The Remarkable CEO for Chiropractors

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 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

Visit 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 1

05:52 – 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 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

Visit 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 Pitfalls

08:55 – 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 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

Visit 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 practice

13:25 – 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 Makers

20:14 – 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 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

To learn more about REM CEO & REM Associate Doctor Program, please schedule a call with Dr. Pete 

00:38 – Dr. Pete and Dr. Stephen introduces today’s topic, The Associate Doctor  

05:08 – Dr. Pete and Dr. Stephen share their own personal experiences as Associate Doctors  

14:34 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

15:16 – Dr. Pete and Dr. Stephen discuss the importance of answering the ‘Why’ of bringing on an Associate Doctor  

21:52 – Dr. Pete and Dr. Stephen expound on the six criteria for knowing when you should bring on an Associate Doctor  

32:21 – Dr. Pete and Dr. Stephen take a moment to promote the Remarkable CEO & Remarkable Associate Doctor programs that they offer  

EPISODE QUOTES

“One of the criteria to transition from that ‘Build into Scale Season’ is bringing in an Associate Doctor.” (02:40)

“Being an Associate Doctor – the good, the bad, the ugly of it – for me and my own personal experience shaped how I did start with Associates. However, I will say, the first few associates that I had, I had no idea what I was doing. I didn’t have a framework. I didn’t have a methodology. I didn’t have a structure. I had a growing practice and I needed help.” (06:26)

“So why am I starting here? I’m starting here because I want you guys to recognize that the ‘Why’ is so important for both the owner and the talent. The ‘Why.’ Why do you want to bring on an Associate Doctor if you’re an owner?” (13:38)

“One of your first objectives is vision casting. This applies to hiring. This applies to training. This applies to building a remarkable team. Vision. You have to have vision. And vision means there’s clarity and there’s conviction.” (18:41)

“It’s so important that we get very clear. What is the outcome we’re trying to drive and what role do we want that associate doctor to play in achieving that outcome?” (21:27)

“At the end of the day we all have four limited resources: time, energy, focus and money. And being a CEO you recognize it’s your job to marshal those four limited resources of your organization.” (28:10) 

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

To learn more about REM CEO & REM Associate Doctor Program, please schedule a call with Dr. Pete 

00:38 – Dr. Pete and Dr. Stephen introduces today’s topic, The Complementary COO-CEO Relationship 

06:47 – Dr. Pete and Dr. Stephen break down the attributes of the Visionary Role (CEO) and the Integrator Role (COO) 

17:50 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

18:34 – Dr. Pete and Dr. Stephen speak to the importance of the Scorecard and Accountability Chart tools 

23:53 – Dr. Pete and Dr. Stephen analyze the KPIs used to measure the success of a COO

31:33 – Dr. Pete and Dr. Stephen address three fundamental truths about running your practice 

EPISODE QUOTES

“Just from a very high level, what we wanna talk about here is the understanding that you don’t have to be awesome at everything, you just need to build a team that’s awesome at everything. And you need to know, as a CEO of the business, who owns the primary six roles in the business.” (01:36)

“I would never own, operate, buy, acquire, partner with, join, or work with a business that did not have this Chief Operating Officer in place.” (04:41)

“As the CEO, you lead the business. They [COOs] run the business.” (08:28)

“In order for me to become the CEO, there had to be the ascension of the people on my team. And that one role that I needed to ascend was that back office CA needed to move into a COO position.” (12:09)

“One thing you should know is that this COO – when you have the right person in play – will be worth as much, if not more, to your business as a doctor will be.” (15:20)

“Focus is what creates the difference between busyness and productivity.” (17:13)

“The perfect example of the complement dynamic between CEO and COO is let the CEO own the profit as far as the number of dollars, but let the COO own the profit margin, which is the percentage of profit.” (27:47)

“In business, you don’t get what you want; you get what you measure. You don’t get what you want; you get what you tolerate.” (29:14)

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

Download Your Copy of the Scorecard here 

Schedule a Brainstorming Call with Dr. Pete 

00:40 – Dr. Pete and Dr. Stephen introduces today’s topic, Understanding the CEO Role  

07:49 – Dr. Pete and Dr. Stephen speak to the importance of having clearly defined roles for every single member of your team, including the relationship between the CEO and COO  

14:51 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

15:36 – Dr. Pete and Dr. Stephen break down attributes of a great CEO and COO and how these roles complement each other  

23:38 – Dr. Pete and Dr. Stephen take a moment to address those who are performing both roles of CEO and COO

28:51 – Dr. Pete and Dr. Stephen analyze the KPIs used to measure the success of a CEO  

EPISODE QUOTES

“You, doc, don’t have to be awesome at everything. You just have to build a team that’s awesome at everything.” (01:54)

“As a CEO, your natural genius and gifting is gonna more you more towards that visionary, extrovert and more business-builder promoter of the brand and of the business.” (13:26)

“You don’t have a COO without a CEO. And you don’t have a CEO without a COO. It just doesn’t work.” (14:40)

“I like to say the higher up you are on the Accountability Chart, the further downstream your KPIs will be.” (17:14)

“You [as CEO] lead the people. You lead the culture. You lead the business. You lead the team. You lead the practice. Notice the verb there is ‘lead.’ You create opportunities and relationships. You’re a rainmaker and you champion the market message.” (18:09)

“Your COO, which you might have thought of as your office manager, their job is to execute the business plan. They’re accountable to the P & L, the Profit & Loss statement, and the metrics. Their job is to harmoniously integrate the leadership team.” (21:40)

“If you insist on wearing all the hats, you’re putting the lid on your practice and on your business growth.” (25:30)

“The goal here as the CEO is to make sure that everyone is functioning in their zone of genius. And when you accomplish this, that’s when you truly experience what we call having a remarkable practice as part of a remarkable life, not instead of one.” (32:59)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Pete’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

Download Your Copy of the Scorecard here 

Schedule a Brainstorming Call with Dr. Pete 

00:39 – Dr. Stephen introduces today’s guest, Dr. Jeff Langmaid, who joins the show to discuss the importance of Coverage Docs, or Locums and the many reasons they are critical to your practice 

10:00 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

10:42 – Dr. Stephen and Dr. Jeff continue their discussion on the value of utilizing Coverage and Locum Docs

17:48 – Dr. Stephen thanks Dr. Jeff for joining the show and where listeners can follow him 

EPISODE QUOTES

“What we do is provide those Locum positions by getting the right person – that you can feel comfortable and confident when you’re out of the practice – that keeps your revenue positive, that keeps your patients engaged with their care plans, keeps your staff busy and keeps the energy up.” (05:24)

“[Locum services] gives them the opportunity to create revenue when they cannot be in their practice. That can’t be overstated. It is just so important to business growth and stability.” (08:08)

“[Locums] are actually just a fantastic bridge for growth because you can open up things, you can provide additional services, and you can go through the process of finding the right Associate Doctor.” (12:40)

“Closed days are bad days. Closed days you can’t serve and you can’t create revenue.” (15:25)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Pete’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

Dr. Jeff’s LinkedIn

00:39 – Dr. Stephen introduces today’s guest, Dr. Mark Mouw who joins the show to share his thoughts and best practices for hiring the right associate doctors to unlock your practice’s potential

10:25 – The different types of Associate Doctors 

11:38 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

14:53 – Dr. Mark speaks to the importance of getting the compensation structure correct 

18:36 – Dr. Mark praises the work of caregivers in the chiropractic profession 

21:01 – Dr. Stephen thanks Dr. Mark for joining the show and where listeners can follow him 

EPISODE QUOTES

“I see doctors placing an ad looking for a doctor to like them, want to live where they live, practice the same way they practice and so forth. But a true business actually creates a job description first.” (05:49)

“At the beginning, is looking to find out what the owner is trying to accomplish by hiring an associate? Are they looking for growth freedom, are they looking to double their visits, or are they looking for time freedom?” (06:26)

“If we can actually blood-type the doctor before we put them into the practice – that’s called the vetting round what we do at Chiro Match Makers – if we can determine that from the beginning and what you’re looking for as the owner, then what we can do is go out and look for that type of doctor.” (11:19)

“What’s really cool is they (Associate Doctors) build a practice through retention and one-on-one interaction. So, they like stability with a salary, but what they really see and where they would want to be bonused on is growth of the practice in general.” (15:35)

“Some of the most successful practices we see – not only in the Remarkable Practice, but across the globe – are practices that are run by entrepreneurs or business builders who take great care of their caregivers.” (18:39)

“If we put the right people in the right seats…that’s how we take leverage inside of healthcare.” (19:44)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Pete’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

Dr. Mark’s LinkedIn

00:38 – Dr. Pete introduces today’s guest, Adriana who joins the show to share her background as a Chiropractic Assistant, the work she’s doing with Chiro Matchmakers and the importance of hiring the right CA 

17:32 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

18:14 – Adriana speaks to the importance of having Organizational and Accountability Charts in place 

24:08 – Most commons challenges that Adriana has observed in the hiring process 

30:02 – Adriana talks about the concept of blood typing remarkable CAs 

36:40 – Dr. Pete thanks Adriana for joining the show and let’s listeners know where they can follow her

EPISODE QUOTES

“One of the biggest points throughout that time was finding the right person for the right position, whether that was a CA or an Associate Chiropractor.” (06:39)

“We also get started with that Org Chart. Who you have already in your practice? Who’s on your team? And then the Accountability Chart. Why are there roles and responsibilities? What are they doing for you? And then once we have that figured out, then we want to look into what are the holes? What are we missing?” (18:18)

“You mentioned the different roles a CA can have within an office: front desk CA, check-in, check-out, back office, tech CA, marketing CA and office manager. A lot of times as business owners we make the mistake of thinking that my one CA can fill every single one of those roles.” (20:19)

“It’s very important that we get that right because when we force ourselves to be somebody that we are not, if we push ourselves to behave in a way that is not true to ourselves, that is when burnout happens.” (21:46)

“I think that the biggest problem that we see with the chiropractic industry is that we’re not hiring right. We’re not hiring based on the responsibilities and the roles that that person is going to play in our office. We’re hiring based on do I like this person or not.” (29:02)

LINKS MENTIONED

Dr. Stephen’s LinkedIn

Dr. Pete’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