The Remarkable CEO for Chiropractors

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

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, How to Address Unfinished Business05:07 – Dr. Pete and Dr. Stephen break down the acronym APPEAR and why it should be applied throughout your business 14:38 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers15:20 – Dr. Pete and Dr. Stephen speak to the value of the 90-day CEO Project Planner 19:56 – Dr. Pete and Dr. Stephen share the Parking Lot analogy EPISODE QUOTES“When you focus on the things you don’t have influence over, your influence contracts. Whereas if you really focus on those things where you do have influence, your influence grows. And that’s what we all want.” (03:50)“There’s an equation that we follow as productive, successful CEOs running productive, successful businesses. And that is, Assess, Plan, Prepare, Execute, Assess Repeat. And the acronym we use for that is APPEAR. We want your positive outcomes to appear.” (05:16) (Dr. Stephen)“If you don’t do the Assess on the bookends, what ends up happening is you’ll repeat but you’ll never grow or improve. So you’ll end up spinning your wheels. You’ll have friction but no traction.” (08:09)“This framework applies to all the aspects of your business. And as you innovate – as you adapt, as you’re agile – you continue to use APPEAR so that you continue to manifest your vision.” (10:33)“I’m going into the next couple years as a leader who’s committed to being agile and saying, ‘I’m gonna show up with my Plan and my Prepare. And part of my prepare is that I’m going to be prepared to be agile.’” (14:26)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 90-Day CEO Project Planner here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, 2021 Business Word of the Year: Agile 08:02 – Dr. Pete and Dr. Stephen discuss the importance of setting the correct frame of mind 11:56 – Dr. Pete and Dr. Stephen take a moment to promote the two-day, Remarkable Team Building Immersion16:22 – Dr. Pete and Dr. Stephen identify and define five ways of being agile EPISODE QUOTES“CEOs step in, lean in and make a proclamation.” (03:53)“When we look back, we learn lessons and we apply those lessons to now. That’s called wisdom.” (05:23)“Our mission hasn’t changed. Our vision hasn’t changed. Out purpose hasn’t changed. The value that we deliver hasn’t changed. The way that we deliver it has to change. That was a pivot.” (09:01)“We actually develop through pivoting the understand that, to be truly successful in business long-term, you have to be agile.” (15:14)“If you look at how grit is defined it’s passion, perseverance and persistence. That’s how we define what grit it. Passion, perseverance and persistence for what? For the long-term.” (17:18)“If we’re gonna be agile, we’re going to exercise the leadership muscle. And the leadership muscle answers the question ‘Who do I need to become?’ It’s a becoming.” (18:39)“Whoever sets the frame wins the game.” (20:55)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 Team Building Immersion on January 15th & 16th Register Now!

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Lessons Learned in 202005:32 – Dr. Pete and Dr. Stephen share their biggest takeaways from 2020  12:46 – Dr. Pete and Dr. Stephen take a moment to promote the two-day, Remarkable Team Building Immersion  14:49 – Dr. Pete and Dr. Stephen discuss the importance of having successful and productive long-term relationships rooted in honest expectations and agreements  23:16 – Dr. Stephen opens up about one of the most impactful moments of his life and how it impacts him today  29:29 – Dr. Pete and Dr. Stephen discuss how they are approaching 2021  EPISODE QUOTES“There were so many lessons that were learned this year. I believe that our priorities became more refined, our visions became clearer and our convictions became sharper.” (01:48)“I do see this as an inflection point in chiropractic. Not despite the COVID-19 situation or despite the current chaos, confusion, crisis or distraction. I’m gonna make the argument it’s because of it.” (04:04)“Character is forged in the crucible of life. Strength is developed through the pain and suffering. There is always light, even in the darkness. There is always reason for joy.” (06:37)“An expectation without an agreement is not complete. It’s why we say it’s expectations and agreements.” (10:06)“We all want the same thing. All we’re interested in is successful and productive long-term relationships. Period.” (15:14)“When things shifted and the situation changed – the circumstances changed, the productivity changed – at the end of the day the purpose didn’t change. Our purpose didn’t change. The value that we deliver doesn’t change. The way we deliver it changes.” (18:38)“You don’t get sick, you do sick. You don’t get well, you do well.” (24:50)“When the story is strong enough, people will change their behaviors.” (27:35)“It’s not time to lean back; it’s a time to lean in. It’s time to pick up the armor of truth and grab your sword which is this message that your community so desperately needs as they are fatiguing through this COVID crisis.” (31:57)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 Team Building Immersion on January 15th & 16th Register Now!

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, the value of the CEO Project Planner10:50 – Dr. Pete and Dr. Stephen speak to the power of pivoting when things change 15:17 – Dr. Pete and Dr. Stephen break down the ultimate goal of the CEO Project Planner and the importance of thinking quarterly rather than monthly or weekly 19:14 – Dr. Pete and Dr. Stephen take a moment to promote the two-day, Remarkable Team Building Immersion 21:24 – Dr. Pete and Dr. Stephen analyze the three columns of the CEO Project Planner 30:30 – Dr. Pete and Dr. Stephen expound on the Project Pathway33:08 – Dr. Pete and Dr. Stephen close out this episode with one last key ingredient to the CEO Project Planner EPISODE QUOTES“The whole goal here is that you would be able to simplify and organize and structure what are the things that are most important next. We talk about a CEO and how some of their objectives include determining what’s important now and what’s important next. And the Project Planner is really dedicated to what’s important next.” (03:03)“This [CEO Project Planner] is another tool that helps not only you get clarity, doc, but it helps you grow up from the owner-operator to the CEO.” (07:11)“The goal is to be able to look back at these planners a year or two from now and assess your business successfully.” (15:17)“CEOs operate in three frames: Done by you. Done with you. Done for you.” (26:12)“You’ve gotta get super clear with what a win looks like so you can turn and reverse-engineer that thing. And then that becomes the project pathway.” (29:29)“The Project Pathway is: what are the steps that need to be taken? And, also, what are the steps that we did take?” (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 WebsiteDownload your copy of the 90-Day CEO Project Planner hereSchedule a Brainstorming call with Dr. PeteJoin us for the Virtual Team Building Immersion on January 15th & 16th Register Now!

00:38 – Dr. Pete and Dr. Stephen introduce Part 2 of their discussion on the Board Meeting 06:00 – Dr. Pete and Dr. Stephen discuss the importance of remarkable goal-setting and remarkable marketing 07:56 – Dr. Pete and Dr. Stephen break down the four aspects of goal-setting 16:36 – Dr. Pete and Dr. Stephen take a moment to promote the two-day, Remarkable Team Building Immersion 20:38 – Dr. Pete and Dr. Stephen speak to the value of having a marketing calendar EPISODE QUOTES“Frankly, I think I get more done in the last six weeks of the year than I do in all of the other weeks combined.” (02:41)“You have the opportunity to choose the attitude of a leader, which is going to be contagious to your team, to your patients, to your practice and to your business.” (04:15)“If you don’t have a clear vision of what success looks like and where we’re going, then it’s impossible to set goals. So, the first step of remarkable goal-setting is to have a clear vision.” (06:44)“I love the expression, ‘Fuzzy targets don’t get hit.’ So one way to make sure that there’s clarity with the targets is that you set objective KPIs or key performance indicators.” (11:17)“The key to successful marketing planning is actually having a global calendar.” (22:57)“You’ve gotta stay twelve months ahead in your goal-setting, your marketing calendar and your training curriculum. It’s not a once a year exercise where we plan out the year and we set out our goals.” (25:14)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 WebsiteVisit the TRP Academy for more information Join us for the Virtual Team Building Immersion on January 15th & 16th Register Now! 

00:38 – Dr. Pete and Dr. Stephen introduces today’s topic, Board Meeting, Part 105:52 – Dr. Pete and Dr. Stephen talk about the importance of choosing your attitude  09:57 – Dr. Pete and Dr. Stephen share best practices for planning, preparing and executing a successful board meeting  13:07 – Dr. Pete and Dr. Stephen explain the four different types of board meetings and their importance to your practice  16:36 – Dr. Pete and Dr. Stephen take a moment to promote the two-day, Remarkable Team Building Immersion  18:46 – Dr. Pete and Dr. Stephen suggest looking back on 2020 in order to assess what happened and move forward in 2021  28:33 – Dr. Pete and Dr. Stephen let listeners know that now is the time to get ready for a more remarkable 2021  EPISODE QUOTES“When I think about, ‘How do I win the day,’ it always goes back to, ‘I have to win the night before.’ If you want to start your day right, you have to end the day before well.” (02:36)“End of year energy is significant. And, it’s something that I’ve learned to value more over time.” (03:28)“So, we may not be able to choose our circumstances. We may not be able to change our situation that’s outside of our influence. But what we can always do is choose our attitude. And – I’ll tell ya what – that may not change your situation or circumstances, but it will absolutely change your experience of them.” (08:02) “Attitude is a choice; it’s a conscious decision.” (11:04)“If we don’t learn from the past, we’re going to repeat it.” (24:11) “Here’s the deal. Our vision hasn’t changed. Our purpose hasn’t changed. The need hasn’t changed. The value that we deliver is not going to change. The way that we deliver the value is what’s gonna change.” (26:00)“People drop out of chiropractic care when they lose clarity around why they should stay under regular chiropractic care.” (27:58)“It’s all about end of year energy. Now is the time to tighten your bootstraps, run all the way across the finish line and get ready for a more remarkable 2021.” (29:57)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 WebsiteVisit the TRP Academy for more information Join us for the Virtual Team Building Immersion on January 15th & 16th Register Now! 

00:38 – Dr. Pete and Dr. Stephen introduces today’s topic, Retention Pitfalls08:55 – Dr. Pete and Dr. Stephen discuss Product Confusion, Expectations and Agreements & Table Talk  21:29 – Dr. Pete and Dr. Stephen speak to the value of the Better Results Faster Workshop  26:51 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers  28:34 – Dr. Pete and Dr. Stephen talk about the importance of providing feedback and progress reports  34:53 – Dr. Pete and Dr. Stephen analyze Flow Issues and Value Economy  EPISODE QUOTES“When you tolerate things in your business, it always comes back to bite you. And, when you’re the CEO, it doesn’t just bite you; it bites your team.” (11:24)“Failure to set expectations and agreements with your patients on the front end really just sets you up for frustration and drop out on the back end.” (13:24)“How the patient enters into the room to prepare for their adjustment sets up the Table Talk.” (18:17)“Table Talk is really education. And education happens in a couple of ways. One, it’s by asking questions. And number two, it’s by dropping insights for them [patients] to take with them.” (19:51) “Every new patient is like a tire that I’ve found on the side of a dirt road. My job – as their chiropractor, as their health coach – is to come alongside them and hoist that thing upright.” (25:40) “When that person has an engagement with you, which is what a progress report is, what happens is you’re able to get them to buy back in again. Because people need to be continually reminded.” (31:01) “People don’t leave because they don’t like you or they don’t think you’ve helped them. People leave because they lose value around why they should stay. They lose clarity around the value of staying under care.” (40:57)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 WebsiteVisit the TRP Academy for more information 

00:38 – Dr. Pete and Dr. Stephen introduces today’s topic, How to Compensate Associates  01:26 – Dr. Pete and Dr. Stephen recap the value that an associate doctor can bring to your practice13:25 – Dr. Pete and Dr. Stephen discuss the objectives of Growth and Freedom  18:28 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers20:14 – Dr. Pete and Dr. Stephen compare short-term and long-term associate doctor relationships  27:03 – Dr. Pete and Dr. Stephen discuss the importance of getting your compensation model right  EPISODE QUOTES“Start with why you want to bring in an associate doctor. What are you trying to accomplish? Right it down and own it. This is why I am going to do this.” (04:27)“When it comes to giving people certain roles – which comes with certain expectations and agreements – one of the most important things you’ll ever know is how a person is hardwired to behave and, what the role you’re hiring them for, what that calls for.” (09:36)“There’s so many unique gifts and talents and skills that belong in chiropractic. We actually need everyone. We need to embrace our uniqueness. It’s actually in our uniqueness that we actually develop our greatest strength.” (10:33)“Our goal here is to find out what their [the associate doctor] genius is so that we put them in a position of their genius. And so there is a right person for this role.” (12:38)“Basically, it’s gonna come down to two categories of doctors. Are you looking for a business builder or are you looking for a caregiver?” (24:51)“Remember, we’re talking numbers now. We’re talking metrics. We’re talking about your money. You want to get this right. You want to be able to have a business that you want to scale.” (29:02) 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 WebsiteTo learn more about REM CEO & REM Associate Doctor Program, please schedule a call with Dr. Pete