128 - Building a Family Chiropractic Practice Through Pediatric Confidence

[00:00:00] The first step to having a family practice, and it sounds really obvious, is that you need to have the integrity to go, if you're a parent, I adjust my kids. If you're not a parent though, you need to have the integrity to go, yeah, I understand 100% why kids should be getting adjusted. And I feel like there's still resistance to that in our profession. That's really step one. You want to see kids, you have to be fully 100% clear and certain up here about why kids need to be adjusted.

[00:00:38] 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're here to lead you on the way.

[00:01:09] Welcome back to the Build Your Remarkable Practice podcast. I am back with Dr. Andrew Olekna, and he has been getting adjusted because he's been expressing some health. Is that right, Andrew? Yeah, I think the whole family's had a little bit of croup. The kids have been on daily adjustments. I feel like you and I are complete juxtaposition tonight because I'm just wearing like a black polo shirt.

[00:01:30] And we've got to address this for the audience. Can you step back and give us like a full look? Have a look at that. Hey, I got it from my friend Devin Verana, who is always in tie-dye or something crazy. So this is... Nobody never notices tie-dye, you know. We're on. Yep. Yeah, I was at the gas station the other day with this on and someone was like, I really like your shirt. I was like, thank you.

[00:02:01] Yeah, did they have some dreadlocks and like a bit of a rustifier? He looked like an interesting cat. Yeah. Brilliant. Yeah, actually, we just came off a weekend in Oklahoma City, my first time staying in Oklahoma City at Tim Young's Focus OKC. So really great philosophy and just getting around a lot of chiropractors talking about the big idea. So it was great.

[00:02:26] Yeah. I talking about like the whole family being sick, I've got this really great way to get parents to bring their children in for adjustments. And that is so I've got I've got a five year old, three year old, a seven month old. And so collectively between the three of them, they've got eight years of life. And, you know, when my patients are talking about, oh, yeah, you know, they're sick again or ear infections or whatever I go.

[00:02:52] So in their collective eight years of life, how many GP visits do you think we've had? Some of them are like, oh, loads. And I'm like zero, 100 percent zero. And a lot of patients are like, what do you mean? Like, how have you done that? You mean no ear infections? You mean no bacterial lung infections or anything like that? They just they get adjusted when they're sick, they get adjusted.

[00:03:16] So I was the first one to go down with this little chest rattle and I did the smart thing. I married another chiropractor. I got adjusted and then the kids have gradually been coming down with it. And again, the great thing about marrying another chiropractor is, yeah, I'm their family chiropractor. They come in every Monday, hook up like crook into the practice and I get adjusted there.

[00:03:44] But they've been getting adjusted every day at home by my wife as well. And I think between the three of them, there was maybe like 24 hours of fevers in for one of them for a week. Right. So it works there. And they're still running around and jumping on the trampoline. They called it RSV last year, which everyone's like, oh, oh no, RSV. They were on the trampoline again, jumping within 48 hours. Yes.

[00:04:13] And I just. Andrew, I think when you have your own kids too, you just realize how beautiful our philosophy is, as well as how amazing the human body is as you're watching the progression of first growing life, delivering life. And then as it's developing and just how a neat does the job. Yeah. And I think, you know, we're really fortunate. Obviously, we had three beautiful home births and they were really special.

[00:04:39] But the thing that I am always continuously amazed at with innate intelligence is even if a birth hasn't gone to plan, like there's some emergency intervention, the forceps or vacuum or emergency C-section or something like that, how quickly kids innate intelligence just picks it up. Once the interference is gone, it's like they're back. Like, it's amazing. Their innate intelligence just turns it around. It just goes, OK, this is what we're supposed to do. This is this is what's up there. Let's go.

[00:05:10] Yeah. Well, and life wants to express itself. Right. So it's like it's always on the job trying to heal or get you to make the changes that you need to make in order to thrive. I love this. So we're you know, we're tossing around what we're going to talk about and we're talking about, OK, how do you get more kids in the practice? How do you have a family practice?

[00:05:29] And I do think one of the best ways is also when you have your own family and you understand the stages of kids growth and what you've witnessed in your own navigating, you know, children's health. I think it makes you that much better to relate with other parents in the practice. I don't know if you felt that way, Andrew, but I definitely saw a lot of kids before I had kids. And then certainly having my own birth stories and watching my sons and navigating. Oh, they have a high fever.

[00:05:57] Like, you know, that does make you uncomfortable. But then the trust that you have in, OK, like, I'm just going to let the fever do its thing. And to your point, I think chiropractic kids, they get knocked down for a second and they're back up so quickly because the body knows how to do it better than anyone of how to like clean house. Right. And that fever, any house or the vomit, you know, moving something out.

[00:06:21] And a mentor of mine, we were discussing, like, why is it that chiropractic kids are so different in many ways? And of course, it's that they're getting access to regular chiropractic care. And on top of that, I think many of us are more comfortable sitting with symptoms longer than the average person is. You know, we don't get scared from a fever or a little vomit or diarrhea or whatever it is that the body's doing to clean itself.

[00:06:47] We can sit with those symptoms longer knowing that, you know, there's a reason they're there. And it's actually the body being healthy to get itself back to a homeostasis. Right. So, yeah, there's so many benefits. It's just like it's we have a trust. Do you know what I mean? And I was we we talk we actually talk about this at our Better Results Faster. And I tell people, you know, when you're looking at innate intelligence, you talk you're thinking of innate intelligence.

[00:07:14] You're going, OK, well, my subconscious innate intelligence through my nervous system is the only thing that can connect and talk to the hundred billion plus cells that I have in my body. And my conscious brain, no matter how intelligent you are, is is not very smart in comparison. Like if you think your conscious brain, I know what I'm doing more than my subconscious autonomic nervous system knows what it's doing.

[00:07:40] Like then you really need to stop and check yourself because for you to go, I'm going to suppress this attempt from my body to heal is like it's like slapping innate intelligence, like right in the face. Do you know what I mean? Yeah. But it is it's tough to sit there and go, my child's uncomfortable and they have a fever. And and my now five year old, when he was maybe like two, two and a half, he would fall over. And I'd pick him up, buddy, are you OK?

[00:08:09] And he'd go, my body will heal it. Yes. Like. Yeah. And clearly he was getting that message of you can listen to your body. Your body's OK. Your body's going to do what it needs to do. Yeah. And, you know, like and I grew up in a house where it was normal to have Panadol regularly. And, you know, there was Massindal. I don't know if they have that in the US. It's a very heavy migraine drug, you know, on our medicine cupboard or all that kind of stuff.

[00:08:39] So but we don't know. There's no Panadol in our house. We had a housekeeper. Well, we were away on holidays and I guess he went out on the town and had a few drinks. And he messaged us the next morning. He had like this huge hangover and he's like, hey, where do you guys keep the Panadol? And we're like, oh, buddy, we don't have any Panadol in our house. Who are these freaks? Yeah. You know, I dislocated my shoulder years ago.

[00:09:06] They put it back in an emergency and they're like, OK, we'll give you some Tramadol. And I was like, oh, don't worry about that. I won't take it. And they're like, OK, we'll give you some Panadene 4, which is. Do you guys have that? That's a high dosage Paracetamol plus codeine. I was like, no, I won't take that. And the nurse is looking at me really confused. And she's like, what? But you've got to take something. And I was like, no, I won't. And so they're like, well, you have to leave with something. So they sent me home with Paracetamol and Ibuprofen.

[00:09:36] I tossed them in the bin on the way out of the hospital. And I got my shoulder range of motion back. Like this is the shoulder I dislocated. I got it back within like 100% within six weeks. And it hurt. But that's just, again, that's the trust. That was before I had kids. And experiencing it for myself meant that when I could take it to like being a dad, I was like, OK, well, like this is what I do. This is what I want my kids to do. And then I have that integrity to carry that on to my patients.

[00:10:05] This is what my family does. And it works. I think it's something for everyone listening to just ask yourself, like, am I walking my talk? First of all, for myself. Right. And then if you have a family, you know, like, how am I doing it and serving it to the people I love the most and teaching them? Like Andrew just demonstrated with his child saying, oh, my body will heal it. Right.

[00:10:29] Like that is something that really the core of our philosophy, this trust, right, this trust that there's something much greater running the show and working through our systems to express health and well-being is one of, I think, the most beautiful aspects of chiropractic is foundationally. We literally shift our paradigm into understanding our bodies from a completely different premise and certainly making sure that those that we love are exposed to it.

[00:10:59] Now, we cannot force them to adapt to our promise necessarily. I know. I know we all have stories of that as well. But I think with those that we have the most influence and, you know, we're starting them off on the journey, our children or kids that we get to influence, that's one of the gifts we can give them is a new paradigm to view their body and their symptoms and how their bodies are communicating. Right. Yeah. And I think in a world where there's things like body image issues and eating disorders

[00:11:27] and that kind of stuff, being proud of your, like your children being proud of their innate capacity to heal and that their body is healthy is actually like such a beautiful thing. Even just from a mindset perspective of just being like, yeah, I look after my body and my body's healthy and my body's fantastic and I've got nothing to be ashamed of because my body's healthy. Right. And that's the angle that we try and take with our kids is, you know, we never comment

[00:11:54] on their size or their shape, but we, you know, we compliment them on like, wow, your body looks so healthy. It's isn't a wonderful like, and we really want them to be proud of their health. Yep. No, that's so good. And to notice, like I, one thing I will try and point out is let's say that we have a bunch of sugar for a day and like someone doesn't feel well after that. I might just point out like, well, we went to this party. We had a bunch of sugar. Yeah.

[00:12:24] And you notice you don't feel good. Like my oldest is so much better than my youngest at being like, I don't even want to eat that. Cause he is not interested in feeling poorly afterwards. My youngest has not hit that point yet, but we're working on it. It's one of the most beautiful parts of practice is being able to recognize that this philosophy is literally womb to tomb, like learning the depths of our understanding of why life expresses itself the way that it does, which is principle number two, right?

[00:12:52] Like intelligence expressed through matter is a chiropractic meaning of life. You know, we have to be interested in what makes people thrive from basically preconception on to understand how this thing, innate intelligence is working through our system and is always on the job. And you can in fact trust it. That doesn't mean that there's never a moment to of course go in just like when you separated your shoulder, but we do lead very different lives. I think then of course the average person because of knowing this premise and that's what we're

[00:13:22] trying to bring forward in our practice is this communication. So that very naturally a mom might say, Hey, I see that there's kids around here. Tell me more. I have a four-year-old tell me more about why a child would get adjusted. Right? Like the curiosity point I think is a lot of times where people look around, maybe they have not experienced our paradigm fully yet. And then they're like, but I see kids getting adjusted in here and different in here. And I have kids too. And tell me more, tell me more. Yeah. Yeah.

[00:13:51] And you know, I think I shared with this, we switched to an open plan layout earlier this year. I think I mentioned this on a previous episode and one of, I think the best things that's come about it is it's really normalized the idea of kids getting adjusted because adults will see a kid in for an appointment and they'll be like, Oh, why, why are they in? And it just really strengthens that table talk around, well, we're actually here for a nervous system check and making sure that their innate intelligence is doing its thing.

[00:14:21] And kids can get subluxated too, just because it doesn't hurt. It doesn't mean there's not a problem. It's like a visceral kind of like, I guess it overcomes that visceral, like, Oh, like kids getting adjusted. You're like, no, this is, this is how it looks. And this is why it is. And it's totally normal. And it's not long before they go, yeah, you know what? That makes sense. But if they've got kids, they're recommending that they come in. Or if they've got grandkids, they're recommending that the grandkids come in.

[00:14:48] And I guess, you know, that's what we want everyone to get out of tonight is how do you have a family practice? And the first thing I think the first step to having a family practice, and it sounds really obvious, is that you need to have the integrity. If you're a parent, I adjust my kids. If you're not a parent, though, you need to have the integrity to go, yeah, I understand 100% why kids should be getting adjusted. I feel like there's still resistance to that in our profession. That's really step one.

[00:15:16] You want to see kids, you have to be fully 100% clear and certain up here about why kids need to be adjusted. Yeah. And some recommendations there, a couple of things. Number one, if you're like, yeah, I'm maybe not feeling that I have that skill set to adjust children yet. There are plenty of great seminars and even just things that you can watch online, different things to start to open up that capacity so you feel like your hands are ready to see

[00:15:46] a baby or a two-year-old. So like this past weekend, Dr. Steph Libs, you know, taught and Dr. Alaysha Young taught that and they both would be people to follow their heavy pediatric ICPA, PX. I know in Australia, you guys have your own pediatric program that I think is centered with, tell me their names that teach you. We've got so many. The Keating Sisters, great with Inspiral.

[00:16:13] We've got the McGinnis family like Glenn and his kids with Elevate Pediatrics. And they're also, you know, that's the Remarkable Kids program that we have in the Remarkable Practice. Tony Evil's got some phenomenal podcast work on some of the stuff that he's been doing that's absolutely amazing. So I guess I was thinking this the other day, the most frustrating thing, like I have very little sympathy for people who are stuck where they are because nowadays there is that much

[00:16:40] information out there that if you want to get better at it, you can go get better at it. So step number two is just go and get better at it. Just go and acquire the knowledge. You want to see kids, know about kids. Know, you know, what retained reflexes are important, what they mean, what they can, what signs and symptoms can be from a particular subluxation, all that kind of stuff. Just know it. Just learn it. And then you can't help sharing it with your patients because you have this knowledge and

[00:17:09] you want to, oh, I learned this today. Did you know that? Bring your kid in. Get adjusted. Yes. One of the points that Alicia made was that in most births, like it can be up to, I think it was like 69 pounds of force or on a baby to, you know, when it's a not natural birth and using some of the different things to bring the baby out of the canal. That's crazy. And the chiropractic adjustment is like 0.2 pounds.

[00:17:38] So she was using some of this to just dispel some of the myths that some of the other providers she works alongside maybe have about how you adjust a baby, you know, and it's things like that to just hear someone communicate it very articulately. And then you can take it and go regurgitate it in your community too, because you're like that point was very direct. And that's exactly what I need to say. If somebody is like, I can't believe you adjust a baby.

[00:18:05] Well, did you know that when they're using some different forms of intervention, like it could be up to 69 pounds of force used to on a baby's spine. And that's why they need care because that's unnatural. And did you know that a chiropractic adjustment is only like, you have it. Right. And so sometimes it is like, we may believe it. We just are not good at communicating it yet either. Right.

[00:18:29] And so that's another reason why you need to go listen to the podcast, get to different seminars where you hear from masters of how to communicate to parents and, you know, help them better understand. Right. Yeah. I think the next step after that, once you're ready to go, is you have to make your practice family friendly. There needs to be a kid's corner. There needs to be toys.

[00:18:55] I, my wife, I got away with this one, but I bought a 3D printer because, because, because we went to, we go to like the farmer's markets, there'd be 3D printed toys. And we, so we got some for our practice and I noticed that the kids just gravitated to that. And I had toddlers that, you know, you know, that magic age when toddlers just go, nah, I'm not having it. And as soon as you walk in the room, they're like, no, it's them again.

[00:19:24] And they just start screaming at you. 3D printed dinosaurs and like little fidget stuff completely flipped a whole bunch of toddlers that were like, I'm not having an adjustment to like, yeah, I'll have an adjustment. I'll lie on the table. I'll play with this toy and you can adjust me. That's fine. And so I thought, well, I'm just going to get my own 3D printed toy, 3D printed toys. So our practice has got a bunch of 3D printed toys all around the place. The kids just pick up and they just play with them while the parents are getting adjusted.

[00:19:53] If the kids aren't in and the kids aren't in for an adjustment, the kids will be playing with them and it gets them off the devices. But yeah. So next month we're doing a kids, kids month. And I am steadily printing all of these little, um, like this is a little flexing, like fidgeting orca, like, and I've got dolphin, I got dinosaurs. I love it, Andrew. That's the same. So the kids are going to come and the parents are going to hate me.

[00:20:20] And every time the kids come and get adjusted, they're going to, there's going to be a big bowl of like little 3D printed toys and they're going to be able to pick one. And, you know, we're talking about maybe the cost of like the cost of the filament is probably going to end up being about a hundred bucks to print all this stuff. Right. But if it makes more kids and more parents go, oh, well, we've got to get you to come in. I've got this one family and they all get adjusted except for one eight year old. And she is the most stubborn eight year old.

[00:20:49] Her mom was like, I'll give you 50 bucks to get adjusted. Her mom's like, you get adjusted. She's like, nah, I don't care. I've got 50 bucks at home. I don't need another 50 bucks. I don't want to get adjusted. And I was on that table. Her mom and her younger sister were in for adjustments today. And I was like, guess what we're doing next month? And she goes, maybe I will get adjusted. And I'm like, get adjusted now. And she's like, no, I'll wait till next month.

[00:21:18] But, you know, like if, you know, Steve Rance, it always says, you don't get what you want. You get what you incentivize. And we're going to incentivize these kids, not in a devious way. It's not, you know what? Not incentivized. We're going to reward them for like, for going, yep, I'm going to do this thing, which can be a little bit scary for a kid when they're first figuring it out. We're going to reward them and go, take your pick of a nice little 3D toy. Right. I love that. Yeah. You made it fun.

[00:21:47] And that's a big part of practice and family staying engaged is, of course, it's the connection. It's also the fun. It's also the energy of the place. And that picks up the energy. And it's fun even for the grandparents to be watching this go down. Right. You know, that's step four is make it fun. Right. Exactly. It has to be fun. And even if you don't want to see kids, it needs to be fun. Right. And so, but certainly seeing kids, it needs to be playful. It needs to be fun. Sometimes you're adjusting on the floor.

[00:22:16] Sometimes they're backwards on the table. Sometimes you do have to lay them on mom because that's the only way they're going to do it. You know, there's this ability to be adaptable that I think really comes in the territory. And I agree with like open adjusting is a great way to start so many more conversations. But if you don't have open adjusting, what can you do about that? I think put more pictures up in your office of kids getting adjusted, maybe leave the doors open more often, things like that. Right.

[00:22:47] Even, you know, we'll put the kids come in to our practice. They'll get coloring in and we've got a wall that the kids get where the coloring in goes on. So it screams it's okay for kids to be here. And it's normal for kids to be here. Yes. And it does get people sort of asking questions and it makes it fun. Yes. Last piece of recommendation besides having a coloring area and toy area would be maybe a pediatric table too because that gets people noticing. Like we have a zebra table in the office.

[00:23:15] And I think besides the fact that you can outgrow the table so there's only an age range that can really fit on there. It gets so many people noticing like, okay, they take care of enough kids here that there's even a separate, you know, pediatric table for them. Again, just to make it fun. That's really what it's about. It's not like they couldn't get adjusted on all the regular tables because sometimes they do. It's just, again, to pay attention to that.

[00:23:40] So last piece of that too would be like look around your office, especially if you don't have children. Because the second you start to have toddlers and preschoolers, you notice things. Like where are parents uncomfortable that their kids are marking up your walls or are going to break something or something could be dangerous? Like and just try and go through your practice with those eyes and see where you can make it a little more family friendly. Yeah, I think.

[00:24:07] And, you know, if you're out there listening, you're thinking, well, like I don't, like our practice is pretty tight on square meters, right? So we really don't have room for like a dedicated kids table. Well, but we can have a dedicated kids exam room that has more toys in it and like another little play mat area and some extra stuff to just make it like, yeah, this is where the kid new patient exams happen.

[00:24:34] There's heaps of stuff you can do to just make your practice go, we see kids. And it's pretty low cost, a lot of it too. Like, you know, you don't have to go out and get an $800 3D printer. I was just really. But you could. I love to say to you that. I was just making a very excuse to do it. I was, I was already all in. And ladies and gentlemen, the biggest kid in the room is Dr. Andrew. It's me. I've got no, I've got a, I printed off a Deadpool.

[00:25:03] Yeah, I look a hundred percent. It's me. I love it. Okay. So in rounding this out, Andrew, I have a challenge for you and I'll do the same is let's put on our Instagram, a little mini tour of our offices featuring some of the things we have for kids. Like where are you putting these 3D printers? Where is the exam room with the little play area? If you make a little recording, I will make a little recording. We'll both put it on our Instagram. Mine's Dr. Lona Cook. What's yours? Mine is Dr. Andrew Lechner.

[00:25:33] Perfect. Sound good? Sounds good. Keep an eye out team. Yes. All right. I will see you next week. Well, let's go. See what else I've 3D printed by then. That's right. All right. See you later. 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.

[00:26:02] Welcome to the Remarkable Practice Success Partner Podcast. I'm here with Belle from Investor Us Strategists. How are you today, Belle? Really good. Thanks, Andrew. Thanks for having us on. My pleasure. Let's dive in and talk a little bit about how Investor Us can help our DCs, our CEOs who are looking to not just grow their business, but have a remarkable life and have a remarkable practice as part of that remarkable life.

[00:26:32] So for people that aren't familiar with Investor Us, tell us what specific problems does Investor Us solve? How do you help people? And how will you help our DCs and our CEOs? Yeah. Thanks, Andrew. Well, I guess just to start at the beginning, Investor Us was formed out of a need, particularly during COVID where there was a lot of shutdowns and people were struggling financially.

[00:26:57] There was a great inspiration to actually set up a business that could offer the range of financial services to help navigate. Because obviously, Kairi's do such a good job at giving back to the community and leaders in their field in terms of their expertise. So why not support them in their financial journey, helping them understand giving money

[00:27:21] a purpose is really important and not be at the liberties of lockdowns and shutdowns. So that's the inspiration behind Investor Us starting. Now, from there, the people that are involved in Investor Us in terms of the operational, we've got Sue as our general manager. So she's achieved a lifetime acknowledgement in the financial space. So years and years and years of expertise, helping thousands of people across Australia.

[00:27:49] Myself, I specialize particularly in strategy and acquisitions, mainly in the property sector. And I've, it's pretty much all I've done my whole adult life in some way, shape or form. And then we've really built a team around that based on individual values. So from operational team to our admin team, to our heads of department, everyone's really aligned with what they do. So it sets a great foundation from a business perspective and how we can give back and serve

[00:28:17] the chiropractic community, but also just everyday mum and dads as well out there. So that sort of sets the tone and foundation of who we are and what we do. So in terms of what problem do we solve? Ultimately, it's helping people get clarity on their financial goals, often putting in systems and structures in place in terms of making sure they spend less than what they earn is step one.

[00:28:43] And obviously making sure that they do have a bit of an acquisition strategy, you know, around what their long-term goals are financially. And the range of services that come involved in that is really tailored to the individual. When you think about life and a journey, someone who's a student and not really earning much versus once they do graduate and start earning an income is different to someone who's setting up a family, possibly a business as well versus someone who, you know, has built their financial wealth.

[00:29:13] So there's different stages of life, which also require different financial strategies as well within that. So that's ultimately what we do is look at an individual situation. What are they trying to achieve? Where are they at in life? And mapping that gap out for them. Say what? Well, you know, it's funny you add the if they want, because I don't really think I know anyone. And I just, I don't know that I could know anyone that is comfortable with, you know, always

[00:29:42] being stressed about money, not getting ahead, not being comfortable in their circumstance, whether that's what they, you know, I hear stories of people wanting to rent, you know, forever nowadays and, you know, not be tied down to a house. But then I hear people like myself, we want to buy a property. We want to have a great family home that's stable and secure. But I can't imagine anybody being like, yeah, I'm happy with not being financially successful for the rest of my life.

[00:30:09] Now, one of the things that I've done a lot of work on is sort of mindset around what money actually means. With the chiropractors that you've been able to help, like you said, phenomenal at helping our community, have you noticed kind of a pattern that they don't have their mindset around money and wealth and income right? Have you noticed that? Yeah, look, I think it's a really great observation. And I think not just even specifically to the chiropractic community.

[00:30:37] I think generally the chiros are more aware, you know, just in the different, I guess, areas of life compared to the everyday average Australian. Now, in that, I always like to relate one-on-one to an individual because that's what's going to drive them. I've got students who are, you know, they came to me in year three of their chiropractic, obviously, study. And in that, they were still able to save.

[00:31:06] It wasn't a lot, but they were still able to save. So they set a really good discipline and foundation. And that's because their values showed that wealth was in their top three values. So they were naturally driven. They just didn't have the tools and plan to help put in place. So other people, money isn't in their top values. As long as they've got enough to put food on the table and a roof over their head, often they're not inspired for more.

[00:31:33] So we've got to meet people with where they're at in terms of their mindset, their understanding and what's important. And sometimes linking those values in terms of, you know, why it is important to put that discipline in place and have a bit of a plan and understanding and review it at least every year, you know, can really help empower them in becoming, I guess, more responsible and driven in that. You're really talking some TRP language there because we talk about, you know, the first thing

[00:31:59] we always talk about with people in terms of their practice is, and in terms of their life is what's the vision, like, where do you want to go? And I guess people are probably coming to you lacking a financial vision or lacking a sort of a concept of where they want to go or even what they can potentially achieve. You say that a lot as well. Absolutely. And also I think as well, you know, there's different areas of expertise and when it comes to finance and wealth, there's a lot of detail in there.

[00:32:28] And a lot of people, particularly if we look at having a bit of an acquisition plan around investment properties, if someone has a home and they're struggling with their repayments, they often don't understand, you know, what financial impact another investment property can have. And they think that it's going to be the same cost outlay as what their home loan is. And it's very, very different from a numbers and performance aspect.

[00:32:54] So we like to really give a lot of education in that process for clients too, and back it up with research data and real numbers that are specific to them and their individual situation. Because if we think about it, what stops people? You know, a big aspect of that is fear. And so if they have the knowledge, they have the information, you know, they can ask those additional questions. It gives them the confidence and courage to take that next step.

[00:33:20] And then through that, if they start to get results and outcomes, it encourages them to keep moving forward whilst having a really good community of support and people in their fields of expertise that they can rely on if they get stuck. So I love that you brought up fear as being a major barrier for financial success, because I don't know if you've heard the acronym. A lot of people have, a lot of people haven't, but fear is false evidence appearing real. And you guys are presenting actual data to be like, no, this is the actual evidence of what

[00:33:48] we can achieve and what we can do based on how the market is right now. And, you know, you're crunching the numbers, right? Again, that's another TRP value is we love our metrics. We've got to have our metrics out there, right? In terms of, I guess, building on that, obviously in the service you're in, you can't go, we're definitely going to give this percentage return on investment. But what's the typical ROI that a CEO who's working with you can expect, not necessarily

[00:34:17] just in like a financial quantifiable term, but like in terms of, is it that they've got their money right or they're more confident in their money? Obviously we want our money to grow when we're investing it, but I guess we understand the market kind of dictates that kind of reality, doesn't it? Yeah, it's a really good point. And what we look at is how do we set up a strategy of success that rides the market volatility? So we know that markets are going to go up and down.

[00:34:43] So generally when we're working with clients, we want a long-term acquisition program for them. And the risk of where they can potentially lose money is if for some reason they have to sell when the market's low. So there's lots of great strategies in place to be able to mitigate and prevent that. Now, in a scenario like that, depending on what an individual is, you know, we cost-based a program that's tailored to an individual.

[00:35:10] So I've done packages starting from $500 up to $10,000, depending on what someone's needs are and what problem we're trying to solve for that individual. Now, what we want to do is get people on a really good foundation of making sure they spend less than what they earn. And some people don't even know what their budget is. And that's perfectly normal, but we want to fix that and get that right. Because what we can then do is those surplus funds that they have in their budget can then

[00:35:37] really start to go towards accumulating wealth. Now, that can sometimes come from a debt reduction strategy initially, but we want to get assets over time that are continuing obviously to grow. So in my experience working with clients, I've had one person that paid $500. We've probably in the process, if we drew a line in the sand now after working with him for about 18 months,

[00:36:04] his return on that is sitting at around $15,000 in that period of time. And this is a student who's just not long graduated. Now, on the flip side, we've had clients that have paid, you know, just our standard $2,500 fee. And within three years, they made about $300,000 in that scenario. So, you know, generally speaking, there's a few different variables there, but it needs to be at least a dollar for dollar return, generally speaking.

[00:36:33] And I've had a client who paid, was completely engaged, circumstances change, and they decided not to take action. And in that situation, you know, I just ended up refunding them their money and, you know, they went down a different path. And, you know, there's no right or wrong. It's about a journey of getting the right people in terms of where you're at and what you're looking to achieve in that growth path. So we're not going to be for everyone. You know, we want people that want help in terms of taking action. So, yeah, that gives you a bit of insight.

[00:37:02] It sounds like you can help everyone, but it's whether or not they're ready to actually take sort of that next step and follow the advice. Again, like it's, we can relate this back to chiropractic. You get patients, they come in, they're like, well, I want this. And we're like, okay, then if you want that, you need to do this. And they go, oh, I don't know if I'm ready to do that. But I still believe chiropractic can help everyone. Just like you guys have helped students, you've helped DCs.

[00:37:27] The first time I heard the Investor Us team speak at an immersion, I was like, my CAs would really benefit from this. Because, you know, we're all in the economy. We're all trying to build, you know, not necessarily wealth, but safety and security for that. You know, we mentioned that group of people that nowadays they don't want to commit to a house and they want to be able to free will. I'm sure their goal is something like making sure they can go on a European holiday every 12 months or something like that.

[00:37:55] And I'm sure you've had plenty of people help save for a holiday. Oh, absolutely. And also that's where I say that individuals' values and as a family become really important as well. Because if they can see that they can do it all and there's a method in place to be able to achieve all of those things, then it makes that decision easy for them. Yeah, absolutely. And obviously there's a really sweet spot in our clientele where they've maybe got a home, maybe started to build some wealth and, you know, have surplus funds.

[00:38:25] And they don't know what to do and what those next steps are. And, you know, there's a level of cost of timing in the market. Sometimes sitting there being stagnant is actually costing people their wealth, not just in potential tax benefits and savings, but also acquiring those assets that are beating inflation essentially. So if someone's just got cash sitting there without the assets behind them, they can actually be going backwards.

[00:38:50] So getting that balance right from an education and just seeing the different options that are available can be really helpful for people in being confident to take those decisions and move forward. Yeah, it's a bit of a scary sort of prospect when you start talking about inflation and like money just sitting there in a bank account actually becoming gradually and gradually worth less and less is a horrifying thought.

[00:39:13] And I guess building on that, when you look into the future and Australia certainly had some massive curveballs around tax legislation in terms of investment, there's a lot of uncertainty in the market. How are you helping our DCs and our CEOs be prepared to succeed more in the future? We've kind of already talked a little bit about this, but like if you could give me like a one line on BAM, this is how we help them succeed.

[00:39:42] That would be fantastic. This is more of a spiel, but I think this is a big wake up call for people financially with the changes that are looking to happen. Opportunities that have been available are now no longer available. So this hopefully puts a rocket up people's backsides and starts to inspire them about taking action for their long-term security around not just their own financial planning and wealth creation,

[00:40:10] but also implementing some legacy wealth as well for the next generation to try and bridge the gap of where they're at and what they want to achieve and the action steps needed to be in there with the support to be able to do it. Everyone has their strengths and we don't want to load up chiros with additional work to do. We want to try and let them outsource to the admin team we have to implement as much as we can and keep them of the CEOs of their wealth

[00:40:40] so that they've got the information, they can make strategic decisions that align with what they're trying to achieve and then have the admin support and resources available for us. Yeah. I love you bringing up legacy wealth because I've got three kids and that's absolutely on our priority, even in terms of it was the family home in terms of purchasing this as what would be a stable, secure asset that would continue to grow

[00:41:08] almost no matter what the market did, but also give them space for like some legacy wealth on the other side of us not being here. And, you know, one day or us downsizing and being able to hand something on that sets them up for the future. Because I don't know about you, but I'm looking ahead and I'm thinking it's getting harder and harder for our kids to be able to succeed financially than it was for us. And, you know, I'd say that the average person feels like it's harder for our generation to succeed financially

[00:41:38] compared to our parents' generation and so on and so on and so on. And it's Australia's in a little bit of a pickle in terms of this kind of stuff, aren't they? Oh, definitely. And I always look at it from an objective point of view in the question that I ask is where's the opportunity? Because in any market there's always opportunities.

[00:42:01] So in that, sometimes I think the best roles parents can play or leaders in the family can play is demonstrating by example and, you know, being able to be empowered in money and what that looks like for your family. Sometimes one of the best legacies you can leave for the kids. So like I said, if we can inspire people to lead by example in that scenario and create the opportunities regardless of the market,

[00:42:28] that really sets them up for a bit of a recipe of success for their long-term well. So you're talking about not just actually having a good bank account, but you're talking about what your kids being able to watch the parents do something like, you know, invest without fear or, you know, know what to do or know how to handle the situation, not overspend, really like lead by example and show them how to be wise with wealth. I guess that's kind of the concept as well, isn't it?

[00:42:59] Yeah, well, it comes down to it, I think, from me personally in my scenario. Like I started where I couldn't afford to buy a home, so I had no choice but to go down the rent and invest journey. So, you know, I'm a big believer in that having walked that path myself. And, you know, what's really inspiring is being able to share that journey with people.

[00:43:23] So when they feel a bit lost or helpless in how do I do this, there's a path there that I can clearly demonstrate just from personal example. And then the numbers and that back it up. So I think from a leadership position in families, that legacy wealth really starts with the parents. So the mindset side is a big aspect that, you know, we identify often in the first meetings with clients, whether they're aware of it or not,

[00:43:48] because that's really going to be a determining factor of their continued long-term success. So, yeah. Yeah. Now, I would be surprised if anyone listening is not sold on the idea that they need to do something, whether they're sitting there with a full bank account that's not going anywhere and actually, you know, decreasing thanks to inflation, or they're sitting there with an empty bank account thinking, well, how do I beef this up a little bit?

[00:44:12] For either of those people, what's the best way for them to learn more, get in touch with you and take the next step in terms of getting some advice? Yeah. So one of the great things is we do offer some complimentary one-on-one appointments. And generally they range from 15 minutes to 30 minutes. It's a great chance to understand where someone's at and what they're trying to achieve and where they're stuck.

[00:44:36] If they're doing all of the right things, but not getting ahead, we can often in those meetings point out some gaps that they can take action on. And if we can help someone just get to the next level, that's part of our contribution back to the community for the chiropractors. Now, if they decide to come on board and see the value that we can add, depending on what phase they're at and what they're looking to achieve,

[00:45:01] then we'll offer them as overview in terms of a strategy. And that will just give them a clear path and also what cost of the investment is going to be for them and what outcomes. So it's very measurable from their perspective and then they can take action when they're ready. Fabulous. So the best thing is that free little intro call, 15 minutes to half an hour. It's not a huge chunk of the day.

[00:45:28] It's a very small time investment for potentially what can be massive in terms of wealth creation. They can get in contact through your website, through your social media. And even if you're a TRP doc, contact TRP and we'll link you up with Investor Us. Yeah, perfect. Fabulous. Thanks so much for your time this morning, Belle. And I will see you at the next live event. Yeah, I can't wait. Thanks all. Ciao, ciao. Bye.

[00:45:56] 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.