The DC Practice Growth Show

In this Episode we look into:

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Recently I held a competition in my group, Inner Circle Hall Of Fame, where my most elite members presented their story so far, their struggles, their success and what they've learnt along the way. The top prize, a $10,000 trip to America and the first person in my Inner Circle Hall Of Fame.  After hearing all their amazing stories I knew I needed to get them on the podcast so over the next couple of weeks I will be bringing their stories to you.   Up next is Ana, here's her story in her own words:  I opened my practice right after graduation.  Opening the doors in March 2008 and I grew it to 100/ week in 6 months and feel quite quick into the “comfortable”  category. It took me about 3 years to break the  150 barrier and got stuck for many years at 200. Being  involved with the Spanish Chiropractic Association,  teaching at the BCC and trying to do too many things was  definitely part of it, but to be completely honest, the word “comfort” and thinking I knew what I was doing seems  about right. I wanted to grow but have no clue HOW. I  tried many coaches in the past and all I could think of  was: “there is a problem in ME”.  In my second year I had a major accident and I survived... only stronger. They told me I would never walk again and  I did. Five years ago, I decided to test again if I couldn’t  manage my epilepsy naturally, without my meds. Year and  a half of strict dieting and habits, new associate “just in case” (we have schedule for seizures... mine were always  in the morning) and for a year and a half I struggled with  two seizures a month. Practice survived and actually we  touched the 300 adjustments/week. There was more capacity  with 2 CA's and 2 DCs (I was only missing work on  seizure day). I was lucky enough not to have any seizures  while patients where there... but I had a lot of issues with  my team. Not fun. Welcome vulnerability.  First major problem showed up: For the first time we  were a team of 4 with no systems and no structure. Now I  know, but I did not know at that time. There was no leadership,  no structure, nothing. And then... the unimaginable  happened. My father was diagnosed with pancreatic  cancer and he was GONE in two months. I honestly asked  myself this question more times than what I would like to  share: “Do I really want to keep doing this? Is this worth  it?”  This is the context I connected with Ryan. I didn’t need  too many patients. My PVA was already above 70; I needed  help trusting myself again. I needed structure, systems,  a little bit of order. I needed HELP. I am a smart and  strong person. Medical School, Summa Cum Laude in  Chiropractic School... I am not used to feeling “desperate”, “useless” and so lonely. I was “coaching” 5 DCs starting  their practices and I felt like a complete fraud.  How could I help anyone if I can’t even help myself?

Recently I held a competition in my group, Inner Circle Hall Of Fame, where my most elite members presented their story so far, their struggles, their success and what they've learnt along the way. The top prize, a $10,000 trip to America and the first person in my Inner Circle Hall Of Fame.  After hearing all their amazing stories I knew I needed to get them on the podcast so over the next couple of weeks I will be bringing their stories to you.   Up first is Patrick, here's his story in his own words - I started in a clinic in Eastbourne as I had family located in the town. I worked here for about 5  months as my first job outside of school. It was terrible; I was making so little money and serving so few people I couldn’t pay my rent or insurance fees. This is when I applied for another job in Brighton and it was an amazing  learning curve and I got so much of my certainty from this clinic. During that job I eventually got an offer to run the old  clinic I had been working roughly 2 years prior. I spoke to  several people about this decision, my partner who wasn’t  sure how good a deal it was but would support my decision.  Ironically despite everyone being unsure something  told me not to doubt the opportunity I had attracted and  so I packed up my stuff in Brighton and moved back to  Eastbourne to pursue my new life running my own clinic  my way. This is where my story of a practice owner began,  after 2 ½ years in practice, no idea how to run a clinic but  a huge amount of hunger and energy I took the shot and  still I don’t look back.  I was meant to get mentoring from the clinic owner  before as he was meant to teach me marketing strategies,  clinic running and patient handling. There was literally  none of that so I had signed a contract, paid my money  and then got left to my own devices.  Now having been doing it for 2 years and being in the Inner  Circle for most of it I took a practice that saw on average  150 visits to over 350 in this time, more than 2.5x the  turnover and drastically increased our profit. The number  of chiros has increased with a constant thirst for more we  will continue to expand permitted that we can continue to  find more chiropractors. I now run probably the busiest and most sought-after  clinic in Eastbourne and have now started to build the  reputation of the go-to clinic. We are the first to now be  mentioned on Facebook if locals search. Our page appears  at top of Google. The other 2 clinics in town were very  well established and old running clinics which we now  give a serious run for their money.  My life and my partner’s live have been transformed by  the amazing changes that my growth has brought in. The  most amazing thing is I am still only 29 which tells me  there is still so much time for me to continue to not only  grow this practice but potentially expand to a second or  third and increase my passive incomes through the property  and other investments I am already making.

It's staggering just how much "dread" fills a chiropractor when I say these three words...  "RAISE YOUR PRICES"  The psychology around raising prices has everything to do with your understanding of just how irrational and powerful the FEAR OF LOSS is within a human being!  Fear is often overcome by understanding some facts, and some in the field real life scenarios ... of how this really plays out ... well here goes!  EXCUSES EXCUSES  Three of the biggest objections I get about raising prices are....  "I've just raised them in the last 12 months" "But I'm already the most expensive" "But nobody in the area charges more than ....." When a chiropractor first joins my group, normally the very first piece of advice I have is RAISE YOUR PRICES!  Check out Episode 113 of my DC Practice Growth Podcast and listen to me explain exactly why you need to raise your prices immediately and delve deep into a six figure price rise strategy.  Ep 4. 9 Things To Help Your Website Get To The Next Level - https://apple.co/3j0uT5S

This is not something I learnt from a book but from my own personal experience of growing to 9 practices. If you want to scale then the worst number is 2, listen to this episode and it will all make sense!

The only reason people aren't doing this strategy is because they don't know the money math in their business. Knowing your money math opens up so many new opportunities to take your practice to the next level.

Chiropractors, here's 4 immediate steps to reduce neediness when selling. So many of us come across desperate when selling because we often do 'need' it but this often repels the other person!

No shows have become more and more common during lockdown BUT there are a few things that we can do right now to improve this. Check out this extract from my recent 'Marketing Bootcamp' about how to deal with not shows.

Has your practice stopped growing? Maybe it's time to take a step back and see if you are saying these sentences because they may just be the reason why you've stopped growing!

All chiropractors are the same, they only seem to celebrate when they get 30 new patients! What about the 5? I built my business, $7 million on just getting 5 new patients a time, trust me it works!