383 - 5 Practical Applications of AI that Drive Growth in Your Practice

[00:00:00] You can have an AI agent who's actually coaching your people and is just like talking about, hey, were you on process? Were you on script? Did you use inflection, pause, empathy? Were you compassionate? Right? So and coaching them towards that and pointing them towards coaching resources to improve the human element of what's going on in interactivity with communications, pulling all the data out of those conversations.

[00:00:30] Hello and welcome to The Remarkable CEO Podcast, a show dedicated to chiropractors who want to transform their job into a business so that they can have a remarkable practice as part of a remarkable life, not instead of one. With your hosts, Dr. Peter Camiolo and Dr. Stephen Franson.

[00:00:50] Welcome back to another episode of The Remarkable CEO Podcast, Chiropractic's number one business podcast. I'm Dr. Pete Camiolo. And I'm Dr. Stephen Franson.

[00:01:05] And we're continuing the conversation with all of you regarding the TRP 3.0 release, which is the agentic and intelligent layer of the operating system. If you've been listening to the CEO Podcast for weeks, months or years, you have watched our evolution since 2000.

[00:01:24] 2019 when we first released the concept of the chiropractic operating system and chiropractic's TRP 2.0. We're now in the 3.0. And on our last episode, Dr. Stephen, we kind of unpacked this concept of leverage and driving greater profit and implementing remote and virtual and agentic level of employees.

[00:01:46] And, you know, we want to talk today and I want to put you in the hot seat right now, Dr. Stephen, in regards to, you know, what does this look like when it comes to the five growth engines? We know that there are five drivers, right? We have attraction, conversion, retention, your team and the business office. So we're going to use this episode. We're going to have a conversation, but I'm going to press on Dr. Stephen a little bit. You know, he likes that. He likes that pressure.

[00:02:08] What does it actually look like to run a business? So we're going to look at the five throughput engines because we know that throughput drives output. So we're going to talk about how practices right now, real time are doing this and enhancing the business, turning that, you know, turning that remarkable practice into that remarkable business. So Dr. Stephen, before we jump in, great to see you. Great to be here. Yeah, man. Great to see you as well. I'm dancing around here a little bit. I got to admit, I'm super stoked.

[00:02:37] I get a little extra energy today because we've got that big storm coming up the coast. So we've got some big waves. I've got my Tres Balmas shirt on in honor of the swell that's rolling into town right now. We're anticipating like, I don't know, they come for like eight to 10 foot tomorrow at like 15 seconds. We're just in real waves. So excited. We've got like three days of waves ahead of us. It's like perfect timing because I'm actually home for the weekend. So I'm going to be able to surf, work, surf this weekend, getting ready for the big immersion.

[00:03:05] So, man, I'm stoked for a great weekend ahead and excited about this conversation, Dr. Pete, because, you know, at the end of the day, we all want the same thing. Bigger impact, bigger income. And today we're going to get real. We're going to talk really practically like how are people using AI right now? Because, you know what, this episode, here's the truth. This episode is going to be laughable in a year. So people are like, yeah, listen, listen, how excited they were about AI and an intelligence layer and agentic solutions and agents in your business and everything. You guys right now, if you feel like you're like wandering around in the wilderness, it's okay.

[00:03:36] That's fine. You're not too late. Right. So but get into the conversation, jump in the water. The water is great. Right. So we're going to be able to leverage this technology to help us help more people. We're going to have we're going to have the busy work taken off of our people. Right. And so we're going to increase our productivity and we're going to do it in an efficient way that it's going to increase our profitability. Guys, that's the bottom line here. Leveraging technology. We're going to be high touch and high tech. And the high tech is going to allow us to do more of the high touch. And I'll tell you what's not going to be laughable.

[00:04:04] It's it's the organization of your business through the operating system. It's going to be the concept of optimization. That's still going to be the same. This is simply the answer to the question of. Operationalize, professionalize, optimize. This actually hits all three, to be honest. But this is an optimization conversation and it's relevant today. A year from now, if you're listening to this podcast episode, you might laugh. But what you're also going to do is you're going to say, man, they were on to it then.

[00:04:30] And you'll be loving what whatever we're releasing one year from now, because we're going to stay on the tip of the spear. So, Dr. Stephen, let's start at the top. We know that, you know, when you look at the speed round, speed round, let's nail it. When you look at the system, Doc, everything starts with attraction. So talk about how AI improves marketing throughput. Right. How does it do that? So generating content faster. OK, so all kinds of content. You see my I've got my clone out there now cranking out. We got 150 ads running right now. I didn't film those. That's my clone, which is incredible.

[00:04:59] Right. So I'm excited to have all of our coaches cloned so that we can reach more chiropractors so that they can reach more people. Right. So you guys should be doing the same thing. Writing ads. Right. So you should help with start with the idea. Have AI get you 80 percent down the field. Pick it up and put make sure that it's not a I slop that you get in there and you copy chief it. Right. There's don't turn out any I slop. But my gosh, my productivity has gone up 150 percent, if not a thousand percent. Honestly, that's what 150 was a ridiculous number.

[00:05:27] This is like I'm literally so productive now. It's crazy. Just the fact that I can talk into my agent and just produce everything that I've been like, oh, man, sitting down, even typing. And it just takes too much time now. It is amazing. All right. So creating social media campaigns, building nurture sequences.

[00:05:44] This is huge. Producing educational content, improving referral messaging, analyzing campaign effectiveness, identifying opportunities being missed like reactivation campaigns, birthday campaigns. You know, the things that is like chiropractic's greatest hits, you want to automate it. Right. So it's about operationalizing, professionalizing, optimizing and then automate it. Right. So then you can lean in and maximize it.

[00:06:09] And Dr. B, one of the most important things here in the bridge between marketing and conversion is speed to lead. I love what Hormozy says about this is like if you don't have your speed to lead, in other words, your response to people that are interested in getting connected with them right away. If it's not under five minutes, stop doing anything else until you get that right. You've got to get your speed to lead right. You respond to somebody in under five minutes is going to increase conversions by 300 percent. And what that means is you're going to be able to save more people. Right. So you've got to get speed to lead down. That has to be an AI automation.

[00:06:39] Obviously, just went through a big list. If you're listening back, this is one of those note taking episodes. So pull over, kind of write it down. You can listen back, press rewind and listen back to what Dr. Or take the link to the episode, put it into your AI agent and have them prioritize it for you. Have them give you a to do list and hold you accountable to actually getting it completed. And then if you have somebody who has sits in your seat on your accountability chart that owns the attraction and they're accountable for this, just give it to them and let them figure out what they're going to do to help you optimize this functionality,

[00:07:08] the functionality of this domain of your business. That's right. Leveraging their marketing agent. Correct. Yes. All right. Let's talk about sales or conversion. So this is a high tech, high touch conversation. Right. We're talking about the barbell. How can we as chiropractic integrate AI in the throughput functions of conversion? Well, so making sure that your process is being followed. Right. So is your team member following your processes? Right. So process, procedure and scripting, all of that can be monitored. Right. So you create automaticity to this.

[00:07:38] Right. So it becomes automated. You automate it. So you don't have to remember to do it or think about doing it. And whatever your people are doing, you can actually record it and you can coach people against or you can have an AI agent who's actually coaching your people. And it's just like talking about, hey, were you on process? Were you on script? Did you use inflection? Pause? Empathy? Were you compassion? Right.

[00:07:58] So and coaching them towards that and pointing them towards coaching resources to improve the human element of what's going on in interactivity with communications, pulling all the data out of those conversations. Man, think about how much data is lost in vapor with being communicated across the phone lines every single day in every single practice. All of that should be captured, analyzed and put to use and telling you what to start doing, stop doing, where to be training, etc. Analyzing your communication patterns, improving your communication is everything.

[00:08:29] Auditing script, identifying weaknesses with you or your team, coaching team members and improving consistency. Consistency. When we say consistency is new intensity, you just have to recognize it's like what you want to be is you want to be brutally consistent so your data is meaningful. If you're not following a process or script consistently, the data doesn't even mean anything, right? Because there's too many variables. I love the monitor word, Doc. And I think this is really where we're going to break through so many of your practices.

[00:08:56] If you look at the data and you look at the stats, you look at the outcomes, you know, so many of our CEOs who are listening say, you know, if only they could do it 80% as good as me. And the reality is we struggle with delegation, right? We struggle with letting go of the control. And this monitoring process is going to enable you to be able to train your people. It doesn't take away the training, but it's going to increase the value and the specificity and the individual feedback that you can give. And the feedback loops coming from this agent. It's coming from automation who you've trained, who you consult with.

[00:09:25] And just it's going to all the boats are going to rise. The speed with which you can course correct, you can fix the subluxation and your conversion process between day zero and day one, day one to day two, day two to day three is huge. And Dr. Stephen, I'm looking forward to seeing the doctors who we serve and we get to work with to see the fruit of this, because when you start with strong starts, right, people start to stay. So that leads us to our next question, which is about retention. So we know retention starts at conversion, right?

[00:09:52] So, okay, so let's just say we integrated AI, we're getting more monitoring, we're buttoning things up, we're tightening things down, we're correcting, we're optimizing the conversion process. So then let's flow this into now retention. So retention is really the business we're in, right? We're in the business of collecting ideal patients. So how does AI help with the retention side? Because it's ultimately the business that every chiropractor is listening to. Otherwise, we're just in the replations game. And really, that's exhausting and expensive. So we don't need that.

[00:10:22] And really, chiropractic is best done as a lifestyle success strategy for healthy human beings, which has been done over time. Let's talk about AI and retention, Doc. So I think this one applies to all five domains, clearly, right? But it's data, right? So making sure you're extracting the data out of what's going on with the activities in the business, right? So it's like you want to be able to pull all of the data, all your attraction data, marketing data for attribution and understand what's performing, what's not performing. Understanding internal versus external versus digital.

[00:10:51] Understanding LTV CAC ratio so you know exactly are we being effective? Are we being efficient? Are we being productive? Are we being profitable, right? So you don't know that. If you don't know it, you're guessing. If you're guessing, you're stressing about what your marketing spend is. The conversion process. How effective are we being in our conversion process? What are our conversion rates, right? And then from that, stick rates, right? So seeing people show rates, stick rate day one to day two, day two conversion rates. So that's all data.

[00:11:18] And all of this needs to be gathered, captured, and dashboarded. That dashboarding is going to create this one singular point of truth, this source of truth that everybody looks and says, how are we doing? Well, I feel like this. I think with this. Who cares what you feel like or you think like? What's the dashboard say? What's the data telling us when you can start segmenting your data by different team members, different doctors, different locations, different days of the week, different seasons of the year, different months of the year, right?

[00:11:44] So you can start segmenting your data and really being super informed, right? And so from there, it's going to tell you what you need to start doing or stop doing. In retention, you start looking at your compliance percentages, your stick rate by visit. You start looking at your PVA, patient visit average. You start looking at your like R4 stick rate, like how many people that start a first care plan complete them? How many people that complete their first care plan convert to a second one? That's a R4 reconversion rate. R5 stick rate.

[00:12:13] How many people who start a second care plan actually stay through their second care plan and they recommit to the third care plan and join wellness or maintenance? And what kind of splits do we have in our patient base? And between initial intensive care, corrective care, wellness care, maintenance care, what are our populations? What's the collection visit average per sector of the practice, right? I mean, you can look at everything in the practice and it's just so informative because it tells you what you need to do more of or do less of, right? You need to put energy here.

[00:12:43] You need to invest energy here in your training, right? So creating personal educations, like education process, follow-up communications, right? Reminders and follow-ups when people start falling through the cracks, identifying people that are drop-off risks, right? So we all know the truth. People decide to quit care two visits before they stop showing up, right? So it's like the canary in the coal mine of watching those compliances. And your AI system can be set up to catch that long before it's happening.

[00:13:12] So you're not wondering three weeks later, hey, whatever happened to Mary Kimiolo and the kids? They were awesome patients for years. I thought they were seeing Dr. Pete. No, I don't know. I haven't seen them for two or three weeks, man. It's like, actually, can you guys check to see when the last time they were in? Oh, wow. They've been in five weeks, five weeks. They've been here for five years and we missed them for five weeks. It's like, we should call them and be like, hey, Mary, is everything okay? We haven't seen you in a while. She's like, it took you five weeks to call me and my family.

[00:13:40] So you guys see how that just reflects so poorly back on you, your team, the practice and chiropractic. Let's catch that now. Let's use technology so that we don't have to have this busyness in our mind, but rather we can trust a system that is actually prompting us to be proactive and take action with those early symptoms of a bigger problem. So I'm so glad you brought that up as an example. And it was a great story for, for instance, and for all of you who were listening to that. Not that I've ever experienced that, Dr.

[00:14:09] Yeah, and I've never experienced that either, but some of you felt pinned against the wall right there. So we feel you. We, again, everything that we're able to share and teach here comes from, from scar tissue. So that's right. So this is again, where technology is going to help all of us because we all walk with a limp. 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.

[00:14:38] 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? 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?

[00:15:06] 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? 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.

[00:15:35] 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? 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?

[00:16:04] 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?

[00:16:31] 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. So that leads into this next conversation, which is the fourth domain of your business, which is the team-building domain. And, you know, we did an episode, the episode right before, we talked about profit. We talked about, you know, just the cost of increasing your revenue per employee,

[00:17:00] which is through effectiveness and productivity and increasing your profit per employee, which is the efficiency and your profitability. Right? So let's talk about this. So the future really is about having A-players, right? A-players only. We've talked about this for years. I don't know how many times we beat that rub. It's A-players only. The past, the present, and the future, right? And the future. Yeah. So it's not about AI replacing A-players, right? We've talked about, we've taught the construct of the four rights. You got to get four things right.

[00:17:29] We got to get the right people. You got to get them in the right roles. You got to get them, they got to do the right work. They've got to do it the right way. And that just is a cycle that goes around and around and around. And it's ongoing. So what changes now, Dr. Steven, in your mind? So when you start looking at the future, the present and the future with AI and virtual and agentic and intelligent layers, how does this look in a remarkable way? How does it help you build a world-class team, right? So let's take it chronologically.

[00:17:56] It helps you identify who your next hire needs to be when you're ready to have the next hire, right? So your RPE, revenue per employee, is like triggers. It's time to start interviewing. Well, I need to start marketing to find that A player, right? That's type two marketing, building your team. It can help you market to find that ideal player based on the cognitive profile of the person you're looking to hire, based on the role you're looking to hire, the problems you're looking to solve, the goals you're looking to reach with your team, right? So who is our next hire? It can help you in the hiring process.

[00:18:25] It can help you in the onboarding process, right? So onboarding and getting them equipped to be able to be capable of being a contributing player in your team, right? That onboarding process, training and equipping and developing all of your people, right? Creating SOPs for everyone. It's just like standard operating procedures, your manuals, having that and being a real useful, tangible tool that everybody is actually referencing. Again, a singular source of truth, a current version of your SOPs, building your training systems

[00:18:55] on those SOPs, generating role-playing scenarios. Now we have our data telling us what the team should be training on and directing them to the SOP and the training videos so that you don't even have to be part of it. It's like automated. So if our compliance starts to drop, to check out in the check-in CA and the associate doctor all get prompted in their role in helping improve patient compliance so that the patients stay on their care plans and stay under care, right?

[00:19:20] So it's like assessing performance, improving onboarding, enhancing leadership effectiveness. Every team member becomes more capable. Every leader becomes more effective. Every system becomes more consistent. Man, I'm pumped for this because we know that 95% of our problems are people problems. So if we could just take a slight edge off of that, we can help solve that problem where it's going to be a game changer. So it's happening. It's here. And it's now going to be about how you leverage it. So let's talk about the money, right?

[00:19:47] So all the domains lead to the final domain. And when we read the, look at the accountability grid from left to right attraction, we attract to convert, we convert to retain, and we build a team, a remarkable team to support that whole process. And ultimately, if we do that really well, it should lead to greater levels of profitability, income and impact and income profitability, Dr. Steven, collection. So let's talk about this because I think from my side, this is an area where a lot of our

[00:20:14] doctors need some help as well and how we can be leveraging AI to give us the level of insights and intelligence that we need to run more, more remarkable businesses, more profitable businesses. So where does this, where does AI hit the chiropractic practices in the collections domain? Yeah, it's both sides of the, of the chiropractic coin, right? The practice and the business, right? So we're talking about both throughput and output, right? Thruput drives output, right? Thruput is patient services, right?

[00:20:41] Output is the revenue and the profit that's produced by the machine, right? So AI, you should be using AI to capture and analyze your financial KPIs, right? So you should look at your collection KPIs and your financial KPIs. Those are two different things, right? So identifying the trends, alerting you to trends, ups or downs, right? So monitoring collections, forecasting revenue, reviewing the profitability, keeping that in check, right? So it's not like an end of the year conversation with the accountant where you're scratching

[00:21:10] your head, looking in the rear view mirror, being like, how the heck did that happen? Right? So surface any opportunities. So you don't have these missed opportunities, improving your reporting, right? So having visibility into your numbers, man, that's how you get peace, just peace on earth. So you're not like fearful or just like dreading looking at your numbers once a quarter or once a year, you should be constantly just being informed, right? So we're afraid of the things that we don't know or understand, right? So bring some visibility and understanding into it.

[00:21:37] And then instead of reacting to financial results after the fact, AI empowered leaders can gain real time intelligence, right? So it's like in the moment you're being informed. It's like somebody's speaking into your ear. Remember, accounting is a language of business. And if you don't speak accounting, you don't understand your business, right? So if you don't understand your business, you can't optimize your business, right? So the only answer there is then do more, right? There's more. It's the tyranny of more. Well, I just need to do more then, right?

[00:22:04] So if you'd like to get underneath the yoke of the only answer is, I guess I just need to do more, work longer, harder, stronger, then AI is going to give you that advantage. So you'll have the visibility that you need to become a better leader, a remarkable leader, an AI empowered leader. Please stick around for more business insights from this week's bonus interview with our remarkable success partner dedicated to helping you more successfully help more people. Enjoy.

[00:22:35] What's up, team? So here I am with the fantastic Sam from MediCloud. Excited to have this conversation. Every single time I have a chat with Sam, we just get down into it about all the needy and gritties about building successful chiropractic offers. And Sam, without stealing your thunder, I know we've done a lot of work for you in multiple locations of ours. Why don't you take us a little bit through MediCloud? Adam, what are you guys specializing? Because I know that you have a few arms. How is it that you help support chiropractic officers? I won't steal your thunder. Why don't you take us through, you know, what do you guys do?

[00:23:04] What do you bring to officers that makes everyone love you? Hey, Bobby, thanks for having me on the show. You know, we started off as an x-ray business. That's our bread and butter. That's what we've always specialized in and we still do to this day. But we've also noticed that there's a massive gap in the technology space. Technology is forever evolving. You know, going to show my age. I remember having a Nokia mobile phone and now everyone's using iPhones and technology has evolved in such a great way.

[00:23:30] It has come so far and has advanced so much, you know, now we've got AI tools and everything else. So the business has actually spread its wings and we encompass the entire technology space. But our biggest point of difference to everyone else out there is we specialize. We live and breathe in the chiropractic space. So we understand your profession. We understand your industry. We understand your workflows. We understand your practice management software, whether you're using PraxSuite, Clinico,

[00:23:59] Spinalogic, Atlas, to name a few. We get it all. And then what we really specialize in is how do we streamline how you utilize this technology and how do we reduce downtime to your clinic, which then improves your clinic's efficiency, which then leads to better profits. And it increases staff morale, which in turn helps improve your patient morale as well. So we look at what we do as, you know, you're a chiropractor for health.

[00:24:29] We're the chiropractor for your technology. You know, a well-adjusted clinic is going to breathe and operate a lot better. And the IT is the nervous system of your business. So I love that you talk about team morale because I think everyone's fear is when the IT stops working or something kind of short circuit. So to make sure I've got this right. So one part of what you guys specialize in is essentially becoming like the IT partner of a clinic. So like if someone has any technology issues, any IT issues, any computer issues, it's like,

[00:24:59] all right, they know, you know, you guys are just one dial away and they've got someone on hand to help support and walk them through that at all times, right? Yeah. Internet phones, printers, computers, wireless networks, the whole lot. Nice. Nice. I love it. That's such peace of mind knowing that. I always tell docs, right, like scare yourself out of the business. Stop being the go-to for everything, especially the go-to for IT. If your team is calling you and being like, hey, our software isn't working or this isn't happening right or, you know, emails aren't set up properly or something's gone wrong,

[00:25:27] you haven't got your business set up the right way. In fact, it owns you rather than you owning it, right? Yeah. Yeah. And look, I mean, you can jump on to chat GPT this day and age and ask AI for help on how to fix something. And truth be told, we utilize it as well, but on more complex things. But the time you spend trying to figure it out and then getting all these step-by-step instructions from AI to go try this, it's an experiment. Well, that's the thing. It's time that we're talking about. And as someone who owns a business, you're looking for ROI and your time at all points, right?

[00:25:57] And so the last thing I want to be doing is going to chat GPT, working out as an IT issue, right? Which kind of leads me to my second question. Probably this is the really important one. You know, as a business owner, they're always looking for ROI. How do I ROI? I love the IT side of things and knowing that I've got peace of mind and I can operate at 100% capacity all the time. But tell me about like the other part of your business. So X-ray, because I know that a lot of chiropractors take advantage of like the ROI. I, for years, had an X-ray facility right next door to me. And so I thought, I don't need an X-ray machine.

[00:26:25] And then when we reviewed the numbers, little did I realize how many people were getting lost between day one and day two, even though there was a radiology clinic down the corridor to the left of my office, like 120 meters from my office. So talk to us a little bit about X-ray as well. And how do you guys monetize that for offices? What are you finding? What's best practices? How do guys, people use you in their offices so they can deliver better experience and also, you know, have another income stream too? Yeah, a hundred percent. And one of the things we come across quite often, and this is a really good recent example.

[00:26:54] We had a clinic who's got three radiology centers nearby. They didn't have their own X-ray machines. They keep referring patients out, especially new patients. A couple of these new patients weren't returning back after they've been referred out. A, you're losing the patient there. But then what ended up happening is they needed to re-X-ray an existing patient. So they referred them out to the local radiology center only for the patient to come back and say, hey, by the way, the radiologist is taking these X-rays. They don't like chiropractic. They don't believe in chiropractic.

[00:27:21] And they advised us against getting an X-ray and against us getting chiropractic treatment. Unfortunately, there's this very old stigma about chiropractic profession. It's still lingering around. And, you know, we're a big advocate ourselves for chiropractic care. And this is one of the biggest challenges chiropractors face out there. You're already copying our flag from other professions, the media and everything else every now and again. You don't need it to come from local radiology center that you're trusting with your patients

[00:27:50] to go and get X-rays done. So it's all about the retention, right? So that side, you start retaining the customer because you're taking your own X-rays. Patients in the clinic with you, they're not leaving. You've got them in there. You can show them the evidence then in there on the spot. That's the biggest advantage. You can privately bill for those X-rays depending on your business model. And I'm sure you guys can help them out with that. And you've also got the ability to get onto Medicare and provide your patient that bulk billing

[00:28:17] capabilities while you're still being able to treat that patient. From a business perspective, I won't sell an X-ray machine into a clinic that's not averaging seven to 10 X-rays per week. So seven to 10 patient X-rays per week. If you say to me, you're doing three to five, I'm like, you're not going to get a return on investment straight away. It'll take you two, three years to get a return on investment. If you're doing seven to 10 patients a week with an X-ray, you should have a return on investment within 12 months.

[00:28:45] And I'm sure you can vouch for that yourself with your clinic running an X-ray from us. So yeah. Yeah, a hundred percent. And look, just little things, right? Like I just zoom out and like to look at numbers and metrics. So here's some direct numbers from our practice. Ready? So I, for years, had an X-ray place next door and I used to think I'm sending them next door and they're bulk billing the whole thing for me, right? So like, does it really matter? And we reviewed our day one to day two show up rates and found that they sat in that period at 77%. Now I get this.

[00:29:14] Once we purchased an X-ray machine off of you, we did the review just six months later and we found day one to day two show up rates sits at 92%. So you think about that, that's the 15% increase of day ones. Now over the course of time, that's hundreds of day ones. And if you know your math and you go, well, the lifetime client value in my clinic is worth anywhere from, in your clinic, let's say it's worth anywhere from three. To five to six grand. You do the math on a hundred of people. Like we're talking hundreds of thousands of dollars, dare I say it, moving into seven

[00:29:43] figures of like lost potential because you guys know it. People have an intention to do the X-ray, but when you add an extra step, that extra step just loses 7% of your people. That's exactly what it is. A hundred percent. A hundred percent. And look, the other good thing about having your own X-ray machine is you have control of how those images look. You're focusing on the spine and sometimes you refer the patient out to a radiology center and the radiographer will do what they feel is needed and necessary, not what you need as a professional.

[00:30:12] So there's that respect from the person taking those X-rays. You might want to do a cervical extension and flexion shots. A radiology center might refuse to do that or they'll do it incorrectly or they'll get the patient to lay on the table and do their X-rays when you need that weight bearing on the images. So it gives you full control over the entire process. And I think it adds a lot of professional value to the patient.

[00:30:38] When a patient sees that you've got this whiz-bang X-ray machine in your clinic, they're like, these guys know what they're doing. You know, these guys are professional. They're up the game. I can tell you a hundred percent. I can attest to the fact that this is something probably you're saying you don't see into because you're not in practice, right? Practicing. But that professionalism around when you finish your day one and you do your recommendations. So we always send for special inflammatory technology that we've got there on site that measures inflammation markers around the body and spine. And then number two, you know, digital X-rays when we tell them, so we're going to jump

[00:31:08] to the room next door. And because the money model affords it, you don't obviously say that part, but you say, hey, we've got a radiographer here on site. He's going to get all X-rays done. His name is, you know, whatever his name is, Sam. He's going to take great care of you. Get those scans done. Let's get everything turned around. I'll get it back within an hour. Let's get you back in here as soon as possible. Like that, A, project a certain level of professionalism. Here on site, the room next door, absolutely room right next door, right? Second part of that too is they see that we're working with urgency.

[00:31:37] They see, they're like, dude, you're going to get this back in like an hour. So they all send mirror and match you. Let's get you back in for your report. How about this afternoon? Okay, what about tomorrow morning? Like done. They all send mirror and match that urgency compared to look, there's an X-ray place down the road. Go down there when you get a chance, get the X-ray. Let's put your report in for three or four days time and use time kills all deals. You know what I mean? 100%. 100%. That's where it is. Cool, man. I know you've helped a ton of officers and I only hear good reviews.

[00:32:04] So who's the best person to reach out to if someone's listening to this? Who is the kind of person that should reach out and get in contact with Sam? Look, just ring us on our 1300 number, 1300 658 103. So I'll slow it down. 1300 658 103. You can get through to that line literally 24-7 and just raise your inquiry and they'll put you in touch with me directly or they'll step in and assist you with the initial process

[00:32:32] from floor plan design through to quoting. And you got any technical questions or business related questions on how to utilize X-rays and things like that. I'll obviously steer them back in Bobby's direction, but yeah, look, I'll be able to answer. And I was going to add that as well. If anyone's got questions, if anyone wants to talk to someone in clinic first doing this successful across multiple business units, just reach out to me, guys. Most of you guys know how to find me. Reach out to me. I'll take you through how do you make it into a great model and great business model and monetize it, great money model.

[00:33:02] So it's an absolute no brainer. So you're literally one month after installation, turning around and going, why did I know this years ago? Yeah, exactly. Nice one. All right, brother. I love it. Thank you so much for your time and I appreciate all the great work you're doing. And guys, there you go, Sam from MediCloud. So make sure you get in contact. This is one contact that you won't regret. So make it happen. Thank you. Thanks for the support, everyone. Thanks for listening to this episode of the Remarkable CEO Podcast. Remember, what the world needs now is chiropractic.

[00:33:31] 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.