127 - The Difference Between Managing People and Leading Them | Dr. Andrew Alekna

[00:00:00] a well-renowned business coach. I think it was Dan Martell. Have you heard of Dan Martell? Yeah. And he's saying every guy that you see on the phone on holidays while his wife and kids are down by the pool playing is on the phone because they screwed up a hire. Interesting. Because let's be honest, right? If we want to build a good, successful and a scalable and a durable practice, you need to be able to go on holidays.

[00:00:36] Hello and welcome to Build Your Remarkable Practice podcast. This podcast is dedicated to chiropractors who are in the seasons of launching and building their practice. Join myself, Dr. Lona, and my co-host, Dr. Bobby, as we have conversations each week as it relates to building the practice of your dreams. And remember, you can have a remarkable practice as part of a remarkable life, not instead of one. We are here to lead you on the way.

[00:01:07] All right. Welcome back to the Build Your Remarkable Practice podcast. And I am back with Dr. Andrew Alekna from Down Under. And we are going to continue the conversation from last time. We were talking about team and really carrying that vision through so you can attract the right team members when you get clear about who you're looking for. And so welcome back, Andrew. What are we talking about today? Continuing this.

[00:01:31] Continuing on from that, I think our main focus today is going to be leadership and actually like really leading and steering and communicating with your team effectively so that once you've got the right hire, they're trained and they are ready and equipped to do what you want. I remember seeing, I can't remember who it was, well-renowned business coach. I think it was Dan Martel. Have you heard of Dan Martel?

[00:01:59] Yeah. And he's saying every guy that you see on the phone on holidays while his wife and kids are down by the pool playing is on the phone because they screwed up a hire. Interesting. Because let's be honest, right? If we want to build a good, successful and a scalable and a durable practice, you need to be able to go on holidays.

[00:02:25] And I was, I had to laugh last holidays where I had said like, guys, I'm on holidays. Vacation. Don't contact me unless, you know, unless you need to. And, you know, I was 1300 Ks away from Perth. There's nothing between where I was. There's like some little country towns, like very remote.

[00:02:46] Actually, I swam with a tiger shark there, which is another story for another day. But my phone didn't ring at all for the first week. And I was like, yeah, at first I was like, this is great. And then I was like, but I miss my team. And like, what's going on? And then like, they didn't need me. And I even like, we had a fee change while I was away. And I messaged the practice manager. Don't forget fee change.

[00:03:13] And she's like, I've already taken care of it. Go on holidays. Leave us alone. And I was like, oh, I accomplished exactly what I'd hoped to send out to do. You're wondering, am I needed? Am I necessary? And then it was a beautiful thing also. Yeah. Yeah. So, you know, at the same time, you feel a bit left out, but hey, that's what we're trying to, that's what we're trying to accomplish. Right. That's the remarkable life. Well done. Yes. So, yeah, I mean, I'm sure you've had similar experiences as you've grown your practice.

[00:03:42] Yeah. You know, I think this, what you just said there of like hire and train and communicate, you know, there is first the just identifying who we're trying to hire and attracting them and making that hire happen. Right. And then I think possibly much harder than that is then engaging them, training them and keeping them engaged in a way where they're growing, we're growing together.

[00:04:06] And it feels good for everyone where it's like a win for the patients, a win for everyone that works on the team and a win for the business. Right. So that win, win, win is what we're all after. And I do think there is an art form to that. A lot of it circles around our rhythms of communication.

[00:04:22] And I would imagine most people who've been in practice for any length of time doing this team sport of chiropractic, you know, have had some hard knocks as it relates to recognizing your own leadership deficiencies, recognizing your own. And even what Andrew just said there, like all of a sudden I'm doing what I said I was going to do or my team is leading and I'm on vacation and they don't need me. And there's like sometimes these little identity shifts that you're like, whoa, like this feels really weird.

[00:04:52] Am I OK with this? You know, and and recognizing that you're going to be uncomfortable this whole time, really. And in growth of your team, growth of yourself, growth and leadership. And that's good. That's a sign that you're doing it well. Right. Because otherwise there's the discomfort of not changing and repeating the same mistakes over and over again. And that's uncomfortable in a different way. Right. Yeah. And I think you have to have that self-awareness to actually pull yourself up on it as well.

[00:05:21] Like remember the first time evenings in in our practice are just like the busiest shift. They're always rocking out. I'm there with my busiest associate. We're usually fully booked for the whole afternoon, both of us. And I remember the first time he had more pre-booked than me. And I was like, excuse me? And then I was like, hang on a second. This is exactly what you have been training them.

[00:05:50] And like this is exactly what your systems and procedures are set up to do is to make it less of the Andrew show and more of the chiropractic show. And, you know, I just was like, we're just going to check the ego off to the side because I came to an understanding years ago with some mindset work. I did the egos there for protection and panic stations. Right. Not great things that are occurring in your own practice.

[00:06:17] If your ego is getting in the way of your associates growing or your front desk manager taking more off your plate, then you have not understood why ego exists. Yeah. So, yeah, I still remember being like, oh, and then being like, this is great. And then because I'm super competitive, he and I, it's now a bit of a competition. I had his quarterly review and I was like, don't you hate it when I actually beat you on a Thursday afternoon now?

[00:06:46] And he's like, yeah, I do. That's awesome. But that's the growth. It's about getting people to grow. If you're a leader, you have to get those underneath you to grow. And by also recognizing that you will become the ceiling for everyone if you don't do what Andrew just pointed out there, which has created an appetite for everyone to grow, recognizing that your ego, by everyone else winning, you're winning as well. Right. Right. Yeah.

[00:07:16] And conversely, this, you know, in prep for our quarterly board meeting that we just had recently, I was going through some of our KPIs and I was like, this KPI hasn't been met. People aren't doing their jobs. And I was filthy about it. And then I had to stop and again, reevaluate my ego and be like, well, hang on. Did you give them a system and a process and properly train them so that they could actually complete that KPI? And I was like, no, I didn't.

[00:07:46] And I had to, again, check my ego and go, oh, it's me. I'm the problem on this one. Yes. Pretty much always part of it. Right. Like if we're being honest as leaders, we are always part of the problem. We're either setting a limitation that didn't need to be there. We haven't trained well. We haven't clearly defined what the thing is that we're going after or how to get there. There's so many versions of it. Right. But I think. Well, we haven't verified. If we've done all of that right, we haven't subsequently circled back around and gone.

[00:08:15] Are you actually doing the processes and procedures that we've trained on? And, you know, sometimes I think as well as a leader, you can want to be everybody's friend. Just kind of let things go a little bit. And you just paint yourself into a corner where 100% your staff would prefer a leader that says to you when they're as soon as they're not doing something as they should. That needs to be done differently. Then somebody who's buddy, buddy, friend.

[00:08:43] And then three months later dictate, you know, why aren't you doing this? Rather than like, hey, that's not how we do it. Remember, this is the process. Oh, you just pointed out such a good reminder for everyone as well as for anyone listening, especially if you're early on in your leadership with team. And I think that's a good thing. Is like you may identify with that right now where you're like, oh, there's things I want to say, but I haven't said them because I don't want to like ruffle feathers or it's not that painful yet.

[00:09:11] But I think Andrew and I would both encourage that if you go back and listen to the episode we did before about like being very clear about the mission and the vision you're after and then the role you're hiring for and how that fits into the mission and vision. And if we keep that vision as the center point of why we're even in this relationship in the first place. Right. So we might have a friend relationship and I love my team. I love hanging out with my team.

[00:09:36] But the real reason we come together Monday, Tuesday, Wednesday, Thursday, Friday is to do this thing called chiropractic and to do it with the vision that we're carrying. And we keep that at the top, right, is that if we get away from that or it gets in a reverse order and we can forget why we even have this opportunity to be together in the first place, that's when things get goofy. It doesn't mean that we can't love each other. It doesn't mean that we can't care about what's happening inside and outside of the practice.

[00:10:03] But at the end of the day, if we're not stewarding the mission while we're not speaking into the things that are potentially rubs because they're going to hold back our ability to deliver on the mission, that's where we get sideways in our relationships. And it becomes much more painful, or at least in my experience, when I have shirked that responsibility of communicating well or I'm making excuses, whether that's for myself excuses or excuses for team members because something hard's happened or what have you.

[00:10:33] Grace is important, but also communication through that is really important as well because it's tough to come back around when you have avoided a conversation for six months, a year. Or God forbid, longer. And then you try and write that show. Yeah. It's, you know, it's actually, it's no different to, it's no different to communicating with your patients, right?

[00:10:56] Like the first time they don't show up for an appointment or they go off schedule and you kind of, if you gloss over it and then in three, six months time, doc, why haven't I got results? And you're like, oh, you haven't been great on your schedule. You let them down because you didn't pull them up and keep them accountable back then. It's no different to your team. If you're letting them behaviors creep in that, number one, like stopping, like you said, we have to put chiropractic in that mission first.

[00:11:25] Stopping that mission, well, stopping people succeed in that mission, you're letting them down and you're letting your community down. But also number two, if those behaviors and habits are stopping their personal development and growth, even if they're unaware of it, you're letting them down again. Because I think leading a team, my favorite thing is definitely seeing the growth in my team, right? Like my practice manager is not the same person that we hired seven years ago.

[00:11:52] She is, she has grown so much. And every time we talk about it at a staff meeting, we're like, we get a bit teary and because we love to love our staff. But part of loving them is giving them the direction and structure that they deserve to grow. And I remember Bobby, Dr. Bobby talking about at my very first immersion that I attended as a participant. He's like, you get to, you can choose your heart, right?

[00:12:19] Like you can do easy now, which is, you know, being a friend and then hard, the heart is coming. Right. And the longer you leave it, the harder it's going to be. Or you can, you can rip the bandaid off now and it'll be easier later because everybody will be, the ducks will be in a row, right? Everybody will be happy and comfortable. But yeah, you know, I guess that's probably one of the key things of leadership is like learning to face the hard. Yes.

[00:12:48] Weekly rather than kick the can down the road. Do they say that in America? Yeah, they kick the can down the road. Yeah, you got that. Yes. Got one. What was the one that you said offline earlier? I don't remember it now. In the hopper, I said. I don't know. Yeah. I don't know that one there. Well, yeah, look, I actually got that from a guy in Utah. So, you know, I'm quite sure that's a US phrase. He's more American than I am, I guess.

[00:13:18] Yeah, I'm just kidding. Okay. Yeah, I agree with you. And I think that also, if you just listen to what Andrew just said about like choosing the hard and, you know, if you delay it, it's only going to get harder. It's probably also just good communication skills across the board in your life, right? Like anytime we're avoiding speaking into, you know, something that's really especially really important, right?

[00:13:42] So certainly our mission and our vision and the way that we're executing on this is really important if you own a business, right? And that's probably something to ask yourself, too, is like when you're trying to decide how you're going to communicate something is to ask yourself, if I don't communicate into this now, what's it going to look three months down the road, six months down the road? Because I have learned, too, in having multiple practices and multiple leaders helping run practices, like we do have different communication styles, right?

[00:14:11] And some, you know, some people are more in the details and want to course correct their team maybe too often, right? And maybe so that's the other thing to like know thyself a bit. Understand am I someone that is trying to micromanage everything? Or am I someone that has like freewheeling about everything that goes on because I just want everyone to like me and I haven't given them some good boundaries of how I want things to be done?

[00:14:39] Because there may be a gray scale there, too, of like I actually need to refrain from communicating some of the things where I'm communicating them, find the appropriate time and ask myself, is this really important or is this me just trying to control everything? Yeah. And a good leader is not a control freak, right? Like I always think of the amount of times Dr. Malcolm said it to me on my coaching calls and I was like, what's he talking about?

[00:15:02] And then it clicked is the correct process to be a leader is delegate and train, train but trust but verify, right? So, you know, if you're trying to be everybody's friend, then you're not verifying that what you've done, right? If you're not training improperly and you're like micromanaging your buck and you're not doing the delegate and train and then train but trust part, both of them are going to end up in a problem. Right.

[00:15:26] But if you can nail that process, I would say my experience with coaching clients and in, you know, reflection in myself is where most people let themselves down is they do the delegating but not the training very well or they do the whole process but not the verification very well. Yes. And you hear those horror stories of people who've had staff members embezzle like money or something like that because they weren't doing that last verification step. Right.

[00:15:54] So, you know, that's the job of a leader. That's the job of a CEO is to circle back around and go, okay, is this actually being done properly? Yes. Yes. So true. Yeah. Yeah. And to look, you know, if you're trying to understand who you are as a leader, look back on some of the painful things that have happened and look at the patterns that exist because likely you'll see one, right? Or I know I was the one that needed to verify, right?

[00:16:18] And part of that verification is why we encourage you to join TRP and learn how to do even the vital signs, the different understanding numbers in attraction, conversion, retention, money, team building, because that is the verification on some level. There's other verifications, but just even knowing your numbers helps you identify when something is off track, right? Yeah. And I'm always baffled when I talk, you probably are too, when you talk to somebody and you're like, so, you know, where are the visits at? And like, where's your patient volume at? And they're like, oh, we don't really pay attention.

[00:16:48] And I'm like, what do you mean? So you have no idea, like you're just freewheeling this. You have no idea how things are going. You have no idea if the stuff that you're actually doing is working. You have no idea if it's working for the patients, if the patients are getting good results. Because, you know, I guess that's the other step of having a proper, like, functioning, successful practice is making sure that the patients are getting results through verification.

[00:17:15] So, you know, this verification concept, I always think it's amazing. Like, the principles that you apply to being a leader of your team are exactly the same principles as you apply to being a leader for your patients. Because that's essentially what you are. Right. And I know we talk about the motivational triad that's mentioned in the communication modules in the DC Academy.

[00:17:36] The reality is that that communication recipe where people are moving from pain towards pleasure at the lowest economy or the economy of energy or the lowest energy possible is the reality for every interaction. Yeah. Unless you can check yourself and go, well, hang on, I actually need to do something painful because it will save me energy later. Yeah. Or to bring me pleasure later. Yes. Yeah. Yes. Yeah. Exactly. Yeah.

[00:18:04] And how we do that with our team is through what we teach in TRP, like the daily rhythms, the weekly rhythms, the quarterly rhythms, the meetups that you have scheduled where you get one-on-one and you understand each other deeper. And if we aren't structured enough to have some of these meetings in place or these numbers in place, these stats, right, it can feel really overwhelming to hear you need to get all that in place. But it's actually your path to freedom and to a lot more engagement from your team.

[00:18:33] So everything you want is on the other side of the accountability to do that. Yeah. And I'm sure you're the same. None of this happened overnight in my practice. I didn't just come home from an immersion or have a coaching call and go, we're doing this, this, and this. That's why you have a coach because you go, okay, I want to do this, but I have no idea how to practically actually implement it in the way my practice runs. And the coach is there to sort of steer the ship a little bit.

[00:19:01] And they're someone that's implemented the process and the systems and the communication in their team already. So they can go, well, practically, this is exactly how I did it. We stuffed up here. We stuffed up here. And you can avoid those stuff ups because I've made them, basically. That's the coach's job, right, is to make the mistake first so that our coaching clients don't make the mistake second. Right. And to evolve with you, right?

[00:19:25] Like your coach hopefully is evolving and has evolved through the season or seasons that you're going to be moving through. And so it doesn't mean that we're all going to do it the same way, but there's certainly some recipes to pay attention to. I know like my huddles and team meetings and monthly meetups and quarterly bar meetings keep evolving as our practice grows and our team expands and how we're going to do that. How many other leaders are really carrying different parts of those processes?

[00:19:52] So, you know, the goal is to find someone that can help you implement better systems for communication and leadership and teach you because we've all been taught by someone how to go to the next level. Right. Yeah. And, you know, I know we've got to wrap it up, but that's where that team core values come in so importantly. And one of our highest ones in our practice and just for me personally is growth.

[00:20:18] And so, you know, as a coach, like you said, like I've got to evolve for my coaching clients. I've got to get better. I've got to like soak in more knowledge. And then I expect my team and my coaching clients to be that to be like a high value for them too. So that they're like, yeah, I want to grow as well. Otherwise, what are we doing this thing for? Amen. Yeah. Growth is one of ours too.

[00:20:42] And I think on some level, like I think building a healthy business is not so different than building robust health. Right. Like part of building robust health is growth and change and, you know, good stressors on the body too to keep the body in a season of change too. And same thing with our practices. Our practices are never stagnant. They're never like staying at the same level. They're either growing or shrinking. Right.

[00:21:08] Based on the structure and the inputs, the food that we're feeding it. And same with our team members. So I think if we can just recognize you've never arrived, you're always just moving into like either the next season of new evolution of growth or change, or we're letting things fall away. Right. And you get to choose. And as a leader, you're setting the directional compass for everyone. You're like Sisyphus. You're either pushing the rock up the hill or the rock is rolling back down over the top of you.

[00:21:38] Yeah. So you've got to take the lead. You've got to grow. And, you know, if you want to keep those A players engaged, especially associates, you need to give them an opportunity to grow. And you need to grow with them as a leader because the moment an A player like outgrows their leadership is the moment they're out the door. Yeah. Yes.

[00:21:57] And I think an early season for me was recognizing to the way I learned and what stimulated me was actually not necessarily going to be the way that other members on my team learned best or what stimulated them. And so recognizing to like, it's going to be challenging for you at times to, to marry different ways of learning and different perspectives, but it's also going to make your team so much more stable.

[00:22:24] And in the long run, being able to serve a lot, I think, broader market of people when we have different vantage points yet we're still united on the same mission. Yeah. Yeah. I love that idea because like, like you said, what motivates people, their communication style, even just their personality, high empathy, high competitiveness, all of that kind of stuff really dictates the way they communicate.

[00:22:49] But if you have a robotic team, that's all the same, you can't reach your patients at their level. Right. But if you have a team that has variation in their communication styles and what motivates them, the patients will find, or they'll find your front desk staff or your, your associate that suits them. And they'll be like, I love this guy. I want to, you know, I'm excited to see them. And that's why I love having PDPs done for all of my staff because I can be like, okay, well, see, this is their communication style.

[00:23:19] This is what motivates them. It's totally different to me, but that's fine. As long as I can speak their language because I know what their language is, then we're going to be okay. Yeah. So good. All right. So action step from this is if you're listening and you know, you've been avoiding some communication that needs to happen, sit with that and ask yourself, who do I have to show up like to have the communication with my team that needs to happen to move the mission forward?

[00:23:47] And, and just start eating that for breakfast of like, I'm going to get uncomfortable learning how to communicate better so that we can actually move past whatever is subluxating the team right now in communication. Right. And if you, and I guess the other action step is if you were the person that went, oh, I'm not verifying, pick the most important thing that needs to be checked in on. Is that, that your front desk are following your MetaRad lead calling procedure?

[00:24:16] Is it that the DCs are actually saying the right things on day one or day two? Or pick the most obvious red flag that's happening in your practice and actually start verifying that your procedure is happening as it should. Hey everyone, please listen in for this next bonus interview of one of our remarkable success partners. They all help us help more people find the benefits of chiropractic. So listen on. All right, podcast listeners.

[00:24:45] I'm excited to have one of my great friends and fellow chiropractor, Dr. Roger Sahori, CEO and founder of Sprint Set on the line today. And I'm excited about it for several reasons. Dr. Roger and I actually met on the beach in New Hampshire about eight years ago. Had a great connection right there. He really struck me as a person who is so genuine, so caring, so creative, and just so on purpose for chiropractic and for chiropractic patients way back then.

[00:25:15] And now he's really come forward in the profession as right there as on purpose for us chiropractic owners as he is for the patients. And it's like, as we say in TRP, we're here to help people help more people. We want to help more people help more people. And that's exactly the sort of thing that Dr. Roger does as a success partner with us for Sprint Set. I'll also say personally, in my office, we utilize Sprint Set.

[00:25:41] And we have had just some phenomenal stories of people revitalizing their lives through the opportunity to lose weight in a healthy, natural way, a way that, you know, I didn't want to bring on anything that was supplement-only driven, that was, you know, the outside-in model at all. And that's not what I have found with Sprint Set in the slightest. They are very much an inside-out, philosophically-based practice model that gets great results.

[00:26:11] And that's what I'm seeing in my practice. So, Dr. Roger, first thing I want to ask you, after just saying thank you for taking time to come here and thank you for taking time to be a success partner and supporting Remarkable Practice Doctors, is what inspired you in the first place to kick off Sprint Set? Because there's all sorts of things out there for people to lose weight. And yours is a very unique product. So, what inspired you there?

[00:26:36] Well, you know, it was a journey for me back from when I became a chiropractor, Chris, right? So, you know, I was in an accident. As you know, chiropractic changed my entire life, completely healed 100%, carried some extra weight from just from going through what I went through and all the stressors of that time. And no matter what I did, I just couldn't get the weight off, right?

[00:27:04] So, like even like, all right, I'm going to eat a certain way and work out. And it just didn't happen. So, I needed to figure out a way. How am I going to begin to address this hormonal challenge, so to say? And it took some time and I did. And now we've been at this thing for, you know, over two decades now.

[00:27:25] You know, when you work with tens and tens of thousands of people and you're just seeing just constant, constant people being rewarded, getting their health back, getting their light back, being able to do things with their family, their children, feeling alive in their skin, loving who they see in the mirror. You know, being able to be friends with their closet again, right? I mean, those things are remarkable and not only be able to like lose weight, but losing weight is the bonus. It's the bonus in all of it.

[00:27:54] But really what we're looking for is healing. And it's healing people that are sick and tired and overwhelmed and stressed. And, you know, it's a perfect marriage with chiropractic, right? So, it addresses the chemical component. But when you address the chemical component, it also takes the stress off the physical component and the emotional component, right? So, it's just a perfect marriage to chiropractic. Absolutely.

[00:28:20] And we at Remarkable Practice always teach, like, keep your pivot foot on chiropractic at all times. And I feel like Sprint Set does such a great job with that. The doctors who utilize it can absolutely talk about Sprint Set as something that supports the adjustment and as something that enhances the healing that they're going to get. And it can be so it can be used inside the office. I know that that's one of your one main ways of, you know, promoting this and helping the docs help their people who they already see.

[00:28:47] It also can be used as an attraction opportunity because there are lots of people in the marketplace looking for exactly what you said, where they're frustrated with the options they've encountered. They've tried several things that haven't worked. And, you know, they are also, I think, kind of numb to the like, oh, here's the next big thing, right?

[00:29:07] And so give us a quick sense on the attraction side of it, what you've seen in offices for actually going out into the marketplace, inspiring people to Sprint Set that then also has an impact on the chiropractic side of things. Yeah. Well, listen, you want to be in the conversation, right? And when it comes to people's weight or their appearance, I mean, that's always on top shelf conversations, whether they're going out to dinner, whether they were with friends.

[00:29:34] You know, this is why you see so many people walking into plastic surgery centers or, you know, or going to get Botox and doing these things. Because people, they care about what they look like, right, as well. So today, I mean, you see the big craze going on with all the GLPs that are going out there, right? I mean, that's a great way for us to stay in that conversation, right?

[00:29:54] Because whether they're on a GLP or they're not on a GLP, they still need to know how to eat properly for their body and have a team of coaches that are going to support them and have doctor supervision to truly be there. Because what I'm finding out there is that people out there that are doing GLPs, for example, and when they stop losing weight, what happens? They increase the dose and then they increase the dose and they increase the dose and they keep increasing the dose.

[00:30:19] And it's causing some major challenges, as we know, gastroparesis, liver issues, kidney issues, skin challenges, aging, muscle wasting, et cetera, right? And so when you begin to take a look at people and they're in that conversation, what are they really looking for? They're looking to lose the weight and they're looking to lose it. Hey, how could I lose weight, lose it rapidly, but let's do it safely.

[00:30:42] And right now, I'm just seeing so much coming in from the GLPs where people are actually harming themselves. Their digestion isn't working the way that it needs to anymore. There's a lot of breakdown. And then when we take on these clients, we make some modifications and we can help support those that are still on it. And we have to transition them off, right? Where they transition off safely with their doctor and us. And then we're seeing greater gains.

[00:31:07] Like, wait, I just lowered my dose all the way down to the bare minimum and I still lost an additional 25 pounds. Yeah, you didn't need to keep increasing your dose. You need to shift your lifestyle, right? Exactly what you've been feeding your body. We need to shift your behavior and we need to give you the right support every day to make sure that you're here to win. Now, without the GLPs, we have women losing 20 to 30 pounds in a 70 when they spin. We got men losing 30 to 50 pounds.

[00:31:35] That's greater than what people are losing on these GLPs, right? And being able to actually eat real foods and not feeling like I can't eat anymore. I'm going to vomit all the time or, you know, or going through all of these challenges that they're going through, which is why we designed Sprint Set, right? It addresses the behavior, gives you lifetime support, right? So we give them lifetime support and then we're there to use the most advanced biohacking strategies out there to help support them really identify what's right for their body, right?

[00:32:05] Like what's preferred for my body, what's cautionary for my body and what's avoid for my body. This is what really differentiates Sprint Set from everything else out there, right? Like you could do a lot of things to lose weight, but how are we going to support you to keep that weight off, right? And that's why we put that lifetime support in there. How do we begin to identify, Chris, like what is right for, let's say, if you had to lose weight or if your wife had to lose weight? I know neither one of you need to, right? But even if you didn't have weight to lose, but let's say you had oxidative stress, cellular inflammation.

[00:32:34] We have systems for that. Let's say that someone was breastfeeding and they wanted to get that weight off and they were breastfeeding. We have systems for that. Let's say somebody's diabetic or hypertension. We have systems specifically for that. Let's say somebody had a traumatic brain injury and they need support like I've been going through with my traumatic brain injury. We have systems for that, right? So we have systems for individuals. Let's say somebody has one kidney, right? Or they have kidneys that aren't really functioning well.

[00:32:59] Well, we got specific systems for that, that they can safely still do these kind of protocols and still lose the weight and be monitored and supported throughout the process and coached as they need. And then on top of the personal stuff, we also have artificial intelligence also built in as well. Yeah. And that's what I love is that this is a system created by a chiropractor in a chiropractic mindset, right? This is not, hey, what can we do to the person so they lose weight?

[00:33:27] This is what can we help a person with? How can we come alongside them, teach them different ways to go about things and have very specific systems and protocols that they can follow based on their specific needs so they get the results that they're looking for? I think as chiropractors and owners of chiropractic clinics, we have to realize that there is a marketplace out there for this. And that marketplace includes both the people in your office and the people outside of your office. There are people in our office that are seeking a health solution to their weight and their weight loss.

[00:33:57] There are people, lots of people outside of our office that are seeking that very same thing. And Sprint Set can absolutely address that. So that's like, to me, the trigger of like, why would it be a good idea to jump on a call with Dr. Roger and see what's possible in your office with Sprint Set? Now, let's talk about the business side of it a little bit because we've talked about how that can impact people, right? That's the practice side of it. What exists out there to impact the people that we get to care for or hopefully get to care for if it's an attraction side of it?

[00:34:26] That's the practice. The business side of it is like, is this going to make sense for the time, energy and focus that I'm going to put into it? So tell the listeners somewhat about that side of it. Like, what's it look like from a business perspective when we get right down to the dollars and cents? Yeah. Okay. So let's just start really quick. So from a business perspective, we're doing all the heavy lifting. So we're doing the coaching for you, right? We're doing all the coaching for you to take care of the patients.

[00:34:51] We're sending them out everything they need for manuals, journals, hydration bottle, any sort of nutritional support for them specifically. We're sending that out, right? We're monitoring them. We're doing all of that for you, okay? We're showing you what works best as practices in order for marketing, proven systems, right? Let's give you one example. So let's say we were doing an in-office, right? We would do webinars that we would set up for you. We can do the webinar and then it drives people in.

[00:35:17] And what essentially you do is you put them on the body comp, you run it, and then you convert them over from hello to yes. And then we take over and do all the heavy lifting for you. And then we just keep supporting. Now from – I know we're short on time, so I just want to get into this aspect here. But for me, if I could share my screen really quick, right?

[00:35:39] If you're listening to this audio only, be sure to jump on the link in the show notes to see this demonstration because I'm already intrigued. I've seen it for four seconds and I'm already intrigued. So jump on that link to see the video. Go ahead, Roger. So for example, like I just pulled up a projected profit total for a chiropractor, right?

[00:36:00] So here you are and let's say that you convert over two people into a full sprint set, right? So that's two people per week. We do that throughout the year. Well, as you can see up on that screen right there, the projected profit total is $154,161.19, right? So let's say somebody says, listen, I want to make over $300,000, right?

[00:36:29] So let's jump that up to four people a week. So 16 people in a month. This is doable. This is very, very doable. Between internal and then bringing in some external marketing, extremely doable, right? And with this right here, I've also included marketing expenses. This is the projected profit total, right? This is already now, if I say, hey, listen, I want to make close to half a million, $465,000. All right, I do six of those.

[00:36:59] Now, if I really become, hey, listen, I'm becoming a, you know, I'm really into it. And now that I'm being known in my community and I'm doing 10 a week, I'm at three quarters of a million, right? I get up to 13 people per week. I'm over a million dollar in profit, right? So again, it's how much do you want to grow in this aspect? Once you start making money, you reinvest the money and then you start utilizing your marketing machine.

[00:37:26] So am I going to be in my community? Am I going to be running digital ads? Am I going to be running paper ads? Am I going to be running radio? Am I going to be running some TV? Am I going to be doing some billboards? Like what am I going to be doing in my area? What makes the most sense in my area? Because every area is different. What works in one area doesn't necessarily work in a different area. So we have to understand your market. And this is where we come in and we're side by side with you. And we make sure that we do that, right?

[00:37:55] And then you can also, how are you going to intrigue some of these people? Well, listen, when you tell somebody that not only do you have support with them with coaches that are going to support them, not only are they going to lose the weight that they are, not only are they going to begin to identify what's right for their body, but other than the coaches, they have all these amazing apps. So like, hey, I'm going out to eat. And what do I order? Take out your app, scan the menu. It'll tell you what you can eat and what you can't, right? It'll know exactly what it is.

[00:38:23] You go shopping, it'll show you exactly what to do. Scan stuff, it'll tell you, is this good for me? Is it bad for me, right? Pretty cool stuff. Open up your refrigerator, take a picture of it. It'll show you how to make a recipe, right? Like out of what's in your fridge currently. Alternatively, if you've been eating certain ways and let's say you gained weight, the technology that we have will say, hey, listen, you didn't do so well on this eating regimen. When you ate this last time, you plateaued or you gained weight.

[00:38:50] So we're recommending that you do this instead, this combo instead. So we've really evolved, you know, a lot over these years and we're utilizing, we're staying with the times and ahead of the times, you know? So it's just, it's just amazing. So from a business standpoint, it's kind of a no-brainer as far as I'm concerned, right? I am the founder. So of course I'm going to say something like that. But the truth is, is it really is a no-brainer.

[00:39:17] You can really become very profitable and you can set your, you know, in TRP, you talk about, hey, I'm in the launch build scale and then exit. Well, if you had something like this in your company and you're growing, this increases your EBITDA. If it increases your EBITDA, now your company is worth much more on an exit as well, right? So these are the things that you need to be looking at. So I think I answered your question. Yeah. Oh, I think so too.

[00:39:46] And I think the question was, what does it look like from a business standpoint? And I think you have just tickled the fancy of the entrepreneurs on the line for sure. Because what we're looking at right there is this is a bolt-on business really. And the way that we talk about scaling and leveraging is that you can leverage systems, technology, and people, and you even provide most of the people for this. But the entrepreneurially minded out there is probably saying like, wow, okay, so if I get,

[00:40:12] you know, 10 people a week, that's a three-quarter of a million, $800,000 business. I could absolutely hire somebody to be my point person for that and just really make this thing fly from the business standpoint and from the practice standpoint, see people get amazing results and totally revitalize their lives. So if you're a person who's interested in jumping on the line with Dr. Roger or Angela, his amazing counterpart at Sprint Set, Dr. Roger, tell them how they do that. Yeah.

[00:40:41] So really, really simple. All you got to do is just go to SprintSet.com and then right on there, just enroll as that you want to be a provider. Right. And if you do that, we can go from there and we'll have your contact information. We could set up a day in time to connect and we'll have an onboarding and conversation and just see if you're the right fit for us and if we're the right fit for you. Very good. SprintSet.com and just take it from there. I love it. Right.

[00:41:11] That's S-P-R-I-N-T-S-E-T. Right? Yeah. Yeah. S-P-R-I-N-T-S-E-T.com. SprintSet.com. Yeah. You got it. I love it. Thank you, Dr. Roger, for having such a great company that can help us in our practices, help more people. Thank you for being a success partner also in supporting those remarkable doctors out there. And I look forward to the next time we get to meet in person. Thank you, brother. God bless. Take care.

[00:41:41] Thanks for listening to this episode of Build Your Remarkable Practice podcast. Remember, what the world needs now is chiropractic. And what chiropractic needs now is more successful chiropractors. If you like the podcast, please subscribe. Share with your friends and leave us a review. And if you'd like to connect with us personally, please click the links in the show notes to schedule a call.