362 - How to Turn Your Team’s Busyness into Productivity

[00:00:00] Listen, when you're hiring people, stop trying to sell them into the job. I try to talk people out of the job. If you're a CEO listening to this right now, you're probably persuasive, you're probably influential, and you probably talk people into taking a job with you. You should be trying to talk them out of the job.

[00:00:24] Hello and welcome to The Remarkable CEO Podcast, a show dedicated to chiropractors who want to transform their job into a business. So that they can have a remarkable practice as part of a remarkable life, not instead of one. With your hosts, Dr. Peter Camiolo and Dr. Stephen Franson.

[00:00:48] Welcome to another episode of The Remarkable CEO Podcast, Chiropractic's Number One Business Podcast. I'm Dr. Pete Camiolo. And I'm Dr. Stephen Franson. And you're joining us in the midst of a conversation that we love to have, and it's about your business, and it's about the constraints, because we know that if we can identify what the primary constraint is, and we can knock that domino, we know that's going to have an effect on every other area in your business.

[00:01:14] And what we love is seeing chiropractors break through and their businesses grow. We get just fired up about that because we know that we are in this business, and it's the business of saving lives. So if your business is growing, you're saving more lives, you're making a bigger impact, you're making a bigger income, everybody is winning.

[00:01:33] That's why chiropractic is good for everybody, every town, every city, everyone around this globe, because when chiropractic is doing well and chiropractors are winning, everybody is winning. Guys, what an amazing business to be in, chiropractic. If you've lost that loving feeling as a chiropractor, my friends, you're probably doing it alone. You need to get plugged into a great group. So number one, welcome to the CEO Podcast. If you've been listening, just tuning in.

[00:02:00] Dr. Stephen, I talked to a guy recently, said, man, I just listened to your podcast for the first time, just discovered it. I said, welcome. You're 375 episodes late, but get in there. Get in there. We've been at it for many, many years. It's just absolute gold. But one of the things that I've learned, Dr. Stephen, over all the years, it's important to be a part of a tribe, to be a part of a team. And we are a tribe. We are a team. We would love to be able to support you in that through this podcast.

[00:02:29] So make sure you tune in each and every week and join us. Join us at one of our upcoming events or get on one of the calls with one of our expert coaches and have a conversation with us about your business. Let us help you break through some of these constraints. Dr. Stephen, we're going to be talking about the constraint of team today. This is a big one. We both have a lot of passion around this one. So it's going to be a good one, but we're going to keep it simple. We've identified what we believe is the constraint.

[00:02:59] There are constraints, plural, but we believe the constraint, the one that's going to knock them all over. We found it, and now we believe we're going to expose that for you today. So, Dr. Stephen, looking forward to this conversation. Yeah, I love this conversation, Dr. Pete, just generally like helping people get focused, right? Because I know, you know, all the chiropractors that I know, they don't have an effort problem, right? So they've got a focus problem. Like, so everybody's working hard, trying hard, spending a lot of time, energy, focus, and money trying to grow their practice, right?

[00:03:28] So that's really not, that's not the issue. It's a focus issue. So just spraying that time, energy, focus, and money all over the place, right? So they're warming surfaces as you, if you will, instead of starting fires. Man, my fantasy after this series is that we've got thousands of chiropractors now that know exactly what to focus on. Really just catch that fire.

[00:03:49] It is that first domino, it is tip that thing over, start, you know, take from potential energy to kinetic energy, get that thing in motion, overcome the inertia, pull your practice forward. Your practice will just go to the next level. If you address that primary capacity issue, right, that primary block, if you will, right? There's a constraint that's in your way right now. It's a dragon. You probably think you've got 10 problems and you might be right, but you do have that one that you should be focusing on. I love the expression, you can't chase two rabbits. You definitely can't chase 10, right?

[00:04:19] So it's just like, let's address that one problem 10 ways, right? Let's get everybody unified on the team, get everybody focused, and let's slay this thing. Maybe you found yourself on this podcast today listening to this because you've got a people constraint, right? So there's somebody on your team. There's some kind of team issue. Either you're overstaffed or understaffed. Or you've got the wrong people in the wrong seats doing the wrong work the wrong way, right? So it might be a combination of all those things, but you've got a team issue.

[00:04:48] So if that's you, lucky you. You've walked into the room just at the right time because today what we're going to do is we're going to help you get focused on what we find to be the number one constraint when it comes to your team. And it's going to start generally, but you're going to get really specific, Dr. Pete, and that's about creating accountability, okay? So accountability. Accountability is what takes motion and turns it into movement, right? So if you're like me, you recognize that chiropractic practice can be a busy place. There's a lot of particle movement.

[00:05:18] There's a lot of stuff flying around. There's a lot of stuff happening, right? Everybody feels busy. Well, at the end of the day, man, I don't want everybody to be busy. I want everybody to be productive, and the only way we get people productive is when we get people focused, right? Focus is what turns busyness into productivity.

[00:05:38] Dr. Pete, what we want to do is we want to create greater focus so that people can get productive and we can hold them accountable to driving the outcomes that we're paying them for. So you said something earlier in the conversation that we've already had, and I want to make sure nobody missed it, which was there are four things you have to get right when building your team. And if you miss any of them, it's going to be an issue.

[00:06:07] We've identified that accountability or the lack thereof is the constraint. Right. But let's quickly review the four things you have to get right when it comes to people, the people side of the coin, the people side of the business. So the first thing you have to get right is you got to get the right people, the right person. When Dr. Steve and I, before this episode, we both, we kind of said, what do you think it is? What do you think it is? And we both agreed that accountability was what it was.

[00:06:36] But we had another one that we both agreed was right up there, neck and neck, and it was settling for less than eight players only. So that was the other one. Actually, we went back and forth on. But, you know, the first thing you have to get right of the four rights is get the right people. And there are criteria that we have that we've identified that determine if someone's the right person. Now, the right person will respond very well to accountability. That is a attribute of an A player.

[00:07:05] A players desire, understand the value of, maybe even would demand, require accountability. 100%. So recognize that if you struggle in this area, if you go upstream, it's possible you don't have the right people. And I'm not going to say it because I don't know if that's your issue.

[00:07:29] I'm just saying if accountability is a problem historically, presently, if you don't want it to be a problem in the future, it's very possible if you turn to the left and go up one, one of the rights, you might not have the right people. Okay, so that's the first one. The second one has got to get them in the right position. Positioning is key because God only makes geniuses. And that's awesome. I love that. Not every genius has a spot on your team, right?

[00:07:59] There's not a position for every type of genius necessarily. We have a very specific genius. There's a blood type for every position on your team. And we've got to match the person with the position. And we've got to get that right. Because if you have the right people and you have them in the right position, you're 50% to the target of making this thing great. Getting it to work. The flywheel to spin.

[00:08:28] To turn that motion into movement. Creating that level of productivity that comes with focus. So you've got to get the right people and they've got to get in the right position. And it's a positioning challenge. And this might be the issue right now for you. So your accountability isn't working because the area you're asking them to be accountable for is outside of their zone of genius. They're being asked to focus on things that, quite frankly, they shouldn't be doing. Not because they don't want to help. It's just they don't.

[00:08:58] That's not an area where they have genius. They're not going to win. It's going to take them 10 times more effort than the person whose zone of genius it is where it's minimum effort, maximum return, which is what we want. So recognize that it's possible that your team might be positioned incorrectly. And so you're saying, yeah, Dr. Pete, Dr. Steven, I love this accountability. I'm going to give him accountability. But then it didn't work.

[00:09:21] It's possible that they weren't accountable for the right things based on the positioning, based on their hard wiring. So that's the second thing. The third right is to do the right work. This has to do with roles and responsibility alignment. There must be clearly defined roles with key responsibilities that are aligned with the position where I have influence.

[00:09:50] Keyword is influence. So I can influence the outcomes that I'm accountable for that are associated with that work, that are associated with that position. So the right position, doing the right work, alignment there is critical for focus and productivity. So you have to look at your key responsibilities that are organized inside of your accountability chart, your accountability grid,

[00:10:18] that are directly associated with the position to make sure those are aligned and that we're on the same page. Everybody's in agreement about that so that you can hold someone accountable. They can agree to what they're going to be accountable for, which are going to be the outcomes associated with those that work. And then doing it the right way, that's training, right? This is just, we're always looking at it. We're always optimizing, right? We operationalize, professionalize, and optimize.

[00:10:48] The right work, the right way, doing it the right way, the fourth key to get right, that's ongoing. That's just, we're always training. We're sharpening the blade. We're always in the, you know, the road is under, always under construction when it comes to, you know, optimization. We're always going to school on this. We're in the gym. We're in the gym, right? And that's ongoing. So if you have a person on your team who isn't into getting into the gym and continue to work on themselves, then that right isn't right, that's wrong. And it won't work.

[00:11:18] So we've got to get those four things right, Dr. Steele. But I just want to set that frame because you said it quickly, just to reorganize everybody to get their heads right. So now we can get into the accountability. Hey, Doc, Stephen Franson here. If you're like me, you know that we're in the business of saving lives. And when business is good, everybody wins. That's the good news. But here's the bad news. Most chiropractors don't own a business at all. They own a job. It's a job they love, but it's a job. And far too often, it feels like that job owns them.

[00:11:47] Is this true for you? Do you own a business or a job? Have you built and do you run your practice on brute force? Does it rely fully on your time, your effort, a pound of your flesh? Are you responsible for all growth, for all new patient generation? How about new patient conversions? Is it all up to you? How about patient care and delivery? Are you a sole practitioner, an owner-operator who owns the practice,

[00:12:14] but is also the only one that is head down and bum up, taking care of all the patients? Is revenue generation or collections all up to you? Let me ask you the most telling question. Doc, what would happen if you took 90 days off? What breaks? In my experience, most on-purpose chiropractors do not lay awake at night worrying about their practice. They worry about their business. Let's slay that dragon. The Remarkable CEO program has helped hundreds of chiropractors,

[00:12:43] just like you, turn the job that they love into the business that they've always wanted. Are you ready to run and build your practice on leverage instead of brute force? Do you want to create the scalability and durability that will allow you to make a bigger impact and a bigger income? What would it mean to grow your practice, increase your productivity, and your profitability? Do you want to get your time freedom back? Are you ready to turn your pirate ship into a battleship? If this sounds like you, then the Remarkable CEO program is for you.

[00:13:13] Just last year, 53 of our Remarkable clients received the 7-Figure Club Award, meaning they hit the million-dollar mark for the first time or their next million-dollar level. Be it 2 million, 3 million, 10 million, up to 36 million and growing. Now, Doc, is it crazy to imagine that your practice could be next? Click the link below and learn how to apply for the next cohort of the Remarkable CEO program.

[00:13:38] We look forward to working closely with you in creating the business that supports your Remarkable life, not competes with it. Yeah, so now let's lay the lens of accountability over that, right? So, you know, when we talk about the A players, so it's the right person. This is your hiring process, guys. This is your onboarding process, right? So it's like you've got to start with A players who share your core values and buy into your vision story.

[00:14:05] When you're going through your hiring process, you have got to filter people, right? So you've got to make sure it's like, man, I've got to have an A player. And what are the attributes of A players? One of them is they actually require that you hold them accountable. Think about it. If you're an A player, right? If you're listening to this right now, it's like if you're listening to the Remarkable CEO podcast, here's something I know about you. You're an A player. Nobody listens to this podcast who's not like full-on A player, right? So don't you like to be held accountable?

[00:14:32] Don't you know that there's somebody, whether it's your partner, it's your spouse, right? So it's somebody on your team, right? So somebody in your Bible study or somebody that's your workout partner or the guys in the WOD that you go to at CrossFit or it's just like just somebody holding you accountable, right? So it's like we all understand that iron sharpens iron here. Like we want to be held accountable. A players require it. So you've got to establish that as you're hiring a person or not hiring them.

[00:15:02] Listen to me once again. Either while you're hiring them or determining that you are not going to hire them because they're not energized by being held accountable. Listen, when you're hiring people, stop trying to sell them into the job. I try to talk people out of the job. If you're a CEO, listen to this right now. You're probably persuasive. You're probably influential and you probably talk people into taking a job with you. You should be trying to talk them out of the job. You've got to push against that.

[00:15:31] You've got to make sure that they understand. It's like, listen, we're in the business of saving lives here. And we act like it. We train like it, right? So we measure our activities. We set goals. You will be accountable to the responsibilities and you'll be accountable to the outputs. And we're going to be measuring those. You're going to have a scorecard KPIs, right? So we're going to meet regularly. You're going to own. Are you ready for that? You should see that person be like, give me the ball. Give me the ball.

[00:15:59] Put me in, right? That's what A players sound like. So from the beginning, guys, when you're setting expectations and agreements, it's not only talking to them about the job description. And the job description is an organization of responsibilities. Five bullets, five lines, five responsibilities in this role. That's what a role is. It's a collection of responsibilities. It's like you own this. You own these responsibilities. And each one of these responsibilities is measurable.

[00:16:27] And those measurements are called KPIs or key performance indicators. And you're going to be accountable to these outcomes. And we're going to set goals for you against these outcomes. And this is going to be your role. This is going to be your scorecard. These are going to be your responsibilities. You will be accountable to this. Do you hear me? Like, hear what I sound like? This is literally what I sound like when I'm trying to talk somebody out of it. Anybody who's like, oh, bro, I don't know. That just seems like a lot. I'm like, thank you for saving us both a lot of pain, right? This role is not for you.

[00:16:56] So number one, making sure that you're setting expectations and agreements on the front end, right? So you already covered it, Dr. Pete. Put him in the right seat. Each seat in your business, in your practice, calls for a very specific genius based on the responsibilities that are organized underneath that role. There's certain skills, talents, experience, attributes that a role calls for. Like a check-in CA is different than a check-out CA.

[00:17:22] A caregiver DC is different than a business builder DC. An office manager is different than a business office manager. Guys, there's different roles and each role has a set of responsibilities and those responsibilities call for different attributes, right? So it's blood typing. Just like if you were building out a football team, there's all different positions. Each position calls for a specific genius, right? So when we say you're holding people accountable, what are you holding them accountable to? You just can't loft out that word.

[00:17:52] Oh, I need to increase accountability. Because the truth is, guys, and write this down, everything you want out of your practice, out of your business, out of your team, frankly, out of your life, will be found on the other side of creating greater accountability. This is how heavy this is. This is how important this is. Everything you want is on the other side of greater accountability, right? So if you hear my voice on that, accountable to what? Like when we're talking about your team, it's like they've got to be crystal.

[00:18:19] They've got to be crystal clear on these are my roles. These are my responsibilities. These are my KPIs. These are my goals. I own it. And you are going to hold me accountable to these outcomes, right? And then it's getting to focus on the right things. The scorecard is going to communicate that to them. So focus on the right work. And like you said, Dr. B, get them, support them, set them up for success by training and equipping and developing them. This is fitness, guys. Onboarding is one thing. Ongoing training is another thing.

[00:18:49] Onboarding is about creating competency. Ongoing training is about creating mastery. So we've got to just come alongside of our people and be like, man, I am cheering you on. Nobody wants you to be more successful than I do. I am holding you accountable to these outcomes, but I am going to be running next to you, supporting you, encouraging you, developing you, training you and equipping you Dr. P, you can never hold somebody accountable to something that they don't have clarity around, that it's not measured, it's not measurable,

[00:19:18] and you're not supporting them in their success. So Dr. Steven, when you were going through it, I was listening through the lens of, I'm a CEO listening to this right now. Everything that you went through is actually what you, as the listener, are accountable for to ensure that this is happening, that you're hiring A players only, so starting with getting the right people. You would be accountable to that. And a lot of us as CEOs, we struggle with that. And you talked about expediting the hiring process

[00:19:46] because you're a persuasive person and you're influential and it's easy for you to get people to say yes and you're likable and they're likable. And so you just kind of move fast. Most of you are high dominance, low conformity and low patience. So you're going to move fast and you're going to do big picture stuff and you're going to be the boss and you're going to be like, let's make, I like to sit and making decisions. I like that, checking boxes, moving on. That describes you, great. You're going to be fast when you hire us. You need to get somebody who's your opposing energy to say- Your compliments. Put on the brakes.

[00:20:16] You know what I'm saying? Let's do some, I'm going to go do a background check on this cat. And you're going to be like, that's just going to slow down this process. Yes, it is. We're going to do our due diligence. So be accountable to what Dr. Steven is saying. Maybe you have a history of like, Lord, we have had so much turnover of our people. We just can't keep these people. Everybody just demanding being paid more money. And no, the issue is you don't have A players. You haven't had,

[00:20:41] you don't have a system in place to protect you from you to ensure that you can bring on the A players. That's number one. And so creating SOPs and building out the framework and the system to ensure that people go through a professional experience coming on board, you are accountable to that. And then you're accountable to onboard them. And when I say you as CEOs, if you've been listening to us, you also know this is something you can delegate

[00:21:10] and empower and equip. And should, this is your COO. This is your office manager. Office manager, exactly. To do these things. But you are, so it might be done by you at the beginning, then it's done with you. But eventually this is being done for you, understanding the three phases. But that is something that must be done. And you are still accountable as the CEO who is leading the team to ensure that the person that's managing the team is it's happening according to our standard

[00:21:39] so that the team is being onboarded well. They're creating core competencies. They're testing out of all the skills. They're being positioned well to be successful and to win. And so that's critical to this. Well, you're accountable to that part. And then we're accountable to giving them the, you use the scorecard as an example, to equipping them with training and then empowering them

[00:22:06] with the tool of the scorecard. The scorecard is what creates that focus for me where I know there's a lot of things that I got going on, but I got some priorities. I got things that I'm accountable to that are the most important. And that would be what, as a team member of yours, if I worked for you, Dr. Stephen and I were on your team, we would require that. Like, well, I can do a lot, but like, what's important here? What am I going to answer to? Like at the end of the day, like when you knock on my door and you're like, hey, can we have a minute?

[00:22:35] I'm like, I know what this is about. The five things, the priorities that I'm accountable to. Like I owe you a response and answer to that. So that's what's on the scorecard. It says, I own this KPI or these KPIs. Remember what a KPI is, a key performance indicator. You are accountable to the outcome, not to the next day, the task. You might have a series, a list of people that are all contributing to the responsibilities that are going into driving that outcome, but ultimately you're accountable to that outcome.

[00:23:04] When you give someone a scorecard, they're not entitled to it. I always say the scorecard goes with the position, not with the person. If the person leaves, I always tell them, leave your key and your scorecard on the desk because the next person that's coming in is going to get the key and the scorecard. It's positional. So don't take it personally. And then understanding that, you're not entitled to it. It doesn't go just with the title because you wore the hat. You're entrusted with it. Trust is the first dysfunction. When you look at the dysfunctions in a team,

[00:23:33] it's we didn't have trust at the foundation. There was a lack of integrity or I didn't truly get trained and onboarded well, but I got given the keys and I got given the scorecard, but I really wasn't ready for it. So make sure you take that part seriously to onboard well, train well, create competency well so that when you can entrust with the scorecard, now you're accountable to that outcome. You are equipped with the training. You're entrusted with the outcome and it's clear exactly what it is

[00:24:02] and I'm in agreement with that. So the scorecard is a tool, right? It's like a sawzall. It's like a screwdriver. It's meant to help you accomplish, do a job to get a job done. This one, it's meant to accomplish the job of helping you have greater accountability. Focus for the individuals on your team and when everyone is focused, this world-class team of geniuses, very diverse in their hard wiring

[00:24:32] and position in their right positions, that's what makes this thing, the song go. When you listen to a great band, Dr. Steven, I know you love U2 and some other bands. I'll tell you what makes it awesome is like all the different parts but they're all different and they're all different players who are playing those instruments and it's like they're wildly different people. Man, when they get on the drums or when they get on the bass or when they get on the lead guitar or when they get on vocals, it's like, whoo, that is sweet.

[00:25:01] That's what a great business looks like but everybody knows their role, they know their position, they know what they're accountable for and they know when they deliver, everybody wins. Yeah, Dr. Pete, this is not only an incredibly common constraint, it's an incredibly painful and expensive constraint. Okay? So, in so many ways, this is like, when you look at your P&L, you're going to see that your number one expense is your labor costs, direct and indirect labor costs. It's your people. This is your biggest investment in your business.

[00:25:31] Okay? So, you got to get this right. When you start looking at the analysis of your business, if your players are not as productive as they should be, you've got an effectiveness issue, it's going to show up in your RPE or your revenue per employee, right? So, it's like, if you're not as profitable as you should be, that's an efficiency issue and it's going to show up in your PPE or profit per employee. So, when you're studying the business, guys, this becomes incredibly expensive, both in impact and in your income. Most of the income

[00:25:59] that you're missing out on is in this constraint. It's just simply, you have not optimized your team. Okay? Plain and simple. You are lacking optimization and all of the optimization you're looking for will be found on the other side of greater accountability. Right? So, it's just like, this is how you optimize your team. You have to be data-driven. You have to create clear expectations and agreements for those A players. You put the right people in the right seat doing the right work the right way and then you get them super clear

[00:26:29] on what's important here with their job description, their KPIs, their scorecard, their goals and then you hold them accountable and it's the accountability that will take all the motion and all that busyness and turn it into movement. Focus is what takes busyness and turns it into productivity because Dr. Pete, at the end of the day, none of us want to be busier. We all want to be more productive. Dr. Stephen, I know this is a constraint for everyone. You know,

[00:26:58] they say 95% of the problems that we have in our business are related to the people in the business and this is one that we have passion about and we've helped and we help chiropractors solve. So, we want to help you solve this. Hey, I want to challenge you to take this seriously right now. Talk to one of our expert coaches. I'm going to invite you to take action and book a call with one of our expert coaches. We have our team building and experts standing by and ready to speak with you to help you at a minimum identify if this is the constraint,

[00:27:27] if this is the main issue and then give you some directives on the three top three things you could do to take action to immediately make that shift. So, there's a link in the notes in this podcast. You could also reach directly out to Dr. Stephen and myself through our Instagram, our Facebook if you want to just go that route if that's easier for you whatever it is just put in there I want to speak to an expert about team building one of your team building experts and we'll get you connected with the right people we'll get you the next step the help that you need we look forward to helping you.

[00:27:58] Please stick around for more business insights from this week's bonus interview with our remarkable success partner dedicated to helping you more successfully help more people. Enjoy. So, today I'm in the studio with a new friend of mine Stephanie Dove Blake we just met actually at the end of 2025 here we are in 2026 Stephanie is the founder of Social Sparrow anybody heard of that before? Well you're about to hear about it now if you haven't

[00:28:28] Social Sparrow is doing big things in the chiropractic marketing space and they've been an awesome success partner this year we were actually introduced to you from another amazing success partner of ours Dr. Caleb Braddock Dr. Chad Gleines from Genesis back in NAC and they were just singing your praises and then we kept hearing about you from other TRP coaching clients who also leveraged your services were like well if they're doing such amazing things why don't they help more TRP doctors

[00:28:57] so we connected at the end of last year and you came on board as a success partner so super pumped to interview you today just before we press record we were chatting about what we would want to talk about today and I can't wait for everybody who's listening to hear what you have to say but before we get into some of that tell us a little about you I think your story matters I know it inspired me and I know it'll inspire audience so yeah yeah jump there first of all thank you so much it's such an honor to get to interact with you guys

[00:29:26] every single time every single time I meet someone from TRP it's a different experience because of how you guys show up and the integrity you have and so it's an honor thank you so much I really appreciate it so a little bit about me man okay I am a big geek and someone who for the longest time in my life tried to find you know what is it because I grew up knowing that I didn't quite fit in the box right and man nothing ever seemed to fit right in a

[00:29:56] nine to five job I was always seemingly banging my head against the wall hiding in the bathroom just like is this really it is this really what life is all about and little did I know I am totally an entrepreneur through and through and desire to build something great in the world and part of that desire has all come together like puzzle pieces through Social Sparrow and so like I said I'm a total geek I used to want to be like Sandra Bullock in the net and that is going to totally age me

[00:30:26] I don't know if anybody listening has ever seen the net but it was like this 90s movie and she was like this good hacker and I was like that's what I want to do and so I actually dropped out of high school my junior year and I went to a network engineering school which was just one of those pop-up schools during the dot-com boom which is kind of scary because they charged us crazy amounts of money but I did all of this stuff to learn about server rooms and how to do network engineering and make computers talk to each other and then I went into A plus certification

[00:30:56] to learn how to build computers and do all this fun stuff and by the time I was basically supposed to graduate high school I was working at a couple of different big companies like EDS and Cigna I worked at a college in their server department environment but still I felt that you know just insatiable is this really it I gotta show up at 8 a.m. and I gotta clock in I gotta clock out like is this really it and you know I got married started having babies and something else

[00:31:25] presented itself we were actually overseas as missionaries for a good while so took me out of like the workforce for a long time raising babies which the best job I've ever had in my life is raising my children I've got four beautiful amazing children ranging from 12 to 24 but the where all of this kind of came together was in my tween and teen years part of the reason I was allowed to drop out of high school was because my mom didn't really have much of a say in the matter and the reason why was she was extremely sick it was just my mother and I

[00:31:56] my father had passed away from bone cancer whenever I was young at the age of seven and my mom unfortunately had fallen my mom and my dad were missionaries over in Haiti and she had fallen off of a donkey there in Haiti and it had ruptured a disc in her back and so after my father passed in Haiti she came back to the states and you know had a year or two of kind of normalcy with her back just kind of hurting her taking Tylenol ibuprofen whatever and but eventually

[00:32:24] that grew and grew and grew and she went to a doctor and the doctor referred her to you know a back specialist quote unquote and eventually she had a surgery and it ended up being a botched surgery ultimately my mom was in between you know having lost my dad and this horrible horrific pain that literally it's it's really sad to remember but I remember her you know literally I would as a young girl you know just being mean her like literally hiding her

[00:32:54] keys from her because she just wanted to ram herself through with the car into a tree because the pain was so great and she felt like such a burden she didn't know how to function and this was back in the oxy cotton boom and my mom was definitely on oxy as well as many many many other pills that she carried around in her little bag everywhere we went it was actually not so little of a bag and so what happened during that time was I became you know her caretaker and it was just just me and her I didn't have much I don't have any extended

[00:33:23] family actually but you know I walked us out with her and unfortunately get to see the worst side of what can happen to someone whenever their back really hurts them and then they go the medical route and it doesn't go well I mean I know there's a time and a place for surgery but for most people there are other options and I know that now but my mother did not know that and so she ultimately passed away in my early 20s due to fall because she over the years she had the botched surgery then she had to have another

[00:33:53] surgery which led to I believe the second surgery was a disc fusion and then some other discs got messed up a little further down and so she had to have another surgery and then from there it was me driving her for injections for pain driving her to doctor's appointments for more pain medicine taking her to late night emergency room visits and so it was really rough I actually started doing all this when I was I think I was just turned 15 years old I got my hardship license and so I would drive her around

[00:34:22] to all these things and I grew up really fast and got to understand through the death of my father and watching my mother suffer understanding a side of life that most people don't get to I say unfortunately but I felt like it enhanced my life and knowing how precious it is and so as after you know all through all of this my mother passing my early 20s due to that fall which honestly I don't I didn't have a great quality of life at that point right my life was trudging forward and I

[00:34:52] started having neck pain and back pain right pain shooting down my my right arm like you would not believe like I said I don't have that I haven't had that in so long now that I can I can barely I just just the fraction of a memory of what that felt like kind of it like hurts my soul because it was so incredibly painful and then I would get these debilitating headaches and I was fortunate there was this crazy wild-eyed chiropractor out in Van Alstine Texas experimenting with Facebook live back in

[00:35:20] 2015 I think it was Dr. Caleb Braddock and he was out there just doing whatever he could to let people know about what he was doing in Van Alstine and I lived nearby saw his Facebook live and through a series of events I eventually came in and I was seen by Dr. Braddock and he sold me a care plan that at that time I couldn't even afford like I had to get care credit and I got care credit and I got help and literally within about I don't know I think it was about two weeks I was right as rain and I had no more sharp shooting pain on

[00:35:49] my right arm I had no more debilitating headaches and I ultimately found out eventually not at that time I didn't know it but I have I have a bulging disc I live with it between C6 and C7 I've done the gamut just because I wanted to know but I went to the back specialist right and looked at my MRI with him which he did not explain at all which I'm so grateful for doctors like Dr. Glines and Dr. Braddock who do explain people's MRIs in common language but he you know basically was just like you need disc replacement surgery and that was about

[00:36:19] 10 years ago and now I was like absolutely not there's no way I'm doing disc replacement surgery and so walked out of there dedicated to do something different and I had already experienced chiropractic care a little bit so went full on into that I've been on the DRX 9000 and through chiropractic care massage therapy I have not had to have any pain medicine I've not had to have any surgeries of any kind no injections no nothing and it's just a testimony of like the power

[00:36:48] of chiropractic care because this guy is looking at me like if you do not have the surgery you are going to lose feeling in your extremities you're going to blah blah blah like the way he extrapolated out the hell that my life was supposed to be because of this bulging disc and that there was no other option but yet because I knew about chiropractic care it completely changed my life I recently went back and he's like wow I'm so it wasn't the same guy but this guy saw the new MRI I checked in after 10 years right and I you know they looked at my neck and

[00:37:17] basically they were like wow I would have expected you to be really worse off than this basically you know because it's impinging on it wasn't pinching on my spinal cord by five millimeters and so essentially he was like I I don't know what you're doing but keep it up and it's a good thing you didn't get that disc replacement surgery because it'd be about time for it to be replaced by now and we actually don't even recommend the device that you were going to get we would recommend this fusion device now and he pulled this device like well I have no need for that thank you so much and walked out that door as

[00:37:47] fast as I could so like I said the puzzle pieces now through all of my geekiness and stumbling meeting Dr. Braddock and then learning about Facebook ads and learning about marketing and then coming to Dr. Braddock as this actually a patient this homeschooling person a mom of four who didn't have a background in this and asked him if I could run some ads for him he said no first but I'm persistent and then he said yes and yeah we started running ads together and man that's been

[00:38:16] almost 10 years ago now that I started working with Dr. Braddock and he's been a client since then and we have just grown and just seen this amazingness where I get to actually help doctors get in front of people who are just like my mom and just like me who maybe if they have another option they don't have to go have surgery that has this horrible success rate right and get to help doctors change people's lives. Wow there was parts of the story that I didn't even hear the first time that you shared that time so thank you

[00:38:45] for sharing that and and your story matters and where you come from is so important so thank you for sharing that and just knowing more about you now and your family and just your journey is just incredible so it just puts you even in a better position for me and just knowing the type of person you are so I love that your attitude about it was it actually helped shape you and who you became and your story I love that so good so little bit about Stephanie that y'all don't know either she okay so you're very

[00:39:15] humble but you have literally built a team that's larger than probably almost everybody is listening to this podcast right now you have 26 people on your team right you've built a huge business you're serving chiropractors all over you've built a massive company you're CEO of a company you're founder you're an entrepreneur you're a geek you said pretty cool geek anyway bottom line is you're an amazing person so every business exists to solve problems so you help solve the problem on the top of the on the on our domains the

[00:39:43] first domain attraction getting new people in and you literally through the digital platform and you're up to some cool things right now so talk to us a lot about you know in the in the few minutes that we have tell us a little bit about what you guys are doing to help people and also what's coming down the pipeline like what we what can we expect because I know that everybody is listening wants to know okay from this person's been doing this 10 years and winning consistently in in driving leads into chiropractic offices what's happening right now what do you see that's coming in the near

[00:40:12] future what are you guys working on what are you excited about and then at the end I'll just ask you you know like how do people learn more get in contact with you and your company to learn more about it so I'll let you run with that absolutely so specifically in the attraction level we help generate leads via meta and Google and then we help book those leads also because the truth is is now with the leads that are coming in both off of meta and Google it is so hard to get a hold of anybody I don't know about you or anybody who's listening right now but you

[00:40:42] probably get tons of spam text messages spam phone calls and you've got our devices like iOS and Android they're working on spam filters and and so amongst all that there's a lot of really great things that are being done in order to protect the consumer which is us but amongst that it's also hurting a lot of small businesses so the way we generate leads is people literally opt in they give their name their email and their phone number and they raise their hand and they say I am interested in this special I'm interested in this thing or whatever and so essentially whenever

[00:41:11] they opt in it takes a lot in order to get those people booked and I'm probably the worst person about this because I do the same thing so like there's this gym here where I'm from and I opted in to sign up for their free whatever because I was looking for a new gym and I they followed up with me for probably three months and I did not respond a lick and the reason why was because I responded during a time when it was the holidays I signed up during I think it was October or something at

[00:41:40] the end of October and so then you know it's Thanksgiving it's busy it's December I'm not starting the gym in December I'll just wait till January like everybody else you know and so they're just following up with me and following up with me and I was so appreciative because in January I signed up and I paid for an entire year ahead of time right I didn't even sign up monthly so I'm not a low quality lead but yet many doctors will look at a lead that doesn't respond for X amount of time and be like they're a terrible lead they'll never convert right and so

[00:42:08] the truth is in today's busy world with the amount of spam messages and AI which I'm a huge fan of AI I'm equally as excited and terrified by all of it and but we actively use AI aggressively but with the AI stuff that has enabled the bad people the bad players it's impacted us as consumers and it's impacting businesses and so it takes so much work to get people booked so what we did is we basically said look doctor your front office staff already has a 40 hour a week job whenever we come along

[00:42:36] what we need them to do is going to be at least 10 to 15 hours of work a week and you're not she's not gonna be able to do it so we're gonna do it for you essentially and so that's where we put the majority of our focus I mean we have a lot of things that come along with our services like our automations our text follow-up our hard confirmation process all of these different things in order to basically take care of what we call core four which is core number one core number two and core number three is what we focus on taking

[00:43:04] care of so core number one is how many leads can we generate for what cost per lead but we all know it doesn't matter how many leads we generate we could generate thousands of leads for you if only five percent of them book well then what good is that to you so core number two is booking so we have to get a great booking percentage and then core number three is show we have to get a great show percentage how many of the people booked can get show and then out of the people who show that's up to the doctor how many of them can they close and as long

[00:43:31] as the doctor has has the tool set to close cold traffic leads meaning facebook meta I'm sorry google are always easier to close because they're warmer traffic they probably were search based they searched and said chiropractor near me and then our ads pop up those people are going to book faster show faster and come in but there's a ceiling with the number of google leads you can get and usually more expensive whereas with facebook leads they are going to be more inexpensive but they're going to be a little harder to book they're going to be a little harder to show up but

[00:44:01] there's going to be some diamonds some incredible diamonds that literally many of our practices were 85 percent of all of their traffic and they're blowing up getting second practices hitting their goals you know doing wonderful and so as long as those main core four are functioning and working and that's that's our individual process that we look at every single client through that lens is the core four functioning well and if it's not which core is malfunctioning and how do we fix it and we have solutions

[00:44:29] for that and so that's mainly how we serve our clients right now and it's so much fun because we've been doing it for so long you know there's not much we haven't seen at this point really good well you said something to me earlier too and I just want to restate it for everybody so you're obviously a success partner we refer you know our clients to to your company because you guys do incredible work and we've gotten great just awesome feedback so if someone is listening and they're like you know what I need to I should connect with social sparrow I want them

[00:44:58] to be able to connect but you're working with decompression dot clients chiropractic soft wave neuropathy I know you said the chiropractic and decomp are the two big ones but you're even working with those others so if you're listening to this and you're like hey do you work with fill in the blank one of those four specific value centers that you are doing that and so you said a word at during our time right before we started recording the word innovation and staying far ahead and you said that's what you guys are

[00:45:26] working on right now so you guys listen to someone who is for a long time been in the game when you talked about your story as a network engineer and going to school and you were you know not even know it's high school you've been in this long time so again this is not new for you and so you guys have mastered this and you're continuing to stay on the tip of the spear with the with everything you guys are innovating with you know open eye open claw AI and everything else you said so if someone wants to learn more getting cons of you you know kind of figure out if you guys might be a good fit to help them

[00:45:56] with what they need to be doing to reach the community that they serve how do they take the next steps yeah oh my gosh I'd love to talk with you the best way to do that would just be go to social sparrow dot com and on there there's a contact page you can submit a form there and book right away right on my calendar and then we can have a conversation and see if we could help you out for sure beautiful well Stephanie thank you for taking the time to meet with me here today I'm glad that you're you were a client you know now you're at the gym so making it happen

[00:46:24] you're you're a chiropractic client you're a client of social media ads and responding to that like you're a user you you live the experience and then you turn it into your business so for sure maybe a little too much sometimes well we're appreciative you thank you for being a remarkable success partner again thank you for taking the time to meet with me here today grateful for you and looking forward to a great rest of this year thank you so much it's an honor thanks for listening to this episode of the

[00:46:51] remarkable CEO podcast remember what the world needs now is chiropractic and what chiropractic needs now is more successful chiropractors if you like this podcast please subscribe share with a friend and leave us a review and if you'd like to connect with us personally direct message us on Facebook LinkedIn or Instagram now go and be remarkable