375 - Build the Team That Builds the Business

[00:00:00] If you're not training, you're seeing drift. Like drift is entropy, right? So entropy rules. Entropy is a universal law. This is not, oh, I wonder if it's happening or I wonder if it will happen. I wonder when it will happen. No, it's happening. Like it's a universal law. You don't have to burn a brain cell wondering if I'm having drift. Entropy rules. And the only way to address entropy is to introduce an energy or a force to reorganize it. And that's called syntropy, right?

[00:00:27] And that force, that energy is in the form of training.

[00:00:40] 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.

[00:01:03] What's up, Remarkables? Welcome to another episode of the Remarkable CEO Podcast. Chiropractic's number one business podcast. I'm Dr. Stephen Franson. And I'm Dr. Pete Camiolo. Dr. Pete, what's up, man? It's awesome to be in the studio with you again, as always, brother. It is Thursday afternoon. It's a great week. This is one of those great weeks, man. I don't know about you, but I'm just really,

[00:01:30] I'm enjoying watching what's going on in the news right now. So I don't know when this is going to air. It doesn't really matter. I think everybody's sort of taking it all in the same way that we are. It's been amazing to watch, you know, the exposure of the whole COVID scam and everything that was going on with Fauci and the rest of his band of criminals.

[00:01:54] I try not to get too political on this podcast, but man, we slugged it out for two full years, man. And turns out the conspiracy theorists, all of us crazies, we were 100% right.

[00:02:06] And this is just going to be our moment to stop and be like, hey, you know what? Critical thinking is alive and well. And it was a battle, man. It was wartime leadership. You and I were absolutely thrown into the middle of that, trying to lead a profession who is navigating the wilderness of that whole COVID catastrophe.

[00:02:24] And here we go watching it come full circle. And, you know, as frustrating it is to watch that guy squirming in front of a congressional hearing and leaning in on his constitutional rights that were supposedly surrendered when he was pardoned. But, you know, what I know to be true, Dr. Pete, is there will be no pleading of the fifth in the gates of heaven, man.

[00:02:48] So it's great to see the truth surfacing and his chiropractors who are the sheepdogs, the thin green line between us and chaos and the lies and the medical machine, the outside in vortex that has led to such low levels of health in humanity. Man, I just want to bask in this just for a minute. No gloating, but just recognizing that the truth always shines through.

[00:03:18] We had a really simple message in that time, and it was focus on the strength, strengthening the host, right? We changed the paradigm. We changed the focus from the strength of the virus to the strength of the host. It's a simple message. Doc, and I think that this, that message, even just knowing you were, I didn't know you were going to share that today. So that's great. But our topic that we're going to be hitting on today, which is going to be about the fitness of your team.

[00:03:42] It's another way to say, this is the strength of the host. Like you are hosting people in your office, right? You are host, you are the hosts for the folks, right? They come to your clinic, right? They, God sends these people in. They come in through internal, external and digital platforms and mechanisms and tributaries and all the things. And you host them, right?

[00:04:09] So today, Dr. Steven, we're going to be hitting on a topic that we hit on during that COVID catastrophe. Because one of the things we said during the Phoenix plan was, number one, you need to stabilize yourself. Number two, stabilize your team, right? It was part of then stabilize your patient base, right? We had that as part of the Phoenix plan. It was all about creating stability, which was strengthen yourself, get anchored, your team anchored, your patients anchored, right? It was all about strengthening the host.

[00:04:37] And this goes right into our topic for today. Because we've been doing this fitness series. We've been kind of releasing these over the last few weeks, if you've been listening. If you listen every week, it's been a few weeks. Every couple of weeks, we're releasing an episode on the fitness. We did an operational fitness one recently. So this is the team fitness doc. And that's what, you know, I was inspired when you said that because that message that we said is the truth. Like you said, it's the truth.

[00:05:07] We're sharing today about your fitness levels of your team. Like, you know, we talked about Buffalo leadership and the only way through it is through it. And there was some really strong themes that we used. And we said, hey, if you're like, you're going to make it through this COVID catastrophe and you're going to get out, you're going to come out stronger than you were before. Right? As a team. And so many of you were, and so many have become, but here we are, how many years later? And some of us maybe have gotten a little bit of weak.

[00:05:31] In certain areas in our practices. It's possible. So today, doc, we're going to have a conversation with you about your fitness level and about your team's fitness level. And, you know, in a crisis, this stuff, everybody's thinking about, but when there's not a crisis, sometimes we, we stop thinking about it. So bringing it back, we're bringing it back to the attention of everyone here today.

[00:05:55] Yeah. Comfort kills, man. People getting fat and happy and getting a little soft. So it's a perfect opportunity for us to revisit, you know, this whole concept of the thin green line. If you guys remember, we released this concept. That was a theme of our traction immersion pre COVID. I want to say that that was probably 2018, 2018. Right. Dr. Pete, I think.

[00:06:16] So that was before COVID. And I believe that there's been some ordained moments in chiropractic. There's been some, if I dare say, there's been some ordained moments in the remarkable practice. Right. And one of those was, was the thin green line. Right. And bringing that to, to our community, to chiropractic the year before COVID and helping people realize that, you know, you've been called. Right.

[00:06:39] Right. So the thin green line is something that I was inspired by the special forces that, so they consider themselves globally, the thin green line, right? It's between chaos and safety. Right.

[00:06:50] So to, to recognize that it's our military, those specially trained people that they are a very thin line between us and danger. Right. So, and I adopted that concept for the theme of my Friday night talk is like, we've got to recognize that we are the sheepdogs, right? The world is, is there's wolves, there's sheep and there's sheepdogs. And we are the chosen sheepdogs guys. We are the ones that are on the perimeter. We're running the perimeter.

[00:07:16] And we are, and we are, we're called to protect, right? So as a chiropractor, you have to recognize that, you're not, I hope that's not lost on you. Right. So there is a, there's a calling on you to protect your community. And that's what sheepdog do. Right. So when we, we brought that to TRP and really to chiropractic at just the right time before this whole thing erupted. Right.

[00:07:43] So, and I think that it was an elevation of that consciousness for our doctors and for the chiropractors all around. Right. So, and if you think about that from our purpose perspective, our purpose is to restore health. Right. So when our mission at TRP is to help more people, help more people. Right. So, and our vision is a million people a week getting adjusted by the chiropractors in the remarkable practice, a million people a week.

[00:08:06] And our premise is that the people that are in our practices, in your practice are healthier and safer than the families that are not in your practice. So see how this all ties together, guys. It's like the families that you get to take care of, the people that you take care of, they are healthier and they are safer than the families that you don't take care of.

[00:08:27] And people sometimes stop and like, okay, I get the healthier thing. Yeah. They're under chiropractic care, but what do you mean by the safer thing? Right. The safer thing is exactly what we're seeing now. This is like you were able to speak into, you have a cultural authority with your patients. You're, you are, you're called to shape their belief system.

[00:08:45] You're called to challenge and shape belief systems because belief systems shape behaviors and organized behaviors and behaviors drive outcomes. So go all the way back to like pre COVID. And then during the COVID catastrophe, you might've been the only voice of reason that said, at least think, at least question, at least challenge, at least explore. Like, what can I do to make sure that I'm not weak? If this is about immunocompromise, if it's about the strength of the host and not the virus, what can I do?

[00:09:15] To make sure that I'm strong. Right. So it's like docs, listen to me, that was you, right? That you were the one voice in their whole life. Probably, you know, you probably were the, you know, the cause of many arguments with friends and family. Right. So, because you, you were actually empowering people to ask hard questions and, and to challenge and push back, not for the sake of being a heretic or, or just being anti-establishment.

[00:09:44] It's just, but rather it was, listen, this is, this is critically important that we actually think through this and we decide, you know what, actually, what is my deepest belief system here and how am I going to behave through this catastrophe? And here we are full circle on the other side of this thing. And I don't want it lost on you chiropractors. I don't want it lost on you. How important your role was in your patients' lives throughout those two years of chaos, of uncertainty, of confusion and fear.

[00:10:11] And you had that voice where you stood on the granite truth of the above down inside out principle of chiropractic. Dr. Pete, I want to make sure that that's not lost on everybody that the circle is closing.

[00:10:24] Dr. Pete So, when you shared about the premise, and I want to speak into that because we talk about challenging and shaping belief system. I always like to say, you know, we're in the business of saving lives, but I, I like to say that you can't save a life that you don't shape. You know, we shape it by shaping people's stories. They come in with one narrative, a broken belief system. They come in with one experience. They come in with one belief about their genetics and whatever it is that's controlling their outcomes, whether they do or don't have any influence over it.

[00:10:52] Dr. Pete They come in with one belief. They come in with one belief. They come in with their story and then we connect with them at the level of their story, right? We empathetically want to meet you where you're at. We want to understand your belief. We want to understand your story. We want to understand and feel your pain. But we're not going to just stay there. We're going to actually invite you into a, on a journey with us. We're going to go from being a, somebody seeking and help, seeking out help, raising their hands saying, I have a problem and I think you might be able to help me for whatever reason.

[00:11:18] Dr. Pete They come in and we start to begin to shape that belief system. We say that the first thing that happens from a seeker, if they go through the process and we do our job is they start to believe. The question is, what are they believing? Well, start, they just start believing you. They just believe that you know what you're doing and that you can help them. Like you have a level of certainty and conviction that really kind of brings somebody to the point of like, I'm willing to commit some of my time, some of my energy and some of my money into my health, right?

[00:11:45] But the idea of someone having their, their, their life changed shape is shaping their belief system. So they just, they actually begin to understand something. So it's the shaping process takes a believer and actually molds them into being somebody who understands something, right? They understand some of the concepts, some of the things that we under, that we understand. And again, we don't need everybody to be an expert in this, but they need to understand a few things. So when you were saying that, Doc, I was thinking about our role, the team's role in that.

[00:12:15] Cause we talk about, you know, everybody on the team is on the marketing team, right? Everybody is accountable for promotion of chiropractic. And so the idea of us challenging and shaping, if people on your team don't have the ability to challenge, challenge doesn't mean I'm a challenger. Cause not everybody is hardwired as a challenger, but to challenge basically says, I know what the limiting beliefs, broken beliefs are that people walk in our doors with.

[00:12:41] And I know what the truth is. And so I'm going to challenge the beliefs by at least sharing the truth. And that could just be by sharing a testimonial from a patient who had amazing results. That's challenging beliefs. It could be inviting somebody to your workshop. It's ensuring that someone shows up for their better results, faster workshop and brings their spouse or someone with them. All of that is a version of challenging someone's beliefs. So the challenging and shaping of beliefs is the work we have to become fit for.

[00:13:08] And today's day and age, doc, there's so much noise. There's so many voices that are saying, and so many of them are saying a version of what maybe we've taught. You've taught over the course of the last, we've taught over the last 130 years as chiropractors, but it must come from you, right? You have to take responsibility, personal responsibility for your role in the, in your patient's health and healing and the team's role in that, right? We talk about, you know, if you want to grow your practice zero to one 50, you know, it's really depending on the doctor.

[00:13:36] Anything North of one 50 is dependent on the team. And then above 300, it's patients that are equipped. So this whole conversation, if you want to make it about volume or collections, you could do it about anything. This is about your team being fit to serve, which means they have the ability to challenge and shape the beliefs of the people. Because when people's beliefs can get challenged and shaped, when COVID hits, those people are like, I'm with you, doc.

[00:14:03] I'm with you. I'm not going anywhere. And we saw that back in 2020. We saw it in 2021. And we see it now. I would say nothing has changed in terms of the chiropractor's role in shaping belief systems hasn't changed. What we taught in 2019, 2018, 2009. And now we still tell the truth. We still tell the story. We're still bringing people to that, that place, but it's not just about us in the CEO program.

[00:14:28] We talk about how it's about our team, right? We build a team, team builds the business, grow the team, team grows the business, challenge your team, shape your team. So they can lead their fit to serve, to serve this next generation of people that hopefully, Dr. Stephen, we're going to see a influx of humanity coming to chiropractic because truly we know what the world needs now is chiropractic. What chiropractic needs is more successful chiropractors.

[00:14:52] 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.

[00:15:14] 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?

[00:15:36] 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? 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.

[00:16:05] 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? 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?

[00:16:32] 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, 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?

[00:16:59] 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. Yeah, I'm so glad that you went there because, you know, I wanted to start here because I wanted people to feel the weight of this message, which is to be ready. It's not about getting ready. It's about staying ready, right? You just have to understand this. It's like that.

[00:17:28] That is a concept. It's like it's not just, oh, boy, a problem has arrived. There's a big crisis going on. We need to now get ready. No, no. It is about staying ready, right? So if anything shows up, you and your team is ready, right? So you have already won the trust of your people, right? You already have the cultural authority. And your team has already trained in such a way that they are already equipped to challenge and shape belief systems. And P.S.

[00:17:57] They've already trained up in the process and the procedures and the scripting of your operations so that they can focus on the human beings to create these relationships, right? So you can't shape the belief system of a person, of a patient, of a customer without a relationship. This is all happening at the speed of trust, right? So you guys have to understand, like we train on process, procedures, and scripting so that we can focus on people, not on process, procedures, and scripting.

[00:18:26] Like if you don't achieve subconscious competence in your process, procedures, and scripting so you don't even have to think about what you're doing, what you should be doing, or what you should be doing next or what you should be saying while you're doing it. Your focus is on your process, your procedures, and your scripting and not on the person in front of you. This is only achieved with training. This level of competency, this level of business fitness is only achieved through training.

[00:18:54] This level of practice and operational fitness is only achieved through repetition, through training your people. You have got to be fit. So you've got to be able to get yourself and your team to the point where it's like we know our system so well. We know our process, procedures, and scripting so well. We have our operations so dialed in that we are actually able to focus on the human being in front of us, right? That is the key to this.

[00:19:21] And let's not reduce this down to just the conversion process. We attract to convert, convert to retain, right? So it's like all of that is a whole complete system, and you have to train on all of it. The systems of processes and procedures associated with attraction, conversion, and retention, this is what team building is. And this happens in practically in team training, right? So there's two things that I want people to recognize, and we'll use the metaphor of training. And I love that.

[00:19:51] We're going deep on this with the upcoming Remarkable Practice Immersion, right? So the theme of the Remarkable Practice Immersion is the barbell, right? So if you're watching this on YouTube right now, you can see these really bitching little barbells that I got. It's like I love my Amazon Prime account. You can find anything there, right? So I got these little barbells, like this barbell concept of, you know, if you can't see it, you can hear me. It's like the classic barbell, right? So you got weight plates on either side of a straight bar, right?

[00:20:18] So, well, the barbell concept in business means, you know, you've got high tech on one side and high touch on the other side. So chiropractic has just always been so historically and traditionally been so proud of the fact that we're so high touch and so low tech. That's always been our position in the marketplace, which has been true, right? It's high touch, low tech. Now, we've brought technology into our diagnostics and our communications and our patient management and business management. I get all that, right?

[00:20:46] But chiropractic has been largely high touch, low tech. Well, there's a new future here, right? So, in fact, we, you know, the new future of Remarkable Practice is TRP 3.0, right? And 3.0, what we've recognized is like we actually have to embrace the barbell concept of high touch and high tech. And the high tech is what it's going to do. It's going to free us up. So we can focus on the things that we do so exclusively well, which is the high touch aspects.

[00:21:11] We use that technology to free up the people for the human element of the high tech aspect of this, right? So, Dr. Beat, excited to get into this at the Remarkable Practice Immersion. In October, October 1, 2, 3 in Maryland. It's right across the river from Washington, D.C., right across from the Capitol. Let's do two things. Let's put a link in the show notes so people can go register if they want to get into this conversation because it's going to be a training weekend.

[00:21:39] We're going to train on the operations, the clinical aspects of practice. It's your day one, two, three, four conversion process. It's your week one, two, three, four, month one, two, three, four, year one, two, three, four retention process. It's going to be high tech on the stage and low tech in the breakout room, right? So, it's going to be high tech on the stage and high touch, all of the practical trainings for D.C.'s and C.A.'s and office managers all happening in the breakout rooms.

[00:22:03] So, it's October 1, 2, and 3 in Maryland at the Gaylord right across the river from the nation's capital. Bring your entire team. There's a link in the show notes here so you can register your team. But let's also give away a golden ticket, right? This is a $1,500 ticket, guys. So, let's say go on to the Remarkable Practices page on Instagram and just write Remarkable or REM, Remarkable CEO Podcast Golden Ticket.

[00:22:31] And the first person to DM us, you're going to win yourself a golden ticket. It's $1,500 ticket. We're going to go deeper on this whole concept of training up your team in their operations. So, just to make sure everybody got that. So, if you go to the Instagram, the Remarkable Practice, you can go ahead and message us there. Both Dr. Steve and I are in there. Some of our team members. So, we'll definitely see it. And also, Doc, we wanted to give away something that, man, I love working with Kairos. You know, we both do. We love getting to coach and train and develop.

[00:23:01] And we've developed a curricular agenda for our team training. We have a team training curriculum. We have guides. We have this agenda. And, Doc, I wanted to make sure we gave this away as well. You know, for those of you who are listening to our show, thank you for tuning in. Thank you for listening. I want to give you our team training agenda. How many of you guys struggle with organizing your team trainings, right? Making sure that your team trainings are happening consistently. Maybe consistency is a challenge. Maybe it's the quality of the training. Maybe it's the effectiveness of the training.

[00:23:30] Maybe you've got training fatigue. Training burnout. Maybe you just wing training. Maybe you used to be organized, but now you're not organized. Whatever, wherever you find yourself, we want to throw you a bone. And that bone is going to come in the form of a team training agenda. This is a beautiful thing because it actually shows you from the start all the way to the finish of a training exactly what you should do. From preparation stage to your opening to the second thing you should do to, you know, your body to your pre-close and your clothes.

[00:23:57] Like how to execute a team training, a remarkable team training. So it's one of the greatest resources that we have. And we wanted to give that to you today. And, Doc, you know, a couple of things just on training before we wrap today, because I know we're talking about fitness and fitness of your team. I just want to say that, you know, if you're not training with your team, it's either a sign, number one, that you don't have A players. Okay. I'm just going to say it because what we know is that A players demand, they want to be in an environment where they can continually improve.

[00:24:26] They're not willing to train. They demand it. Yeah. So number one is if you've not been training, it is possible that you've tolerated people that are B players or C players, potentially not to label people, but what they basically what I'm trying to say is they're not as fit. They're not fit to serve, to help you grow to the next level. Also, if you want to grow your business, obviously you're listening to this podcast. You have some sort of a growth, you have a growth mindset. You want it. You want to grow. You've got to train. You've got to embrace the culture of training.

[00:24:56] Training is, we always say the highest ROI, way more than you're ever going to get from any digital marketing or any other investment you might make in your business is training your team. Like 10 to one, like the ratio is 10 X. 100%. Of an investment. So the highest ROI, if we could just land on this today and say, just re-engage your training or if you already are training, let's put the flame, like turn the flame up on your trainings. Let's make our trainings better for the rest of this year and next year and for the foreseeable

[00:25:26] future. Commit to consistent trainings, following a team training agenda, following a curriculum that your team shows up prepared for the training, ready to train, ready to role play, right? Ready to actually get on the field and actually practice what's going to happen on Sunday, game day, right? We role play so that when we are actually doing this, when the lights are on and the

[00:25:56] game is playing, like we are, we're doing it in this place of Dr. Steven talked about the fitness level. So you're doing it from a place of, I can focus on the people, not on the process, the procedure and the script because I've trained on it. It was cool to hear you say that Dr. Steven, but it's a whole nother thing to experience. I have been in consciously incompetent stage as a chiropractor. I've been consciously competent. So consciously incompetent, I've been consciously competent and I have been unconsciously competent.

[00:26:23] And I'll tell you the place you want you and your team to be is unconsciously competent. You want to have that level of what we would say mastery in your position, knowing the process, the procedure and the script so well that you know what you focus on every day? The people, the folks in front of you, the people God's called you to serve. You want to talk about how to make a, the shift is light and easy. The days fly by, everything's going, we're growing. You want to know how that happens when you get to that level?

[00:26:52] And the only way to get there, Dr. Steven, is to train, you know, it's a train with your people. So from the, from the hiring interview process through the onboarding process, it has to be clear expectations and honest agreements about where a training business. We, we train like lives depend on it because they do. We're a culture of training. These are our training days and times every week. We train every week. We don't miss them. It's part of your, your employment. You get paid to be here. You'll be paid to train. We expect you to train like, like you're being paid to train because you are, we go to conferences

[00:27:22] multiple times a year. This is part of being a part of the, this organization. That has to be clearly laid out with all your new people that you bring on board. It needs to be reestablished with the people you have. And you know what? If you haven't been training, you got people that you're going to keep, you apologize, you know, tell them, I apologize. I let you guys down. My role as a leader is I was supposed to, I want to be reinvesting in each one of you. And I haven't been doing that. That's right. So, you know, just take one for the team, apologize. And you know what? I believe your team will respond well to that because they're going to say, you know what?

[00:27:52] Thank you for saying that. And yeah, we want to, we want to be a part of this moving forward. And if this is part of what it means, because I understand we're bought in, we believe we're on this mission with you. Great. Your team will say, let's go roll up our sleeves. Let's get back to training. Let's get, let's start doing that again. So the agenda is going to be there, Dr. Steven for everybody. And we need to be fit to serve. We need to be more fit now than ever before. In my opinion, we've got to be better. We've got to continue to get better. And you know, so that's a non-negotiable in my mind. So let's commit to that.

[00:28:21] So Dr. Pete, you know, in my, my observation is three millions of the new 1 million. So what I see practices, you know, it used to be, we'll get to a million, we'll get to a million. Right. And that's awesome. And no, you know, for anybody that's, you know, that's on still on the climb to a million, or maybe your vision isn't to get to a million. There's no projection here, no judgment, but you know, a seven figure practice. Everybody's talking about getting to a million. Now it's 3 million, right? So 3 million is the new 1 million. All right. So, and I, and this, and it's almost like my observation is, is like tale of two cities.

[00:28:49] There's some practices that go from 1 million to 3 million because they're adding everything and throwing the kitchen sink at it just to drive top line revenue. Right. This is like, oh, I'm going to add functional medicine. I'm going to add decompression. I'm going to add these supplements. I'm going to add weight loss. I'm going to add, you name it. They're just adding, adding, adding. Next thing you know, they've got these layer of complexities. It's beyond complicated, right? So it's really expensive. They're actually distracted themselves, their team and confusing their patients and the marketplace. Right.

[00:29:17] And then you have this other group of people that are keeping their patients. They're going from 1 million to 3 million by optimizing the chiropractic. Yes. They might be adding other value centers, other profit centers, and I'm all for it. Right. But they're so well trained. They're able to build value for chiropractic. So people understand why they should start care and why they should stay under care. And they built these really sexy practices that create and collect ideal patients. That doesn't happen if you don't train.

[00:29:47] You're looking at two different businesses. One of them is scaling. The other one is just force fed growth, right? This is like scaling means you keep your customers. You can't scale a business if you don't keep your customers, right? And you can't keep your customers if you're not creating value and you won't create value if you don't have trained up teams. Here's the deal, guys. If you're not training your people, you're going to see atrophy. You're going to see atrophy in your skill sets and your team members. That's going to happen just like if you don't work out in the gym. Skills will atrophy.

[00:30:15] You might onboard people, and that's onboarding, which is training for competency. But you need ongoing training. And that's how you're training for mastery. That's business fitness. That's the practice that creates and collects ideal patients. The most cost-effective way to have business or customer to get is the one you already have. There's like 800% return on a patient that you keep in lifetime value versus I'm having replacements because I've got so much patient dropout.

[00:30:44] The biggest part of that is training up your team, right? So and if you're not training, you're seeing drift. Like drift is entropy, right? So entropy rules. Entropy is a universal law. This is not, oh, I wonder if it's happening or I wonder if it will happen. I wonder when it will happen. No, it's happening. Like it's a universal law. You don't have to burn a brain cell wondering if I'm having drift. Entropy rules. And the only way to address entropy is to introduce an energy or a force to reorganize it.

[00:31:13] And that's called syntropy, right? And that force, that energy is in the form of training. So you train to fight drift. Drift is when people are going off course. They're making up things as they go. They're changing the process. They're skipping steps. They're carton corners. They're changing what they say. Next thing you know, you're eavesdropping on somebody's day one. You're like, what the hell was that? That is another. You listen to a new patient phone call. You're like, what the heck is going on here? It's like, that's drift, guys. And that's what will happen every single day.

[00:31:42] So you have to constantly reorganize. You need to fight that entropy with syntropy. Guys, Dr. Pete said it best, and I'm going to punctuate and end with this. The best return on investment for a CEO, and by what, when we say investment, we're talking about time, energy, focus, and money, is training and equipping and developing your people, your team, and Doc, you are on the team. So we want to first recognize you for being a podcast listener here, a CEO of a podcast officer. Please let your team listen to this.

[00:32:11] This is totally appropriate for your team to listen to as well, to build value for training, right? So if you have eight players on your team, they would love this message. And please share this with other brothers and sisters, other chiropractors that need to be in this conversation. And finally, make sure you join us for the Remarkable Practice Immersions. We're going to do one in Maryland. We're going to do one in Australia in November. So the Maryland one is October 1st, 2nd and 3rd. I believe this episode is going to air before then. I hope it does, because we're giving away a golden ticket in the show notes down below.

[00:32:40] You'll find the registration link for the first person that reaches out and messages us, DM us on our Instagram, the Remarkable Practice page on Instagram. Just DM the Remarkable CEO podcast. And what did I say? Say again, golden ticket. Golden ticket. We'll hook you guys up. All right, guys, God bless. What the world needs now is chiropractic. And what chiropractic needs right now is more sheepdogs just like you. Please stick around for more business insights from this week's bonus interview with our

[00:33:10] remarkable success partner dedicated to helping you more successfully help more people. Enjoy. All right. Welcome to the Remarkable Practice Success Partner podcast. I'm here with Bell from Investor Us Strategists. How are you today, Bell? Really good, thanks, Andrew. Thanks for having us on. My pleasure.

[00:33:33] Let's dive in and talk a little bit about how Investor Us can help our DCs, our CEOs who are looking to not just grow their business, but have a remarkable life and have a remarkable practice as part of that remarkable life. So for people that aren't familiar with Investor Us, tell us what specific problems does Investor Us solve? How do you help people? And how will you help our DCs and our CEOs? Yeah.

[00:34:03] Thanks, Andrew. Well, I guess just to start at the beginning, Investor Us was formed out of a need, particularly during COVID where there was a lot of shutdowns and people were struggling financially. There was a great inspiration to actually set up a business that could offer the range of financial services to help navigate. Because obviously, CARE's do such a good job at giving back to the community and leaders in their field in terms of their expertise.

[00:34:32] So why not support them in their financial journey, helping them understand giving money a purpose is really important and not be at the liberties of lockdowns and shutdowns. So that's the inspiration behind Investor Us starting. Now, from there, the people that are involved in Investor Us in terms of the operational, we've got Sue as our general manager. So she's achieved a lifetime acknowledgement in the financial space.

[00:35:01] So years and years and years of expertise, helping thousands of people across Australia. Myself, I specialize particularly in strategy and acquisitions, mainly in the property sector. And it's pretty much all I've done my whole adult life in some way, shape or form. And then we've really built a team around that based on individual values. So from operational team to our admin team, to our heads of department, everyone's really aligned with what they do.

[00:35:30] So it sets a great foundation from a business perspective and how we can give back and serve the chiropractic community, but also just everyday mum and dads as well out there. So that sort of sets the tone and foundation of who we are and what we do. So in terms of what problem do we solve, ultimately it's helping people get clarity on their financial goals, often putting in systems and structures in place in terms of making sure they spend

[00:35:58] less than what they earn is step one. And obviously making sure that they do have a bit of an acquisition strategy, you know, around what their long-term goals are financially. And the range of services that come involved in that is really tailored to the individual. When you think about life and a journey, someone who's a student and not really earning much versus once they do graduate and start earning an income is different to someone who's setting up a family,

[00:36:25] possibly a business as well, versus someone who, you know, has built their financial wealth. So there's different stages of life, which also require different financial strategies as well within that. So that's ultimately what we do is look at an individual situation. What are they trying to achieve? Where are they at in life? And mapping that gap out for them. Say one. Well, you know, it's funny you add the if they want, because I don't really think I know anyone

[00:36:55] and I just, I don't know that I could know anyone that is comfortable with, you know, always being stressed about money, not getting ahead, not being comfortable in their circumstance, whether that's what they, you know, I hear stories of people wanting to rent, you know, forever nowadays and, you know, not be tied down to a house. But then I hear people like myself, we want to buy a property. We want to have a great family home that's stable and secure.

[00:37:20] But I can't imagine anybody being like, yeah, I'm happy with not being financially successful for the rest of my life. Now, one of the things that I've done a lot of work on is sort of mindset around what money actually means. With the chiropractors that you've been able to help, like you said, phenomenal at helping our community. Have you noticed kind of a pattern that they don't have their mindset around money and wealth and income right? Have you noticed that?

[00:37:49] Yeah, look, I think it's a really great observation. And I think not just even specifically to the chiropractic community. I think generally the chiros are more aware, you know, just in the different, I guess, areas of life compared to the everyday average Australian. Now, in that, I always like to relate one-on-one to an individual because that's what's going to drive them.

[00:38:12] I've got students who are, you know, they came to me in year three of their chiropractic, obviously, study. And in that, they were still able to save. It wasn't a lot, but they were still able to save. So they set a really good discipline and foundation. And that's because their values showed that wealth was in their top three values. So they were naturally driven. They just didn't have the tools and plan to help put in place.

[00:38:40] So other people, money isn't in their top values. As long as they've got enough to put food on the table and a roof over their head, often they're not inspired for more. So we've got to meet people with where they're at in terms of their mindset, their understanding of what's important. And sometimes linking those values in terms of, you know, why it is important to put that discipline in place and have a bit of a plan and understanding and review it at least every

[00:39:06] year, you know, can really help empower them in becoming, I guess, more responsible and driven in that. You're really talking some TRP language there because we talk about, you know, the first thing we always talk about with people in terms of their practice is, and in terms of their life is what's the vision? Like, where do you want to go? And I guess people are probably coming to you lacking a financial vision or lacking a sort of a concept of where they want to go or even what they can potentially achieve. You see that a lot as well.

[00:39:36] Absolutely. And also, I think as well, you know, there's different areas of expertise. And when it comes to finance and wealth, there's a lot of detail in there. And a lot of people, particularly if we look at having a bit of an acquisition plan around investment properties, if someone has a home and they're struggling with their repayments, they often don't understand, you know, what financial impact another investment property can have.

[00:40:01] And they think that it's going to be the same cost outlay as what their home loan is. And it's very, very different from a numbers and performance aspect. So we like to really give a lot of education in that process for clients too, and back it up with research data and real numbers that are specific to them and their individual situation. Because if we think about it, what stops people? You know, a big aspect of that is fear.

[00:40:29] And so if they have the knowledge, they have the information, you know, they can ask those additional questions. It gives them the confidence and courage to take that next step. And then through that, if they start to get results and outcomes, it encourages them to keep moving forward whilst having a really good community of support and people in their fields of expertise that they can rely on if they get stuck. So I love that you brought up fear as being a major barrier for financial success.

[00:40:56] Because I don't know if you've heard the acronym, a lot of people have, a lot of people haven't, but fear is false evidence appearing real. And you guys are presenting actual data to be like, no, this is the actual evidence of what we can achieve and what we can do based on how the market is right now. And, you know, you're crunching the numbers, right? Again, that's another TRP value is we love our metrics. We've got to have our metrics out there, right? But in terms of, I guess, building on that, obviously in the service you're in, you can't go,

[00:41:24] we're definitely going to give this percentage return on investment. But what's the typical ROI that a CEO who's working with you can expect? Not necessarily just in like a financial quantifiable term, but like in terms of, is it that they've got their money right or they're more confident in their money? Obviously, we want our money to grow when we're investing it. But I guess we understand the market kind of dictates that kind of reality, doesn't it? Yeah, it's a really good point.

[00:41:53] And what we look at is how do we set up a strategy of success that rides the market volatility? So we know that markets are going to go up and down. So generally, when we're working with clients, we want a long-term acquisition program for them. And the risk of where they can potentially lose money is if for some reason they have to sell when the market's low. So there's lots of great strategies in place to be able to mitigate and prevent that.

[00:42:19] Now, in a scenario like that, depending on what an individual is, you know, we cost-based a program that's tailored to an individual. So I've done packages starting from $500 up to $10,000, depending on what someone's needs are and what problem we're trying to solve for that individual. Now, what we want to do is get people on a really good foundation of making sure they spend less than what they earn. And some people don't even know what their budget is, and that's perfectly normal.

[00:42:48] But we want to fix that and get that right. Because what we can then do is those surplus funds that they have in their budget can then really start to go towards accumulating wealth. Now, that can sometimes come from a debt reduction strategy initially, but we want to get assets over time that are continuing, obviously, to grow. So in my experience working with clients, I've had one person that paid $500.

[00:43:13] We've probably in the process, if we drew a line in the sand now after working with him for about 18 months, his return on that is sitting at around $15,000 in that period of time. And this is a student who's just not long graduated. Now, on the flip side, we've had clients that have paid just our standard $2,500 fee. And within three years, they made about $300,000 in that scenario.

[00:43:41] So generally speaking, there's a few different variables there, but it needs to be at least a dollar for dollar return, generally speaking. And I've had a client who paid, was completely engaged, circumstances change, and they decided not to take action. And in that situation, I just ended up refunding them their money and they went down a different path. And there's no right or wrong. It's about a journey of getting the right people in terms of where you're at and what

[00:44:09] you're looking to achieve in that growth path. So we're not going to be for everyone. We want people that want help in terms of taking action. So yeah, that gives you a bit of insight. It sounds like you can help everyone, but it's whether or not they're ready to actually take sort of that next step and follow the advice. Again, we can relate this back to chiropractic. You get patients, they come in, they're like, well, I want this. And we're like, okay, then if you want that, you need to do this. And they go, oh, I don't know if I'm ready to do that.

[00:44:39] But I still believe chiropractic can help everyone. Just like you guys have helped students. You've helped DCs. The first time I heard the Investor Us team speak at an immersion, I was like, my CAs would really benefit from this. Because we're all in the economy. We're all trying to build, not necessarily wealth, but safety and security. So we mentioned that group of people that nowadays they don't want to commit to a house and they want to be able to free will.

[00:45:05] They would, I'm sure their goal is something like making sure they can go on a European holiday every 12 months or something like that. And I'm sure you've had plenty of people help save for a holiday. Oh, absolutely. And also that's where I say that individuals' values and as a family become really important as well, because if they can see that they can do it all and there's a method in place to be able to achieve all of those things, then it makes that decision easy for them. Yeah, absolutely.

[00:45:33] And obviously there's a really sweet spot in our clientele where they've maybe got a home, maybe started to build some wealth and have surplus funds and they don't know what to do and what those next steps are. And there's a level of cost of timing in the market. Sometimes sitting there being stagnant is actually costing people their wealth, not just in potential tax benefits and savings, but also acquiring those assets that are beating inflation essentially.

[00:46:02] So if someone's just got cash sitting there without the assets behind them, they can actually be going backwards. So getting that balance right from an education and just seeing the different options that are available can be really helpful for people in being confident to take those decisions and move forward. Yeah, it's a bit of a scary sort of prospect when you start talking about inflation and like money just sitting there in a bank account, actually becoming gradually and gradually worth less and less. It's a horrifying thought.

[00:46:31] And I guess building on that, when you look into the future and Australia certainly had some massive curveballs around tax legislation in terms of investment, there's a lot of uncertainty in the market. How are you helping our DCs and CEOs be prepared to succeed more in the future? We've kind of already talked a little bit about this, but like if you could give me like a one line on BAM, this is how we help them succeed.

[00:46:59] That would be fantastic. This is more of a spiel, but I think this is a big wake up call for people financially with the changes that are looking to happen. Opportunities that have been available are now no longer available. So this hopefully puts a rocket up people's backsides and starts to inspire them about taking action for their long-term security around not just their own financial planning and wealth creation,

[00:47:28] but also implementing some legacy wealth as well for the next generation to try and bridge the gap of where they're at and what they want to achieve and the action steps needed to be in there with the support to be able to do it. Everyone has their strengths and we don't want to load up chiros with additional work to do.

[00:47:50] We want to try and let them outsource to the admin team we have to implement as much as we can and keep them of the CEOs of their wealth so that they've got the information, they can make strategic decisions that align with what they're trying to achieve and then have the admin support and resources available for us. Yeah. I love you bringing up legacy wealth because I've got three kids and that's absolutely on our priority,

[00:48:15] even in terms of it was the family home in terms of purchasing this as what would be a stable, secure asset that would continue to grow, almost no matter what the market did, but also give them space for like some legacy wealth on the other side of us not being here. And, you know, one day or us downsizing and being able to hand something on that sets them up for the future.

[00:48:40] Because I don't know about you, but I'm looking ahead and I'm thinking it's getting harder and harder for our kids to be able to succeed financially than it was for us. And, you know, I'd say that the average person feels like it's harder for our generation to succeed financially compared to our parents' generation and so on and so on and so on. It's Australia's in a little bit of a pickle in terms of this kind of stuff, aren't they? Oh, definitely.

[00:49:09] And I always look at it from an objective point of view in the question that I ask is where's the opportunity? Because in any market, there's always opportunities. So in that, sometimes I think the best roles parents can play or leaders in the family can play is demonstrating by example. And, you know, being able to be empowered in money and what that looks like for your family is sometimes one of the best legacies you can leave for the kids.

[00:49:38] So like I said, if we can inspire people to lead by example in that scenario and create the opportunities regardless of the market, that really sets them up for a bit of a recipe of success for their long-term well.

[00:49:51] So you're talking about not just actually having a good bank account, but you're talking about what your kids being able to watch the parents do something like, you know, invest without fear or, you know, know what to do or know how to handle the situation, not overspend, really like lead by example and show them how to be wise with wealth. I guess that's kind of the concept as well, isn't it? Yeah, well, it comes down to it.

[00:50:18] I think from me personally in my scenario, like I started where I couldn't afford to buy a home. So I had no choice but to go down the rent and invest journey. So, you know, I'm a big believer in that having walked that path myself. And, you know, what's really inspiring is being able to share that journey with people.

[00:50:41] So when they feel a bit lost or helpless in how do I do this, there's a path there that I can clearly demonstrate just from personal example and then the numbers and that back it up. So I think from a leadership position in families, that legacy wealth really starts with the parents.

[00:50:57] So the mindset side is a big aspect that, you know, we identify often in the first meetings with clients, whether they're aware of it or not, because that's really going to be a determining factor of their continued long term success. So, yeah. Yeah. Yeah.

[00:51:15] Now, I would be surprised if anyone listening is not sold on the idea that they need to do something, whether they're sitting there with a full bank account that's not going anywhere and actually, you know, decreasing thanks to inflation or they're sitting there with an empty bank account thinking, well, how do I beef this up a little bit? For either of those people, what's the best way for them to learn more, get in touch with you and take the next step in terms of getting some advice? Yeah. Yeah.

[00:51:41] So one of the great things is we do offer some complimentary one-on-one appointments and generally they range from 15 minutes to 30 minutes. It's a great chance to understand where someone's at and what they're trying to achieve and where they're stuck. If they're doing all of the right things, but not getting ahead, we can often in those meetings point out some gaps that they can take action on.

[00:52:03] And if we can help someone just get to the next level, that's part of our contribution back to the community for the chiropractors. Now, if they decide to come on board and see the value that we can add, depending on what phase they're at and what they're looking to achieve, then we'll offer them an overview in terms of a strategy. And that will just give them a clear path and also what cost of the investment is going to be for them and what outcomes.

[00:52:32] So it's very measurable from their perspective. And then they can take action when they're ready. Fabulous. So the best thing is that free little intro call, 15 minutes to half an hour. It's not a huge chunk of the day. It's a very small time investment for potentially what can be massive in terms of wealth creation. They can get in contact through your website, through your social media. And even if you're a TRP doc, contact TRP and we'll link you up with Investor Us.

[00:53:02] Yeah, perfect. Fabulous. Thanks so much for your time this morning, Belle. And I will see you at the next live event. Yeah, I can't wait. Thanks all. Ciao, ciao. Bye. 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.

[00:53:31] 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.