The Remarkable CEO for Chiropractors

Table Talk, Patient Education, Talking Tic’... No matter what you call it – Consistent, meaningful and productive patient education is one of the most important (and challenging) skill sets to master as a chiropractor. The ability to challenge and shape belief systems, inform and compel people to action – and to build VALUE for continued chiropractic care is the KEY to creating massive Patient Compliance and Retention. As a CEO, you must lead this culture: build it into your systems, invest in training yourself and your doctors and insist that your Team participates in this never-ending process of Continuing Ed. Listen-in to 2 MASTERS of Table Talk and discover how to make this difficult task easier. What We Covered: 00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Table Talk Drives Long-Term Care13:46 – Dr. Pete and Dr. Stephen take a moment to promote CLA and Innate Radiology16:40 – Dr. Pete and Dr. Stephen discuss the importance of training your team on Table Talk19:39 – Dr. Pete and Dr. Stephen talk about the impact of the Outside-In Model25:34 – Dr. Pete and Dr. Stephen identify other benefits of Table Talk33:56 – Dr. Pete and Dr. Stephen take a moment to promote Atlas Digital & The Remarkable Retention Immersion36:12 – Dr. Pere and Dr. Stephen share a gift with the audience EPISODE QUOTES “We should be investing our time, energy, focus and money when it comes to developing these skills ourselves and training up and developing our teams so that they can help us in this process of patient education.” (03:48) (Dr. Stephen)“One of the things that I know is going to improve your Table Talk in your practice across all the doctors on your team is to train on Table Talk. It’s not something you just get good at because you’ve been a chiropractor long enough. You actually get good at it by training.” (16:47) (Dr. Pete)“We live in an ‘outside-in’ world. Your patients are coming from an ‘outside-in’ perspective where they’ve been immersed in this model that’s just devastated the state of health of our planet. Let's face it, that’s why we had this pandemic, because people were sick and weak to begin with.” (19:58) (Dr. Stephen)“So this is really a very deliberate education system and we are pushing a boulder uphill always.” (21:13) (Dr. Stephen)“The essence of Table Talk is when I’m speaking with a patient, this is what you need to know to get what you want. This is what you need to do to get what you want. I’m actually doing this for you. I’m depositing in your account.” (26:22) (Dr. Pete) LINKS MENTIONED Dr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteJoin us for the US Retention Immersion. Register Now!Order your FREE copy of the “Dirty Dozen” Poster here:

If you agree that losing patients is off purpose and bad for business, then this is the episode for you! We studied thousands of our most successful patient relationships – and then studied hundreds of our Coaching Clients’ practices and discovered the #1 key to patient retention: Solid Expectations and Agreements. We found that all long-term, productive, successful relationships begin with clear expectations and honest agreements. When you start strong, patients are FAR more likely to stay. You are in the partnership business, setting expectations and making agreements is the bedrock of these long-term successful relationships. This culture must be established by you – the CEO – and executed by the team. If you want your patients to follow your recommendations for care and stay under care, then join us for this episode and discover how to partner with them and start with Clear Expectations and Honest Agreements. What We Covered: 00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Expectations and Agreements05:51 – Dr. Pete and Dr. Stephen take a moment to promote Innate Radiology08:01 – Dr. Pete and Dr. Stephen talk about the Story Analogy14:03 – Dr. Pete and Dr. Stephen explain why expectations and agreements are part of a leadership conversation20:27 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers & CLA22:41 – Dr. Pete and Dr. Stephen provide some incredible resources to support you EPISODE QUOTES “We want successful long-term relationships. And all of those successful long-term relationships always begin with two things in common: clear expectations and honest agreements.” (02:41) (Dr. Stephen)“It’s absolutely vital, Dr. Stephen, as we dig into this conversation that it’s about defining the relationship and what is chiropractic going to be in their life? ” (05:40) (Dr. Pete)“I’m gonna tell you right now, to have successful long-term relationships, you gotta focus on the beginning of the story, the early part of the story.” (08:42) (Dr. Pete/Stephen)“Expectations and agreements is a leadership conversation. It’s a mature conversation. It’s that, ‘I’m gonna have the conversation now because I have vision for where this relationship will go if we don’t. So, ma’am or sir, let’s slow down and let’s start right here.’” (14:03) (Dr. Pete)“Don’t try to build a practice that;s going to create and collect ideal patients using fantasies and assumptions. We create ideal patients by leveraging expectations and agreements.” (20:11) (Dr. Stephen) LINKS MENTIONED Dr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteJoin us for the US Retention Immersion. Register Now!

The purpose of a business is to solve a problem for another human being. What problem does YOUR business solve? In this crowded, noisy, and confusing healthcare marketplace it is critical that you and your TEAM can answer this question – and convey it to potential customers (patients). If you don’t, you will not attract, convert or retain Ideal Patients. When this goes wrong, you can end up in a place where you are selling one thing and they are buying another thing. This will lead to confusion and frustration – and worse – patient drop-out. As the CEO, you and your team are responsible to be crystal clear on what problem you solve, what your product is and the process you use to deliver it. Get this right and you will attract, convert and retain more Ideal Patients. What We Covered: 00:37 – Dr. Pete and Dr. Stephen introduce today’s topic, Are Your Customers (Patients) Buying What You’re Selling?05:26 – Dr. Pete and Dr. Stephen list the seven major reasons patients drop out of care06:45 – Dr. Pete and Dr. Stephen take a moment to promote Innate Radiology09:46 – Dr. Pete and Dr. Stephen discuss The Blockbuster Analogy12:34 – Dr. Pete and Dr. Stephen break down the purpose of a business and the importance of maintaining relevance22:21 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers & CLA24:34 – Dr. Pete and Dr. Stephen talk about the importance of fostering patient relationships and meeting them where they are27:31 – Dr. Pete and Dr. Stephen break down the four agreements of the Remarkable Conversion Process31:55 – Dr. Pete and Dr. Stephen share insights on creating clarity for your consumers EPISODE QUOTES “Our premise in our practice has always been that the families that are in our practice are safer and healthier than the families that are not in our practice.” (03:06) (Dr. Stephen)“Don’t be a Blockbuster in a Netflix world.” (09:46) (Dr. Pete)“Embedded in your understanding is that there’s gonna be a step for them to get there. We’ve got a path for you. The product, with the end in mind, is this: Lifetime family wellness care.” (11:24) (Dr. Pete)“People are listening because they’re looking. People are actively looking for a solution, so they are looking .” (14:10) (Dr. Stephen)“We can’t miss the opportunity to build a bridge between ‘Now’ and ‘Next,’ because this next generation will be Googling, ‘Subluxation Correction.’” (15:23) (Dr. Stephen)“It goes back to a premise, right? Retention begins at conversion.” (19:03) (Dr. Stephen)“I’m not listening just so I can give them what they think they want. I’m listening so that I can know exactly what they want and they can get what they need. And what they need is what they want, which is the outcome. That’s what they really want.” (26:01) (Dr. Pete)“If you start the relationship right, it’s not a guarantee, we are setting ourselves up for that long- term success.” (29:03) (Dr. Pete) LINKS MENTIONED Dr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. Pete

00:37 – Dr. Pete and Dr. Stephen introduce today’s topic, Leading vs. Lagging Metrics02:49 – Dr. Pete and Dr. Stephen provide The Driving Analogy05:38 – Dr. Pete and Dr. Stephen talk about the two numbers that are critical to the success of your practice11:09 – Dr. Pete and Dr. Stephen explain the difference between downstream and upstream metrics14:08 – Dr. Pete and Dr. Stephen discuss what leads to better compliance17:21 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Digital Care 10020:54 – Dr. Pete and Dr. Stephen talk about the importance of looking ahead22:35 – Dr. Pete and Dr. Stephen share vital behaviors that need to be in place to drive compliance24:45 – Dr. Pete and Dr. Stephen discuss leading metrics to be mindful ofEPISODE QUOTES“What matters gets measured. What gets measured is what gets talked about. And what you talk about, you bring about.” (06:51) (Dr. Stephen)“If we can get to eighty-seven, ninety percent Kept Visit Average, if we can do that there are specific things we can do. I think we’ve identified four or five very specific things that will drive those things happening.” (14:55) (Dr. Pete)“We need to be able to have that ability to look ahead, knowing the things that are driving us looking ahead.” (20:54) (Dr. Pete)“You don’t get what you want, you get what you tolerate. Do not tolerate anything less than people abiding by the standards which you operate. We make recommendations for care, we don’t make suggestions.” (22:47) (Dr. Pete)“Start with where you are right now.” (29:23) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteDownload your copy of the First 4 Months PDF here:

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, The Accountability Grid08:37 – Dr. Pete and Dr. Stephen discuss the fifteen primary functions of a chiropractic business13:46 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Digital Care 10015:37 – Dr. Pete and Dr. Stephen continue to break down The Accountability Grid in further detail19:55 – Dr. Pete and Dr. Stephen stress the importance22:43 – Dr. Pete and Dr. Stephen analyze Retention, Team-Building and Collections26:40 – Dr. Pete and Dr. Stephen let listeners know where they can download a copy of the Accountability WorksheetEPISODE QUOTES“Accountability is what creates focus. And focus is what makes the difference between busyness and productivity.” (04:30) (Dr. Stephen)“The reality is that identifying where you are now is a really healthy thing to do. It’s really important, even if what you look at is not what you want it to be.” (09:10) (Dr. Pete)“Attraction is marketing. And the purpose of marketing is to generate leads.” (12:16) (Dr. Stephen)“In order for you to not have these 7s, 8s and 9s drop down to 1s, 2s and 3s, accountability is how you do that.” (21:12) (Dr. Pete)“Show me how the money works in a business and I’ll show you the culture of that business.” (25:06) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteDownload your copy of the Accountability Worksheet here:

00:38 – Dr. Pete and Dr. Stephen introduces today’s topic, Troubleshooting Your Business10:31 – Dr. Pete and Dr. Stephen take a moment to promote Imaging Services11:20 – Dr. Pete and Dr. Stephen discuss the F1 Racing Analogy16:50 – Dr. Pete and Dr. Stephen talk about the important role vision plays in troubleshooting your business20:47 – Dr. Pete and Dr. Stephen walk through common chiropractic systems issues23:17 – Dr. Pete and Dr. Stephen take a moment to promote Fortis & Digital Care 10025:48 – Dr. Pete and Dr. Stephen provide advice on troubleshooting the training processEPISODE QUOTES“This coaching tool allows you a systematic approach to digging in and finding exactly why is something underperforming, where’s the problem, and what’s the root cause of the problem. Because, as CEOs, we don’t want to be emotional. We want to use data.” (02:21) (Dr. Stephen)“What matters gets measured. And it’s so important to recognize that what we measure in our practice we are choosing those things to be our outcomes. What you measure is what you talk about, and what you talk about is what you bring about.” (06:41) (Dr. Stephen)“Let’s troubleshoot this part of the domain of the business. And let’s troubleshoot because we’re not sure what it is that’s going on. And so simply by being able to slow down, stop and assess your business is actually a healthy thing to do. Don’t wait until you’re in trouble to troubleshoot.” (08:02) (Dr. Pete)“This is what the Troubleshooting Form is all about. It’s about tuning the engine of your practice.” (14:53) (Dr. Stephen)“The Troubleshooting Form isn’t just a CEO tool; it’s really a CEO skill. It’s a perspective that we show up to solve issues. It’s not about creating a dynamic where you’re assigning blame. It’s about unearthing root causes of issues so we can correct them.” (29:50) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteDownload your copy of the Troubleshooting Form here:

00:38 – Dr. Stephen introduces today’s very special guest, Bharon Hoag, who joins the show to share his background and discuss the work he’s doing with The Chiropractic Defense Council11:06 – Dr. Pete and Dr. Stephen take a moment to promote SKED12:02 – Dr. Stephen and Bharon discuss the importance of protecting the rights of chiropractors everywhere and the team they are assembling at The Chiropractic Defense Council23:04 – The Armed Services Analogy and the opportunities COVID created for chiropractic27:59 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Genesis29:59 – Dr. Stephen and Bharon tease the upcoming Out of the Storm Summit35:01 – Dr. Stephen thanks Bharon for joining the show and for the work he’s doing to serve chiropracticEPISODE QUOTES“One of our favorite quotes that drove a lot of what we did back in 2016 was from Buckminster Fuller. And it says, ‘To cause true change, you cannot fight the existing reality. You need to create a new reality that makes the old reality obsolete.’” (06:32) (Bharon)“The intention [of the Chiropractic Defense Council] would be if somebody were to trespass on the rights of a practicing chiropractor anywhere in the world that we would have this team that was teched up and ready to be deployed to snuff out that situation, hit em hard, hit em loud, get some wins and make people think twice about picking on chiropractors.” (10:42) (Dr. Stephen)“Our profession has literally the best product on the planet, in my opinion, and yet we fumble the football just about every time we get in the game.” (12:47) (Bharon)“So we have our advisory board and those people are very respected throughout the industry and they bring something to the table that’s very different. Of all the organizations I’ve ever been on, I’ve never been a part of a group of people that are so focused, so talented, but they also have such a clear vision themselves.” (19:27) (Bharon)“The pandemic created unbelievable opportunities for chiropractic. I know it was devastating in a lot of areas of our world. But for chiropractic as a profession, it was a pretty good thing for us because it changed the conversation of healthcare. It’s no longer sickness and not sick. It’s being healthy prepares you for sickness.” (24:10) (Bharon)“We’re gonna keep working to make chiropractic the number one healthcare choice in the world.” (35:25) (Bharon)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteLearn more about the Chiropractic Defense Council here:Register for the FREE Out of the Storm Summit on July 23/24, 2021 here:

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Quarterly Reviews10:43 – Dr. Pete and Dr. Stephen take a moment to promote SKED11:40 – Dr. Pete and Dr. Stephen share some best practices for conducting quarterly reviews23:27 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Genesis25:34 – Dr. Pete and Dr. Stephen discuss the importance of setting time aside to connect with your team members individually at the appropriate time and placeEPISODE QUOTES“The key is to create focus and accountability for your teams in a quarterly rhythm where you get everybody on the team together to get full chime in and buy-in around vision casting, product and process, goal-setting and the marketing machine.” (01:04) (Dr. Stephen)“I think we all agree that if we do this right, meaning we get the right person in the right role doing the right work and doing it the right way, then this becomes a remarkable meeting.” (02:57) (Dr. Pete)“When I started to meet with doctors and the team individually, I began to really connect with them. I saw the human being in front of me. They stopped being a tool to help me achieve my goals and they became a human being. And it really brought the human element into my practice, which I think I really needed.” (08:56) (Dr. Pete)“If you want these meetings to be powerful, don’t have surprises. Go in ready. And guess who’s gonna get the most value out of you being prepared? Your team member! They’re going to feel so much more loved, appreciated and valued if you’ve actually taken time to prepare for the meeting.” (18:35) (Dr. Pete)“It’s really important as your team grows and expands that you know and they know that there’s an appropriate place and time to have certain conversations and deal with certain things.” (27:38) (Dr. Pete)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteLearn more about the Remarkable Vault here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Remarkable Marketing Machine03:38 – Dr. Pete and Dr. Stephen expound on the four key elements that comprise the Marketing Machine07:20 – Dr. Pete and Dr. Stephen talk about the importance of having a Quarterly Marketing Report08:55 – Dr. Pete and Dr. Stephen take a moment to promote SKED, Big Life Financial10:37 – Dr. Pete and Dr. Stephen discuss the value of the Remarkable Practice Academy13:42 – Dr. Pete and Dr. Stephen speak to the Marketing Plan & Marketing Calendar16:28 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Genesis18:33 – Dr. Pete and Dr. Stephen talk about the Marketing Team & the Marketing Budget25:15 – Dr. Pete and Dr. Stephen provide best practices on executing this specific Board MeetingEPISODE QUOTES“We can all get caught up in the busyness of the day-to-day, the week-to-week and the month-to-month. It’s so critically important that we have a structure in place, a meeting rhythm in place, where the whole team gets together, picks up our head, looks around and says, ‘Where were we? Where are we? And where are we going next?’” (03:55) (Dr. Stephen)“Having this marketing meeting gives you an opportunity to assess what you’ve done and come up with a plan.” (12:51) (Dr. Pete)“Remember, clarity determines how fast and how far we’ll go. Clarity is your greatest accelerant. So you want to make sure that not only you see it in your mind’s eye, but actually everybody on your team can see it.” (14:11) (Dr. Stephen)“I want you guys to have fun with this. Marketing can be a pain point and it can be hard, but we can decide to have fun with it. So, market in a way that makes sense to you.” (22:36) (Dr. Pete)“I think everybody overestimates what they can do in a day but they underestimate what they can do in a quarter.” (26:40) (Dr. Stephen)“The Remarkable Marketing Machine is your chance – as the CEO, as the COO, as the Marketing Director – to get it out of your head and into theirs so that you can say to your team,‘Shut your eyes. I want you to see what I see.’” (28:13) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteLearn more about the Remarkable Vault here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Remarkable Goal Setting01:37 – Dr. Pete and Dr. Stephen break down the five reasons we have Board Meetings08:17 – Dr. Pete and Dr. Stephen shout out some supporters of the podcast and encourage others to leave a review or send a note on what value you are getting from this show11:06 – Dr. Pete and Dr. Stephen speak to the importance of planning these quarterly meetings well in advance14:40 – Dr. Pete and Dr. Stephen take a moment to promote SKED & Big Life Financial16:24 – Dr. Pete and Dr. Stephen talk about the premise of Table Talk25:16 – Dr. Pete and Dr. Stephen stress the value of having a three-year view of your practice and a three-month view of your goals always33:01 – Dr. Pete and Dr. Stephen discuss organizing goals categorically35:20 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Genesis40:44 – Dr. Pete and Dr. Stephen break down setting goals at an organizational level and at an individual level43:30 – Dr. Pete and Dr. Stephen provide best practices for goal settingEPISODE QUOTES“There’s a big ‘Why’ behind why we have Board Meetings. And that’s really important for everyone to understand.” (04:55) (Dr. Pete)“If you don’t build a remarkable team and if you don’t really follow through with this, you will, as the CEO, have to carry this mostly alone.” (12:11) (Dr. Pete)“If Table Talk is hard for you, chances are you’re either not doing Workshop, or you’re not getting patients to attend Workshop, or your messaging is off in your Workshop. Here’s the deal, if you do Workshop right, you’re making Table Talk easier.” (16:48) (Dr. Stephen)“Focus creates energy. Accountability creates energy. You know your results are always a reflection of your energy. Your business is always a reflection of your energy and your team’s energy.” (22:58) (Dr. Stephen)“I love this three-year view of your practice all the time and a three-month view of your goals. I think that concept is absolutely vital.” (26:02) (Dr. Pete)“That’s why we say at the quarterly pulse meeting, you also do your individual quarterly reviews. And this is how it works because you’ve now got the business goals and now we can effectively do individual goals.” (40:24) (Dr. Pete)“Make sure they are SMART goals. I love this acronym. SMART goals stands for Specific, Measurable, Achievable, Relevant and Time-Based.” (43:46) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteLearn more about the Remarkable Vault here