130 - The Art of Chiropractic: What Makes a Great Adjustment More Than Technique

[00:00:00] I think that's when it has truly moved into this art form of like their innate, my innate intention on the table and hands in right places to clear the subluxation, right? And the intent to heal. And that's something we're all working towards, right? And part of that practice, just like we were talking about training your body, there's a training your mind that is probably just as important, if not more important to when you go to put your hands on someone, like where is your mind?

[00:00:30] your mind. 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,

[00:01:00] 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. All right. Welcome back to the Build Your Remarkable Practice podcast. And we are back today resuming what we just started, which is, you know, we said there's four legs to this chair that we want to talk about. And that's the art, that's the science, that's the philosophy, and the business acumen.

[00:01:27] And so this week, I'm back with Dr. Andrew, and we are going to tackle the art. So welcome back, Andrew. Good to see you today. Good to be back. I'm fresh off of Better Results Faster. Yeah, I'm all fizzed up. Yeah, right on. Okay. Well, with that said, why don't you kick us off? When you think what you said, you know, you love being able to deliver the goods, and you've always been somebody who was like priding themselves on being able to adjust well, right?

[00:01:56] Like, so let's, let's just talk about like how important being able to deliver the art of chiropractic is for any practitioner, but certainly our new practitioners coming in, they're building their practice, they might be feeling a little less confident at times with their ability to deliver the goods. Like, how'd you build that muscle? And what are some of the advice you give maybe your associates or other young docs as they're working on this?

[00:02:21] Well, we talked about a little bit about this last week about around the, you know, my sporting background growing up and how helpful that was to just pick up that like hand-eye coordination, that touch. And, you know, one of the things now, I don't play sport anymore, but going, being fit and healthy, like you, you really can't undersell that as like 100% necessity as a chiropractor.

[00:02:45] Our profession is, you know, number one, riddled with people who've had to retire early or who've had to turn to like crisis points of surgery because they've done a shoulder or a wrist or something like that, adjusting. If you want to have a long career, the first port of call is practicing what we preach in terms of fit and healthy. But, you know, we talk about the three-legged stool all the time for like patients and corrective exercise.

[00:03:13] And I always frame corrective exercise as, you know, we're building strength and resilience against stress. And adjusting is physically stressful. You know, if we're talking about the, what of the three stresses hit to chiropractor the most, you've got to say, you've got to say, I don't know, physical and emotional, probably both up there. If you're running a business, the emotions are high. But the day-to-day of adjusting, if you're not, number one, getting adjusted.

[00:03:41] Number two, looking at how you can make your technique more safe, more sound, whether that's working on your abdominal bracing, whether that's working on your setup. And number three, if you're not in the gym getting strong, you're putting yourself at risk. And you're probably like, I saw this great quote the other day from a dad. And it's like, if you let your fitness and your health decline, you are disrespecting the people that need you to be fit and healthy. And I was like, that is so true.

[00:04:11] As a dad, that's true. But as a chiropractor, if I'm letting my fitness and my health decline, I'm letting my patients down. I'm disrespecting them because I can't deliver the goods. Yeah. Oh, I love that you started here, actually. And I wouldn't have thought to start here, but I think that, you know, last week offline, we were talking a little bit of how important it is in delivering with your hands, how this like body awareness for yourself, because we don't want to injure ourself. We also want to be able to trust our system.

[00:04:39] And it is an athletic profession, I would say, because you have to have so much mind-body control and the ability to quickly move your hands and your arms and your legs and all in a coordinated fashion. So in our team, we have quite a number of chiropractors over the years. You know, I have noticed that people who are generally a little more athletic seem to pick up things, tend to pick them up quicker. Now, that doesn't mean that if you're not an athlete that you couldn't get this.

[00:05:08] I just think that the amount of training you put in, not even just on technique, which we'll come back to, like, some of the seminars and the things that have built our confidence in delivering care. But also the training you put in every day with your physical body, like Andrew's saying, like, you know, we've got to be in the shape to deliver this, especially if we're going to want to build a higher volume practice.

[00:05:31] I can remember early on seeing 50 a day and or maybe it was under 50 a day. And I had heard of a car who was saying seeing over 50 a day. And I thought, how in the heck do they do that? Because I was already, like, tired. And then I realized as I was seeing more volume that, first of all, like non-negotiables for me where I needed to lift some weights and I needed to go to yoga often because that seemed to help my body be able to just handle the physical demand as I was going over 50 a day.

[00:06:01] And then as I got into higher volume than that, you know, I just realized, like, none of this is just a routine. It's like just like I get up and brush my teeth. I will get up and do some of this movement to make sure that my body is able to deliver the care that I want to deliver and not hurt myself or not be able to do the adjusting style I wanted to do.

[00:06:21] So, yeah, for your younger docs, like making sure that you're taking really good care of yourself and, of course, getting on chiropractic tables regularly with someone who's going to deliver great care for you. Yeah. And I love that perspective from you as a female chiropractor because, you know, my wife's a chiropractor. I've got a phenomenal tech CA who is in her fifth year. So she's graduating at the end of the year. She's going to start with us.

[00:06:46] And, you know, the truth is that I don't know, like, I'm 83 kilograms right now. Like, I don't know what that relates to. You know, using my CrossFit knowledge, I think that's 185 pounds. Okay. Yeah. I think that's about right. Yeah. So that's on average about 20 kilos more than the average female or 45 pounds more than the average female. So, you know, I don't know what it's like to, I don't have too many patients that are,

[00:07:16] like much heavier than me and, or much bigger than me in terms of height. You know, I've got a couple of, I've got a couple of two meter tall sort of professional athletes, but for the females out there, sometimes I get, I get asked for adjusting tips and I'm like, you know what, by a female. And I'm like, you know what? The best person for you to ask is another female because I don't have to throw my weight around really effectively. But if you're a young female doc who's thinking, how do I do this? This is the woman to speak to.

[00:07:45] This is the person to ask. Yeah. I agree. Finding someone with a similar body size or smaller body size than you and then watch how they do things, especially if they're adjusting for any longer length of time and they are still in great shape and they haven't injured themselves that go learn from them. Um, my early experience right out of chiropractic school or at the end of chiropractic school was learning from a five foot two woman who adjusted, you know, manually. And I picked up so much gold from her because you're right.

[00:08:15] Most of our instructors were quite a bit bigger than me with more weight behind them. And it wasn't that I'm five seven. So I'm not a small woman, but I'm, I'm not heavy either. So like learning how to use speed to my advantage and my own body positioning, and certainly the patient's body positioning, which I do think plug for centropy too. I send a lot of my team of doctors and I've gone to centropy because they do such a great

[00:08:40] job of helping you learn, you know, how to set up and how to do this comfortably in, in a osseous full spine adjusting way. So that has been a real gift to be able to send people to them and have them help in a weekend or multiple weekends to come up, you know, in their skills very quickly. So I think centropy is a great option out there as well. Yeah. And, you know, I think kind of building on this conversation, probably the greatest tip

[00:09:10] is for you to stop perceiving your size as a disadvantage. I still remember the moment I learned that it wasn't about size. I was, it was the end of fourth year heading into my final year. I went on a charity trip to India with a charity called Hands on India. Phenomenal. They do phenomenal stuff and they go into the slums of a remote Indian, I guess it's a village, but it's still a million people.

[00:09:36] You know, we're talking open sewers and, you know, half the population are just, you know, on a dollar a day. So we'd go in there and we'd adjust them. We'd do the closest thing that they'd say to a DC or to any kind of, you know, medical practitioner. I think we talked about this. We had, we had people walk in three different theaters, right? But one of the supervising clinicians, because I was a student, was this very small Asian female.

[00:10:04] And I asked her for an adjustment one night after seeing a bunch of people and she's set me up in a side posture and I'm thinking, no way is this going to go. Yeah. And then, kabam, it was, I still, this is, I'm talking 15 years ago and I'm still thinking of that side posture. And that was when I was like, you know, I'll try not to swear in the story, but I was like, holy cow, like this is, wow.

[00:10:33] Like it's speed and precision, right? And you don't need to be big to be fast and precise. And I think males, we can get a little bit lazy because we can just kind of, is that really correcting a subluxation? And it's probably kind of like, I was thinking about this today and I was like, okay, so what tips are we going to talk about? And I was like, you know what? You've got a, the biggest tip that I can give anyone that wants to improve their adjusting is adjust to heal and correct the segment, not adjust to cavitate.

[00:11:04] There's, and once you get it, there's a big difference, but people might be listening thinking, what the hell are you talking about? I thought it was all about the cavitation, but you can take something to that paraphysiological space where it goes click. It doesn't mean that the subluxation is corrected. It doesn't mean that the neurology is resetting. The tissues are rewriting. It doesn't mean that the person feels your intention and your energy on that adjustment.

[00:11:31] And I would say of the young docs that I've worked with and coached and even just generally and the difference even between a student and an experienced chiropractor isn't, it is the concept of adjusting to cavitate versus adjusting to heal and adjusting to change the body. It's, that's it. That's everything. That's what we do. There's two things there, Andrew, that I think are great points to maybe double, double click on here.

[00:12:00] One, and I think all of us go through this learning phase that we're always learning. There's, there's a reason we call it practice, right? But it's first and foremost, you tend to go through, I think you needing to have a real left-brained approach to adjusting. And that's usually also where like following a technique fully, you know, so for me, it was Thompson learning all the, you know, what's the deer field positives and the deer field negatives. And like, what does this mean when this shows up? And what is a check?

[00:12:27] Like, you know, when I look at someone and I'm doing an analysis, what does this show me? Right. So that I know what I'm actually trying to clear based off of what the cues are from, from their body. And then I think as we get more artful of it, where we can use the left brain, but there's also this like very intuitive connected sense too, of, you know, what your hands, what your heart, what your intention is telling you.

[00:12:55] I think that's where it becomes a little less like it's a mechanical understanding. And that's more where, I don't know, you get adjusted from some of these very long-term, they've adjusted thousands and thousands of people over the year. And you're like, wow, that was just different. And their hands may have gone on the exact same segments, but you just something different happened there. And I think that's when it has truly moved into this art form of like their innate, my

[00:13:23] innate intention on the table and hands in right places to clear the subluxation, right? And to intent, the intent to heal. And that's something we're all working towards, right? And part of that practice, just like we were talking about training your body, there's a training your mind that is probably just as important, if not more important to when you go to put your hands on someone, like where is your mind? It's almost like, to me, adjusting is like a meditation, right?

[00:13:52] Where it's like, I'm just going to clear myself out and clear myself out. And if my brain goes somewhere, I don't want it to go. I snap it back to like, who's the right in front of me? What do they need today? And that's part of the reason why I love adjusting because almost nowhere else in my life do I feel like I get to be like, just so present time, right? And I don't know if you feel that way, Andrew, but that is- I'm laughing because I 100% relate because we're kind of on the other side of the world

[00:14:21] to each other, pretty much in the same circumstances. Running a business, coaching docs, looking after patients. We love to do it. Being a mom or a dad with, you've got three kids, don't you? I have two kids and three stepdaughters. So I got five kids sometimes. And yeah, and I'm here with three kids. The oldest one's five. We're homeschooling. And so like your brain is like, ah.

[00:14:46] But when you get to adjust and you just get to focus on the person in front of you, it's like everything else is up. One thing that I wanted to double click on sort of, I like this concept of double clicking is, you know, I think when you get adjusted by somebody that's been doing it for a long time and you go, wow. I think one of the things you experience is their pure certainty that they are adjusting the exact right spot that needs to be adjusted.

[00:15:15] And one of the things that really helped me with that is because I'm much more of a right brain kind of person, like I'm having fun. I'm like intuitive is I learned, I did applied kinesiology AK, which is actually not a whole lot of like manual adjusting involved. And they say, this is not a recipe. This is not a step-by-step. These are a bunch of tools for you to identify, you know, what segment you want to adjust and be certain on it.

[00:15:45] And then you, how you adjust it, whether that's Thompson, whether that's activator, whether that's impulse or atherosteam diversified, God said, whatever, that's up to you. But this allows you to go, that's the spot I want to adjust. And there's a handful of AK specific like adjusting techniques, but that's really about it. But I think that my adjusting really accelerated because from doing that, because I began to get a stronger certainty of like, this is the exact right segment I need to hit.

[00:16:15] And so I could put all of my intention on that person's L5 in the direction that I needed to send it. And I guess now if somebody came and observed me, they wouldn't see me naturally doing, they wouldn't see me doing a whole lot of like outward AK because now I've done the repetitions tens of thousands of times and I can go pattern recognition. Okay. I've seen this 10,000 times. When you get adjusted- But you used to do more of that when you- I used to do way more of that.

[00:16:45] When you get adjusted by somebody that's been adjusting for 40 years, how many times have they seen your, a similar C1 to yours or, you know, and they approach it with absolute certainty that what they're doing is the right thing for you in that moment. And honestly, that's one of the main things that I think makes it a phenomenal adjustment. Mm-hmm. I agree. And I was talking to a younger doc in the last month and a half, something like that.

[00:17:14] And my heart really went out to her because her educated brain was so fearful of, am I putting my hands in the right place? I don't 100% believe that I am and that maybe I'm not the right person to be able to deliver this, you know? And so there was just a lot of fear that you could hear from her. And, you know, on one hand, we do have to have, I think, respect that like when you're

[00:17:42] placing a force, of course you want that force to be in the correct area to do no harm and to like support the person. And I think this leads into, I'm sure what next week or the following we'll be talking about. But part of, besides, I knew she had done a lot of training on technique was there also was maybe some of that philosophy missing of just, okay, but at the end of the day, what does the healing? You're not controlling it for this person. You have to, you do have to trust your hands. You do have to trust your intention.

[00:18:11] And you do have to trust that person's innate can take that force and use it, right? Because the innate is what's doing the healing. The innate is taking over. It's not. And so I think there is this beautiful like thing that happens between the art and the philosophy. And of course, we'll add in the science eventually here too, where you realize like, I'm really just placing a force.

[00:18:38] And I've tried to do it with my best guess, informed guess of where my hand needs to go based off of everything that I've ever learned and what I'm intuiting. And then I got to leave the rest up to God or I got to leave the rest up to innate. And I think it's almost too simple for people sometimes that we try to make it more complex than that. Yeah. And I've thought about this recently too, because the complexities around health nowadays,

[00:19:04] like you go, you open your Instagram feed and it's like, you know, one person's being like, don't drink the water. You're brushing your teeth wrong. Like, you know, and it's just like, oh, what's going on in this? There's so much complexity around health and chiropractic is, has got to be the simplest health message. I tell people, you've got two things for health, clear and working nervous system. That's what I'm here to help with. And making sure that your environment actually allows you to be healthy. And I'll, I'll help you with that too, you know?

[00:19:33] And that's, that's what our better results faster was on tonight. So, but it's, it's actually just so simple. I remember hearing a Reggie Gold, like talk. Have you ever listened to some of his stuff? It's like the valley of the blind. Oh man. Like if you're like a head and I know we're talking about the art, but like art and philosophy, they have this magical dance where the more artful you are, the better your philosophy is. And the better your philosophy is, the more artful you become and, you know, round the ground you go.

[00:20:03] I remember him going like, well, listen, if you can accept that you put a force into somebody and that allows their nervous system to heal, then you also have to accept that sometimes the universe puts a force into somebody and whether that's falling down the stairs or like bumping into something and that universally corrects the subluxation. And it might be rare, but I guess that's, you know, that's a philosophical point that we can explore a little bit later.

[00:20:33] But almost like don't take yourself so seriously, you know, like back to why being playful and fun with practice is a huge part of building a big practice is it's got to stay light instead of it being like, oh, like what if this is all wrong and I did it wrong? It's like, okay, like just calm down and let's make sure that we can have fun while we're practicing. So our art can actually be something that's giving versus something where it's like fear-based

[00:20:58] or I'm shaming people because they sat at their desk too long again and their sacrum was, you know, subluxated or whatever. Like it's not a preach session, guys. Like I'm not here to tell you off. And like if you come and observe me, often when I tell patients off for, you know, missing an appointment or breaking schedule or whatever, it's in a very playful way because I want to maintain that mood and that flow. And, you know, I think one of the, one of the things that I, you know, we've talked about,

[00:21:28] I've done a lot of sports recovery and that kind of stuff, but adjusting in like, we'd just be adjusting in like big marquees or in stadium, like athlete lounges and that kind of stuff. And it's often, I'm the only chiropractor there and there's a bunch of physios and massage therapists and that kind of stuff. And I'm just having a laugh with the people, the athletes that I'm adjusting. I'm every adjustment. I'm like, like, and it just generates energy. And then the, I guess the toughest thing is that I end up with a bunch of people watching

[00:21:57] and being like, oh my God, I want to get adjusted for the first time because they see the energy and the fun of it. And it's, you know, I've done that for over a decade at sporting events. And I think that really helped me appreciate that if you want to adjust well, you need to be having fun. And like you said, if you're in your head now, am I doing the right thing?

[00:22:20] It really gets in the way of you adjusting well, because I remember the moment I stopped letting my classmates practice on me was when somebody was setting up on my, my neck and I could feel their hands shaking. And I was like, you know what? Why don't you go to the adjusting dummy and have like a little bit more work on it? That is not the vibe that's going to deliver like good adjusting. The more fun you have, the more certainty you have, the better your thrust is, the better

[00:22:48] it clears their nervous system and the better an eight takes over. And that's the, that's, that's the points, right? All right. So recapping, because I think we could, we could do like a lot of segments on, on this one. We do 10 episodes on this. I know. Number one, if you're new in practice, I would get around people your size, learn from them, make sure. I think it's just a great idea for every chiropractor. It doesn't matter how long you've been in practice.

[00:23:16] Like at minimum, every year you get to some form of like a technique or hands-on seminar just to learn more. I don't think that's ever a bad idea. We have to stay, I think, hungry to keep developing our skills. So finding those mentors. Number two, there's the training your physical body and training your mind, right? Making sure that you're taking great care of yourself, both mind and body and spirit to

[00:23:42] be able to do this thing called service of chiropractic to other people. So asking yourself, what could I do better? How could I get myself more ready so that when I go to put my hands on people for the day, I'm in the right state to do that. And then number three, have fun, right? Have fun. And if, if practice isn't fun, let's try and handle that, right? Let's try and make it fun again, because if it's not, if it's not fun, there's not a lot of energy there. Yeah.

[00:24:10] And, you know, I think here's a plug for TRP. That's what we do. But the best thing about having great systems and procedures is that it actually allows you to have fun with your patients because you know exactly what's supposed to happen in their patient pipeline. If you're struggling to have fun in practice, I'd say probably the first thing to check is, well, do you have clear systems and procedures that allow patients to just move through the chiropractic journey without you having to be like, oh, well, what am I doing next?

[00:24:39] So that you can just go, cool, let's have fun. I know exactly what I need to do if it's a progress exam or I know exactly what to do or say on a, on a day three. And then I can just focus on the adjusting and I'm not tripping over my words. I know exactly what to do for table talk so I can just focus on adjusting. TRP really takes the, like, it really just gives you the tough stuff about running a practice so that that's taken care of so that you can do the fun stuff, which is, you know, to

[00:25:08] me, fun, adjusting is fun. I always say to people, you know, if you gave me $30 million and I could live set for life, I'd still adjust people because I just love to do it. Yeah, I can see that. And that's awesome. Okay, last question for you, Andrew, while we wrap this up. How many times do you think in a day of adjusting or being in the office, you're like belly laughing? Or, well, belly laughing or being cheeky with a patient is like every single patient. Like, that's awesome.

[00:25:38] Yeah. I had one in my afternoon shift today and she was, man, she was giving me a hard time. And most of my patients, when they get to know me, they know when I'm being cheeky and they're cheeky right back. And it's honestly the most fun. And it just doesn't make going to work a chore. Like it's just, it's a joy to go to work. It's attractive for people to want to be in space with people who genuinely enjoy serving. Right.

[00:26:04] So just let's not take it so seriously that we lose that art form of just like human connection, having fun with people, doing life with people. And then, yeah, like replacing a force. And I think that gets it out of the way where you can actually care about them too. So yeah. God, I love what we do. Amazing. It's an amazing career. I agree. All right. I will see you next week and we'll continue this conversation. On to philosophy.

[00:26:34] That's my favorite. Let's go. All right. See you soon. Bye. 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. What's up, Remarkables? Welcome to another segment of our success partner conversations. I'm Dr. Stephen France and I've got a very special guest here. One of my buddies, one of my surf buddies, Dr. Miles Boseman.

[00:27:04] What's up, Miles? Hey, buddy. Good to see you, man. Thanks for being with Miles. Yeah. So Miles and I have known each other for years, but we got to know each other in one of the best ways possible, which is in the ocean. We were going to Mexico together. Caught some awesome waves out in Salinas. That was just amazing. Miles, it's been too long since we've been on the water together. We've been in too many seminars together. Yeah, I know. For sure. Not enough surf trips. So we need to reconcile that. All right, brother. So this is a very simple format.

[00:27:33] We got a few questions I'm going to ask you. You know the purpose of our success partner program is to help more people, right? So you guys are somebody that we would consider like an integrated partner of ours where it's actually intrinsic to our content. We're actually promoting. We want our clients to use you as part of the Remarkable Practice system, right? So that says something, right? So we select our partners specifically because we want to reduce friction. We want to make it easier for people to see more people, to be able to help more people.

[00:28:01] And we know that there's so much administrative headwind that just slows down teams and that slows down doctors and slows down growth and slows down impact. So let's talk specifically about three problems you guys help people solve. And then let's get right into how you help them solve it. So I'm going to slide the mic over to you. Let's talk specifically about pain, right? So what kind of pains are you guys solving? Because I know you're really helping our clients a lot. Yeah, for sure. Let me just say thanks for having me. And I also want to acknowledge that a number of your coaches have been our clients for the longest time.

[00:28:31] And so you're not lying when you say you want your doctors using this from the standpoint of not just your doctors, but even your coaches using us. So let's say it this way. What are the pain points? Listen, every doctor struggles with or has the experience of people dropping out of care prematurely. Like we've all experienced that the patient's pain goes away, you lose them. The patient's insurance runs out, you'll lose them. It's time to pay again, you'll lose them. Like there's all these, you know, this is friends. And Steven, you know, like there's these places that it's common to lose people.

[00:29:01] And quite frankly, doctors are losing money, right? Their case visit average is lower. Their PVA is lower. Their overall collections are lower simply because they're just losing people. We're all in this business to take care of people, save lives. And to save lives mean people have to follow through. People have to stay under care. And I often ask this from stage is that, hey, if there was one thing you could learn that was important beyond how good of a doctor you are to get better clinical outcomes, what do you think is the most important thing you can learn?

[00:29:29] And at the end of the day, it's having patients listen to you and follow through. Because at the end of the day, we get a lightning bolt flying out of our fingertips. And if people aren't listening and following through, it doesn't matter. It doesn't matter how good of a technician you are or clinician you are. So the problem, the pain points we solve is we have figured out how to stop people from dropping out. I mean, we figured it out. We've now repeatedly done this in my own personal practice. My PVA was well over 300 visits applying these things, extremely high PVA.

[00:29:57] And we now see doctors who apply the things we teach and the problems we solve or the tools we provide, which I'll share, having their PVA skyrocket. That's at the end of the day. And this is why you guys resonate. That's why we resonate together because we're all about converting, retaining, right? It's all about automations and using tools to systematize what we do in practice so that we're ultimately delivering on the promise of chiropractic. So the pain points we solve is- You're singing our song here, Miles. Yeah. I love it.

[00:30:23] So these are all listeners of the Remarkable CEO podcast. You're talking about thousands of chiropractors who self-identify as CEOs or aspire to be CEOs, right? So which means what are we looking for? We're looking for leverage, right? We're looking for systems. Everybody's here for process, procedure, systems for leverage, right? To create scalability and durability, right? So that's our love language here. So when you say we're going to systematize everything, we want to be able to automate everything, there is a process, right?

[00:30:49] There's a four-step process that we teach on this podcast, which is operationalize, professionalize, optimize, then automate, right? So what we're talking about here, gang, listen, CEOs, this is an automation element, right? So this is the automation. Operationalize, get the system in place. Professionalize, make sure you have the right person running it, right? Optimize it, which means have your data so that you're data-driven and making good decisions, and then automate it, right? So bring in a system that can automate it. So I'm excited to hear more about it.

[00:31:16] I know because so many of my clients use it, so there's three very specific solutions that you guys bring. Let's just take it from the top. Let's take it from the top. So the core platform we provide is ultimately we help solve one of the biggest challenges doctors have, and that is building their care plans in a compliant way. The thing we often see as doctors when it comes to their finances, they don't realize they are doing things wrong.

[00:31:41] And that's not to scare people, but the reality is that when we look at the number one reason doctors get in trouble or the number two reasons doctors get in trouble, when I say in trouble, state board complaints, malpractice claims, it's issues over money. And I can't emphasize this enough that in some states, the number one reason is issues over sexual misconduct. In other states, the number one reason is finances or finances come in second. Meaning, doctors, you've got to do this right. You can't just make it up or do what your buddy down the street does or go on Facebook and say what they do. Like, you've got to do this right.

[00:32:10] And that's where we excel. We are the number one platform to make sure you're doing care planning, not that's just profitable and successful in a business perspective, but that's compliant. That's going to keep you out of trouble. So doctors will sleep better at night knowing they're doing their care planning. So the core product we offer is a tool called the care plan calculator. It calculates your care plans. It calculates everything correctly, but it formats it in a way that makes sure you're doing it compliantly, both from a language standpoint, as well as the way if you're doing any kind of discounting on your services, that's being handled correctly.

[00:32:40] So doctors sleep well at night knowing they're not going to worry about some financial thing biting them in the ass later on. Because as you know, as CEOs, the bigger you get, the bigger you're our target. The bigger we get as businesses, the bigger target we have on our back. It's really important you're making sure your thing's doing right. So as a growth standpoint, this is not one you want to cut corners on. And I'll share with you, one of the things we're seeing today, especially in the world of AI, is we're seeing examples of doctors going, oh, I'll just ask ChatGP to do this kind of stuff for me, or Gemini or Grok.

[00:33:10] And I will tell you that's a mistake. Much of what we're seeing is being provided, not just isn't compliant, but the big reason is AI tools are making mathematical errors. If you're not aware of this, AI is a language tool. It's not a math tool. And we've actually done experiments where we've actually asked AI to calculate things for us. And it nine times out of 10 gets the math wrong. The math is wrong. And you can do the test yourself. Ask it to do some basic arithmetic and you'll see it comes off oftentimes with wrong answers.

[00:33:38] That being said, it's a risk to losing money. So that being said, we are a solution. Can I drill down on that a little bit? I want to create a little clarity around this because in the remarkable practice, as you know, we try to create clarity around the distinction between a care plan and a financial plan. You give people a care plan, which is the clinical recommendations for care. This is what you need to do to get the results that you're looking for.

[00:34:05] And then the financial plan is the economic agreement. That's the financial agreement they put in place. So this product is the care plan calculator, which I believe my understanding of it is that it's a financial tool. It gives you're taking the care plan and applying it to you're taking the the the rates of the clinical services and you're calculating the financial plan from that. Right. Yeah, I think we're just using different language. We've always referred to as a treatment plan as the clinical part and the care plan was the financial part.

[00:34:34] But I can understand where the confusion can come from. Yes. The financial part care planning is like for my perspective, the way we use the term care plan is the financial. And then we refer to the treatment plan. Same idea. We have the treatment part and the financial part. That's exactly right. And, you know, this you'll ask 100 chiropractors how they terminology, what terminology they use. And you'll get 100 different answers. Exactly. And I want to make sure that we don't confuse this audience who does hear that. So I want to make sure everybody hears that. Thank you for clarifying that. It is the financial plan that we're talking about doing the calculations for that. Absolutely. I didn't mean to interrupt you.

[00:35:04] Keep going, Miles. So the next thing is, so we solve the pain point of making sure you're doing that stuff compliantly according to the federal government's rules, et cetera. All of that stuff is taken care of. The second thing we offer is when it comes to your financial plan or care plan in this case, and there's money involved, there's a variety of ways you can collect that money, right? You can have people pay for it one visit at a time. You can have people prepay. You can have people make a down payment. There's lots of ways you could model that.

[00:35:27] We've identified, and I'm sure you're aware of this, the best way of doing this is to have people on some form of monthly payment is the absolute gold standard. And even more than gold, platinum is to have them make a down payment followed by smaller monthly payments. That model is absolutely killer to do. That means you've got to process those payments. So we are a payment processor too. So you could use our system to run those payments, those recurring payments. And I know chiropractors have lots of alternatives and there's other companies that offer those kind of services in this world today.

[00:35:57] We've been doing it for the longest in chiropractic and we have a team of people who know how to handle this in a chiropractic office. If you are interested in migrating to us from another platform, we do make it really easy where we automatically can import your auto debits into our system for you. So a migration from another platform to us becomes very simple to do. We do this probably every week where we have people leaving another competitor who's doing payment processing and they come over and we're able to actually migrate their data very quickly. So you said something there that I don't want to miss because you blew right through it, but it was gold.

[00:36:27] So as we talk about financial plans, there's lots of, there's 50 ways to skin this cat, right? You can do pay as you go. You can do pay if you want. You can do prepay, right? You can do monthly even payments. And the most popular and our favorite to promote is I think the same one you guys love, which is the down payment plus payments, right? So how many thousands of case studies do we have here for you to give an opinion here, Miles?

[00:36:55] I can say this is by far the most successful experience when we see growth of a practice that the doctors who are routinely offering an initial care plan or treatment plan and offering the financial option of having a down payment with monthly payments. We routinely see, as long as there's a monthly payment involved, those patients transitioning onto lifetime maintenance and wellness care, which I'm sure you're aware. That's where the massive growth of a business is that you're only seeing so many new patients every month and every year.

[00:37:23] And if we look at our data and our case studies, we could see the revenue from new patients pretty much the same year to year. But where the massive growth of the company comes from is they're piling more and more people into their wellness and maintenance programs on these monthly payments. And that's where this growth goes and they 10x their practice over the course of a decade. That's from these monthly payments. And we just have case study after case study in that scenario. Yeah, so we're big advocates of the monthly recurring revenue model, the membership model, subscription model. Get everybody over there as quickly as possible.

[00:37:53] This audience understands and they hear us say that having somebody on recurring revenue, it's going to increase their spend two to 300 percent. But more important, their lifetime value, their LTV because of retention and stick rates goes to 800 percent increase. That is an unthinkable number, right? So when you see that LTV go up by an 8x, it's just unbelievable. So getting them onto a recurring model is absolutely paramount. When you do the down payment plus payment, there's another benefit that people don't think about, which is your cash conversion cycle.

[00:38:22] So if people understand your CAC or your cost required customer, if you get that down payment plus payments, it does several things, right? So most people do have that emergency fund that they'll tap into was unexpected expense. And so they'll pay the down payment there. But then chiropractic care, if it's, you know, we're principled chiropractors here. Chiropractic is a lifestyle success strategy for healthy human beings, right? So we want to see people getting regular chiropractic care, which means we want it to be in their regular family budget, right? So now they're in a monthly budget.

[00:38:51] So you do the down payment plus payments. The down payment comes out of that emergency credit card that they use if they blow the radiator or the water heater at the house goes or some unexpected expense. And then they shift over to, I can put that lower monthly payment into my family's budget and it makes it much more palatable, right? So absolutely. And that first down payment is how you claw back your cost to acquire a customer. So your cash conversion cycle can go to instead of 30 days, 60 days, 90 days.

[00:39:19] In other words, getting the money back that it costs you to acquire a customer, you can get that back on day two, right? So I love this system. I think it's fantastic. And nobody does it better than cash practice. So if people want to learn more, Myles, what's the best way to, how do they, I'm going to put it in the show notes, guys, but I just want to make sure you guys reach right out. The best thing to do is simply go to cashpractice.com, go to our website. You'll see a button, book a call. The best thing to do is actually just have a quick 10-minute conversation with one of our team members.

[00:39:48] That way they can just see if it's the right fit for you. Before we go into demos and before you make any big commitments or anything, just have a quick conversation with our team. They're skilled at asking the right questions and seeing whether they're a right fit. If you're coming from TRP, I'm guaranteeing you we're likely a right fit for you. We're in sync with what we do. And simply there, there's no obligation, but they'll schedule a time for them to do a demo, demonstrate our software, answer your questions. If doctors simply go look at our reviews, go to our Google reviews, go to our Trust Index reviews. Maybe we'll give you a link for that for you to be able to see our reviews.

[00:40:17] You'll see we have hundreds of reviews, all five-star, everybody raving about what we do because it kicks ass. I can't help but say it. We've been doing this for a long time. We kick ass at what we do. We're run by, you know, founded by a chiropractor who has an engineering background, not just a chiropractor who went to school to be a chiropractor. So ran a successful business. And we have a whole team of people who are very familiar with what you're doing in your practice. We don't offshore our people to do support. We're not using AI agents to support you.

[00:40:42] We're using real life humans who know what's going on in your practice to be able to serve you and help you and help you grow the practice. So at the end of the day. It's a great product. So many of our TRP docs use it and love it, right? So you've had hundreds of TRP docs over the years. So they love this service. And as coaches, we love them using it. I'll tell you that right now. So self-serving. I like my clients to use it, right? Because I know that they're doing it right and they're not distracted by doing something wrong or getting the big distraction of getting busted for doing something wrong, right? So you're a remarkable CEO. You lead a remarkable team.

[00:41:11] Team Holly's extraordinary. And I know that, you know, you've always traditionally had such a great team. I appreciate that about you, man. Thanks so much for all you do to help our chiropractors help more people, brother. Absolutely, Stephen. Thank you so much for having me. And we're looking to be a further service to the TRP team. Cash practice. Dr. Bob Watson. Love you, brother. You too, buddy. See you, buddy. Thanks for listening to this episode of Build Your Remarkable Practice podcast. Remember, what the world needs now is chiropractic.

[00:41:40] 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.