Growing A Bad-A** Chiropractic Business Without Sacrificing Family or Freedom (Another TRP Success Case Study)

[00:00:00] Everybody wants freedom, but I think what they're really saying is they want optionality. They want the opportunity to get to adjust rather than have to adjust. They get to go on a lunch date with their wife. They get to decide to take their kids to school, to make breakfast, hang out with their family, do whatever they want, right? So for me, in order to get that durability, I had to really take hold on our cadence of training.

[00:00:38] Hello and welcome to The Remarkable CEO Podcast, a show dedicated to chiropractors who want to transform their job into a business so that they can have a remarkable practice as part of a remarkable life, not instead of one. With your hosts, Dr. Pete Camiolo and Dr. Stephen Franson.

[00:01:02] So the purpose of a business is to solve a problem for another person, right? So the purpose of a business is to add value by solving a problem for another business. So you came to us for coaching. You wanted me to coach you. Initially, how did you show up? You were looking into the future and you saw, you know, what's around the corner. Like, so what specific problems were you coping with, dealing with, knowing you wanted to compress time and accelerate by starting with us? Yeah, I mean...

[00:01:31] You should tell first, we have that whole... Yeah, for sure. So Dr. Jesse Jacobs, founder of Freeform Chiropractic, one of the fastest growing franchise companies in the chiropractic industry.

[00:01:42] When I came to TRP in 2024, which was just a short two years ago, it seems like I had to go back into my records and be like, when did I join? Because it's felt a lot longer just with what we talk about compressing time. Dr. Franson, at the time I came with, I think we were at seven locations, multi-unit enterprise.

[00:02:06] And what I felt like is I built a culture, a reproducible system. On paper, we looked really good. But that was the problem is I didn't have accountability. I didn't have organizational charts. I didn't have centralization. There was so many missing pieces.

[00:02:25] I felt like I was just white knighting everything. There was no flow, organization or cadence to or structure to my life. And growing an enterprise as well as my wife and my four kids. Man, I just, I felt like I was drowning.

[00:02:44] When you have four children, you know, someone asked, hey, what is it like having four kids? A fourth child is like when you are drowning and someone hands you another child, you know, and that's what it's like for the practice.

[00:02:56] There's so many parallels with growing a healthy, successful family, with growing a healthy, successful multi-unit enterprise. They are children. Your team are family. And it's so hard. And you have to have an organization with structure and a cadence and a rhythm.

[00:03:15] And so going into TRP, I didn't have that. I didn't know what I didn't know, but I knew I needed something. So I seeked you out, Dr. Franson, because I know you built it and I wanted to compress time and I wanted to get someone on a mountaintop that's been there and give me the road.

[00:03:33] So talk to me specifically about your process. Like, so you showed up, we did some vision casting. You helped me understand what you were trying to create, right? So how important was it to get that level of clarity? And then we got to work, right? We started making some additions, changes, brought in more of a reporting system and meeting rhythm. Speak to that a bit.

[00:03:56] Yeah. I mean, what was incredible about when I joined TRP, I immediately got immersed into the TRP manuals and the systems. Now we already had a lot of those things, but the organization was so dialed in that it helped me with clarity. It helped me with structure. But what I remember back in 2024, when I joined was when we met for private one-on-ones, we didn't talk anything really business.

[00:04:23] We talked, it was definitely business, but it was life. It was vision. It was what does success look like? It was me and my wife, Emily. It was our kids. It was the bigger picture of what we were trying to achieve with the mission of Freeform. A purpose statement versus a mission statement. Totally different. And we were, our purpose statement was our mission statement. And it was, there was just a lack of clarity.

[00:04:50] So when I came in, I was able to get very clear first personally with what we wanted. Then we moved into professional on the vision, the big picture. What is the, even the, the one, three and five years and the three, five, 10 year goal. We never really got objective with those numbers. It was just like, ah, I want to open up a lot of offices. Oh, I want to make an impact. I want to create the gold standard of chiropractic. I want to open.

[00:05:17] But getting those numbers got us very clear. And as you mentioned, when you get clarity, that is one of the greatest accelerants you can get.

[00:05:26] For sure. I know you are a numbers guy. And what that means is you appreciate what the numbers tell you about your business and about your practices, right? So what kind of upgrade has it been to real get clarity around your data and become more of a data driven business versus like an instinct driven? Cause you've got great instincts, but God wants you to be one part gut, two parts data, right?

[00:05:48] For sure. And, and I think that was a huge aha moment for me because when I, you, you have to be numbers driven, but for me, I would just look at my bank account and see it growing. I wasn't a P and L type of guy. I'm more of that visionary.

[00:06:03] One of the biggest impacts that TRP gave me and the free form system and the free form franchises was the numbers and the trading training cadence. So if we were going to dive into the numbers, it was KPIs. He was holding people accountable. It was making sure everybody understands they are all responsible for this, but this one person is accountable.

[00:06:27] And you, we can dive into CEO KPIs like revenue per employee or CPL or all those fun things, but really giving me a unit level. So I was looking on, on our unit levels, seven locations. When I joined now we're at 11 locations with three more in development. I was able to look at unit level. And before I was guessing at what was the problem?

[00:06:53] Look, their new patient numbers look good. Their conversion looks good. Why is our lifestyle patients staying and plateauing or dropping lower? So now with the KPIs, that was one of the biggest impacts, which by the way, one of the hardest things ever to implement. You warned me. So difficult to implement the KPIs, especially if you're not doing it.

[00:07:16] So now we start new office KPIs, our monthly cadence, our quarterly, our mid-year, our one-year. I mean, it's incredible once we get the metrics of each individual unit, how we can now diagnose the problem and we can also hold the standard.

[00:07:36] The standard is key at our HQ, our mothership office. I've noticed as you grow, the standard starts to get watered down. The systems start to get watered down. And if you don't have that structure, accountability with KPIs, there's no way of diagnosing the problem and fixing it.

[00:07:55] That's exactly right. So there is entropy rules, right? So that's a universal law. So things are moving from a state of order to disorder, right? So entropy is bringing things back together, introducing a intentional force or energy that will reorganize it, right?

[00:08:10] So if you're not tracking the data and you're not training your team based on the data, you are experiencing drift, especially as you have multiple practices, multi-sites. You can't be physically present and observing and trying to control everything, right? So you have got to become data-driven. Otherwise, you're going to be emotionally driven and that is going to be exhausting, right?

[00:08:34] So speaking of exhausting, building a world-class team is the biggest job and the biggest challenge for any business leader, business owner or CEO. I think you're an excellent leader. So what's your experience been with working with Remarkable Practice, coaching with me when it comes to building world-class teams? What's that been like?

[00:08:55] Well, just the framework that you gave me from calls that we've had within the last couple of weeks as we grow, as we build the centralized HQ of Freeform. I mean, it's been incredible to be like, hey, A players only, right? There's no conversation. It has to, if you have a B player, that doesn't work.

[00:09:17] And I remember you telling me a story about when you were on a plane, someone was like, what do you do? And you say, I build world-class teams. And they're like, and that's what I preach to my team is that, hey, we are the standard. We, this must be a world-class team. So in order to build a world-class team, well, you need the culture, you need the structure. What helped me significantly, which I haven't talked to you about in depth was our PPFG.

[00:09:45] You know, what you brought was so important. I had a conversation with one of our team members. One of her PPFGs were to grow her skillset, her knowledge, become a leader, become a trainer. And in her head, she thought that meant become an office manager.

[00:10:02] Now that was not on her PPFG. She just had all these at one, three and five years. We have a new office and we were going to move her to that new office. She said, hey, that's not what I really thought I wanted to do.

[00:10:17] Then I pulled out her PPFG and I say, look at what you put here. You never in here. Did you say office manager? You said you want this and this. Now we have the opportunity. And she's like, you're right. You did. We did put that down. I put that down. Maybe I'm just uncomfortable. And I said, that's what I'm here for. I'm here to put you in challenging situations because that's where you grow. So if I didn't have that PPFG, what I'm getting to here, Doc is saying, I would be almost,

[00:10:46] she would feel like I'm forcing my vision on her with the PPFG that she did two years ago. I can go back and say, this is what you wanted in three years. You're going to get it in two. And it just is so, it was so beautiful because It's such a powerful framework that personal, professional, financial goal setting and goal getting, right? So we call it goal getting. So being able to create that. Now we're running a team and leading a team based on their goals, not the goals that we are yoking them with, right?

[00:11:15] It says, it's like, let's talk about what you're trying to accomplish. And I'm going to show you how you can realize all of your personal, professional, financial goals right here inside of this enterprise, right? So you don't lose those eight players who are like, oh, I got a job that I couldn't say no to is like, if people run out of vision, they run out of your business. And that doesn't mean just your patients, right? So it means your team. So talk to me, like, I think you are, you know, we teach the two sides of the practice coin, right? So we've got the chiropractic coin, the practice side and the business side.

[00:11:45] You are one of the most well-rounded chiropractors that I know from both the business side and the practice side. I know you're a passionate chiropractor. I know you were at a badass chiropractic office when you were the pilot in the F-16. How important is it to have these systems in place and have this, have the structure in place so you can go from being the machine to being the person that builds the machine?

[00:12:06] Yeah, I mean, so one thing that as a CEO, when you're white knighting everything, you're doing everything, there's no durability in that. And I love the phrase, you know, durability, the fruit of durability is optionality.

[00:12:23] What I think, the framework that I used to work on is you want freedom. You know, you want freedom, but freedom, there's a dichotomy to freedom, right? You know, you want freedom, but you had to fight for that freedom. And now you got to hold that, those standards. How do you keep that freedom? Look at America. America was in 1776 declared independence. It has freedom, right?

[00:12:50] But now the real work sets in, which is the rules, the law, the structure, okay? Protecting that freedom. Protecting, exactly. So everybody wants freedom, but I think what they're really saying is they want optionality. They want the opportunity to get to adjust rather than have to adjust. They get to go on a lunch date with their wife. They get to decide to take their kids to school, to make breakfast, hang out with their family, do whatever they want, right?

[00:13:19] So for me, in order to get that durability, I had to really take hold on our cadence of training. We were already training well, but there was no centralized training. So we created a weekly structure of training.

[00:13:34] We, I've spent the last year and a half since joining TRP to build the infrastructure, the foundation of that durability. So we can teach our doctors, our franchisees, our CAs, how to grow, lead and build it. And I'll say one other thing.

[00:13:52] In the enterprise level, when you're a CEO, you might have these A players and they want to grow. And the cool thing about having the TRP systems and the structure is there's levels to it. So if you have an amazing CA who grows into an office manager, she goes from Sika or Coca to office manager.

[00:14:11] She has opportunity to grow into the HQ, into the corporate side. So like you can, you can clearly say to someone, Hey, there are endless opportunities in this group, in this company. And then your A players thrive and they know they can eat what they kill. A hundred percent, man. I love that.

[00:14:30] Hey doc, Steven Franzen 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. Is this true for you? Do you own a business or a job? Have you built and do you run your practice on brute force?

[00:15:00] Does it rely fully on your time, your effort, a pound of your flesh? Are you responsible for all growth, for all new patient generation? How about new patient conversions? Is it all up to you? How about patient care and delivery? Are you a sole practitioner, an owner operator who owns the practice, but is also the only one that is head down and bum up taking care of all the patients? Is revenue generation or collections all up to you? Let me ask you the most telling

[00:15:30] question. Doc, what would happen if you took 90 days off? What breaks? In my experience, most on purpose chiropractors do not lay awake at night worrying about their practice. They worry about their business. Let's slay that dragon. The remarkable CEO program has helped hundreds of chiropractors just like you turn the job that they love into the business that they've always wanted. Are you ready to run and build your practice on leverage instead of brute force?

[00:15:57] Do you want to create the scalability and durability that will allow you to make a bigger impact and a bigger income? What would it mean to grow your practice, increase your productivity and your profitability? Do you want to get your time freedom back? Are you ready to turn your pirate ship into a battleship?

[00:16:13] If this sounds like you, then the remarkable CEO program is for you. Just last year, 53 of our remarkable clients received the seven figure club award, meaning they hit the million dollar mark for the first time or their next million dollar level. Be it 2 million, 3 million, 10 million, up to 36 million and growing. Now, Doc, is it crazy to imagine that your practice could be next? Click the link below and learn how to apply for the next cohort of the remarkable CEO program.

[00:16:42] We look forward to working closely with you in creating the business that supports your remarkable life, not competes with it. So talk to me about growth in the business. So in the last couple of years, you guys have gone from, let's call it seven clinics to 15 clinics. What kind of top line revenue have you seen that business in that two year period do?

[00:17:02] Well, I mean, unit level versus like system wide. We've seen our unit level grow from around 500 K per year to around 750 K per year gross. And I think what the numbers don't tell you is also the durability of each of these offices, because this is also growing offices with growing CAs.

[00:17:31] These doctors are opening multi-units. So this is an office that now is not running on the solo founder doctor. They are now more moving into the operator to owner to overseeing and making sure the machine is running properly. Yes. Overall, like my mothership office is a $2 million practice.

[00:17:52] And that practice is completely running without me, which before when I joined, I was kind of one foot in, one foot out, you know, jumping in, saving the day. Me and you have had multiple conversations about white knighting it. That office I can step away from for 90 days and I can watch it continue to grow. Yes.

[00:18:13] The hard part about enterprise level is, you know, you're growing in market, you know, so like there's unit level economics, but then now we are pretty much taking over the DFW Metroplex. So I have to also look at that and seeing all of our offices are profitable. Our month one is growing in terms of launch.

[00:18:34] So where our normal gross revenue would be 20 to 30 K on their first month, our last office just broke a record 45 K in its first month. Unbelievable. So just really pressing time. Right. So that's that at the end of the day, it's compressing, compressing time. You're making fewer mistakes. You're making better decisions faster. Right. So, and probably with more confidence, it's coming with the experience, but you've also had some new systems.

[00:19:04] Systems, processes, tools, frameworks that you can just plug in and test them. You've seen them work and now you can just run the software. Right. Yes, sir. And I think for me as the CEO, what it's allowed me to do is I feel like, you know, God gifts you two or three gifts and I've been able to really exploit my gift after running the TRP systems.

[00:19:29] And what I mean by that is you gave me the framework of there's teaching, there is training, and then there's coaching. I love coaching. I coached my kids, soccer, flag football. I love it. I get something out of it. I get fulfilled. I know you feel the same way. I feel like God gave me this gift of communicating and challenging. I'm just a natural born challenger.

[00:19:54] I was stuck in the training and teaching all the time. And now I'm moving into this coaching identity where I can truly coach my franchisees, my doctors, fine tune the machine rather than be the operator, teaching them, and then just training them. So I've been able to evolve into the identity, which I think will move this company forward at a higher rate. Yeah, buddy.

[00:20:23] You know our tagline is it's about creating a remarkable practice in business as part of a remarkable life, not instead of one. Right. And the solution is to create the remarkable business that supports your remarkable life and not competes with it. Right. So talk to me a bit about there. I know we share this in that our marriage and our families are a huge part of our lives, but it is the number one priority in our lives.

[00:20:52] How has the remarkable practice helped you actually be congruent with that? Yeah. I mean, from our first coaching calls, talking nothing about the business and talking about our family and our wives and how they have committed to this life of uncertainty, this life of craziness. And my wife is a certainty person. That is one of her basic needs. So this has been a really interesting journey.

[00:21:20] We are celebrating our 13th year of marriage coming up this week. Every year we've been able to mature. I just think the last couple of years by joining TRP and having been coached by you personally, it's allowed me and my wife to get closer and stronger, which is then also going to obviously have a ripple effect to our kids and to the practice. So coffee dates sound so small, but scheduling that on our calendar.

[00:21:48] When I saw your calendar, I was like, I am such a rookie. Like I am not scheduling my day. My day is scheduling me. I don't, I feel like I'm just drowning and I'm just trying to get through anything and everything right now. And then I got interrupted in the noise takes over what's important. And I don't feel like I'm really moving the needle. So I've been able to get my calendar really dialed in. And that means scheduling time.

[00:22:15] I mean, I have breakfast with my family on my calendar on certain days and my kids know I'm at home cooking breakfast, hanging out with them. Me and my wife go on our coffee date and we talk about life, business, the rhythm. We talk about what we got over the next couple of weeks. We talk about our home we're building. We talk about two, three years down the road, five years down the road. What are we going to do in 10 years? And it's just, it's what life is all about.

[00:22:45] You know, we, I felt like before TRP, I was lost. Now I'm closer to my wife, closer to my kids. My calendar is getting dialed in even more. And it's really fun because when you get into practice and you grow it, you get consumed by it. And as a founder and as a leader of your practice, you can sometimes drift from your family. You could drift from your, from God and spirit.

[00:23:13] And what this has done is it's gotten me back to a rhythm that keeps me grounded, keeps me grateful and keeps me connected to my family, which is obviously the most important thing. Awesome. Awesome. Thank you for saying that, man. That really feels very fulfilling to me. So thank you. Yeah. Favorite comment you've made. So last thing I'm going to ask you is you are in a mastermind group. This is a very unique concept, right?

[00:23:38] So it's, you're not in a room with just a whole bunch of chiropractors at different places in their life, right? So you're, you, we curate our mastermind groups, a small group mastermind somewhere between six and 10 other like-minded pipe hitting chiropractors that are also business entrepreneurial in nature and running enterprises, multiple brick and mortars or companies or businesses that are servicing the chiropractic industry. So business is business. People are people.

[00:24:04] How important it has it been for you to be in a group of like-minded people and having accountability to a mastermind group in a creative process where we're not just getting sucked in playing problem whack-a-mole every day? Because when you run an enterprise, there are no shortages of problems. You could just spend all of your time playing firefighter problem whack-a-mole. What's this experience been like for you having a mastermind of other like-minded entrepreneurs in an enterprise setting?

[00:24:30] Yeah, no, it's been, it's been amazing having a room of doctors who are all struggling with some of the same problems that you've had in the past, or maybe that you're going to have in the future. And, and being able to just talk and chat. And also it's a mastermind, meaning it's a master of all the minds, you know, you, you are facilitating and leading it, which I love.

[00:24:57] And you can chime in and throw in certain things that people need to see with certain problems that some of the doctors are having, but it's just been, you got to step into these new rooms because the, the rooms are where you grow. You know, it's, it's just like we talked about at the seminars, the seminars where you get taught from the speaker on the stage, you're going to learn stuff. But where you learn the most is at the restaurant with the other doctors who are talking about the real problems that they have.

[00:25:24] So when you get true transparency from other doctors in similar situations with whether it's multi-unit, they're dealing with not having the standards set for their team or, Hey, is the market a little off right now? What are you guys seeing? I will tell you this, when I was alone, starting my practice, I couldn't turn to anybody. I would reach out, Hey, this is the problem I'm coming across. And people would be like, Oh, that's a, that's a good problem to have.

[00:25:53] Like, why don't you just be grateful for it? People would come on, they would think I'm like being cocky. And I just like, can I not find someone that in a group of people who, who know what I'm dealing with and they know where I'm coming from. And that's what I've found in the mastermind is a group of doctors who are trying to do big things for themselves, for their families, for the industry of chiropractic. And so just being part of that is very meaningful.

[00:26:19] And knowing that we can have that cadence of communicating and processing our problems and solutions through that group has been invaluable. Awesome, man. Dr. Jesse Jacobs, you're awesome, brother. I would take a thousand copies of you. Appreciate all that you're doing for chiropractic and for your chiropractors. Appreciate the trust, man. It's a privilege to coach you. And I really appreciate the implementation, right? So I always say to my clients, you guys are like patients. You can tell people what to do and adjust them.

[00:26:48] But, but really this is a done with you, not a done for you program. So I appreciate the trust and the implementation, right? Good, great, but implementation is everything. It's my honor, doc. And I'll tell you, I've talked to you about this when we first met. I first saw you speak at Cal Jam in 2012 with one of my mentors. And I was out there and I saw you speak. And I was like, I really like that guy.

[00:27:14] And to go full circle now, 14 years later, you're my mentor, my coach, my big brother, my friend, man. It's just, it's just amazing to, to see what this chiropractic profession can truly, how it can impact you, how it can give you the life of your dreams. If you have the right people mentoring you, teaching you, and you're not going at this alone.

[00:27:39] So for anybody who is a CEO, building an enterprise, having dreams to do these types of things, I cannot recommend Dr. Franson and the TRP system enough because of the intangibles that they give you, not just the systems, but the coaching and having been up that mountaintop and scaling other mountains now and trying to help people with the right intention. That's, that's what I love about your group and your coaches and your team, Nina and the whole crew. Awesome, brother.

[00:28:09] Appreciate you. Thanks for that. God bless you. All right, bro. Later. 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. 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 a successful chiropractic offers.

[00:28:39] 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 and 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? What do you guys do? What do you bring to officers that makes everyone love you? Hey, Bobby. Thanks for having me on the show. 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.

[00:29:07] 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. 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.

[00:29:33] 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, 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

[00:30:00] 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. We're the chiropractor for your technology. You know, a well-adjusted clinic is going to breathe and operate a lot better.

[00:30:27] 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, 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.

[00:30:56] 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, you haven't got your business set up the right way. In fact, it owns you rather than you owning it, right? Yeah. Yeah.

[00:31:24] 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 in your time at all points, right? And so the last thing I want to be doing is going to chat GPT, working out of an IT issue, right?

[00:31:53] 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. And then when we reviewed the numbers, little did I realize how many people were getting

[00:32:20] 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. 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, 100%. And one of the things we come across quite often, and this is a really good recent example. We had a clinic who's got three radiology centers nearby.

[00:32:49] 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 a 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. And they advised us against getting an x-ray and against us getting chiropractic treatment.

[00:33:19] 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 already cop enough flack 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 to go and get x-rays on. So it's all about the retention, right? So that side, you start retaining the customer because you're taking your own x-rays.

[00:33:49] Patients in the clinic with you, they're not leaving. You've got them in there. You can show them the evidence then and they're 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 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

[00:34:19] 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. And I'm sure you can vouch for that yourself with your clinic running an x-ray from us. So yeah. Yeah, 100%. And look, just little things, right? Like I just zoom out and like to look at numbers and metrics.

[00:34:47] 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 him 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 short rates and found that they sat in that period at 77%. Now I get this. 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 short rate sits at 92%.

[00:35:14] So you think about that as a 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, is worth anywhere from three. To five to six grand. You do the math on the hundred of people, like we're talking hundreds of thousands of dollars, dare I say, moving into seven 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.

[00:35:43] 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. So there's that respect from the person taking those x-rays. You might want to do a cervical extension and flexion shots.

[00:36:12] 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. 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 100%.

[00:36:40] 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 recommendation. So where you 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 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.

[00:37:09] 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. Wow, you got 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. 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 rapport. How about this afternoon? Okay, what about tomorrow morning? Like done.

[00:37:37] 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%. So it is. Cool, man. I know you've helped a ton of officers and I only hear good reviews. 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.

[00:38:06] 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 in touch with me directly or they'll step in and assist you with the initial process 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.

[00:38:36] But yeah, look, I'll be able to answer. And I was going to add that as well. 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. So it's an absolute no-brainer. So you're literally one month after installation turning around going, why did I know this years ago? Yeah. Nice one. All right, brother. I love it. Thank you. Thank you so much for your time and appreciate all the great work you're doing. And guys, there you go.

[00:39:05] 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. 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.

[00:39:30] And if you'd like to connect with us personally, direct message us on Facebook, LinkedIn, or Instagram. Now go and be remarkable.