The Remarkable CEO for Chiropractors

00:37 – Dr. Pete and Dr. Stephen break down Phase Three of The Phoenix Plan, Mobilization and speak to some of the results they’ve seen from doctors they’ve been working with 

07:22 – Dr. Pete and Dr. Stephen take a moment to promote the Remarkable Virtual Conversion Immersion 

10:07 – Dr. Pete and Dr. Stephen recognize some doctors who are exceeding expectations

12:36 – Ten steps for Mobilization and creating your internal marketing plan 

23:05 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

23:48 – Strategies for effective communication 

31:09 – The importance of organizing your leads 

EPISODE QUOTES

“Right now what we know is that our communities need clarity; they need certainty. There’s a lot of confusion out there. Confusion breeds fear and that fear leads to paralysis.” (03:02)

“During times of crisis, it’s not about commerce, it’s about relationships. So, we’re saying to you as well, ‘Listen, if we can support you and serve you in any way, this podcast is here for you.’ But we’re here for you as well. And the doctors who we’ve met that have had more intimacy with, we’ve found that those doctors seem to be getting the best results.” (05:44)

“Again, we talk about as CEOs, it’s very strategic. Being a CEO in peacetime it’s always about being strategic. It’s always about thinking way ahead. But now, during wartime, it’s very tactical; it’s very specific about what are we doing right now.” (14:08)

“At the end of the day we’ve got to shift the conversation away from the strength of the virus and turn it towards the strength of the host so that people can actually take charge, take control, and recognize that they can have influence, they can get back their hope, and take back personal responsibility for their health.” (20:04)

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

Link to Register for the Virtual Conversion Immersion

Link to “10 Things To Do For Your Practice Ultimately”

Chiro Match Makers Website

00:37 – Dr. Pete and Dr. Stephen break down the importance of goal resetting and how to respond to difficult challenges posed during these trying times 

09:39 – Dr. Pete and Dr. Stephen take a break to promote The Remarkable Practice Conversion Immersion virtual events 

12:38 – Dr. Pete and Dr. Stephen provide strategies and frameworks for growth and goalsetting 

17:16 – The importance of returning to the fundamentals and reigniting inspiration 

21:00 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

21:43 – Casting vision and setting micro goals 

25:52 – The importance of pairing goals with specific action and having contingency plans 

EPISODE QUOTES

“What do you do when your goals get blown up? What do you do when things that you were working so diligently towards – you and your team – get derailed and how do you respond in times like this? Specifically, we’re going to be digging into what do you do about goal setting now after what’s happened and how do you navigate through this time?” (01:37)

“This has been such a remarkable time. And, ya know, that word ‘remarkable’ applies even in this situation because it’s extraordinary. Unfortunately, it’s been extraordinary in a challenging way. But, ya know, we know that when we get stretched, we get stronger.” (06:39)

“When it comes to stabilization, position yourself with your existing team members and your existing active patients because, at the end of the day, people are gonna remember what you said and how you led.” (16:17) 

“So, make that shift and that transition from the conversation around the macro-goals – where we’re going in three to five years – and let’s get into the micro-goals. So, the vision might be month by month, but the goals you’ve got to go week-by-week, day-by-day, shift-by-shift. You’ve got to get into micro-goalsetting.” (23:37)

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

The Remarkable Practice Immersion Event

Register for Virtual Conversion Immersion

Chiro Match Makers Website

00:39 – Dr. Pete and Dr. Stephen shift their discussion to Navigating Transitions throughout The Phoenix Plan 

08:33 – Dr. Pete and Dr. Stephen take a break to promote The Remarkable Practice Conversion Immersion virtual events 

11:28 – Analyzing the Four Transitions 

15:27 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers

16:10 – Understanding the stages of planning, preparing, executing and assessing 

21:23 – The importance of being a forward-thinker as a CEO 

25:24 – Dr. Pete and Dr. Stephen expound on the term Stacking and provide specific examples

EPISODE QUOTES

“In times like this, it’s the leaders that are going to be developed and forged during this time. And so, I pray and hope that all of us are gonna advance and come out of this so much further ahead.” (02:35)

“The table stakes for leadership is certainty.” (04:56)

“The reason why this is so important is the three phases we’ve given you is the bridge. The bridge is the transition. And so, when you go from Transition 1 – which was business as usual into crisis craziness – you needed a bridge and that was stabilization.” (13:48)

“As a CEO, a good deal of execution is delegation. So, you’re gonna be leveraging your team. You’re gonna get smaller while your team gets bigger.” (18:38)

“This is the law of the jungle. The CEO’s role is to say, ‘This is what’s important nowand this is what’s important next,’ and then to point everybody’s time, energy and focus to the appropriate activity.” (30:32)

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

The Remarkable Practice Immersion Event

Register for Virtual Conversion Immersion

Chiro Match Makers Website

00:37 – Dr. Pete and Dr. Stephen pivot to what’s important next: Creating Your Patient Reactivation Plan 

10:19 – The Three C’s System and the value of creating an MIA Report 

14:19 – Dr. Pete and Dr. Stephen take a break to promote Chiro Match Makers

16:58 – Planning your outreach and communication to patients who are missing-in-action 

19:58 – Next steps to focus on to reactivate previously active patients

24:13 – The importance of executing reactivation through scheduling consultations 

29:16 – The value of team training and planning for Phase 3: Mobilization 

EPISODE QUOTES

“In times of war, you don’t focus on commerce, you focus on relationships. That’s the lesson there in stabilization.” (05:35)

“So, the number one thing you need to be doing of the ten-step plan, is transition from Phase One into Phase Two of the Phoenix Plan, which is execute Stabilization but begin to plan for Reactivation.” (08:23)

“What we’re talking about is your role as CEO, which is to marshal the limited resources of your business right? So, you determine, ‘Ok guys, this is where we’re gonna be spending our time, energy, focus and money.’” (08:41)

“Again, the goal is to identify what’s the best strategy to reach this person.” (17:43) (Dr. Pete)

“These people [MIA patients] are gonna need to hear certainty, confidence, clarity, conviction – all our favorite ‘Cs.’ All of that’s gonna need to come out of you and come out of your team.” (19:58)

“One thing a CEO has to develop is the habit of looking for the silver lining.” (27:06) (Dr. Stephen)

“In May, the CEO’s job is to plan and prepare for what you’re gonna execute in June. So, I want you hitting the ground going 100 miles an hour in June. It’s time to execute.” (32:56)

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

The Remarkable Practice Immersion Event

Chiro Match Makers Website

Download the MIA Report

Download the "10 Things to Do NEXT"

00:37 – Dr. Pete and Dr. Stephen continue their discussion on The Phoenix Plan by discussing Phase 3: Mobilization 

04:41 – What business leaders can do for their community during this crisis 

09:15 – Dr. Pete and Dr. Stephen take a break to promote The Remarkable Practice Attraction Immersion event this April 2020

11:37 – Coming out of this crisis with a plan of certainty 

17:17 – Dr. Pete and Dr. Stephen take one more moment to promote The Remarkable Practice Attraction Immersion event this April 2020

19:01 – The critical role of marketing 

25:00 – Actionable challenges for leaders to step up and lean in

EPISODE QUOTES

“All the business owners, the thought leaders, the decision makers in our community, they’re just like you and I. They’re just like all the doctors listening to us right now. We’re sick and tired of having empty businesses, empty restaurants and empty gyms, empty stadiums, empty churches, empty schools.” (05:38)

“See yourself as somebody who is gonna add tremendous value to the business leaders in your community at this time, because they absolutely need you now more than ever before.” (08:58)

“When things start opening back up and people start going back to living life, whatever that’s going to look like – no one right now knows – but when that happens, you should have already been there having these conversations with the decision makers before everything really starts going. That’s plan and prepare.” (15:19)

“What an opportunity for us as CEOs to step up and lean in. Because, at the end of the day in times like this, the attention pivots to the leader with the certainty. And remember, after the crisis, people are gonna remember how you led and what you said.” (28:23)

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

The Remarkable Practice Immersion Event

Chiro Match Makers Website

Register for Australia VIrtual Immersion

00:37 – Dr. Pete and Dr. Stephen continue their discussion on The Phoenix Plan by discussing Phase 2: Reactivation 

04:38 – Reactivating the missing-in-action (MIA) and previously active patients 

08:36 – Dr. Pete and Dr. Stephen take a break to promote The Remarkable Practice Attraction Immersion event this April 2020

10:59 – The four reasons previously active patients no longer come in for care 

15:57 – The importance of having systems in place 

20:53 – Dr. Pete and Dr. Stephen take one more moment to promote The Remarkable Practice Attraction Immersion event this April 2020

22:38 – The value of communication and reaching out to patients with specific calls to action

EPISODE QUOTES

“Sometimes, we just think about it from our own perspective. But put yourself in the perspective of your patient right now. What are they thinking? This is disrupting what they were doing. They loved getting their adjustments. They wanted to get well.”

“Categorically, in stabilization, identify what are the four areas that these people are in who are MIA. And then when we reengage with them, and contact them, and stay connected and we want to let’s say schedule them for a consult with the doctor…that gives you a lot more power and authority because you have an understanding of where they’re at to actually direct them.”

“These are extraordinary times, so it calls for extraordinary systems.”

“So, we talk about ABC, right? It’s always be converting. What are you converting them to? The next step.”

“If you can do a virtual connection, where they can feel you and see you in a way that’s just really powerful through video, do that.”

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

The Remarkable Practice Immersion Event

Chiro Match Makers Website

Register for Australia VIrtual Immersion

00:49 – Dr. Pete and Dr. Stephen introduce today’s topic, The Phoenix Plan 

11:27 – Dr. Pete and Dr. Stephen take a break to promote The Remarkable Practice Attraction Immersion event this April 2020

13:48 – The three phases of The Phoenix Plan 

26:39 – Dr. Pete and Dr. Stephen take a break to promote Chiro Match Makers 

29:00 – The stages of value 

33:56 – The three levels of healthcare 

39:46 – The importance of being fully present right now 

EPISODE QUOTES

“We are in the trenches in the battle with you. No one is immune to this situation. This is not a you thing. This is not an us thing. This is not a chiropractic thing. This is not just a CEO thing. This is not an American thing, an Australian thing, a Canadian thing – this is a global situation, and everyone is in it. So, we just want you guys to know that we’re in it with you.” (03:06)

“I think about this concept of ‘what grows down must grow up.’ When you think about planting a seed in the ground, the first thing that happens is it grows down before it grows up.” (08:21)

“As the Navy SEALs like to teach, we have contingency plan A, B, C, D, E, F, because we know – we absolutely know – we are going to fail in the process. So, it’s not win or lose; it’s win and learn.” (21:46)

“That first level of healthcare – that treatment of disease – is all about keeping people from dying. Whereas, that second level of healthcare, which is disease prevention, is really about keeping people safe. Wash your hands, clean the surfaces, social distancing, no hugs and high fives, that kinda stuff. And everyone’s having that conversation.” (36:36)

“In Chinese, the word ‘crisis’ is made up of two characters. One of the characters is danger. The other character is opportunity.” (41:28) (Dr. Pete)

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

The Remarkable Practice Immersion Event

Chiro Match Makers Website

Register for Australia VIrtual Immersion

00:37 – Dr. Pete and Dr. Stephen recap the Ten Steps of Mastering Delegation 

03:36 – Step Ei2ght: Metrics, tracking, and reporting systems 

08:09 – Identifying the metrics that matter 

12:07 – Dr. Pete and Dr. Stephen take a break to promote The Remarkable Practice Attraction Immersion this April 2020 

13:56 – Step Nine: Establish meeting rhythms 

22:01 – Step Ten: Assess, repeat, or pivot 

EPISODE QUOTES

“All of us, as owner operators, have had the experience where we got to enjoy the total control. I knew exactly what was happening. I knew when it was happening, where it was happening, who it was happening with. I knew the quality. I had my hands all over it. So, that is one of the rewards you get as an owner operator…you get to have that control and that’s the thing we really, really dislike giving away.” (07:21)

“CEOs require that the information flows to you so you’re making data-driven decisions.” (14:30) 

“We don’t use emotion, we use metrics. This reporting system is absolutely critical.” (17:19)

“The meeting rhythm is critical. Once you’ve established the metrics, they all come and land in a place where they’re discussed – they’re reviewed. So, visibility becomes accountability when it lands in this meeting. So, what you see is what you get.” (20:58)

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

The Remarkable Practice Immersion Event

Chiro Match Makers Website

00:38 – Dr. Pete and Dr. Stephen welcome to the podcast Dr. Nick Silveri to break down the impact of the recently passed CARES Act 

06:05 – Eligibility 

07:04 – What lenders will be looking for and the timeline for small businesses to act on this 

14:01 – How much money small business owners can borrow

18:15 – Navigating through this unprecedented crisis as a small business owner 

22:06 – Dr. Pete and Dr. Stephen take a break to provide an update on The Remarkable Practice Attraction Immersion this April 2020 

26:34 – The importance of leadership in these trying times 

33:11 – Loan forgiveness 

36:30 – Differentiating between the paycheck protection program, the disaster loan and the tax credit 

41:26 – Strategies for stabilizing yourself, your team and your business 

44:16 – Where listeners can learn more about Dr. Nick 

EPISODE QUOTES

“If you are listening to this and you are a chiropractor, and you own your business, if you have employees, if you’re a sole proprietor, if you’re an independent contractor inside someone else’s business, all of those people will qualify for this [the CARES Act].” (06:10)

“Here’s my argument for why you need to move fast. There is a set amount of money in this bill - $349 billion – that is going towards this program in particular. I have no idea what the private payroll of companies under 500 people across the country is, because everyone is going to take advantage of this.” (12:16)

“This is such a great time for you to be pouring into your ideal patients. What is it that they need right now? How could you and your team be creating content that would give them some hope right now. Cause there’s a lot of people that are pretty down about what’s going on right now. You could be a ray of sunshine for these people the way I’ve been able to be a ray of sunshine for offices out there that didn’t know what they should be doing.” (28:26)

“There are so many things that we could be doing right now as far as the highest and best use of your time to continue to grow your business but be the authority. People will remember how you make them feel and they’ll remember especially how you lead during this time.” (32:31)

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

The Remarkable Practice Immersion Event

Chiro Match Makers Website

Dr. Nick’s Website

00:37 – Dr. Pete and Dr. Stephen speak to the ongoing Coronavirus pandemic and how to approach times of uncertainty as a CEO or small business owner

03:59 – Ten Things You Should Be Doing Right Now as a CEO 

07:52 – One: Identify what is most important right now 

11:42 – Dr. Pete and Dr. Stephen take a break to provide an update on The Remarkable Practice Attraction Immersion this April 2020 

14:14 – Stabilize, Reactivate, Mobilize 

16:57 – Two: Meet with your team and get everybody on the same page 

18:16 – Three: Stabilize your base of patients 

22:23 – Four: Dealing with the people who are skipping, missing or not showing up for their care 

25:29 – Five: Creating content every day 

27:37 – Dr. Pete and Dr. Stephen take a break to promote Chiro Match Makers

30:10 – Six: Distributing content 

33:04 – Seven: Add value and engage on your social media platforms

35:47 – Eight: Doing virtual consultations 

38:19 – Nine: Creating and promoting advanced workshops and webinars 

43:22 – Ten: Train your team on objection management 

45:56 – Dr. Pete and Dr. Stephen provide some wisdom and guidance from lessons they’ve learned from facing crises throughout their careers 

EPISODE QUOTES

“The most important thing to focus on is the big ‘Why’ right? The ‘why’ is where all the activation energy is gonna live for you to do this hard stuff that we’re gonna tell you you need to do right now.” (04:34)

“Docs, this is the time where leaders need to step up and lead from the front, right now.” (06:28)

“If you focus on the places where you have influence, your influence grows. If you focus on areas that you don’t have influence, your influence shrinks.” (15:40)

“If there’s any level of instability within the context of your team, that will always create a shakier foundation for your patients.” (18:51)

“Like with any great crisis, it really reveals everybody’s character. And, it’s just awesome to see how people have stepped in and stepped up.” (28:54)

“Decision makers are sick and tired of having businesses that are closed, empty schools, empty churches, empty gyms, etc. People are gonna be ready to hear a better way to better health. They’re gonna be looking for an expert who can tell them how to reduce their risk and mitigate the risk of their people and their coworkers. And they don’t want to be this exposed. They do not want to repeat this again. And you’re gonna show up with a solution, a better way to better health.” (42:51)

“We know the number one thing you can do to boost your immunity is going to be in your mental state. It’s how you’re thinking, and how you’re believing and what you’re seeing.” (45:16)

“Leaders know that we can’t always choose our circumstances, but we can always choose our attitude.” (51:15)

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

The Remarkable Practice Immersion Event

Chiro Match Makers Website