372 - Secrets to Building a Multi-Location Chiropractic Business

[00:00:00] Don't be afraid to scale. When we first had this idea, it's like, yeah, our office is killing it. Like, why do we need another one? Oh man, now we have five. I think we believed in our company so wholeheartedly. We just said, whatever's going to work out, will work out. So I think if you're listening and you're like, I know I'm great and I want to scale, your scaling ability will identify itself as it needs to if you pay attention.

[00:00:38] 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. Pete Camiolo and Dr. Stephen Franson.

[00:01:01] All right, welcome back to another episode of The Remarkable CEO Podcast, Chiropractic's number one business podcast. And I'm thrilled to be in the studio today.

[00:01:11] We have doctors Chad and Caleb from Genesis. And we were just jamming even before we pressed record here today. And we're just like, you know what? There's so much on our heart that we can talk about. We're going to add tremendous value to everyone who's listening today. So just buckle your seatbelt, please, because these guys come in. They're going fast. They're going hard. They're taking territory. And it's happening in a very rapid pace right now in chiropractic.

[00:01:37] If you guys don't know who these guys are, if you haven't listened to them before and other episodes we've done, you're in for a treat. It's a privilege for me to even know them, to be in the studio, to be on the podcast, to have you guys as part of The Remarkable Practice. Family, they're a remarkable success partner. They're eating our content. They're consuming it. They're integrating it into their business. So they are in it with all of you who are listening. So if you're a new listener to the podcast, welcome. If you're a regular listener, hey, welcome back. And Dr. Chad, Dr. Caleb, welcome to the show. Yeah, it's awesome to be here, man.

[00:02:07] Thanks for having us. You know, I think introductions are important. I think it's important for people to always know who it is that I'm listening to. So I do want to give you guys just a minute to share a little about yourselves, your story. You are obviously chiropractors. You're in business. You have multiple businesses. You have an expanding enterprise that's happening in the chiropractic space. Some people have no clue who you are.

[00:02:29] So I think it's always important to start there before we get into the practice of what I know we're going to get into today as we analyze the from the CEO's perspective. How do we grow our businesses? So, Dr. Chad, I'll throw it to you first. Why don't you kick us off? Yeah, so I've been a chiropractor for 21 years. I kind of took a different road. Caleb will give you the really cool story about this.

[00:02:52] When I graduated, I graduated with Parker at the end of 2005, and I wanted to just work with spines but disc-specific. So I didn't want to lean over and adjust 1,000 people a day. I wanted to save people from surgery. So I got out of school. I bought a DRX 9000.

[00:03:13] Very soon after that, opened a practice, and that's all I've literally done for 21 years is use that machine and see the miracles of saving people from surgery that whole time. Caleb and I have known each other this whole entire time, but he was a fire-breathing dragon chiropractor who went in and just blazed his own path. And it's kind of cool, the story of us coming together. I think it's a God thing, but he tells it much better than me. I'll just pass it over to him.

[00:03:44] Yeah. So, Chad, like you said, we graduated school together 21 years ago. I wanted to see 1,000 people a week. I'm like probably most of the people on this. I love chiropractic. Not that Chad doesn't, but wanted to do it a little bit different way. And so I had great success. Never saw 1,000 people a week, but 600, 700 people a week. But knew that there was something different. And you guys at TRP always talk about like the natural state is growth.

[00:04:11] And I'm like, in order for me to grow, am I going to have to bend over 2,000 people a week or 3,000 people a week? Like how does that scale? And so the person that I struggled to help the most was a herniated disc patient. So when Chad and I graduated, we were on two different camps. Like I almost thought maybe we should burn him at the stake. Like he doesn't want to adjust to judge. Sacrilegious, right? But man, as time went on and I had the chance to get my hands on thousands and thousands of people, the herniated disc patient was a tough one to treat.

[00:04:40] And I couldn't provide any lasting change. So I could see how spinal decompression was doing that. It was actually making a structural change to that disc. So Chad and I got together one night. We literally had probably an hour phone call. And we talked about all the things that I had become good at or adept at. And then all the things he was really great at and has done. And we married those things together. And we opened an office happen between his house and my house.

[00:05:09] And so we started developing these systems and these procedures. We really never expected it to be more than a single office. Like it was just going to be like our kind of our side gig. But it started to go extraordinarily well. And we started to hone in the marketing. And we started to hone in all of those other things. And I started seeing us being able to help a demographic of patients. And I'm like, holy cow, these are my people. These are chiropractic patients that didn't work.

[00:05:37] They all tried a care plan or two or three from other chiropractors. They had all been kind of chewed up and spit out. The medical system had gotten them. They had done the shots and the injections and all of the rhizotomies. And half of them have had a surgery already. And it's like, man, there's a whole demographic of people out there that we're missing as chiropractors. Or we missed as chiropractors. And man, what if we could get to them? And what if we could save them from a spine surgery? And so that's really what we set out to do.

[00:06:06] And we put one office in a friend's office. And then that friend told a friend. And I think today we're around 93 offices in 28 states. And we've just opened the ability to get into Canada. So we've signed a deal in Canada. So it's been really cool to just be able to kind of see how do we continue to help people? Not like how do we take over the world? But the whole thing just started. It's like, man, there's people out there that we're not getting to that we're missing as chiropractors.

[00:06:34] And if a chiropractor can sell a commodity they don't have to bend over the table to deliver, yet is wildly congruent with their chiropractic principles, it just is a win. And so we're excited about where the whole thing is going. I love the genesis of the story that it actually started with there is tension in there. Like the tension between the two of you, like the philosophical differences that how we even went into practice.

[00:07:01] And that there can be a unity. There can be alignment. And you can come together and merge or marry the two. Like you said, at the beginning of your practice career, you would have outed this guy. He's not even taking his DC license away from him. You know, like to the point where now you see the genius in, you know, Chad's approach where what I appreciate when every time I meet with you, Chad, because I tended to err more on the side of Dr. Caleb. Like, let's go change the world.

[00:07:31] Let's see as many people as we possibly can. And what I really value about guys like you, Dr. Chad, is your specificity and knowing exactly what you wanted to focus on, what you wanted to do, knowing what you could be the best in the world at and just go after it. And I love that about you. And I love that about people like you who are like so clear or clearer on what it is.

[00:07:54] And I would say for me, like with maybe Dr. Caleb, like we are, I was way more broad in my like, let's just go after everybody and we're just going to go after and do it big. And the reality is you can have that energy, but you need to have the dial in. And what I see, what you guys have done in our profession and for our profession is marry the principles of chiropractic with the practice of the delivery and the art, science, philosophy.

[00:08:23] Like you're taking the science of serving people and addressing very specific conditions and connecting it, connecting those dots for people so that you can take your art and the science and the philosophy and merge them all together in this delivery mechanism. That's what I love. And, you know, France and I, we always talk about, you know, keep the main thing, the main thing. Like in basketball, we talk about the pivot, but keep your foot planted. And then you have the ball and then you can do a few different things. That's so important.

[00:08:53] Can you talk to me about, can you talk to us? Like not just me, but everybody who's listening in right now, right? We've got, there's probably several thousand chiropractors that are going to be listening to this episode. And this isn't like, hey, everybody should be doing decompression or you're not going to be successful. You're not even saying that.

[00:09:11] However, you are saying what I'm hearing, there are people in your town who are going to the through the medical system who are going to end up taking drugs, which we all know what that is. Covers up the problem until it gets bad enough where then they're going to do the next thing that we have, which is go under the knife. And you're saying timeout, timeout, timeout. We're chiropractors. We're specialists of the spine.

[00:09:35] We can deal with these issues and we can actually help prevent those, both of those things from happening. Meaning people being taking dangerous drugs, become addicted to those, cover up the symptoms, buy them a little bit more time, and then end up right in the spot where people don't want to be, which is in that, on that surgical table.

[00:09:53] Can you talk to the chiropractors that are listening and saying, man, this is something that we all, you know, we should be at that table and we should be at the center of that conversation and we should be a part of that, interrupting that journey. Dr. Chad. Yeah, so I'll start because I don't want there to be any confusion. I love chiropractic. I just, and my wife's a chiropractor, her father's a chiropractor, her brother's a chiropractor, her brother, her sister-in-law's a chiropractor, grounded in philosophy.

[00:10:21] I just, I chose to specialize in the disc because my mother had a spine surgery that literally ruined her life. L5, S1 fusion. She had all sorts of medical problems, but that's where this all stemmed from. I think the beautiful thing about Caleb and I, even though if I didn't have that background, that actual philosophical background, like I want the body to be able to heal itself to keep this person from surgery, Caleb and I would have never meshed together.

[00:10:47] So I just used his fire that I had in me and his fire that he had in him and we just made a bigger fire and it just worked out perfect. The people that we're dealing with, it's a subset of people in the chiropractic profession. I feel like they just, they've been beat up so bad medically because they will get into a pain management routine for years.

[00:11:12] I have a pain management good friend of mine and he said it's five to eight years is what he keeps a person in pain management. That means shots, pills, PT forever for five to eight years until they just raise their hand. They're fed up. They're like, I don't care what we do, do whatever. That's when the surgeon scoops them up and he goes, great. You've tried everything for so long. Let's just do the surgery now. And it's a never ending chain. And these people get beat up so bad.

[00:11:39] I've just been dealing with these people for 21 years. So I kind of understand the mindset that they go through watching my mom as a kid have back pain her whole life and then end up with the fusion. And then she couldn't literally walk whenever, but right before she passed, it's a big thing. And so the passion to save a million people from spine surgery, that is a real, real goal. We will achieve that goal one way or another.

[00:12:06] And I think marrying my absolute focus on treating a disc patient with Caleb's ability to, well, Caleb knows everybody. I didn't hardly know anybody, but his ability to kind of weave that into this idea that I had. And then it's congruent with the chiropractic principle. I think it was just like the most beautiful thing there ever could have been formed between us. Hey, doc, Stephen Franson here.

[00:12:35] 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. 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?

[00:13:03] 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, 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?

[00:13:31] 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, 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?

[00:14:01] 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. Just last year, 53 of our Remarkable clients received the 7-Figure Club Award,

[00:14:27] 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. We look forward to working closely with you in creating the business that supports your remarkable life, not competes with it.

[00:14:54] So, the first side of the Rubik's Cube is solving the question of vision. So, as a CEO, if you're listening, hopefully you're picking up what they're laying down, but I'm catching vision. I'm starting to catch vision, which is actually the first thing we have to ask, which is the first question you have to ask yourself is, if you're going to integrate anything, you're adding a decompression or service, you should always call a timeout and get off the floor and go and ask the question,

[00:15:23] what does success look like to me? What am I committing to accomplish? Where are we going? Those are the three questions that the vision side of your Rubik's Cube, whenever you're troubleshooting anything, like as a visionary listening to this conversation between visionaries who are actually integrating, implementing, and executing, and growing, is it started with vision.

[00:15:51] You had a vision, Caleb had a vision, and then the visions philosophically we had alignment at the foundation, which I'm so glad you cleared that up for all of us, including me. We, foundationally, we are philosophically aligned. The expression of how we expressed that was different, but now they came together and united, and now we can see the exponential effect when you put one plus one equals 11, this idea. But there is a vision force, and you just pulled me into it. When you said one million, I was like, whoa.

[00:16:18] Now I, as a coach, let's say, who work with docs, like, hey, how can we get more people doing what you're doing? Because if we can, let's help you achieve the one million, right? Like, how can we accelerate that, right? Can you talk about the importance of having a clear vision, especially with the doctors that you meet with? Because not everybody qualifies for what you're up to, right? And that's the importance of the CEO's role is aligning with the vision first. The four things you got to get right, right person, right role, right work, right way. You got to get those four.

[00:16:48] The first step in your journey is we got to get the right people. They align with the vision. They align with our core values, share the vision. They're an A player. What does that look like? What do you guys are looking for when you go after just the first side of determining, is this a great doctor? Is this a great clinic that aligns with what we are wanting to accomplish, which is our vision? Dr. Caleb, can you speak to that at all? Sure.

[00:17:12] Yeah, I think you would almost think the term would be oxymoronic, but we would call what we do principled spinal decompression. And I know for a long time that would have been a hard thing for me to get around. Obviously, when I was younger, I thought what I was doing was the right thing and what anybody else was doing was the wrong thing. And now I've got friends in all walks of life from all corners of our profession doing different things, as well as other professions. And it's like, at the end of the day, are we here to help people?

[00:17:42] And so from a vision standpoint, when we look at chiropractic, we think about, yeah, do our patients also go out and spend money on pizza? Yeah. But we shouldn't be trying to open up a pizza parlor in our chiropractic practice. That's not congruent with what we do. Are our patients spending money on Botox or whatever stuff? And I'm not trying to throw stones at other people, but it's like, what did we get into the profession for and how are we trying to help people?

[00:18:10] And most of us believe that the body has a recuperative innate ability to heal and that when we can support or provide support for that ability to heal, then the likelihood of them needing drugs and surgery goes down and they have the best ability to express life naturally. And so whether we're doing a principal chiropractic adjustment or we're removing discal pressure on a nerve,

[00:18:33] preventing that person from having epidural injections and discectomy, laminectomy, fusion, really the same thing comes out of that. And so if we have anything to brag on, like Chad and I've been extremely blessed. He alluded to it earlier. Our vision is kind of like, at least initially, like headlights on a car. So you could drive from the East Coast to the West Coast in the dark and your headlights in your car are only going to go about 50 to 80 feet in front of the car.

[00:19:03] And so in order for you to see further, you have to go further. Right. If you drive further, then you can see 50 or 80 feet further. But you can go from the East Coast to the West Coast in the dark, only 50 to 80 feet at a time of being able to see what's in front of you. You can't see all the way, the whole truck. And so our vision started is like, how do we help more people? But small. Oh, and then it's like, man, we're helping more people. How do we help more people help more people?

[00:19:30] And we got a little further down the road and the vision got clearer and it got further. And then we got a little further down the road and we brought on more doctors. If we have anything to brag on, it's the partners that we've attracted or the partners the good Lord has brought to us. Now, we really haven't advertised what we do, but the partners that we brought in are principled people and men and women that are incredible doctors that care about the outcomes of the patients. They care about making an impact. Obviously, revenue is great.

[00:20:00] We love revenue. We love profit. We're addicted to all those sort of things. We love data. But the soul of the person that we're working with, why they're there, what attracted them to this, and how they're going to be able to help more people, that's what really has fired us up. So now we're not running on headlights from a 57 Ford. We're running on laser beams that are going off that we can see further. We've attracted more people and those people can see further.

[00:20:30] And so we've really been able to find the people that have a shared vision of what we do. And obviously, the TRP avatar of most of the people that are probably watching this are those sort of people that they love to win. They love to help people. They love profit. They love things that are congruent with what is in their spirit. And I think that's probably been one of our greatest blessings is all of the partners that Chad and I have the ability to work with. They're the best. Like, they're the best people. They're incredible.

[00:21:00] All right. We've talked a little bit about the need for the niche of spinal decompression and why it belongs in the chiropractic space and why chiropractors are the perfect provider to steward this intervention, this strategy, this tool, this resource, and how it's aligned with the philosophy. Now let's talk about what you just said. You said we started with this office in the middle of two people's houses out of convenience. Like, let's just test it out.

[00:21:30] So now you said you're in not, you have 90. Okay. I want to make sure everybody heard this. Most of you are having a hard time running their own practice successfully and profitably. Okay. So talking about winning and profiting and helping people. Okay, cool. Everybody's tracking with you. Be like, wait, what did you just say? Did you say you have 90 offices? Like, all right, you got to lay this out for us. Because as you're listening to this, if you're listening, you're probably listening to, I don't know if there's anybody in our profession that's growing faster in the profession of chiropractic than what you guys are doing.

[00:22:00] And we've been around our ears to the ground and we talk to a lot of people. There's probably no one that's moving faster in scaling and building business than these guys right now in chiropractic. Maybe no one in the history of chiropractic has ever done at this rate. So you guys want to lean into the next couple minutes because I want to hear some good and I also want to hear some lessons you guys are learning along the way. Because it's not just like head, it's not just chest bumps and high fives and winning, winning, winning. All I do is win. You're like, yeah, no, we are learning as we're going.

[00:22:29] So can you guys, thinking about it through the lens of the five domains, attraction, conversion, retention, the team and business. But of those five domains, which one is the most important for you that you've seen? And I know they're all important. In being able to grow and scale the way you guys have been able to do it over the last couple of years, because it's happening. It's happening quickly. And like you said, the good Lord has brought in the right people. But there's layers underneath that.

[00:22:58] That doesn't just happen by accident. So you just spent a couple of minutes talking about scaling very fast, scaling successfully. What you guys are learning along the way, because it's happening and you guys are in the thick of it right now. So I'm catching you while you're running full speed. And we're listening to these guys. We're just sitting at your feet. So I'm just going to open it up for you guys to share what's on your heart right now. What do you want to tell your brothers and sisters that are listening in?

[00:23:26] Well, I think when we first started, you know, the traction and retention phase, when we started to say, hey, this bolt on chiropractic business in yours, in your business, this bolt on decompression business and your chiropractic business that works so extraordinarily well. Having the attraction part was the easy part. Like one guy told another guy, he's like, this is the easiest thing I do all day. Like, I can't believe this. I'm helping these people so much. It's just unbelievable.

[00:23:54] How little I work to how much I make. It's just, it was different. I didn't realize it was different because that's all I've ever done was just this one thing. And then seeing these guys, the success of it, there's no ramp period. It just immediately, 30 days later, you're making money, profit, real profit. And that part seemed to be the easy part. What we learned along the way, I liked it. I like the way you asked that because the systems that we had in place eight years ago when we decided we wanted to do that are completely different.

[00:24:24] Now, but we had to constantly hire the right team to work with us that can innovate those systems on the fly and forecast what we're going to look at next. So the headlights down the road was about the most perfect analogy you could get because we could see what we're doing and we know we do it really well. But how can we do it better?

[00:24:48] And then who do we have that we can hire or bring in to help us make it do it better that will also be able to forecast and then innovate enough technology back to make it easier for everybody? So it seems like we've built. I've never worked with a group of people better than the people that we have in our team. It's almost unbelievable that we have these people, but they're able to work on the fly and build things. So we keep reinvesting back into the systems.

[00:25:18] And I know Caleb, he's going to expand on this a little bit more because our two brains go and we can see far down the road and then we have to kind of bump the brakes a second. It's like, are we about to break anything? Is something about to break? And then, oh, yeah, it is. Let's re-innovate and go again. I'll let him expand on that some. I think an important thing to understand is we might be on this podcast today as success partners, but we're also TRP clients.

[00:25:47] And so the information that we've gotten from TRP and from Dr. Franzen himself has really allowed Chad and I to stay ahead of where we're at because we've been blessed by extreme growth. We're super happy for it. Sometimes it is amazing. Sometimes it is like we are holding on, trying to make sure the machine doesn't break. The thing that Chad and I pride ourselves in the most is service.

[00:26:14] And so the first five doctors that worked with us, we want to make sure that the next five doctors that are 100 through 105 all have that same level of service. They have that same – it's not even the same level. It's way better. It gets better as it goes. And so we're trying to constantly stay ahead of that. And the one thing that our friend, Dr. Franzen, has said is I build world-class teams. And Chad and I have stole that from him.

[00:26:41] It's like if you ask us what we do, we build world-class teams. Our team, our leadership team at Genesis is a group of tigers. Most people, most chiropractors would have trouble keeping up with this group of tigers. They're just really, really incredible. And they're there because they caught the vision, not because we pay them a ton of money or because we haven't tricked them into anything. They've caught the vision. We're going to save a million people from spine surgery.

[00:27:09] Chad said earlier that's a real statistic that we track every single day. There's a ticker. Like when Amazon used to sell a book, there was a bell that dinged. Like we see every single person that we get. So we're tracking that metric, and we're all on board, and we're all on mission. So it's a really important thing for us. So we are building world-class teams. We have a world-class team. Beyond that, our partners are actually part of our team, and then the people that they're bringing on.

[00:27:37] So it's just kind of a wildfire that's caught, and everybody is in there for the right reasons, doing the right things. There's definitely been – like I think that was important what you mentioned earlier. It's not all sunshine and rainbows, right? Anybody that's in any sort of a CEO position, like Chad mentioned earlier, there's breaks. It's like, man, we're doing great, and then you find yourself, okay, we need to whatever, operationalize, professionalize, optimize.

[00:28:08] There's something broken here, but for us to know those breaks are coming. And as a CEO, that is your job is to see those breaks coming and be able to analyze and see the data and go, okay, we have a problem here. We've got to sort this out. We've got to either add personnel or change your procedure or increase the system. But we've got to do something to get there, and that's been a super fun ride for us.

[00:28:34] So we're not sitting there wringing our hands going, oh, my God, I can't believe this was working, and now it's not working. It's like, no, we expect those things largely because of mentorship of saying, hey, these things are coming. We see these things coming. We're expecting them. We accept them, correct them, and then move forward. And praise the Lord, so far, we really feel like we're able to deliver a better product today than we were when we started.

[00:29:01] And our hope is not in the number of offices that we have, but in the quality of the offices we have. And if we never get another office, other 93 offices, we're okay with it. We want to have the best 93 offices with the best service to the patient first and foremost, but for us to be able to take care of our partners and the people that we're serving. So a couple of things. One thing that stood out to me that you said, I enjoy eating out at good restaurants.

[00:29:28] And so one of the things that happens is when they have a restaurant location and they open a second one, one of the things that you often find is maybe it wasn't quite as good as what it was at the original, the OG. It's like, man, when you went there, it was like the food was just off the chain. They opened the second one, but it wasn't quite as good. And then if they expand more or whatever, it becomes this thing where like the quality went down as they expand. I don't know if you guys have ever experienced that with food. I've experienced that and I'm pretty particular about the food.

[00:29:58] What stood out to me about what you said, which is what's the brilliance. There's a lot of things, but one thing that you said was as we've, I wrote, as we got better, as we grow and expanded, like the quality of the service, the quality of the work, the outcomes improved. In other words, the recipes got better and the food got better as we expanded it and went to more territories and open more restaurants. Like it got better.

[00:30:27] And I'm like blown away by that because that's so atypical. It's so contrary to what generally happens when you take the origin, the OG office and you expand it. It's like we're adhering to the protocols, but you know, it's, it's not quite the same. Like, no, people are getting the same, if not even better care. They're getting these outcomes at a same level, if not better as we've grown.

[00:30:57] That to me is incredible. That is the, like my asterisk from today's meeting. I'm like, wow, you should, in other words, in the chiropractic world, the quality of care people got when we were at a hundred a week is less than the quality when we were at 500 a week. Maybe like that, right? Where it's like, no, as we served more people, the quality of the care, the quality of the experience that continued to improve. And so what I'm hearing from you is it's not one or the other. It's all three.

[00:31:27] We are operationalizing. To Chad, what you said, you said we are innovating and forecasting. We built a team of innovators and forecasters who are looking ahead saying in six months, this will be the issue. So let's go ahead and solve it now. Let's get ahead of it. It's coming. So we're going to work on it now. Now, that's optimizing in the future. That's operationalizing for the future. And those are professionals. As we are professionalizing, you're doing all three.

[00:31:56] You're operationalizing, professionalizing, and optimizing at the same time at the pace with exponential growth that you're experiencing. And what I heard from you, Doc Caleb, is the only way that's possible is that you've embraced wholeheartedly the identity and the responsibility of building world-class teams. And the people that are on your team are your partners as well. Right? It's everyone on the team. It's the people working at corporate, let's say. But it's everybody that's a part of that. I don't know, man.

[00:32:24] That's just those are huge takeaways that I had just listening how important it is. Any last kind of points you want to make sure that everybody's listening? Because these are CEOs that are listening in that are, in a sense, they're taking notes. They're like, what are my takeaways? Like if you were to say, hey, guys, here's a takeaway from you, no matter where you're at in your business, if you focus on this, you've already said it, maybe you just repeat what you said. But any takeaways, things you want to make sure everybody that's tuning into this episode is watching and now says, you know what?

[00:32:51] I want you all leaving here knowing like I can do this today. I can implement something. What would that be? Doc Chad, I'll go to you first. I think if you take anything out of what we talked about, I would say don't be afraid to scale. When we first had this idea, it's like, yeah, our office is killing it. Like, why do we need another one? Oh, man, now we have five. I think we believed in our company so wholeheartedly.

[00:33:22] We just said whatever is going to work out will work out. So I think if you're listening and you're like, I know I'm great and I want to scale. Your scaling ability will identify itself as it needs to if you pay attention. As long as you believe in your product that much, the scaling solution will just present itself. I think that's the biggest thing I've learned. But you have to be able to agree with that solution. So I think where people battle is like, I want to scale.

[00:33:51] Let's get five clinics. Oh, man, it's breaking. And they're like crushed about it. It's like, don't be crushed about it. Embrace that. And then re-solutionize. Like, get another solution. It'll keep scaling automatically at that point. As long as your vision stays true to what the core value of your company is. Huge. All right, Doc Caleb. Yeah, I think at the end of the day, Chad and I aren't leaving this profession, right?

[00:34:20] So this is our profession. This is where we live. And really, our reputation and our integrity is the most important thing to us. So we've kind of had this running thing that if it gets to the point where doctors are calling, everybody wants in, but we don't feel like we can scale and provide the same level of service. We're not willing to dilute what we've done. We'll just say, no new Genesis offices for a year.

[00:34:48] Like, hey, we have to sort some stuff out before we can grow. We're turned off for a minute. Praise the Lord. We've not gotten to that point. We've been able to have an incredible team of people, and we've stayed ahead of that curve, and we really feel like we're continuing to deliver. But at the end of the day, Chad and I aren't here because we're expert CEOs from another field, and we jumped into chiropractic. And it's like, hey, how can we capitalize on this and make a lot of money?

[00:35:14] It's like, no, we want to have an impact on the profession and the patients that have trusted this profession and the doctors that are in this profession. So our integrity and our reputation means more to us than a number, you know, an exit number or a number of total clinics or any sort of thing like that. We want – we're here to have fun. We work with partners that like to have fun. We're making good money. We're having a huge impact on the patients that we're serving.

[00:35:44] And so right now, we've been able to have the right team in place, to have the right mentorship in place, to be able to continually provide better and better service. And also with scale, there comes the unique ability for us to provide things that we couldn't provide for our clients or our patients earlier on. So things actually do get better.

[00:36:07] You know, when the scale comes, you can get things at cost, and we pass those savings along to our partners. And so it just gets better and better and better. But at the end of the day, it's like this is our only profession. Chad and I aren't going to kick over into – we don't know anything about real estate. We're not great at doing anything else. Like this is our home. We live with you people. We trust you people. We love you people.

[00:36:36] And we want to be here for a very long time. And whenever we're both dead and gone, not to be, you know, morbid, but when we're dead and gone, we want people to go, man, there was an impact that was had, and there were inroads that were made that didn't exist before then. That we would consider a success. Wow. So good. All right.

[00:36:57] So I don't have a lot to add other than to emphasize the point of believe wholeheartedly when you said that, Dr. Chad, like that it started to come to you. And just for everybody who's listening, you have to have wholehearted belief in what you are doing. And the solutions will come, and I can share the exact same sentiments in my story and my journey. So I just resonated so much with that and everything that you're saying, both of you throughout today.

[00:37:25] So if someone wanted to learn more, connect with you guys, next step, or if they just wanted to check you guys out or get in a conversation, what would that look like? The easiest thing is to just follow us both on Facebook, Instagram, TikTok. Genesis has a big TikTok. If you're a doctor and you're like, hey, I'm kind of considering, like, what if I put this in my practice? You go to genesisback.com forward slash join, and then that'll start a conversation that we can continue. We're very location specific.

[00:37:54] So there are certain locations that maybe you might be interested in but was already taken by Genesis office. But even if we're not partners, we just want to be connected with as many people. And if there's anything we can do out there to help somebody else do what they're doing, we're happy to offer whatever little advice we have. We're happy to give. Awesome. Thanks, guys, for your partnership. Thank you for your leadership.

[00:38:18] And thank you for your time and sharing such wisdom today with this awesome group of people that are part of the Remarkable CEO podcast. And for all of you who are listening, thanks for tuning in. Remember to tune in again next week. And remember to share this episode with a brother, a sister, a friend that you know this will bless them. Until next time, God bless everybody. 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.

[00:38:48] Enjoy. All right, podcast listeners. I'm excited to have one of my great friends and fellow chiropractor, Dr. Roger Sahori, CEO and founder of Sprint Set on the line today. And I'm excited about it for several reasons. Dr. Roger and I actually met on the beach in New Hampshire about eight years ago. Had a great connection right there.

[00:39:09] He really struck me as a person who is so genuine, so caring, so creative, and just so on purpose for chiropractic and for chiropractic patients way back then. And now he's really come forward in the profession as right there as on purpose for us chiropractic owners as he is for the patients. And it's like, as we say in TRP, we're here to help people help more people. We want to help more people help more people.

[00:39:37] And that's exactly the sort of thing that Dr. Roger does as a success partner with us for Sprint Set. I'll also say personally, in my office, we utilize Sprint Set. And we have had just some phenomenal stories of people revitalizing their lives through the opportunity to lose weight in a healthy, natural way, a way that, you know, I didn't want to bring on anything that was supplement only driven. That was, you know, the outside in model at all.

[00:40:07] And that's not what I have found with Sprint Set in the slightest. They are very much an inside out philosophically based practice model that gets great results. And that's what I'm seeing in my practice. So, Dr. Roger, first thing I want to ask you after just saying thank you for taking time to come here and thank you for taking time to be a success partner and supporting Remarkable Practice Doctors is what inspired you in the first place to kick off Sprint Set?

[00:40:36] Because there's all sorts of things out there for people to lose weight. And yours is a very unique product. So what inspired you there? Well, you know, it was a journey for me back from when I became a chiropractor, Chris. Right. So, you know, I was in a an accident, as as you know, chiropractic changed my entire life, completely healed 100 percent, carried some extra weight from just just from going through what I went through and all the stressors of that time.

[00:41:05] And no matter what I did, I just couldn't get the weight off. Right. So like even like, all right, I'm going to eat a certain way and work out. And it just didn't happen. And so I needed to figure out a way, how am I going to begin to address this hormonal challenge, so to say? And and it took some time. And and I did. And now we've been we've been at this thing for, you know, over two decades now.

[00:41:31] You know, when you work with tens and tens of thousands of people and you're just seeing just constant, constant people being rewarded, getting their health back, getting their life back, being able to to do things with their family, their children, feeling alive in their skin, loving who they see in the mirror, you know, being able to be friends with their closet again. Right. I mean, those things are remarkable and not only be able to lose weight, but the losing weight is is the is the bonus. It's the bonus in all of it.

[00:42:00] But really, what we're looking for is is healing. And it's healing people that are that are that are sick and tired and overwhelmed and stressed. And, you know, it's a perfect marriage with with chiropractic. Right. So it addresses the chemical component. But when you address the chemical component, it also takes the stress off the physical component and the and the emotional component. Right. So it's just a perfect it's a perfect marriage to chiropractic.

[00:42:25] Absolutely. And we at Remarkable Practice always teach, like, keep your pivot foot on chiropractic at all times. And I feel like Sprint Set does such a great job with that. The doctors who utilize it can absolutely talk about Sprint Set as something that supports the adjustment and as something that enhances the healing that they're going to get. And it can be so it can be used inside the office. I know that that's one of your one main ways of of, you know, promoting this and helping the docs help their people who they already see.

[00:42:53] It also can be used as an attraction opportunity because there are lots of people in the marketplace looking for exactly what you said, where they're frustrated with the options they've encountered. They've tried several things that haven't worked. And, you know, they are also, I think, kind of numb to the like, oh, here's the next big thing. Right. And so give us a give us a quick sense on the attraction side of it, what you've seen in offices for actually going out into the marketplace,

[00:43:22] inspiring people to Sprint Set that then also has an impact on the chiropractic side of things. Yeah. Well, listen, you want to be in the conversation. Right. And when it comes to people's weight or their appearance, I mean, that's always that's always on top shelf conversations, whether they're going out to dinner, whether they were with friends. You know, this is why you see so many people walking into plastic surgery centers or, you know, are going to get Botox and doing the things that people, they care about what they look like. Right. As well.

[00:43:51] So today, I mean, you see the big craze going on with all the GLPs that are that are going out there. Right. I mean, that's it's a great way for us to stay in that conversation. Right. Because whether they're on a GLP or they're not on a GLP, they still need to know how to eat properly for their body and have a team of coaches that are going to support them and have doctor supervision to truly be there. Because what I'm finding out there is that people out there that do in GLPs, for example, and when they stop losing weight, what happens?

[00:44:21] They increase the dose and then they increase the dose and they increase the dose and they keep increasing the dose. And it's causing some major challenges, as we know, gastroparesis, liver issues, kidney issues, skin challenges, aging, muscle wasting, etc. Right. And so when you begin to take a look at people and they're in that conversation, what are they really looking for? They're looking to lose the weight and they're looking to lose it. Hey, how could I lose weight, lose it rapidly, but let's do it safely.

[00:44:48] And right now I'm just seeing so much coming in from these from the GLPs where people are actually harming themselves. Their digestion isn't working the way that it needs to anymore. There's a lot of breakdown. And then when we take on these clients, we make some modifications and we can help support those that are still on it. And we have to transition them off. Right. Where they transition off safely with their doctor and us. And then we're seeing greater gains like, wait, I just lowered my dose all the way down to the bare minimum.

[00:45:18] And I still lost an additional 25 pounds. Yeah, you didn't need to keep increasing your dose. You need to shift your lifestyle. Right. Exactly what you've been feeding your body. We need to shift your behavior and we need to give you the right support every day to make sure that you're here to win. And now without the GLPs, we have women losing 20 to 30 pounds in a 71 day spin. We got men losing 30 to 50 pounds. That's greater than what people are losing on these GLPs.

[00:45:46] Right. And being able to actually eat real foods and not feeling like I can't eat anymore. I'm going to vomit all the time or, you know, or going through all of these challenges that they're going through, which is why we designed Sprint Set. Right. It addresses the behavior, gives you lifetime support. Right. So we have we give them lifetime support and then we're there to use the most advanced biohacking strategies out there to help support them, really identify what's right for their body. Right. Like what's preferred for my body, what's cautionary for my body and what's avoid for my body.

[00:46:15] This is what really differentiates Sprint Set from everything else out there. Right. You could do a lot of things to lose weight, but how are we going to support you to keep that weight off? Right. And that's why we put that lifetime support in there. How do we begin to identify, Chris, like what is right for, let's say, if you had to lose weight or if your wife had to lose weight? I know neither one of you need to. Right. But even if you didn't have weight to lose, but let's say you had oxidative stress, cellular inflammation.

[00:46:41] We have systems for that. Let's say that someone was breastfeeding and they wanted to get that weight off and they were breastfeeding. We have systems for that. Let's say somebody's diabetic or hypertension. We have systems specifically for that. We have systems for that. Right. So we have systems for individuals. Let's say somebody has one kidney. Right. Or they have kidneys that aren't really functioning well.

[00:47:05] Well, we got specific systems for that, that they can safely still do these these kind of protocols and still lose the weight and be monitored and supported throughout the process and coached as they need. And then on top of the personal stuff, we also have, you know, artificial intelligence also built in as well. Yeah. And that's what I love is that this is a system created by a chiropractor in a chiropractic mindset. Right. This is not, hey, what can we do to the person so they lose weight?

[00:47:33] This is what can we help a person with? How can we come alongside them, teach them different ways to go about things and have very specific systems and protocols that they can follow based on their specific needs so they get the results that they're looking for? I think as as chiropractors and owners of chiropractic clinics, we have to realize that there is a marketplace out there for this. And that marketplace includes both the people in your office and the people outside of your office. There are people in our office that are seeking a health solution to their weight and their weight loss.

[00:48:03] There are people, lots of people outside of our office that are seeking that very same thing. And Sprint Set can can absolutely address that. So that's like, to me, the trigger of like, why would it be a good idea to jump on a call with Dr. Roger and and see what's possible in your office with Sprint Set? Now, let's talk about the business side of it a little bit, because we've talked about how that can impact people. Right. That's the practice side of it. What exists out there to impact the people that we get to care for or hopefully get to care for if it's an attraction side of it?

[00:48:32] That's the practice. The business side of it is like, is this going to make sense for the time, energy and focus that I'm going to put into it? So tell the listeners somewhat about that side of it. Like, what's it look like from a business perspective when we get right down to the dollars and cents? Yeah. OK, so let's just start really quick. So from a business perspective, we're doing all the heavy lifting. So we're doing the coaching for you. Right. We're doing all the all the coaching for you to take care of the patients.

[00:48:58] We're sending them out everything they need for manuals, journals, hydration bottle, any sort of nutritional support for them specifically. We're sending that out. Right. We're monitoring them. We're doing all of that for you. OK, we're we're showing you what works best as practices in order for marketing proven systems. Right. Let's give you one example. So let's say we were doing an in office. Right. We would do webinars that we would set up for you. We can do the webinar and then it drives people in.

[00:49:24] What essentially you do is you you put them on the the body comp, you run it and then you you convert them over from hello to yes. And then we take over and do all the all the heavy lifting for you. And then we just we just keep supporting now from I know we're short on time. So I just want to get into this this aspect here. But for me, if I could share my screen really quick. Right.

[00:49:45] If you're listening to this audio only, be sure to jump on the link in the show notes to see this demonstration, because I'm I'm already intrigued. I've seen it for four seconds that I'm already intrigued. So jump on that link to see the video. Go ahead, Roger. So, for example, like I just pulled up a projected profit total for for a chiropractor. Right.

[00:50:06] Right. So here you are. And let's say that you do you close you convert over two people into a into a full sprint set. Right. So that's that's two people per week. We do that. We do that throughout the year. Well, as you can see up on that screen right there, the projected profit total is one hundred and fifty four thousand one hundred sixty one dollars and nineteen cents. Right. So let's say somebody says, listen, I want to make, you know, over three hundred grand. Right.

[00:50:35] So let's jump that up to two four people a week. So 16 people in a month. This is doable. This is very, very doable between internal and then bringing in some external marketing. Extremely doable. Right. And with this right here, I've also included marketing expenses. This is this is the projected profit total. Right. This is this this is already now if I say, hey, listen, I want to make close to half a million four hundred and sixty five thousand.

[00:51:03] All right. I do six of those. Now, if I really become. Hey, listen, I'm I'm becoming a you know, I'm really into it. And now that I'm being known in my community and I'm doing 10 a week, I'm at three quarters of a million. Right. I get I get up to 13 people per week. I'm over a million dollar in profit. Right. Right. So, again, it's how how much do you want to grow in this aspect? Once you start making money, you reinvest the money and then you start utilizing your marketing machine.

[00:51:33] So am I going to be in my community? Am I going to be running digital ads? Am I going to be running paper ads? Am I going to be running radio? Am I going to be running some TV? Am I going to be doing some billboards? Like what am I going to be doing in my area? What makes the most sense in my area? Because every area is different. What works in one area doesn't necessarily work in a different area. So we have to understand your market. And this is where we come in and we're side by side with you.

[00:51:58] We make sure that that we do that. Right. And then you can you can also how are you going to intrigue some of these people? Well, listen, when you tell somebody that not only do you have support with them, with coaches that are going to support them, not only are they going to lose the weight that they are, not only are they going to begin to identify what's right for their body. But other than the coaches, they have all these these amazing apps. So like, hey, I'm going out to eat. And what do I order? Take out your take out your app, scan the menu.

[00:52:26] It'll tell you what you can eat and what you can't. Right. It'll know exactly what it is. You go shopping. It'll show you exactly what to do. Scan stuff. It'll tell you, is this good for me? Is it bad for me? Right. Pretty, pretty cool stuff. Open up your refrigerator, take a picture of it. It'll show you how to make a recipe. Right. Like out of what's in your fridge currently, if you've been eating certain ways and let's say you gained weight, the technology that we have will say, hey, listen, you didn't do so well on this eating regimen.

[00:52:53] When you ate this last time, you plateaued or you gained weight. So we're recommending that you do this instead, this combo instead. So we've really evolved, you know, a lot over these years and we're utilizing. We're staying with the times and ahead of the times, you know. So it's just it's just amazing. So from a business standpoint, it's kind of a no brainer as far as I'm concerned. Right. I am the founder. So, of course, I'm going to say something like that. But but the truth is, is it really is a no brainer.

[00:53:23] You can you can really become very profitable and you can set your, you know, in in TRP, you talk about, hey, I'm in the the launch build scale and then exit. Well, if you had something like this in your company and you're growing, this increases your EBITDA. If it increases your EBITDA, now your company is worth much more on on an exit as well. Right. So these are the things that that you need to be to be looking at. So I think I answered your question. Yeah. Oh, I think so, too.

[00:53:52] And I think the question was, what does it look like from a business standpoint? And I think you have just tickled the fancy of the entrepreneurs on the line, for sure, because what we're looking at right there is this is a bolt on business, really. And the way that we talk about scaling and leveraging is that you can leverage systems, technology and people. And you even provide most of the people or this. But the entrepreneurially minded out there is probably saying, like, wow.

[00:54:17] OK, so if I get, you know, 10 people a week, that's a three quarter of a million, eight hundred thousand dollar business. I could absolutely hire somebody to be my point person for that and just really make this thing fly from the business standpoint and from the practice standpoint. See people get amazing results and totally revitalize their lives. So if you're a person who's interested in jumping on the line with Dr. Roger or Angela, his amazing counterpart at Sprint Set, Dr. Roger, tell them how they do that.

[00:54:47] Yeah. So really, really simple. All you got to do is just go to Sprint Set dot com and then right on there, just enroll as that you want to be a provider. Right. And if you do that, we can go from there and we'll have your contact information. We could set up a day in time to to connect and we'll we'll have an onboarding and conversation and just see if you're the right fit for us and if we're the right fit for you. Very good. Sprint Set dot com and just take it from there. I love it. Right.

[00:55:17] That's S-P-R-I-N-T-S-E-T. Right. Yeah. Yeah. S-P-R-I-N-T-S-E-T dot com. Sprint Set dot com. Yeah. You got it. I love it. Thank you, Dr. Roger, for having such a great company that can help us in our practices, help more people. Thank you for being a success partner also in supporting those remarkable doctors out there. And I look forward to the next time we get to meet in person. Thank you, brother. God bless. Take care.

[00:55:47] Thanks for listening to this episode of the 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. Thank you.