Albuquerque, in New Mexico and and Dallas
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Texas, and starting out on that
path we failed several times, pretty miserably
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and pretty expensively, and I'm one
of those people who just always had this
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vision of scaling a lot of clinics
and as I started that, we really
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tripped coming out of the gate with
with a couple offices we ended up having
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to close because they failed. And
in that stress, in that burning down
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process, there are a lot of
answers for me, and you know how
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how things work. On all of
a sudden the right people kind of came
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into my life and and gave me
some insights, and one of the big
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insights was starting to analyze, you
know, why some groups not only in
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Chiropractic is with offices, but other
groups and all aspects of life. You
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know why do some groups just kind
of click in? And you've been in
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practice with multiple practice is long enough
for on that. You've seen that.
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You get those teams and periods where
it's just there's something special and you get
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those teams where everybody's offbeat and things
never get going. And so I knew
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that I wanted to scale multiple clinics. We had to figure this out.
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It was just too expensive to have
practices fail. And so he alone behold.
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There's an entire science and entire world
behind measuring predictive behavioral makeup of individuals
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and as we started looking at that
in my own clinics, we got some
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really profound insights on why, you
know, we actually were able to vary
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strategically and systematically measure and predict how
certain groups and individuals worked together and who
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was most poised for success under our
system, inside of the culture of our
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offices, and and who is really
primed and not to succeed. And that
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has just really enabled us to move
things to where we're at today and wouldn't
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have been for for that understanding.
And so then at the time I was
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involved in a CEO Group and I
started having other CEO members asked me to
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help them with you know, they've
been on their third COO in the last
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year, or somebody had two great
salespeople but eight that weren't performing, or
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did all these funny scenarios that we
started using these tools on and and kind
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of honing this skill in this craft. At the same time I had other
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chiropractor friends starting to reach out saying
hey, I heard about what you're doing.
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You know, we keep having turnover
at the front desk or in the
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back office, or we can't find
an associate hole stay longer, they're not
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performing how they want. And so
when I say CAIRA matchmakers was formed out
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of scar tissue, it really was
US working on solving our own problems and
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all of a sudden, by very
organically word of mouth, friends started saying,
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Hey, can you help me over
here with my assistant, with my
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CEA, with my office manager,
and that is how this was born.
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And so you're right. We've now
literally done behavioral assessments on on thousands and
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thousands of chiropractors run and what's become
very evident is there are, broadly speaking,
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three big categories of chiropractors and the
majority of Chiropractors Fall into category we
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call caregivers. Roughly seventy percent of
our profession are our caregivers, and those
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are people who are very clinically minded. Their focus is, you know,
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they're very loyal, very strategic,
very systems oriented, phenomenal physicians, typically
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great adjusters, great notes, great
exams, very thorough. And what was
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really fascinating is these are not people
that traditionally have been celebrated in Chiropractic.
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These are people who oftentimes, you
know, one of the things we're working
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to eradicate at Chira match makers is
even the term associate doctor just immediately implies
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less than in and they're not.
Those are colleagues. You know, we
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always point out you don't have brain
surgeons saying I'm an associate brain surgeon at
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the hospital is just I'm a brain
surgeon, you know, and but they
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are an associate. They don't own
the hospital. But so just the nature
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of the profession kind of looking down
on associates, not edifying these people.
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And they make up the majority of
our profession. In what we found is
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the most successful practices have found a
way to stop this hierarchy and really bring
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this to where there's colleagues working side
by side and and and are paid appropriately
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and who really honored for their strengths. You know, we've learned in my
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organization when somebody's in the right role
doing the job, that is can gruent
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with how they're hardwired, how God
designed them. You don't have to motivate
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a person anymore. They're excited to
show up for the work. It's,
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after all, why they got educated, why they become chiropractors. You know,
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there's a lot of work we've done
to what's interesting, just a little
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tidbit, is one of the most
demotivating things for a caregiver is somebody is
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uncertainty and what's the majority of care
plan, excuse me, of compensation plans
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you see in Chiropractic for associates?
It's these sliding scales with if you hit
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this will pay you that and this
level and that level. And you could
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not more quickly demotivate a caregiver than
having that pay structure in place. And
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yet that's what most of the profession
has done. These are people and other
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professions, or typically engineers, architects, physicians, accountants, they're very specific
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detail or in two people. In
surprise, guess what, it's the majority
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of our profession and we've done a
really poor job of creating a great home
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for these people. And so,
you know, here's my big secret sauce.
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We're creating a great environment for these
people. Were really lift them up,
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give them the tools they need,
but we support them. You know,
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these people are not energized by going
out in marketing and screening. They're
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typically a little more introverted, but
boy, you get them one on one
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with we're really clear systems and procedures, clear expectations and are really solid pay
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that's not based on all these numbers, and you'll be shocked at at how
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well these doctors do and how passionate
they are in their practices by simply being
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able to express why they went to
school in the first place. So that's
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one big category. Is Caregivers.
The other end of it is entrepreneurs.
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We find that's roughly ten to fifteen
percent of the profession and you know those
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are the big personalities and Chiropractic that
we've all seen, you know, very
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extroverted, very dominant, very outgoing
typically big visionary kind of people. They
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usually really suck at details. You
know, you could probably go behind Cairo
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touches metrics and very quickly see way
which office has had more detail or in
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its systems people and which had more
visionaries. Lots of new patients, lots
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of energy and the visionary offices,
but the back ends usually just a hot
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mess, and vice versa. The
real detailed offices. The notes are great
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the reek, the rescans and care
plans are well taken care of, you
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know, all the coding and billings
great, but the front ends kind of
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quiet. And so, anyways,
we've been measuring how to analyze people.
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So you've got entrepreneurs, you got
caregivers and somewhere in the middle of those
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two or something we call business builders, and that's about the other fifteen percent
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of the profession. And these folks
are are outgoing, but that they lean
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more towards systems orientation. At the
end of the day they do really well
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and in a kind of an environment
where they can kind of have some autonomy,
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to have some wiggle room to do
their own thing, but not completely,
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you know, under the umbrella of
another system. They really succeed and
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do well, and so we've really
seen these are all based on behavioral archetypes
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that are very measurable and and that's
maybe the challenge we have in Chiropractic,
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because most people don't have a self
awareness of how they're wired, or even
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if they do, they think,
well, you know, I really am
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not extroverted. I'd rather not spend
my weekends doing screenings and doing talks and
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networking, but I don't think I'm
going to make a good living if I
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don't do that, so I guess
I'm just going to suck it up and
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figure it out. And unfortunately that's
a really high probability that person is going
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to burn out because they're having to
act in a way that's opposite of what's
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natural to them. So that's really
our work is if we can just help
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the profession understand itself and and get
people into the right roles, into really
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great positions, it really becomes a
win win for everybody. Run Medicine figure
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this out. I mean you can
go to get a degree to be a
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hospital administrator. They let the doctors
be the doctors and then they bring in
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hospital marketers and hospital admin and people
are all in their wheelhouse doing with you
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know, my big epiphany my business
group was I had a plumber who had
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this thirty year business, twenty million
dollar plumbing business. He'd leave town for
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two months at a time and I
figured out pretty quick his secret is he
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had a team of thirty plumbers who'd
all average being with him for like fifteen
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to twenty years. And when I
asked them, he said I pay him
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better than anybody else and they all
get to do what they wanted to do
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in life, which is be plumbers. And he said they don't mark it,
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they don't sell, they don't deal
with Admin, they don't deal with
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scheduling, they don't deal a job
planning and estimates. I hire those people
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because they're experts at that. And
it was really that epiphany because I'd been
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the guy trying to make my associates
go out and mark it and I get
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really frustrated because then they wouldn't perform
how I performed and and and and I
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was missing the big picture of all
of this. And so that's really how
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all this work came about. And
those are the big categories. Entrepreneur,
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business builder, caregiver. Well,
that's very interesting to hear. How you
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put how you came to that kind
of conclusion through your own scar tissue and
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your own, let's say, failings. That, man, I need to
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add a layer here, and your
CEO Group is where you first got exposed
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to that. The prior of that
I was curious. Were you just going
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off your gut like Hey, I
like this guy, and how did you
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do it before this objective, Larry, you put in place? Yeah,
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I you know, I built a
big practice on my own with me in
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the middle of it. Well,
when you're not in the middle of it
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anymore, it changes pretty quickly when
you have satellite offices and so a I
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was on a learning a see EO
learning curve, and that I realized,
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all right, it's not the same
thing to build a big, thousand a
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week practice when you're in it as
it is to build these satellite clinics.
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And I spun a dock off who
had helped me build a practice, who
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was a far end caregiver and you
know, we just sent three hundred patients
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with him to start a satellite clinic
and just from the beginning that thing just
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atrophied and atrophied and it was just
it was an unfair expectation. And then
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I had another guy who's the other
end of that, entrepreneur, who actually
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learned about Chiropractic in my practice.
So I had a lot of loyalty.
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and Man did he hit the ground
running for six months and grew that practice
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really quickly. But then before you
know, it was on to the next
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thing and on his own practice and
we were like wait time out. We
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and so it was really maybe a
blessing that I had such a wide juxtaposition
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of the two extremes. That helped
me, like you said, from scar
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tissue, kind of get some inside
and so I was doing it off a
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gut. I was doing off the
loyalty. I liked them, they were
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good people that had helped me out, so I wanted to reward them back
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and very blind to how the dynamics
would change when when you're in the satellite
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environments and those people are having to
create the culture of the clinics they're in.
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And I was just, I think
gut's a good way to say iron
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I was trying to just kind of
figured I was successful here, that that
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must be the next steps this and
I really had had to eat about six
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hundred thousand dollars and losses. In
the pain of that, in the humility
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to just really recognize I don't know
what I'm doing when it comes to scaling
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these businesses. It's not the same
game as me building a practice with me
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in it. There's one pearl of
wisdom I'll share with with Docs. Is
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My advice. And everybody wants to
open another clinic. Is All right.
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Step one you need to leave your
clinic for three months. You can't step
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foot in it all, you can
get his monthly reports and when you show
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back up in three months, if
it's grown or stayed the same, you're
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ready to start opening more clinics.
And the reason is that shows that that
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clinic has all the systems and all
the right people in place that it can
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run independent of you. Because when
you're in a clinic and you're trying to
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run another clinic, you're shocked at
how quickly your energies divided and now you're
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existing clinic drops and now the new
clinics not doing what it's supposed to do.
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And so if your existing clinic can
run without you in it for three
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months, then you have something ready
to scale up. And until you can
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do that, don't waste your time
on a second clinic because you're just creating
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incredible money pit and headache and time
suck for yourself that you'd be better off
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just to grow the clinic you're in. And you know, most of us
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are. Clinics do become personality driven. We helped build them and that that's
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what you've got to avoid if you're
trying to build something that's scaling. Yeah,
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and that's a great point, Doctor. You know, we talked in
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one of our podcasts about basically you
said there is getting to a place of
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an anmity, and I personally have
finally arrived there to some degree. You
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know, I show up on my
practice on a Friday to get an adjustment
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and walk through and nobody knew my
name. The other day I was like
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this is wonderful, and years ago
I've had my feelings her, and now
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I'm like yeah, maybe, but
I really appreciate you being so transparent about
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your past and some of the mistakes
you made and that you didn't give up.
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That, to me is just a
sign of a true leader. Now
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let's dive a little bit more into
this selfdiscovery, self assessment. What does
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that look like? kind of walk
our listeners through. You mentioned pro scan,
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but if I were to, you
know, enlist your services, you
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know, I thought it was wonderful
when you what I enlisted your services.
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The first thing you guys did was
say, Hey, we need to get
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to know you better on before we
start trying to build this Dream Team.
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And so walk us through that a
little bit. What's that look like and
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then give me, in that answer, give me some scenarios of some beautiful
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relationships that you've seen that were created
through this this this level of process procedure
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you're talking about, and maybe give
a couple of examples of ones that didn't
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go so well. Yeah, first
of all, it depends on where you're
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at in your chiropractic career. What
season are you in? Are you a
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student? Are you just launching your
first practice? Are you in associate with
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the practice, new associate associated has
been the practice for many years and you're
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looking for a change? Are you
Sca Ling your practiced, maybe looking to
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open more practices or growing you practice
larger? Are you looking to exit out
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of your practice? There really is
that arc to our profession, and so
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it depends on you know, whose
where is. How' start answering that.
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So Chira match makers is a staffing
company and we kind of meet all those
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different areas for people who are looking
for jobs. We call those doctors.
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Our talent there the talent of our
profession and a lot of times the starting
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point is a program we created called
next, and next is a way of
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me paying something back forward that I
was given when I was in school.
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Roun there was a doctor named John
Whitney who since passed. He was Canadian
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and he offered a program my last
year in Chiropractic school called Whitney transitions,
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and Dr John came in and kind
of highlighted some different options you could go
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through as a graduate and it was
it was really illuminating and enlightening for me
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and I've never seen anybody do it
since and I and I realized with the
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work we do a Chira match makers
also there's been an evolution in the options
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that people have in jobs. So
there's now ten tracks inside of Chiropractic that
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we've highlighted that a doctor can take
and we go through from the entrepreneurial end
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of the spectrum, the most capital
intensive, most expensive, highest risk,
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all the way through the business builder
and then there's, you know, the
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five different, six different options that
associates have now that people don't realize,
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all the way down to the least
risk, lowest cost of money to the
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doctor and everything in between. And
so we base that on, like you
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said, self awareness, which we
call the pro scan, and that is
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a system that has been around since
the S and they've done over three million
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scans now. It's the most researched
product that exists and we have the exclusive
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license inside of healthcare around the world
for this pro scan. So it's really
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been neat for us because typically these
are sold into fortune. One hundred companies
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and their HR departments use them and
even their lowest level license costs about twenty
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thousand dollars. So it makes annually. So it makes no sense for a
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chiropractor to WHO's hiring a couple times
a year to to have access to this
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and we were able to negotiate where
we can do these one off for Chiropractors,
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which really change the game that we
now have this tool that gives people
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this insight. Takes about four minutes
to take a pro scan and you get
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literally twenty pages of insight into how
you're hardwired, your natural self, the
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stresses that are in your life today
and that outward self. If you've ever
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are an owner and have interviewed somebody
and who you interviewed and thought you were
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hiring was not the same person three
months later, that's because you know that
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person was under stress, adapting,
adjusting their natural bay real profile and you
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are reading the wrong not the wrong
person, but you weren't reading who they
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naturally are going to be. So
that's the pros cancel. For somebody who
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is coming out of school looking to
change jobs, looking to be an associate,
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our next program is awesome. It's
a thousand dollar online course that goes
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through eleven different courses of all those
tracks and overview and understanding of the pro
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scan for students. We do that
for two hundred and ninety nine and I
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think you guys will share the link. So that's one side of the equation.
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For owners, we do a discovery
process for owners who are looking to
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considering higher an associate and what we
find actually is half of the owners we
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talked to aren't yet ready to hire
an associate. So what we do with
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this discovery process is, you know, we go through their clinic and their
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clinic numbers and their goals and we
go through the owners pro scan and we
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help them build out an Avatar for
an associate they're looking for who would fit
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into into the role that they have. And we really helped coach Chiropractors as
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well, because a lot of chiropractors
wanted. All they want the person who
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will stay there for ten years and
go market every weekend and do screenings and
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bring in fifty people a week and
and build great relationships with the parents and
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give great adjustments and it. The
truth is, that's not reality. You've
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got to pick you know where you're
going. So you know we part of
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our process is we always do an
an initial call with anybody, a consultation
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at no charge, and kind of
get into the nuts and bolts of what
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we do. And so those are
the kind of the different areas Um of
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where somebody engages with us to start
getting that level of self awareness Um for
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me. And the success is firsthand
our clinics. Now our average doctor has
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been with us for eight years run. They're all making over a couple hundred
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thousand dollars annually and it's really rewarding
to see we have something that I think
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sustainable for the profession. I have
a real concern with the two hundred fiftyzero
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average student loan that our students are
coming out with. And you know there's
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still a lot of jobs chiropractors wanting
to pay fifty, sixtyzero dollars and you
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don't have to be an economist to
know that math does not bode well for
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our profession. And so one thing
the things that we're conscious about it Chira
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match makers is we only take on
jobs that really we know we can place.
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There's an interesting staff today run there
are four jobs available for everyone associate
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doctor. So there's been a massive
shift since covid there's a lot more job
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openings than there are chiropractors, and
so that's given the power to the associate
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doctor, which a lot of associates
are are surprised to hear back one of
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our clients the highest paying associate job
that we have come across. That associate
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is making a little over eight HUNDREDZERO
dollars a year. So we're seeing these
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numbers that are representative of what a
doctor should be making and that's representative of
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you have to have a really solid
business and you know the flaw in our
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profession. A lot of times chiropractors
try to hire an associate to come save
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their practice, save their butts.
They pay them nothing, but if they
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perform really well, they'll give them
a sliding scale. And and guess what,
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if somebody's really good at that,
they're going to go run their own
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practice pretty quickly and nuts stick around
with you. So so for my success,
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I'd say it's in our own clinics. I've really gotten to see this
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play out. We you know,
we've been at this now for four years,
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and so every year our data on
our placements and how long our placements
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stay because we find the right person
who's the right match for the right role.
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They're happy, you know, they're
making a great living there. You
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know, believe it or not,
if you're an owner you don't think this
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way, but most chiropractors have zero
interest in owning a business and dealing with
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payroll and managing stress and debt marketing, and if they can just show up
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and love on people, serve with
their hands and go home and have a
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great weekend with their family and make
a good living, I mean that they're
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that's what they got into this for
and then we're all kind of shocked to
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learn that no, you got to
run a business if you want to be
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successful. So and the other end
of it's that's probably the horror stories.
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In the practice we have a lot
of burned out chiropractors, a lot of
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chiropractors who were probably never should have
gotten in practice. They weren't really wired
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for it, they didn't want to, but they didn't think they had another
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choice. And so when they learned
that wow, there's some jobs out there
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that pay six figures and I can
just be a chiropractor, and they really
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get reinvigorated and excited. That's that's
the good and the ugly of a lot
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of the people that we're dealing with
right now, and also students. You
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know, just just were we with? Next, we go into the schools
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and we talked numbers. I'm not
afraid to tell them. You know,
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here's what we're seeing. A base
salary start add and here's you know,
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as we go through the tracks,
there's different, you know, tracks of
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associate doctors with corporate clinics and single
clinics and Frand chises and people that are
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doing plant to partner and other people
do like clinics where they plant a satellite
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for the for the associate to purchase
it, and there's there's a wide variety
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out there right now. But,
um, it's exciting for people to really
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understand what their options are and not
just think I got to take this this
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Fiftyzero your job and work, you
know, Monday through Saturday and screen Saturday
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and Sunday. And you know,
fortunately we're seeing the tie shift in our
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profession where there's so much demand on
the talent that they can say, you
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know what, no thanks, I'm
going to take the three and a half
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day, a hundred thousand dollar job
and love what I do instead of trying
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to grind this thing out. And
if you look at any other profession run,
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they figure that out. dentistries maybe
the best example. Fifteen years ago
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everybody dentistry went and worked for themselves. Now eighty five percent of Dennis go
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work for a company and make a
great living and don't have that stress.
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And so for the fifteen percent of
us that are entrepreneurs and Chiropractic, you're
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daring right, you better go open
your own clinic and open lots of clinics,
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because the world needs us. But
for the majority of chiropractors. Just
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you just got to, you know, pull alongside somebody with favor and success
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and ride that way and you have
a lot more enjoyable career. Wow,
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it's great answer. You know,
I'm I can't help a think about my
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own career track and what you described. For me as a client of car
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match makers, it's just change my
whole perspective to where now I can still
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use my gut, but it's at
a different stage of the process. Having
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my one for your associate, I
thank you guys for but just looking back
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at that going you know, wow, this guy's in the right seat on
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the bus. He's doing the right
job the right way with the right attitude
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and it's just beautiful to see Cuz
he's happy. He loves it. He
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loves not having to worry about the
electricity bill or I'll practice renewals or,
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you know, setting marketing calendars and
ninety day project planners and looking at,
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you know, score cards and score
boards and KPI's with our staff and all
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the stuff that guys like you and
I give question. Did he practice on
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his own? Did he owned his
own clinic at some point? Did for
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a while, and a lot of
chiropractors have a negative association in around a
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Chiropractor who maybe failed in practice.
I'll tell you it's the opposite. We
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have found they make the absolute best
team members because what you just said,
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they appreciate. You deal with that. They're so thankful to have a great
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home, and so it's funny.
I'm any chiropractors get really negative on season
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docks and boy, it's the opposite, it really is. I love that.
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That's a great point. I just
can't my heart of hearts, just
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can't help but think how much more
successful, how much more impactful would chiropractic
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be in our society if doctors like
you and I, who are entsprenell spirits,
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were doing all this due diligence and
process procedure before adding people to their
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team? I just can't I can't
imagine. I just feel like chiropractic would
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grow dramatically if we so. I
guess the question, and that is,
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what percent of hiring doctors out there, whether it be the corporate chiropractor or
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the franchise model, what percent are
hiring associates without doing this type of stuff?
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They're just going off their gut.
I'd say most. I mean,
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what we do is a very blue
ocean. Most chiropractors have heard of these
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low level Myers, Brig Disc Colby
strength finders and they kind of think,
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okay, that's kind of cool,
or they use it not realizing most of
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those are not EOC compliant. You're
actually not. They're considered discriminatory. So
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there does designed to be used after
you hire somebody. Like chiropractors use those
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as screening tools, which we've had
a few instances where docs end up getting
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sued by somebody because you didn't hire
because of that test you gave me.
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Well, the one we use.
That's a really important fact is it is
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compliant with the EOC because it's not
discriminatory and anyway. But interesting most people
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don't and so it's just it's kind
of this blue ocean business we created where
404
00:30:03.460 --> 00:30:10.529
there really wasn't anyone doing staffing well
and chiropractic and there was nobody using these
405
00:30:10.569 --> 00:30:14.970
assessments to help build out teams,
which again has been used in fortune one
406
00:30:15.009 --> 00:30:18.930
hundred companies for the last forty years. You know, they figured this out
407
00:30:18.009 --> 00:30:22.759
long ago. And you know why
are these companies multi billion dollar companies?
408
00:30:22.759 --> 00:30:26.119
Well, in large part they figured
out how to assemble different teams, and
409
00:30:26.440 --> 00:30:32.039
so it was just a neat opportunity
through again our failure and trying to figure
410
00:30:32.079 --> 00:30:37.069
out, you know, what's the
best system? I don't think most chiropractors
411
00:30:37.230 --> 00:30:40.670
they have a pretty low level awareness. It is a gut level. Oh,
412
00:30:40.750 --> 00:30:42.589
you adjust like I do. You
seem to have a similar philosophy.
413
00:30:44.309 --> 00:30:47.589
Great, let's come together. And
you know, we talked about most people
414
00:30:47.670 --> 00:30:52.380
hire for technical reasons, like a
chiropractic degree or technique, but they fire
415
00:30:52.500 --> 00:30:57.619
for behavioral reasons. You rarely fire
for technical reasons, and so to miss
416
00:30:57.740 --> 00:31:02.539
that whole part of your hiring process. You know, I just are are
417
00:31:03.460 --> 00:31:07.529
doctors who get this, who are
very busy, they're not staffing experts and
418
00:31:07.690 --> 00:31:11.970
they recognize I don't even want to
talk to somebody unless I know on paper
419
00:31:11.410 --> 00:31:15.930
they're the right fit for who we're
looking for, because we're funny as chiropractors.
420
00:31:15.970 --> 00:31:18.839
You start talking with somebody and you
can't help but love them and think
421
00:31:18.880 --> 00:31:22.519
you can fix them and change them
and and you start bonding to him and
422
00:31:22.559 --> 00:31:26.279
it. We'd really kind of try
to bring the data on the front end
423
00:31:26.319 --> 00:31:29.920
before that happens, to know if
they're not a match on paper. I
424
00:31:29.960 --> 00:31:32.599
don't even want you to waste a
second of your time, because your time
425
00:31:32.640 --> 00:31:36.630
it's better spent adjusting people, educating
people, grow in your practice. So
426
00:31:36.990 --> 00:31:40.589
you should be sitting with five people
who, on paper, are exactly the
427
00:31:40.710 --> 00:31:44.589
right person who you should be hiring. Now you can figure out culturally if
428
00:31:44.630 --> 00:31:51.579
you guys vibe and but that really
hedges, then you know you towards success
429
00:31:51.660 --> 00:31:53.539
and hiring, because you know,
the most painful thing for any business owners
430
00:31:53.619 --> 00:31:57.700
having to Rehire, having to train. You know, when your front desk
431
00:31:57.819 --> 00:32:01.849
is turning over, that looks so
bad to your patients versus the clinic where
432
00:32:02.250 --> 00:32:07.609
that same great face has been there
for five, ten years. This is
433
00:32:07.690 --> 00:32:09.690
how you get that right. You
can measure for loyalty, you can measure
434
00:32:09.769 --> 00:32:15.450
for patients and longevity. If it's
important somebody stays or ten years, that's
435
00:32:15.490 --> 00:32:19.599
a measurable trait. If it's important
somebody's really loyal to you, that's a
436
00:32:19.680 --> 00:32:22.799
measurable trait. If it's important that
somebody's a leader because you don't want to
437
00:32:22.839 --> 00:32:27.880
be, that's a measurable trait.
If it's important somebody's the the the rainmaker
438
00:32:28.039 --> 00:32:30.910
and they can go out in the
community and they're extroverted. Those are measurable
439
00:32:30.990 --> 00:32:34.269
traits, but you got to pick. You don't get to have all of
440
00:32:34.349 --> 00:32:36.910
them, and you know none of
us do. Just as entrepreneur or is
441
00:32:36.950 --> 00:32:39.430
we just get a little better at
faking some of those. Usually it's the
442
00:32:39.509 --> 00:32:45.500
detail stuff we fake until you find
some CAA or wife or husband or somebody
443
00:32:45.779 --> 00:32:49.619
make who kind of shores up your
deficiencies and that's how we kind of get
444
00:32:49.660 --> 00:32:52.700
the thing down the road. But
that's not that's not a true business.
445
00:32:52.420 --> 00:32:57.500
Just how expensive are these mistakes?
I mean, I'll tell you. My
446
00:32:57.619 --> 00:33:02.690
clinics literally were. The one clinical
was a three hundred thousand dollar work.
447
00:33:02.769 --> 00:33:07.250
Three HUNDERZERO dollars with the annual care
plans we sent down there and the thing
448
00:33:07.329 --> 00:33:12.450
closed. You throw on top of
then the other lost money on tables,
449
00:33:12.569 --> 00:33:15.640
on signage, on lease's, on
everything. It was probably more like four
450
00:33:15.640 --> 00:33:17.599
or five hundred thousand. I always
say three hundred, but there's a lot
451
00:33:17.640 --> 00:33:22.119
of stats. Most people say a
bad higher cost anywhere from three to five
452
00:33:22.160 --> 00:33:27.549
times the first year salary. I
know that's a moving science where it really
453
00:33:27.630 --> 00:33:30.430
has gotten more expensive. As Google. You get the wrong person in there
454
00:33:30.549 --> 00:33:34.349
and they start pissing your people off
and you have four, five back Google
455
00:33:34.390 --> 00:33:37.630
reviews. Those don't go away for
years and years. That has an impact
456
00:33:37.750 --> 00:33:44.779
on your business. So you know
having again and you shouldn't start hiring people
457
00:33:45.180 --> 00:33:47.539
until you have really clear systems,
because if you're just trying to like teach
458
00:33:47.619 --> 00:33:52.900
them what you did, that's your
personality that made that work. And so
459
00:33:52.140 --> 00:33:55.130
that's with the whole thing about stepping
out of the practice for a few months.
460
00:33:55.650 --> 00:34:00.769
That means that you've got a training
manual and office systems and procedures and
461
00:34:00.930 --> 00:34:02.529
people have been trained and now,
once you have that defined, you can
462
00:34:02.569 --> 00:34:07.930
define who's the right person that that
should be running those different tasks. And
463
00:34:07.130 --> 00:34:12.440
that's really the secret that makes any
business, not just a chiropractic business,
464
00:34:13.079 --> 00:34:15.760
really home. Yeah, I'll tell
you that that that idea that you just
465
00:34:16.119 --> 00:34:22.760
shared is pretty adcting ideology for a
doc to think about leaving this practice for
466
00:34:22.840 --> 00:34:28.630
ninety days. And I just love
that, though, as really a microscope
467
00:34:28.670 --> 00:34:32.070
on the practice to say, did
this person build a personality practice it's all
468
00:34:32.110 --> 00:34:37.750
based on them, or did they
build a true business that's durable, scalable
469
00:34:37.949 --> 00:34:42.659
and hopefully someday exitable or up that's
a word. Yeah, it is,
470
00:34:42.739 --> 00:34:45.340
and you know there's so there are
a lot of great chiropractic coaches now out
471
00:34:45.340 --> 00:34:50.579
there that train these things, and
that's maybe the thing for entrepreneurs to realize
472
00:34:50.619 --> 00:34:52.809
is you don't have to reinvent this. Don't even know to be a chiropractor.
473
00:34:52.849 --> 00:34:57.010
There's other coaches that can help bring
in systems, but you need to
474
00:34:57.050 --> 00:35:00.369
find somebody who can help systemize what
you're doing and that is how you really
475
00:35:00.409 --> 00:35:04.570
that's the old e myth, right. Yeah, just here the your the
476
00:35:05.170 --> 00:35:07.880
grinder, the technician doing it,
and if you're really going to become the
477
00:35:08.039 --> 00:35:13.760
business owner, entrepreneur, it's getting
systems in place so then you know,
478
00:35:13.840 --> 00:35:16.239
it's not so difficult when somebody leaves
you either, because it does happen.
479
00:35:16.880 --> 00:35:20.280
But if you know the system,
you got the procedures and you know the
480
00:35:20.360 --> 00:35:22.630
right person you're looking for, it's
a lot easier to move somebody in when
481
00:35:22.670 --> 00:35:29.429
somebody does leave you. Yeah,
I think Chiropractic is is marked by chiropractors
482
00:35:29.550 --> 00:35:34.230
selling their practice for pennies on the
dollar. And like where I was in
483
00:35:34.309 --> 00:35:38.340
a associate, wonderful practitioner, love
him, and he sold his practice and
484
00:35:38.380 --> 00:35:43.179
I believe that it closed. I'm
not sure entirely, but I just feel
485
00:35:43.219 --> 00:35:45.179
like you know, I don't know
about you, I know this is your
486
00:35:45.300 --> 00:35:50.530
mission. In my mission is to
leave a true legacy behind. You know
487
00:35:50.690 --> 00:35:53.050
we leave, that practice is going
to be stronger than it was when we
488
00:35:53.130 --> 00:35:58.369
left it and to keep getting stronger
like a true business. And I think
489
00:35:58.849 --> 00:36:01.329
back to what you said about the
e myth with Gerber's idea. You know,
490
00:36:01.530 --> 00:36:05.079
that whole idea that you have a
business, when the reality is you
491
00:36:05.159 --> 00:36:07.320
just have. You made yourself a
really good job and you'd better be really,
492
00:36:07.360 --> 00:36:10.679
really good at saving money in that
model. Otherwise, guess what,
493
00:36:12.000 --> 00:36:15.760
you're going to sell your practice and
have to go get another job to survive
494
00:36:15.880 --> 00:36:17.909
through the end of your life.
So that doesn't have to be the case.
495
00:36:17.949 --> 00:36:22.710
So if you could help me on
this, in your visionary soul,
496
00:36:22.789 --> 00:36:27.190
your visionary heart that you have,
look at Chiropractic and talk to me about
497
00:36:27.190 --> 00:36:30.469
the next ten years, what you
would like to see and only where.
498
00:36:30.630 --> 00:36:34.699
Yeah, so let's double what I
like to see. What we're seeing right
499
00:36:34.739 --> 00:36:39.500
now car matchmakers is what we're calling
gentrification of our profession. There is big
500
00:36:39.619 --> 00:36:45.019
money moving into our EHR companies private
equity that have bought off these companies and
501
00:36:45.099 --> 00:36:50.570
consolidated them. Same things happening to
chiropractors. Probably every couple weeks we get
502
00:36:50.570 --> 00:36:54.210
to call it car match makers from
some group with millions and millions of dollars
503
00:36:54.929 --> 00:36:59.530
that are, you know, wanting
to scale fifty, a hundred, two
504
00:36:59.530 --> 00:37:01.960
hundred clinics in the next year and
they want our help. It's why I
505
00:37:02.000 --> 00:37:06.159
tell you they're there's only one chiropractor
very four jobs right now. There's a
506
00:37:06.199 --> 00:37:09.400
lot of money. A lot of
business people have realized Hump. These chiropractors
507
00:37:09.480 --> 00:37:12.719
have been in a bubble over here
for a long time and a lot of
508
00:37:12.800 --> 00:37:15.309
them have these really loyal patient base. A lot of them pay out a
509
00:37:15.389 --> 00:37:20.989
pocket for many years. We should
consolidate those people up. So I think
510
00:37:20.989 --> 00:37:23.670
you're going to see what happened with
dentistry in the next ten years. Also,
511
00:37:23.789 --> 00:37:28.989
Google's forced that if you're not a
good business owner, the world knows
512
00:37:28.989 --> 00:37:31.019
about it. Your kind of have
to drop your drawers and you start seeing
513
00:37:31.019 --> 00:37:36.659
those google reviews and naturally those business
is atrophy and a lot of those people
514
00:37:36.659 --> 00:37:39.739
will naturally then go work for business
as chiropractic offices that are working properly.
515
00:37:39.820 --> 00:37:45.530
So I think you're going to see
some level of consolidation within our profession and
516
00:37:45.889 --> 00:37:52.929
kind of a bigger corporate imprint in
the next decade that comes in now.
517
00:37:52.010 --> 00:37:55.730
There's an opportunity for clinic owners on
that exit strategy. You know, if
518
00:37:55.769 --> 00:38:00.840
you've built a solid business, there's
more buyers out there with more money who
519
00:38:00.840 --> 00:38:06.719
are interested in your clinic. There
can be more opportunities for associates because usually
520
00:38:06.800 --> 00:38:10.960
corporations understand on a higher level you
got to pay people well and treat them
521
00:38:12.000 --> 00:38:15.150
well for them to want to stay
there. Especially in a service industry job
522
00:38:15.190 --> 00:38:19.989
where the chiropractors using their body to
provide the service, it really is important
523
00:38:20.030 --> 00:38:23.550
that you're taking great care of that, of that individual. So that's where
524
00:38:23.550 --> 00:38:29.219
I see a trending. Quite frankly, we have seen a very clear bifurcation
525
00:38:29.579 --> 00:38:32.619
out of covid is. We've seen
so many practices and groups having record months,
526
00:38:32.659 --> 00:38:37.099
days, years and we've seen a
lot of practices close and so I
527
00:38:37.219 --> 00:38:43.289
think you're just kind of seeing the
stress of the world right now. Let's
528
00:38:43.329 --> 00:38:47.210
be blunt. Those practices that taught
people that Chiropractic is part of a wellness
529
00:38:47.289 --> 00:38:52.449
lifestyle did really well during covid those
practices that we're all about pain relief and
530
00:38:52.570 --> 00:38:57.079
people were afraid to come in because
they want to get exposed. Are a
531
00:38:57.119 --> 00:39:00.239
lot of practice there really atrophied.
So, and in general we tend to
532
00:39:00.440 --> 00:39:06.840
be biased that a cash practice tends
to be a healthier practice because people value
533
00:39:06.880 --> 00:39:09.309
your services more if they're using their
hard earned dollars to pay your services.
534
00:39:10.190 --> 00:39:15.710
They value it if a third party
like an insurance company or an auto insurance
535
00:39:15.710 --> 00:39:21.230
going bees paying your services, people
just don't have that natural value somebody else
536
00:39:21.309 --> 00:39:23.300
is paying for it. So we
do find, and you know, you
537
00:39:23.380 --> 00:39:28.900
are subject to changes of insurance companies
then if laws change, if regulations of
538
00:39:28.980 --> 00:39:34.340
payment and codes change. So I
think you're going to see they're not.
539
00:39:34.539 --> 00:39:36.940
You know, you've seen it with
the joint. I call them the planet
540
00:39:37.019 --> 00:39:43.489
fitness of Chiropractic. They've kind of
taken that lower end, low cost model.
541
00:39:43.969 --> 00:39:45.730
But Hey, our practice is benefit. We get a lot of people
542
00:39:45.730 --> 00:39:49.889
who have been to the joint who
come into our practices because we do different.
543
00:39:50.250 --> 00:39:54.039
We use CLA insight and they want
some measurement and more objectivity. So
544
00:39:54.039 --> 00:39:59.559
I think there's a lot of room
right now ron for chiropractic chains and groups
545
00:39:59.639 --> 00:40:05.360
to kind of become the orange theory, very the soul cycle. You know
546
00:40:05.480 --> 00:40:09.150
the play the Yoga Hot Yoga Studio
where people are paying a couple hundred bucks
547
00:40:09.190 --> 00:40:13.150
a month for their membership instead of
the ten dollars a month. But you
548
00:40:13.230 --> 00:40:15.230
know, the joints got the low
end of the market corner. They're growing
549
00:40:15.349 --> 00:40:19.750
with it. I think it's a
positive thing exposing chiropractic to more people,
550
00:40:20.309 --> 00:40:22.579
but there's a lot of room at
the other end of the to be the
551
00:40:22.659 --> 00:40:24.699
high end, and so I think
you're going to see kind of a race
552
00:40:24.820 --> 00:40:29.980
into that area. You'll see other
people consolidating insurance who are really good at
553
00:40:30.059 --> 00:40:35.539
doing insurance. Huge opportunity you'll consider. Can you to see groups doing functional
554
00:40:35.659 --> 00:40:39.610
medicine, and there's so much cool
functional stuff out there that these groups that
555
00:40:39.690 --> 00:40:45.929
combined nurse practitioners and doctors with more
of a chiropractic philosophy. There's you know,
556
00:40:45.969 --> 00:40:49.969
a lot of our baby boomers are
really interested in not getting old and
557
00:40:50.079 --> 00:40:52.079
wanting to take advantage of that.
So I think you'll consider continue to see
558
00:40:52.079 --> 00:40:59.280
those kinds of our Dallas practices are
primarily pregnancy and pediatric focused and manned.
559
00:40:59.360 --> 00:41:01.760
Are we just booming out there?
Within there's a huge refral network and that
560
00:41:01.920 --> 00:41:07.789
whole tribe of different practitioners. You
know the sports recovery. There's there's a
561
00:41:07.829 --> 00:41:12.429
lot of room for us in chiropractors. There's a lot of positive opportunity,
562
00:41:12.590 --> 00:41:17.230
but I think you're going to see
some kind of silo consolidation in these different
563
00:41:17.269 --> 00:41:22.699
areas in the next decade. Now. I completely agree and I'm so glad
564
00:41:22.739 --> 00:41:27.780
you elaborate on that. It's very
encouraging for our listeners to hear that and
565
00:41:28.099 --> 00:41:31.820
I just I, like you,
believe that chiropractics potential is so high,
566
00:41:31.860 --> 00:41:37.849
because we all know that chiropractic works
and we just have to follow some of
567
00:41:37.889 --> 00:41:39.650
the other professions out there. Like
you said, you know, it's not
568
00:41:39.769 --> 00:41:44.690
bad to model what we do after
the dental profession. I mean Dennis are
569
00:41:44.730 --> 00:41:47.400
doing great, man. You See
donal practices everywhere and big groups and whatnot.
570
00:41:47.519 --> 00:41:52.119
So I'm completely with you. I'm
completely behind that. So I hope
571
00:41:52.000 --> 00:41:55.239
something on the line right now is
hearing this going. These guys got my
572
00:41:55.360 --> 00:41:59.360
attention. I want to step it
up, I want to go to the
573
00:41:59.440 --> 00:42:02.030
next level. I want to create
a true business that scalable, durable and
574
00:42:02.309 --> 00:42:06.070
is going to help more people,
and I really am encouraged by what you
575
00:42:06.150 --> 00:42:07.909
said there. Alan, this has
been wonderful. You and I could probably
576
00:42:07.909 --> 00:42:12.150
keep talking on this stuff, but
I think that's a good place to cap
577
00:42:12.269 --> 00:42:15.820
it right there. I know we
had a couple calls to action. One
578
00:42:15.860 --> 00:42:20.139
of the resources you mentioned was this
next program so we're going to make that
579
00:42:20.219 --> 00:42:23.460
available in the show notes and a
highly recommend if you're a doctor on this
580
00:42:23.539 --> 00:42:29.300
call and you haven't personally gone through
any self assessment or self discovery, maybe
581
00:42:29.579 --> 00:42:30.809
you, being on this college,
your time to take action. We need
582
00:42:30.889 --> 00:42:35.289
chiropractors at their best right now.
We need you to take action and start
583
00:42:35.369 --> 00:42:38.530
discovering who you are so that you
can begin to build your team and know
584
00:42:38.690 --> 00:42:43.969
what type of people add your team, and having somebody else do that for
585
00:42:44.170 --> 00:42:47.519
you is so free I can't tell
you. I'm in a search right now
586
00:42:47.599 --> 00:42:52.480
with CAIRA match makers and it's been
a great process. Little harder than it
587
00:42:52.599 --> 00:42:55.519
was three years ago. Like Dr
Allen said, there's more jobs in there
588
00:42:55.559 --> 00:43:00.030
are associates, so it's a competitive
market, especially for me in California,
589
00:43:00.550 --> 00:43:05.309
but I'm still optimistic. I've got
some great candidates I'm looking at right now
590
00:43:05.349 --> 00:43:09.710
and it's just so nice to have
an objective layer that is laid before me
591
00:43:09.869 --> 00:43:14.500
that I don't have to look at
until it's all sudden done, and then
592
00:43:14.579 --> 00:43:17.219
at the end I can use my
gut level instincts, and it's at that
593
00:43:17.380 --> 00:43:21.420
point that does will serve me well. Anyway, I really appreciate you,
594
00:43:21.860 --> 00:43:24.179
Alan. You're wonderful. It's been
a great time together. I would love
595
00:43:24.179 --> 00:43:27.809
to have you come back on again
because you have so much wisdom. And
596
00:43:28.329 --> 00:43:30.289
for those of you on the call
today, I just think now's the time
597
00:43:30.449 --> 00:43:35.210
to take action. We need you
to take action. Chiropractic need you to
598
00:43:35.289 --> 00:43:37.849
take action, our communities need you
to step up and really start looking at
599
00:43:37.889 --> 00:43:43.079
your practice as a true business.
If you're that young student or that associate
600
00:43:43.159 --> 00:43:46.599
it, maybe now's the time to
go through some self assessment and start looking
601
00:43:46.639 --> 00:43:51.280
for that place where you could really
thrive and really feel like you're in the
602
00:43:51.360 --> 00:43:54.039
right spot. And so I want
to applaud you also for taking the time
603
00:43:54.159 --> 00:44:00.510
to be on this podcast. We
believe anytime spent on personal development is time
604
00:44:00.750 --> 00:44:04.710
well spent. You'll never regret it
and mostly make sure that you're taking care
605
00:44:04.750 --> 00:44:07.829
of yourself physically and that you're getting
adjusted. And I just want to thank
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00:44:07.869 --> 00:44:12.739
hire touch again for doing these podcasts. I think they're wonderful and we're going
607
00:44:12.780 --> 00:44:15.420
to keep it going and I hope
you guys are enjoying these. So,
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00:44:15.940 --> 00:44:19.139
once again, this is Dr Ronnie
and Dr Allen thinks again. I A
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00:44:19.179 --> 00:44:22.340
Christian, your brother. Thanks,
guys, appreciate thank care of Man
