The Remarkable CEO for Chiropractors

It requires a certain leadership DNA to create a remarkable practice as part of a remarkable life, not instead of one. This is a CEO conversation about being in alignment and becoming the architect of your business and life. Your calendar is the “virtual container” that must be aligned with your vision story and core values. The goals you set for your business represent a commitment of your time, energy, focus, and money.  In other words, your mouth is going to write the check that your ass has got to pay.  Getting this right leads to healthy and sustainable growth…getting this wrong gets expensive - fast.  Episode Highlights2:03 - If you don’t set up periods of recovery and productivity, you are limiting your capacity to have an impact on your business and in your life5:11 - For many CEOs the concept of stepping back to recover in order to be productive is counterintuitive7:27 - Setting up an environment that creates and promotes rest, repair and recovery9:42 - Moving into a parasympathetic state from a sympathetic dominant one16:23 - Implementing every 13th week as a period for rest and recovery20:33 - Within the goals that you set, build in your lifestyle first, then your marketing calendar. 22:25 - Master your morning so that you can master your day so that you can master your week so you can master your life. 27:18 - Join Dr. Pete as he interviews TRP Success Partner, Naoto Hashimoto of TrackStat. Learn how TrackStat can help decrease third-party data entry errors, creating ease for clients to book appointments online instead of having to wait for office hours and allowing opportunities for staff to focus on other tasks that will help create retention and attraction. Analyzing your stats for business decisions is essential and with TrackStat automation, accessing that data has gotten easier. Resources MentionedDownload Your "Sample Office Schedule" now: https://theremarkablepractice.com/podcast-ep150-office-scheduleTo learn more about the REM CEO Program, please visit: www.theremarkablepractice.com/rem-ceoFor more information about TrackStat, please visit: https://www.trackstat.org/Schedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

When was your last vacation? When is your next vacation? Becoming a Remarkable CEO means becoming a master of your focus, money, energy, and TIME!  If you take a 3-year view of your business and a 3-decade view of your career, taking regular vacations becomes a no-brainer. Adopt this proper perspective and you will be empowered to make decisions that are best for both yourself, your Team, and your business.   Win, Win, Win!  Episode Highlights03:23 - Pushing harder and putting all your energy into building your business can you experience impressive success but it is not sustainable06:16 - You need to learn the skill of being able to stop and rest before it negatively impacts all aspects of your life11:12 - Life balance is not a goal, it is a reference point to ensure you are heading in the right direction.14:41 - There is a natural rhythm to being busy and a time to rest and it is important to plan to find that balance. 18:03 - The example you set is how you influence the behavior of others. You are responsible for the health of your organization not just for yourself.22:40 - Success Partner, Michael Tokash of Imaging Services is in the studio with Dr. Pete to discuss how Imaging Services can increase client satisfaction and retention, be implemented within your existing system, and finally save you time and energy to focus on the care of your clientele.  Resources MentionedFor more information about Imaging Services, please visit: www.theimagingservices.comSchedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Focus is the squeeze and productivity is the juice, and the juice is worth the squeeze. Our goal is to help free up your time to focus more on what’s most important. When was the last time you asked yourself if what you were doing was truly the highest and best use of your time? If you want to experience greater freedom and productivity, make sure that you are FOCUSED on the highest priority action possible - RIGHT NOW.  Episode Highlights02:39 - Time is a constant but focus is the variable that is influenced by you06:11 - The first thing you focus on is how can you manage your time but that is not where your attention should be.08:10 - Start asking yourself “Is this the highest misuse of my focus?”11:07 - Set time to do the things that you need to do, however once there you have focus on doing that. Be present.13:01 - Focus is what makes the difference between busyness and productivity.14:50 - Have a strict commitment to your calendar or schedule in order to remain focused on what you need to be focused on at that time.19:01 - Discover the action steps to assist you in adhering to your calendar26:12 - TRP Success Partner, Dr. Roger Sahoury of SprintSet joins Dr. Pete in this episode to talk about how you can assist your clients with another aspect of their lifestyle component - weight loss and management. Join the conversation as they uncover Dr. Roger’s inspiration in starting this company, and how they can help your rate of attraction and retention through their education and marketing strategies that are done for you.  Resources MentionedTo register for the Conversion Retention Immersion, please visit our site here: https://theremarkablepractice.com/upcoming-events/For more information about SprintSet please visit: www.sprintset.comSchedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Do you have a budget for your time, energy, and focus like you do for your money? You’ve heard us say that the CEO is the Chief Energy Officer – because your business is a reflection of your energy…your energy and your team’s energy. But did you know that you are also the “CFO”?  (And we aren’t talking about money, here.) You are the Chief Focus Officer! Your job is to COLLECT and DIRECT the FOCUS of your team so that collectively you will achieve what’s important now and what’s important next.In this episode, we help you reevaluate Your ROF: The return on investment of your focus. Episode Highlights03:00 - Focus on the outcomes is not necessarily what you want to be doing but rather the behaviors that are driving the outcomes.04:56 - Collect and Direct the four limited resources of your organization; time, energy, focus, and money8:49 - If it doesn't feel like you're making progress, stay in it, because it's the little things that accumulate over time to create momentum.11:13 - Do you have a budget for your time, focus, and energy?15:41 - When you're consciously focusing on something, the mind is incredibly efficient and effective, it blocks everything else out19:30 - As a CEO you are actually the CFO, the Chief Focus Officer, directing your practice to focus where it needs to be22:58 - This consciousness of focusing is how you take your job and turn it into a business25:51 - Don’t miss Dr. Stephen’s interview with TRP Success Partner, Justin Maxwell from Big Life Financial.   Uncover how BLF helps business owners, as they experience growth, to maintain as much of their financial gains as possible through tax strategies, insurance, and a holistic approach to what the individual doctor values.   Resources MentionedTo register for the Conversion Retention Immersion, please visit our site here: https://theremarkablepractice.com/upcoming-events/For more information about Big Life Financial please visit: www.biglifefinancial.com/Schedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

The goal of all marketing investments should be to get the flywheel spinning in the most effective and economical way. The Slingshot System shows you how to generate more new revenue by reinvesting into growing your business.  Here’s the kicker…this system is a powerful jump-starter in that it requires little to no money to start!  Use this system and you will be generating New Patients at no cost or low cost. As you generate new business and new revenue, we recommend you apply the Rule of Thirds for reinvesting back into your business to create greater practice growth – while simultaneously creating more Peace of Mind.Tune in and learn more!  Episode Highlights02:35 - A review of the referral and internal lead generation concepts and targeting the 60% of your patients that are not necessarily making those referrals06:28 - Implementing the slingshot system in order to reinvest into creating more new patient conversion09:37 - Scaling is a key process in all of this so that you are not hitting a ceiling on your conversions but can continue to grow predictably each month.11:29 - Uncovering the concept of the Flywheel Effect on your practice14:27 - You are always one degree of separation away from a referral no matter how the new patient came in16:27 - Tracking your referrals is a key way to monitor if your systems are really working17:52 - Creating the “peace of mind account” utilizing the rule of thirds20:21 - Are you getting into digital marketing but are not sure where to start? Stay tuned for the Success Partner interview with Billy Sticker of Chiro Candy.  Listen in as they discuss how high-quality digital marketing increases your new patient lead generation, the untapped conversion power of Tik Tok, and starting the education process through social media to increase the buy-in of new patients. Uncover the art of using analytics to reverse engineer the outcomes you desire in your marketing campaigns.  Resources MentionedTo register for the Conversion Retention Immersion, please visit our site here: https://theremarkablepractice.com/upcoming-events/For more information about Chiro Candy please visit: www.chirocandymarketing.comSchedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

The likelihood is that 80% of your referrals right now are coming from only 20% of your patients…so you're missing 60% of the low hanging fruit on the tree. Let’s fix that. In this episode, we share insights into the process-driven system that helped us consistently generate more than 20-30 Internal New Patients per month for 30+ years combined…the same reproducible system that is producing remarkable results right now for docs around the globe. Remember, the promotion of chiropractic is an act of kindness and a moral obligation. This system is not just another great opportunity, it’s a great responsibility. Episode Highlights01:37 - Creating an influx of new patients each month really starts at the heart; with your vision and leadership03:58 - Education is a key component of attracting new clients08:09 - Attraction will begin with certainty: certainty of yourself and your team and as referrals come in, it shows the certainty of your patients.10:20 - Finding referrals is done through the social proof of an existing patient. This is all part of the 80/20 rule.15:29 - The benefit of having a tracking mechanism for identifying who is going to work their way in or their way out of your practice22:55 - Discover some of the opportunities that you can create to increase the likely hood of getting referrals.29:31 - Make that empathetic connection from day one. When you're communicating you are sharing from the heart with the person that's sitting across from you.33:46 - When you have the commitment, then ensure they are getting the knowledge they need in order to continue with care and share that information with others37:51 - As the episode wraps up, Dr. Stephen has a conversation with Success Partner, Dr. Jeff Langmaid from Chiro Bar.  Discover how Chiro Bar connects chiropractors with other chiropractors that are seeking referrals for family and friends in other parts of the country.  Looking for continuing education and events or searching for a new position? Chiro Bar provides listings for you to easily find these opportunities. Listen in to find out more.  Resources MentionedTo register for the Conversion Retention Immersion, please visit our site here: https://theremarkablepractice.com/upcoming-events/Download the Remarkable Referral Machine Scripting packets here: https://theremarkablepractice.com/podcast-ep145-npscriptsFor more information about Chiro Bar please visit:  www.thechirobar.comSchedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

One of the most common questions we get asked is regarding compensation – how to compensate yourself as the Owner. In this episode, we explain exactly how you should be paid 3 ways. Setting up your compensation correctly today pays you now - and later.  If you do this right, you will spend your “Scale Season” building the asset value of your practice. When’s the best time to plant an oak tree?  50 years ago! What’s the second-best time?  Today!  Starting today, you need to begin planning for your Exit, even if it’s long before you plan to exit because when you begin with the end in mind, you will Build and Scale a practice that has the highest market value and one that people will compete to buy!  Episode Highlights0:51 - A special recognition and thank you to all of the listeners that have been reaching out,  connecting, and inspiring Dr. Pete and Dr. Stephen07:53 - An introduction to today’s subject including the value of money and how money works in launch vs. build scale. 09:38 - A quick review of the Rule of 40, the metric to answer the question “How is it going?”13:51 - There are three ways chiropractors get paid; salary/compensation, distributions, and the asset value of the business when you sell14:53 - Determining what you get paid requires being organized and identifying the roles you play on your accountability chart.  This is especially important to understand when you are looking at selling your business.20:24 - A look at acquiring your distributions quarterly as you analyze your profits for that time period. 24:08 - Building your value in each season of your career, from launch to exit.27:11 - Building an asset value as part of your remarkable exit strategy. 30:59 - Dr. Stephen sits down with Success Partner, Dr. Joe Esposito from Aceva.  Aceva is an international brand and leader in the natural healthcare arena.  Join the conversation as they discuss how Dr. Joe started in the supplemental industry, Dr. Stephen’s personal experience with these nutraceuticals, and bringing into alignment how nutrition fits into the principle of chiropractic care.  Resources MentionedTo register for the Conversion Retention Immersion, please visit our site here: https://theremarkablepractice.com/upcoming-events/For more information about Aceva please visit:  https://www.aceva.comSchedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Ask any CEO: “How’s it going?” and you’ll typically get an answer like: “Great!” But what does that mean? This question ultimately boils down to the company’s financial position – whether or not you are growing revenue and making a profit. But does this really tell the whole story? While there are layers of complexity when determining the financial health of your business, we like to use The Rule of 40 as our “measurement” of the health of a chiropractic business. The Rule of 40 gets to the heart of the question… ”How’s it going?” Finally, Chiropractic CEO’s will have a Remarkable Standard to tell the whole story. Listen in and find out how it’s really going…  Episode Highlights02:42 - One of the qualities of remarkable businesses is that it is data-driven.06:09 - An introduction to the Rule of 40, a way to audit and assess the health of the business09:56 - The Rule of 40 will help you make informed financial decisions that fuel and drive the decisions that you're able to make as a business owner14:32 - Your profit margin may not actually be what you think it is. Discover some key components you need to consider. 23:12 - Why the rule of 40 is a healthy way to measure your business26:59 - Having multiple years of data allows you to look at the overall health. There are going to be runway years as you invest and others where you reap the rewards.32:32 - Stay tuned for Dr. Pete’s interview with Success Partner, Dr. Nick Silveri of LVRG Media. Learn more about how LVRG Media helps chiropractors get their message out into their community, expand the four walls of their practice outside of the office and into the community, and generate qualified new leads utilizing done-for-you content marketing. With a background in and a sole focus on chiropractors, they have a proven track record in the chiropractic field.  Resources MentionedTo register for the Conversion Retention Immersion, please visit our site here: https://theremarkablepractice.com/upcoming-events/For more information about Leverage Media please visit: www.lvrgmedia.comSchedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

The purpose of a business is to solve a problem - for a profit. The bigger the problem - the bigger the profit.  The bigger the problem - the greater the value…And money follows value. The ultimate value of your business is determined by the quality of the revenue - and the highest quality revenue is Recurring Revenue. Most importantly, show me the way the money works in a business, and I will show you the culture of that business.  We want to have a culture of RETENTION.  Let’s keep Ideal Patients.  Recurring Revenue drives greater retention. Everybody wins. Let’s dig into an important discussion on what we at TRP call The 5th Domain: The Money.  Episode Highlights03:29 - Money follows value.  Focus on delivering value and you will have an abundance of money.5:31 - Your financial plans must be purpose-driven possible and profitable8:00 - Creating value is about having your patients understand how their body works and heals, as well as both their role and your role in the experience10:28 - Three components of a quick audit of your business.  What questions should you ask yourself?15:55 - The quality of revenue can be different between the multiple different types of practices18:29 - The four agreements are a conversion formula and a reconversion formula22:25 - Understand the difference between empathy (connection) and leadership (empowerment) when it comes to healthcare27:35 - A brief overview of structuring your financial plan.33:05 - The outcome of the recurring revenue model should have two things - peace of mind and abundance35:11 - A calculation exercise on possibility vs. probability. Are you capturing all the value that you are delivering?39:56 - Stay tuned for Dr. Stephen’s conversation with Jonathan McAlees of Fortis. Discover what his drive was to create this platform, the overall functionality of their system as it is integrated with most Chiro EHRs, and its simplicity of use to save both time and manpower.  Resources MentionedFor more information about Fortis please visit: www.fortispay.comSchedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Are you doing Payment Plans in your practice? Most DC’s are…Let’s make sure that you do them right. As with everything - there are right ways - and there are wrong ways to do this. Listen in on a conversation with Dr. Ray Foxworth from Chiro Health USA as he details the ins and outs of doing Financial Plans correctly (and legally) in your practice. Episode Highlights02:06 - Discover the experiences that led to the formation of CHUSA07:44 - Insurance regulation and being compliant are critical parts of the business to reduce exposure11:52 - Understanding how discounts come into play that are defensible14:16 - An example of how to implement a discount properly and give an explanation to the client17:59 - Don’t devalue your services based on what you think your patient can pay. Your fees should be straight across the board and not based on the payer source.24:45 - A look at the dos and don'ts of recurring payment models, solely cash practices, and monthly payment plans.31:59 - Dr. Pete interviews TRP Success Partner, Dr. Brian Capra from Genesis Chiropractic Software systems.  Learn how Genesis leverages artificial intelligence to optimize the revenue of your practice and patient retention. Utilizing technology and systems can help you buy back your time and energy and help you focus on the areas that really matter to you Resources MentionedLearn more about CHUSADiscover how Genesis Chiropractic Software Systems can help your practiceSchedule a Brainstorming call with Dr. PeteDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business