The Remarkable CEO for Chiropractors

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Developing and Keeping the Right Associate – Part 504:21 – Dr. Pete and Dr. Stephen take a moment to promote CLA and LVRG Media06:24 – Dr. Pete and Dr. Stephen express why it is so critical to identify and hire the right associate doctor12:47 – Dr. Pete and Dr. Stephen talk about characteristics of ‘A-players’ and the importance of scalability and durability16:31 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Genesis18:34 – Dr. Pete and Dr. Stephen continue to discuss how to identify an ‘A-player’23:14 – Understanding the cost of not hiring the right associate doctor or letting the right associate doctor get awayEPISODE QUOTES“You want to set the relationship up for a graceful and profitable exit – whatever that looks like – for everybody. So we’ve gotta keep clarity and inspiration in front of the doctor.” (02:11) (Dr. Pete)“You start painting a vision story for them [the associate doctor]. You start painting a picture and you lay that out there in front of them so they can see their own pathway, their own runway to success.” (12:05) (Dr. Stephen)“If we tolerate not having A-players on certain positions of our team, one very sure way to sabotage and undermine the relationship with any doctor is if we allowed for and tolerated people who are not ‘A-players’ in other positions in the business.” (13:15) (Dr. Pete)“An A-player, they love clarity. They want to know what a win looks like. They love to be trained and equipped in the behaviors that they’re responsible for. And then they love to know what their goals are.” (19:44) (Dr. Stephen)“One of the statements I always say is, ‘Count the cost.’ And that’s usually a statement that I’ll make to somebody before they make a decision.” (23:14) (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. PeteGet more information on the REM Associate Program here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Training and Equipping the Right Associate – Part 408:07 – Dr. Pete and Dr. Stephen highlight the value of the onboarding process16:38 – Dr. Pete and Dr. Stephen talk about the importance of aligning with an associate who shares your core values and vision19:11 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers20:46 – Dr. Pete and Dr. Stephen talk about making your onboarding memorable27:38 – Dr. Pete and Dr. Stephen discuss equipping associate doctors with the tools necessary to be successful and why training is the best return on investment (ROI)EPISODE QUOTES“Remember, it’s a system. If you miss one of the steps in the system and you don’t get it right and you try to skip to this part, it doesn’t work.” (05:28) (Dr. Pete)“When you have that A-player that comes across as intelligent and articulate and enthusiastic and they’re doing great, that’s when you want to lean in further.” (09:47) (Dr. Stephen)“In our clinic, we continue to just work the system and work our process and train on everything. Because we want to make sure that I can, with great confidence, trust the process with the patient on the journey. Well, the same applies here.” (11:13) (Dr. Pete)“Remember, when we talk about the Four ‘Rights,’ it’s getting the right person in the right role doing the right work the right way. That person, the first step in this process, is A-players only. Period. Hard stop. A-players only who share your core values and buy into your vision story.” (16:38) (Dr. Stephen)“What makes a memory a memory is we remember them. That’s why it’s a memory, because it’s remembered. So, think about how you can make your onboarding memorable and make it a good memory.” (21:45) (Dr. Pete)“The key component to an A-player is that A-players love to train.” (32:04) (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. PeteGet more information on the REM Associate Program here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Onboarding the Right Associate – Part 306:45 – The importance of setting clear expectations and honest agreements14:41 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers15:24 – Dr. Pete and Dr. Stephen expound on the Energy Equation20:13 – Dr. Pete and Dr. Stephen analyze two chiropractic avatars: the Business Builder and the Care Giver30:29 – Dr. Pete and Dr. Stephen encourage listeners to reach out to them for supportEPISODE QUOTES“All successful and productive long-term relationships always start with two things in common: clear expectations and honest agreements.” (06:51) (Dr. Stephen)“It is about the expectations and agreements with every single member of your team. If I looked at your Organizational Chart and I look at your Accountability Chart, I want to know, ‘Have there been clear expectations and agreements set with every player and every position on your team.” (09:39) (Dr. Pete)“This brings us right back to the energy equation, which is the law of the jungle. Your practice – your business – will always be a reflection of your energy, your team’s energy and your associate doctor’s energy.” (15:24) (Dr. Stephen)“The retention person is such an important strength – such an important skill. There’s a high level of maturity that’s needed here to have great retention. There’s a high level of capacity you have to have to love people and serve people.” (23:59) (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. PeteGet more information on the REM Associate Program here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Finding the Right Associate – Part 205:45 – The football analogy07:55 – The Business Builder vs. the Caregiver13:09 – Dr. Pete and Dr. Stephen break down the other different avatars of chiropractors15:03 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers19:54 – Dr. Pete and Dr. Stephen share the three-legged stool that must be addressed during the vetting processEPISODE QUOTES“Superstars come in all different shapes and sizes and they play different roles. When you’re a superstar you don't necessarily have to be a carbon copy of you, doc. You’re not just hiring a mini-me. What we’re looking for is a person that’s a superstar in their role.” (04:11) (Dr. Stephen)“When you’re considering the avatar for who it is that you’re looking for, it goes back to your practice model. It goes back to what you’re trying to accomplish. It goes back to the type of practice you have now. It goes back to the end in mind.” (06:59) (Dr. Pete)“I want to take good care of people, educate them, change the way they think about their health potential, deliver great healthcare. That’s really the caregiver chiropractor.” (12:09) (Dr. Stephen)“If you’re a pickup truck, you need things hooked up to your back. You need things loaded into you. If you’re not doing that, you’re to going to be fulfilling your purpose and you will not be fulfilled.” (17:50) (Dr. Pete)“Three parts to the stool to making sure you do this interview process right – the vetting process – are number one: objective, number two: subjective and number three: historical.” (20:16) (Dr. Pete)“You put the wrong avatar in the wrong model, it’s gonna be pain, suffering, failure and expense. It’s the lose-lose-lose.” (21:46) (Dr. Stephen)“I’m a chiropractor. I’m a lover and I’m a fixer. I love everyone and I think I can fix anyone, so I’m a terrible interviewer.” (23:28) (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. PeteGet more information on the REM Associate Program here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Finding the Right Associate – Part 1 08:39 – Dr. Pete and Dr. Stephen expound on the role your vision story plays in hiring an associate 14:02 – Dr. Pete and Dr. Stephen speak to the value of answering the question, ‘What are you trying to accomplish when hiring an associate doctor?’20:13 – The Offensive Line analogy 23:52 – Dr. Pete and Dr. Stephen discuss the importance of having perspective 27:01 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers30:56 – Dr. Pete and Dr. Stephen discuss how to know when you’re ready to hire an associate 36:25 – Dr. Pete and Dr. Stephen talk about the importance of answering the question, ‘Can you afford to hire an associate doctor?’40:45 – Dr. Pete and Dr. Stephen discuss starting with the end in mind 43:37 – Dr. Pete and Dr. Stephen tease future episodes of this five-part series EPISODE QUOTES“The truth is, 67% of associate doctor relationships fail. And that’s a terrible statistic for chiropractic because when you do this right – and you can do this right – it’s a win, win, win.” (04:36) “You were lucky if you went to a chiropractic college that taught you the art, the science and the philosophy.” (07:15)“The pitfall that we are committed to helping you avoid is hiring an associate before you have clarity on exactly what you want to accomplish.” (08:52)“So there’s really five fundamental questions that we want to focus on answering: what, how, where, when and who? And as you know with the Rubik’s Cube – solving the puzzle of your business – we have to start with number one, which is vision. And that’s where we’re starting today.” (09:25)“The idea of perspective is actually seeing above where you are. It’s the capacity to see where you’ve been and where you’re going at the same time. It’s the hindsight and foresight. That’s perspective.” (23:59)“There’s so many different tracks, opportunities, models and ways to do this well. But here’s the key, each one of these models calls for a specific human being. And you’ve gotta know that before you even start interviewing, never mind hiring.” (30:16)“The economic model will either drive talent into your practice or it will drive talent out of your practice. You get to decide.” (38:12)“And that’s the goal. That’s win-win. Graceful and profitable is really the remarkable standard that we are holding ourselves to and that we are holding you to as well.” (42:28)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. PeteGet more information on the REM Associate Program here

00:38 – Dr. Pete and Dr. Stephen introduce today’s episode featuring a Digital Marketing Expert Panel 05:07 – Introducing today’s panel of experts 17:41 – Chiropractic marketing 19:38 – The panel discusses the importance of understanding what should be done by you, with you and for you as a CEO30:04 – Lauren provides her thoughts on authenticity 32:33 – The importance of remaining patient in your marketing 34:35 – Dr. Patrick speaks to a unique platform he developed to attract and retain more people 40:51 – Dr. Pete and Dr. Stephen take a moment to promote the New Patient Attraction Immersion event 43:30 – Dr. Kirby discusses advertising strategies his practice utilizes 47:04 – Dr. Bo speaks to the pitfalls and must-haves for those looking to launch their own website 49:24 – The importance of building a story through content and context 57:01 – How to remain consistent in promoting your practice 1:00:15 – The panel of experts provides one final piece of advice to heed during these trying times EPISODE QUOTES“I think consistent connection with your people is something that every doc needs to be able to look for.” (11:00)“Marketing is about generating those leads right? So, marketing comes down to communicating. Marketing is about communicating a message. What we’re looking at here is a bunch of expert communicators. They communicate in different ways, platforms and formats, but it’s all about communication.” (18:18)“As a doctor and a CEO, you need to figure out what your differentiating factor in the marketplace. What makes you you? Why to people come to you specifically?” (26:13)“If your voice is relatable, it’s empathetic and it’s authentic, you’re guaranteed to have people gravitate towards you.” (30:56)“We leverage the doctors we have and some of their content to help lift others out of that hole. So, no matter what level you’re at in chiropractic, we can help you.” (44:04)“You gotta have a story. You gotta have a brand story and understand that you’re not here to be the hero of the story; you’re here to basically help guide them along the process.” (49:24)“Creating content – and doing it in a way that’s actually gonna move the needle for your practice – the only way that gets done is if you’re accountable to somebody.” (1:00:05) 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. PeteJoin us for the Virtual Attraction Immersion. Register Now!Building a StorybrandLocal Viking

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, External Marketing Framework09:15 – Dr. Pete and Dr. Stephen speak to the communications pivot that must take place in this new framework  16:22 – Dr. Pete and Dr. Stephen break down what they wish to accomplish with this new framework and provide three specific stories on how to apply it  23:07 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers25:09 – Dr. Pete and Dr. Stephen expound on the power of perspective and agility  EPISODE QUOTES“When we said you have to show up with a plan but you can’t be attached to the plan, we recognized that we need to have a Plan A, B, C and maybe even a Plan D tucked in our back pocket. That’s what 2021 is gonna call for.” (03:14)“Like all things, CEOs always look at every situation and say, ‘There’s always a tradeoff.’ That’s how mature business people and leaders look at everything. There’s always a tradeoff.” (04:54)“What we’re giving you is this concept – this framework – that the way that you’re communicating is what’s different, not the value of what you’re communicating, not the need or demand if that. And as a result of that, we simply have to adjust the way we’re doing that.” (10:58)“People move on emotion. So we want to build the emotion to the call-to-action.” (14:12)“The best, most productive chiropractic workshops in the world teach your listener how chiropractic is the bridge to help them get what they want.” (18:32)“I hope you see what we see, which is that it’s about agility. In 2021, how are we gonna market, how are we gonna reach our community? I hope you see it right now that the potential is limitless.” (31:01)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. PeteJoin us for the Virtual Attraction Immersion. Register Now!

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, The One: Growth from Within05:12 – Dr. Pete and Dr. Stephen discuss the value of internal marketing  11:43 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers15:17 – Dr. Pete and Dr. Stephen identify three critical questions to identify The One who needs chiropractic care  EPISODE QUOTES“Being the CEO is about leverage.” (01:52)“When you’re promoting more than one thing, you’ve promoted nothing. So you’ve got to be able to narrow your focus. You’ve got to get really clear on exactly who you’re speaking to. If you try to promote to everyone, you’ll promote to no one.” (06:36)“So when a new patient comes into my office, in 2021 and they go through my Day 1, they go through my Day 2, they go into my Better Results Faster,’ guess what I’m gonna tell them? There’s gonna be a slide in my workshop that says this: ‘Who’s the one in 2021?’” (09:30)“Don’t try to be the person who makes the decision for your friend or your neighbor or your loved one. Let them decide. Your job is just to bring them to the water. They get to decide if they’re going to drink.” (18:42)“The dragon we have to slay as chiropractors is obscurity.” (21:13)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. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Agile Marketing 06:07 – Dr. Pete and Dr. Stephen stress the importance of having a game plan, setting goals and taking action now 08:44 – Dr. Pete and Dr. Stephen reintroduce the acronym APPEAR and how to apply it to your marketing plan 15:43 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers16:25 – Dr. Pete and Dr. Stephen discuss what it means to be agile22:45 – Dr. Pete and Dr. Stephen provide specific best practices for your marketing plan EPISODE QUOTES“It’s just an amazing thing to see that the podcast is really working to educate, develop and equip doctors and get them to these places where they’re discovering that there’s a better way to run their business.” (02:24)“We don’t have the luxury of not having a goal and not having a plan, because if we truly are in the business of saving lives, we have to have a plan, a tactic, an approach to reach the people in our office and in our communities and there are ways to do that.” (08:12)“The natural state of a principled chiropractic practice is growth. And, if you’re not freely and readily growing, there’s something interfering.” (10:32)“You can’t pivot if you don’t have your feet firmly set on a foundation. You can’t pivot in mid-air.” (14:20)“When you’re doing marketing you have to be gritty. There has to be an energy behind this that’s just full of passion and perseverance and persistence where we’re looking at a long-term picture.” (19:52)“You don’t have to be an expert at digital marketing. But you do have to have an expert team of digital marketers.” (27:18)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. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s guest, Ken Stillwell, who speaks to his role as COO at PegaSystems 09:45 – Ken speaks to key strategies that successful owners implement to identify the things they should be focused on 16:59 – The importance Ken places on having a rock solid value system 18:44 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers 20:05 – Advice Ken would give to ‘super-performers’ in the chiropractic industry 32:58 – Why the role of the COO cannot be understated EPISODE QUOTES“I always joke that I’ll write a book someday called, ‘Being Number Two’ because I’ve been a number two at almost every single company that I’ve been at since I was twenty-eight years old.” (05:41)“One of the biggest hurdles that I’ve found is that entrepreneurs found a way to make their way. And they do it the way they view that it’s comfortable for them to be successful. And the more that they can break away from that and say, ‘I want an outcome,’ the better.” (11:27)“There’s a couple different ways that normally every problem can be solved. That’s one anchor which is this belief that you’re focused on outcomes. You’re not just focused on how you do it, you’re focused on what outcome you want, because that will empower people to focus on those outcomes.” (12:26) (Ken)“You have to be careful that the individuals that you put in your organization don’t stray from your value system.” (17:30)“The first thing I would say is commit to mentoring, commit to teaching, commit to monitoring and measuring. But let them do it. Don’t manager, mentor. Because you’ll be amazed at what people can do if you give them an opportunity.” (28:27)LINKS MENTIONEDKen’s LinkedInPegaSystems’ WebsiteDr. 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 90-Day CEO Project Planner here