The Remarkable CEO for Chiropractors

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, The Money Gap

05:04 – Dr. Pete and Dr. Stephen talk about why timing is everything

09:27 – Dr. Pete and Dr. Stephen stress the importance of directing your energy and focus effectively

11:32 – Dr. Pete and Dr. Stephen provide some ‘no cost’ marketing activities

13:01 – Dr. Pete and Dr. Stephen delve deep into The Money Gap

20:54 – Dr. Pete and Dr. Stephen talk about incrementally building up your marketing budget

26:38 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and CLA

30:08 – Dr. Pete and Dr. Stephen speak to the importance of getting out of the office to grow your practice

33:17 – Dr. Pete and Dr. Stephen provide additional no and low cost marketing activities, including digital tactics

44:34 – Dr. Pete and Dr. Stephen introduce The Remarkable Vault

EPISODE QUOTES

“We saw a big resurgence here in 2021 in Q1. And here we are in 2021 Q2 and we know that that now is the time and we’re calling this the Roaring 2020s.” (03:44) (Dr. Pete)

“I want to talk about two things: where is your energy and where is your focus? We want to talk about that through the lens of your marketing and where you’re going to invest the resources of your energy, your focus and your money.” (09:28) (Dr. Pete)

“Patient education is one of the most powerful ways to get your marketing going.” (12:06) (Dr. Pete)

“You want to be investing approximately ten percent of the revenues that you want to reach by the end of the Quarter every Quarter.” (16:11) (Dr. Stephen)

“What I want to say is that over the rest of this year, start to plan your budget incrementally to increase. So, don’t go from three to ten. Go from three to four, from four to six, from six to seven, from seven to eight.” (20:54) (Dr. Pete)

“The reality is that you are the messenger because marketing is a message.” (31:47) (Dr. Stephen)

“This is your lane, this is your time. We talked about networking. It’s time to get back out and start shaking hands with other business owners and other leaders in your community.” (40:25) (Dr. Pete)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

Learn more about the Remarkable Vault here

Join us for the US Conversion Immersion. Register Now!

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, How the Top Chiropractors Build World Class Teams

07:08 – Dr. Pete and Dr. Stephen stress the importance of building a remarkable practice through a world class team

11:48 – Dr. Pete and Dr. Stephen begin the break down the 25 criteria for team-building success

13:20 – Dr. Pete and Dr. Stephen stress the importance of having Accountability and Organizational Charts

18:45 – Dr. Pete and Dr. Stephen break down the Baseball Analogy

20:21 – Dr. Pete and Dr. Stephen discuss the value of having well-defined roles and descriptions and hiring people that share your core values

25:38 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and CLA

32:13 – Dr. Pete and Dr. Stephen talk about identifying the right role

39:24 – Dr. Pete and Dr. Stephen discuss the importance of training

49:27 – Dr. Pete and Dr. Stephen finish up by sharing why a practice with a world class team can no longer be about one person (you) 

EPISODE QUOTES

“The market for chiropractic, the marketplace, the need for chiropractic has grown more than ever before. It is absolutely vital that we are building remarkable businesses, that we are firing on all cylinders with these domains.” (07:16) (Dr. Pete)

“You cannot have a clear and current Accountability Chart if you don’t have a clear and current Org Chart.” (15:24) (Dr. Pete)

“It comes down to the ‘Four Rights.’ It’s getting the right people into the right seats, doing the right work, the right way.” (17:17) (Dr. Stephen)

“The first ‘Right’ of the ‘Four Rights’ to get right is that number one we won’t settle for less than A-players. And one of the first criteria to determine if this is an A-player is they share our core values.” (23:26) (Dr. Pete)

“Vision stories have seasons and so do teams. I like to think that people are with us for a reason or a season.” (29:12) (Dr. Stephen)

“We have a culture, just the same as you, where there’s always a more excellent way. And we train to discover that.” (42:19) (Dr. Pete)

“We want visibility into our business. We want accountability, because we know that accountability drives productivity.” (47:09) (Dr. Stephen)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Download your copy of the Clinicoscopy Team Building Success Score PDF here

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Clinicoscopy: Retention Audit

06:20 – Dr. Pete and Dr. Stephen begin the break down the 25 criteria for retention success

11:53 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

12:55 – Dr. Pete and Dr. Stephen continue to list the 25 criteria for retention success

16:07 – Dr. Pete and Dr. Stephen explain the Helium Balloon Transformation

17:50 – Dr. Pete and Dr. Stephen stress the importance of compliance to care plans

24:48 – Dr. Pete and Dr. Stephen talk about the value of reporting systems and measuring outcomes

26:06 – Dr. Pete and Dr. Stephen discuss the three Ps: Purposeful, Possible and Profitable

27:33 – Dr. Pete and Dr. Stephen encourage listeners to download a copy of the Clinicoscopy Retention Success Score PDF

EPISODE QUOTES

“So you actually are always cross-referencing. Each domain doesn’t’ stand alone. There’s no siloing going on between attraction, conversion and retention. They all are interlaced and interconnected.” (06:39) (Dr. Pete)

“What we’re doing is we are creating what we call true conversion in the remarkable practice, which means we’re gonna start them so they stay. So, we wanna make sure that we start the relationship off with clear expectations. Pause. Clear expectations and honest agreements.” (08:23) (Dr. Stephen)

“This is the story that chiropractors tell themselves all the time. Listen, we know the truth, if great adjustments just created great retention, we’d all have more patients than we could possibly see. If great results from chiropractic care just created naturally more retention, we’d all have more new patients than we could possibly see. ” (09:05) (Dr. Stephen)

“Frankly, in order for your patients to really understand and appreciate and want regularchiropractic care across their lifetime, they’re gonna need to appreciate that chiropractic is a lifetime success strategy for healthy human beings.” (10:56) (Dr. Stephen)

“We talk a lot about the value of table talk. We talk about how your ‘adjustatorium’ is a continual education center.” (14:35) (Dr. Pete)

“As CEOs, you are in the compliance business. Everything that we do in the Remarkable Practice is to create greater compliance. Compliance means that the patients follow the doctor’s recommendations for care.” (18:02) (Dr. Stephen)

“People’s goals change. Remember, it’s not about just getting goals in the beginning. It’s continually getting goals from people, always keeping them looking ahead and seeing how are we gonna help you on your journey to your destiny and where you want to go.” (21:56) (Dr. Pete)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Download your copy of the Clinicoscopy Conversion Success Score PDF here:

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Clinicoscopy: Sales Audit

03:36 – Dr. Pete and Dr. Stephen take a moment to promote SKED and Big Life Financial

08:00 – Dr. Pete and Dr. Stephen begin the break down the 25 criteria for conversion success

14:55 – Dr. Pete and Dr. Stephen speak to the importance of clear and congruent recommendations

21:09 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Spinal Hygiene

23:08 – Dr. Pete and Dr. Stephen talk about the value of offering multiple payment options

28:34 – Dr. Pete and Dr. Stephen stress the importance of getting patients to commit to their care plan

32:20 – Dr. Pete and Dr. Stephen talk about mapping out expectations and agreements with your patients

35:12 – Dr. Pete and Dr. Stephen encourage listeners to download a copy of the Clinicoscopy Conversion Success Score PDF

EPISODE QUOTES

“We know that what the world needs right now is chiropractic. And what chiropractic needs right now is more successful chiropractors.” (06:05) (Dr. Stephen)

“That empathetic connection is the most important part of this process because if a person doesn’t feel heard, they’re not gonna be ready to listen.” (12:34) (Dr. Stephen)

“So I can say this to you that my recommendations for care for you are based on two things: your goals, what you want to achieve, what success looks like to you, and my findings about you. So it’s all about them. You see how important that is.” (15:32) (Dr. Pete)

“We have an awesome business model in chiropractic. Money follows value and you should be hugely profitable.” (20:54) (Dr. Stephen

“The value of the auto debits and the EFTs is it’s a clinical benefit for the patient. This benefits the patient clinically because healing is an energy and this enables us to focus on your healing when you’re here.” (25:32) (Dr. Pete)

“When you have eighty-five percent or more of your patients on a pre-schedule or mapped out their entire care plan, it is far more likely that your team is gonna be empowered and equipped to be able to manage those relationships.” (30:30) (Dr. Pete)

“Nothing will suck the energy out of your practice, your team and your business than you not disciplining people that are out of integrity. It’s an act of kindness, frankly.” (34:41) (Dr. Stephen)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Download your copy of the Clinicoscopy Conversion Success Score PDF here:

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Marketing Audit

02:52 – Dr. Pete and Dr. Stephen take a moment to promote SKED and Big Life Financial

09:19 – Dr. Pete and Dr. Stephen expound on two attributes of a great CEO

12:14 – Dr. Pete and Dr. Stephen break down five audits to assess your practice

14:59 – Dr. Pete and Dr. Stephen stress the importance of having a 12-month long marketing calendar

22:18 – Dr. Pete and Dr. Stephen take a moment to promote LVRG Media and Spinal Hygiene

24:36 – Dr. Pete and Dr. Stephen speak to the value of engaging your tribe of patients

31:30 – Dr. Pete and Dr. Stephen talk about digital marketing and social media

43:16 – Dr. Pete and Dr. Stephen encourage listeners to download a copy of the Clinicoscopy Attraction Success Score PDF

EPISODE QUOTES

“It’s either gonna be death by a thousand cuts or growth by a thousand beams of light. And we’re hoping that we’re gonna give you an opportunity to take these boxes and see your practice growing where incremental changes make geometric growth.” (09:03) (Dr. Stephen)

“We want to get into the practice as CEOs of having a plan, especially when it comes to marketing. It’s not just enough to have a plan for the next week or month. What we recommend is that you have a plan for the next twelve months. This is really important especially if you want to have a remarkable life as part of a remarkable practice.” (16:07) (Dr. Pete)

“There’s never been a better time or even easier time to be able to not only have engagement but measure engagement and manage engagement of your patient than it is right now.” (24:51) (Dr. Pete)

“As human beings we want to be connected, we want to be accepted and we want to be respected. And your place of business could be where that happens. You could be that magic place.” (28:12) (Dr. Stephen)

“Reviews are as powerful, if not more powerful than a referral.” (35:13) (Dr. Stephen)

“It’s all about who’s gonna be number one in town. And we know that the person that ranks number one in Search is getting forty-three percent of the leads.” (42:27) (Dr. Stephen)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Download your copy of the Clinicoscopy Attraction Success Score PDF here

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Top Chiropractor Project

04:03 – Dr. Pete and Dr. Stephen take a moment to promote CLA and SKED

11:33 – Dr. Pete and Dr. Stephen speak to the criteria to determine what business, practice and doctors should be featured as Top Chiropractor

15:45 – Dr. Pete and Dr. Stephen stress the importance of seizing this opportunity

19:28 – Dr. Pete and Dr. Stephen take a moment to promote LVRG Media and Spinal Hygiene

20:50 – Dr. Pete and Dr. Stephen unpack the four-legged stool of The Remarkable Practice

28:21 – Dr. Pete and Dr. Stephen introduce a profound tool for assessing your business, the Clinicoscopy

34:11 – Dr. Pete and Dr. Stephen tease future episodes of this series on auditing your business

EPISODE QUOTES

“This is not a marketing initiative. This is a healthcare initiative. We want to elevate chiropractic to its proper place in the health marketplace, which means that we want to make sure that we are shining the lights on the right practices.” (08:15) (Dr. Stephen)

“Not desperation but absolute need for help and guidance to define, ‘what is this?’ What are the attributes, what are the characteristics of this practice, this top chiropractor? Who should be featured? Which business, which practice, which doctor should be featured?” (12:35) (Dr. Pete)

“We knew we wanted to come alongside and be a part of this project. It’s essential for us because we know where we’re going.” (15:37) (Dr. Pete)

“We recognize that when you look at the way Search works is if you’re top ranked, you’re gonna get forty-five to fifty percent of the attention. Period. Straight up.” (16:18) (Dr. Stephen

“Within the context of chiropractic, there’s many different techniques. So, this is not a technique conversation; this is a results conversation.” (21:05) (Dr. Pete)

“Knowing is the beginning of doing things differently.” (31:02) (Dr. Pete)

“We’re in the business of saving lives. And if we’re in the business of saving lives, we should run businesses that act like that. We should be running businesses that back that statement up and where people can confidently go and say, ‘I’ll send my mother there. I’ll send my brother there.’” (35:59) (Dr. Pete)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Developing and Keeping the Right Associate – Part 5

04:21 – Dr. Pete and Dr. Stephen take a moment to promote CLA and LVRG Media

06:24 – Dr. Pete and Dr. Stephen express why it is so critical to identify and hire the right associate doctor

12:47 – Dr. Pete and Dr. Stephen talk about characteristics of ‘A-players’ and the importance of scalability and durability

16:31 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Genesis

18:34 – 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 away

EPISODE 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 MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

Get 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 4

08:07 – Dr. Pete and Dr. Stephen highlight the value of the onboarding process

16:38 – Dr. Pete and Dr. Stephen talk about the importance of aligning with an associate who shares your core values and vision

19:11 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

20:46 – Dr. Pete and Dr. Stephen talk about making your onboarding memorable

27:38 – 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 MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

Get more information on the REM Associate Program here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Onboarding the Right Associate – Part 3

06:45 – The importance of setting clear expectations and honest agreements

14:41 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

15:24 – Dr. Pete and Dr. Stephen expound on the Energy Equation

20:13 – Dr. Pete and Dr. Stephen analyze two chiropractic avatars: the Business Builder and the Care Giver

30:29 – Dr. Pete and Dr. Stephen encourage listeners to reach out to them for support

EPISODE 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 MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

Get more information on the REM Associate Program here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Finding the Right Associate – Part 2

05:45 – The football analogy

07:55 – The Business Builder vs. the Caregiver

13:09 – Dr. Pete and Dr. Stephen break down the other different avatars of chiropractors

15:03 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

19:54 – Dr. Pete and Dr. Stephen share the three-legged stool that must be addressed during the vetting process

EPISODE 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 MENTIONED

Dr. Stephen’s LinkedIn

Dr. Peter’s LinkedIn

The Remarkable CEO Website

Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

Chiro Match Makers Website

Schedule a Brainstorming call with Dr. Pete

Get more information on the REM Associate Program here