How to Go From 2 Clinics to America’s Fastest Growing Chiropractic Enterprise Without Becoming the Bottleneck (Another TRP Success Case Study)

[00:00:00] Structuring your business to grow gives it the ability to grow. We were going to grow anyway, Caleb and I say all the time, we're pushing a snowball off the hill, it's already on its way down, it's going to grow. I just don't think it would have been the vision we had without the structure that you brought in. So whoever's listening and they need to, you think you know it, you don't. Trust me, you don't. You need the structure that you don't even know exists.

[00:00:36] 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.

[00:01:00] What's up, Remarkables? Excited to share with you another success story, another case study of one of our remarkable coaching clients. Another doc, another chiropractic business owner like you who has created the business that supports their remarkable life, not competes with it. We know that you're going to find these stories as informative and inspirational as we do. Check this out. So tell us the story, guys.

[00:01:23] Yeah, so about eight years ago, Chad and I got together and we decided that there needed to be something to really help patients dealing with bulging and herniated disc. And so my background has been more high volume, principled, family style chiropractic care. Chad, and we graduated chiropractic school 21 years ago together, so we've known each other for a very long time. Chad's always done spinal decompression at a high level, utilizing the best technology and so has a ton of experience there.

[00:01:52] And so we had a phone call. We were like, what if we took the things I'm good at and you're good at, marry those together, and then we created this thing that is now Genesis Back and Neck. And so we created one office. It took some time. We edit, refine, edit, refine. One really trying to attract the right type of person, so we're just treating bulging, herniated, degenerative disc. It's literally the only thing we treat. And we've got an 88% to 91% success rate due to the technology, due to the protocol that Chad's developed.

[00:02:22] And I started looking up and seeing my chiropractic heart was breaking a little bit because it's like, man, so many of these people had done a care plan with a bunch of chiropractors. They had tried everything, and then they're just left to drugs and surgery. And we all got into chiropractic because we're trying to save people from drugs and surgery. And I was like, okay, there's a whole subset of people out here that are struggling with no answers. And so we were able to provide those answers, and it went incredibly well.

[00:02:50] That one office turned into two, two into four. We had no idea what would happen. And now we're around 95 offices in 28 locations. And it's been a wild ride. Yeah, it's been fun. That's for sure. So what we've been able to do is, and this is one of the strengths of our company, is our partners.

[00:03:11] And so rather than us fly around the country and negotiate leases and tentative improvement funds, we partner with already amazing chiropractors that are already successful in their own right. And then we open up a bolt-on business inside of their already successful chiropractic business. So we create a brand new Genesis Back and Neck entity inside of their chiropractic office. We provide all of the marketing. We generate all of the leads digitally.

[00:03:38] So you're not relying on your flow of patients that you're having to redirect over to this business. We generate brand new leads. There are people that are struggling with bulging and herniated discs. We have 28 girls on our lead management team that call, email, text, and book the leads to your schedule so that doesn't fall on your existing staff. And then we help the doctor in terms of how to perform the consult, how to qualify the patient, and make sure they're actually a good candidate for what we do.

[00:04:06] And then how to present it in such a way that it's the only logical solution to the problem they're facing. We literally draw them to they understand that this is going to take a surgical intervention or true spinal decompression, which we're biased about. And those are really the only two things that are a mechanical solution to a mechanical problem. And so we have it structured in such a way that we don't make money unless our partners make money. And none of us are making money unless we're helping a lot of patients.

[00:04:31] And so it's been just really incredible, the ecosystem of kick-ass chiropractors that we've attracted. And things are really fun. And we're on a mission to save a million people from spine surgery. So I have the opportunity to get eyes in onto a lot of chiropractic businesses. So there's two types of businesses that we spend our time with. So it's actually chiropractic businesses, practices that are delivering chiropractic care.

[00:04:57] And then there is this whole subset of enterprises that are serving the chiropractic profession, right? So enterprises like Genesis, right? So I get eyes into a lot of the businesses. And like we like to say is you help us help more people help more people, right? So that's where the category you guys are in as an enterprise. And, you know, it's been great for me to watch, you know, now as an insider. I first, of course, was observing and watching you guys from the outside from the start.

[00:05:25] But now as an insider, I always ask just two questions. Does it work? And does it work? Number one, does it work? Like the promise that you're making. Are we saving people from back surgery? And does it work? In other words, does the business model work? Can you scale this thing profitably? And do you deliver on the promises to your partners? And it's so awesome to watch you guys. And I'm a big advocate because I just am really proud of the work that you're doing. I think you represent our profession really well. And you're filling a gap, right? That definitely exists in the chiropractic space.

[00:05:53] So the purpose of a business is to solve a problem for another person or the purpose of a business is to solve a problem for another business. So you guys sought coaching, right? So Caleb, you and I started working together. We met at the UAC. We met at the Ultimate Achievers Club. And we have had stages of our relationship. You guys came in as a success partner for TRP. Then you and I started working together. I was actually coaching. I have been coaching you and your team from a practice level as you wanted to create more

[00:06:22] durability and create more time freedom and make sure that you could step away from that practice without the practice just contracting, right? And atrophying. So that's where we started really our coaching relationship. And then you brought me in for Genesis as an enterprise working with this company now. And I'd love to have that conversation a little bit. And then we'll hear from Dr. Chad as well around this. But what was that process like for you? Why did you bring the remarkable practice in to help with your practice first?

[00:06:50] And then why was it an obvious choice to bring us in as an enterprise coaching? Being in practice for 21 years, I've got a lot of experience with various different coaching groups. And I've had great experiences with some and less than great experiences with others. I felt like most all of the coaches that I've had in the past, while they've had impacts in my life, they had a very small niche. It's like if you were struggling with this coach could help you get through that. But once you're through that and you're struggling with something entirely different, maybe not the best fit.

[00:07:19] And so I've never seen anything like TRP that could handle both sides of the coin. I felt like a lot of times you either go all in on the philosophy, on the principle, on chiropractic zeal, which I love. But the business suffers and you don't have the profitability or the understanding or the KPIs. Or you have somebody that's so hard on the business, but they've basically forsaken the chiropractic principles.

[00:07:46] And TRP has literally both at the highest level that I had ever seen. And so while I will say I was a little jilted, jaded, skeptical, healthy level of skepticism, everything I saw is like, holy cow, this is insane. Also help to become personal friends with you and see how you operate as a human and a man and a husband and a dad and go, whoa, man, there's something there that was super attractive.

[00:08:13] And so Chad and I feel like literally what we've been able to accomplish with Genesis is a true gift from the Lord. Like we just, we tried to be the very best stewards of it. And as a result of that, we're very guarded about anyone from the outside coming in and going, oh, you know what you guys should do? We should change this. And we should, it's like, hold up, hold up. You know, we're trying to make sure that we were very guarded. And so when I got to talk to Chad about you initially, he was like, well, let's, you know, let's see, let's see.

[00:08:41] And it didn't take very long at all. And I'll let Chad speak to this next. But to be able to have you as a mentor and a guide, as our business grows, we feel like it's a little bit of a superpower to be able to see around the corner. And we're like, yeah, man, everything's good. It's growing. And you're like, yeah, but here's what's coming. And to be able to have the foresight to go, okay, we see that there are issues that will come. And then how do we prepare for those to really, to set ourselves up for the absolute best success.

[00:09:11] The most important thing for us is as we grow, that our partners don't get a diminished experience. It's like, as things grow, I felt like service suffered or anything suffered. We really feel like right now, as we're growing, where we have the absolute best version of our product, of our company, of our partnerships, our friendships that we've ever had. And man, that's a huge thanks to you. So Chad, how skeptical were you when I was like? Yeah, I mean, I hate that for you, Stephen. I love you.

[00:09:41] I love you now, man. But I didn't want anybody coming into our culture. I'm like, this is our baby. I'll never forget Caleb and I sitting there when we first started. We're just sitting at a table and we look at each other and we're like, in our very first clinic, we just started the marketing. It's like, can you believe we made $20,000 extra this month? And he's like, I know, man, if we could just do that every month, like we're winning.

[00:10:07] And then it's like, well, can you believe we made $80,000 this month? And just that one location. And then it just started to become this thing. And when you said, does it work? And does it work? That's been my whole mantra since the beginning. It's why I created the protocol we use, because there was no standard of care in the industry. It was all just the Wild West. This guy's doing one thing, the guy's doing one thing. But when we dial it in and then we put all this together, what I know and what he knows,

[00:10:34] and we're sitting here like, we're going to make a million dollars in this one clinic and we're helping more people with this than we ever have. And now to look up and there's 70 something active clinics, 95 total, 20 in onboarding, we're going to do 50, 60 million this year. It's like, how in the world? So when he said, we're bringing somebody in, I'm like, hell no, we're not doing that. But it has been probably one of the greatest things I could ever say I've seen happen. Because being a numbers guy, I knew what we were making.

[00:11:04] I knew how to do it. I built the dashboard. I did all that stuff. But then you're like, have you looked at it like this? And I'm like, holy cow. No, I never have. To be good at what I'm good at. I don't know. It's been a beautiful little ride so far. I know the future is just getting bigger. I love it, man. Well, I appreciate you guys are, you represent both sides of the coin to me, right?

[00:11:32] So, and I do love being that two sides of the coin. And I know who to talk to when I'm talking. And that's what makes you guys such a powerful partnership. One plus one equals 11 with the right partnerships, right? So, Chad, we've been talking about KPIs, metrics, data, being a data-driven business and recognizing that you can't scale an organization on your gut and your instincts, right? So you need to be one part gut, two parts data, right? So God gives us a good instinct, right? It's GPS, right? Our God positioning system.

[00:12:01] But we need to buttress that instinct with data. So I know you're a numbers guy. And what have you been implementing from the Remarkable Practice, the CEO program, from our enterprise coaching, like specifically when it comes to reporting systems, KPIs, et cetera? Yeah, the big thing for me was, yeah, you're right. Like it felt a little bit like we were running on gut for a while. I'm a data guy, but it's not like I went to school to be a stats guy. You know, I went to school to be a chiropractor. I'm going to save people from disc surgery.

[00:12:31] So I built some dashboards and we were able to see what we were doing. But then whenever we implement the scoreboard and then the scorecards and you have all these things where you infinitely break it down to what do I own? Like what data do I actually own? What can I move the needle on? And then, okay, we're bringing in a cool team. They all love it. They're all in. They're great people. But what do they actually own?

[00:12:57] And then when you can get to that level of, and I say clarity, and I hate to keep saying that, but that's really what it is. Right. You're no longer just, you know, you're no longer just with a little flashlight walking in a dark room. I mean, you've got a 10,000 amp spotlight that you can see everything. And then everybody knows what everybody's supposed to be doing, which means that you can actually hit the numbers. And so big thinkers like Caleb and I, we can now look out there and say, do we want 400 clinics?

[00:13:27] Well, now I know exactly what we have to do 400 clinics because these KPIs, when they line up and you work them like they're supposed to be. We had KPIs, but it was just kind of like thrown on a wall. So it looked like a bad abstract painting. And now it's all like coming together to form like a real picture. I'd say that's probably the most valuable thing I've ever seen since we started. Hey, Doc. Steven Franzen here. If you're like me, you know that we're in the business of saving lives.

[00:13:56] 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? Does it rely fully on your time, your effort, a pound of your flesh?

[00:14:27] 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 question. Doc, what would happen if you took 90 days off? What breaks?

[00:14:56] 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? Do you want to create the scalability and durability that will allow you to make a bigger impact and a bigger income?

[00:15:25] What would it mean to grow your practice, increase your productivity, and your profitability? Do you want to get your time freedom back? Are you ready to turn your pirate ship into a battleship? If this sounds like you, then the Remarkable CEO program is for you. Just last year, 53 of our Remarkable clients received the 7-Figure Club Award, 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.

[00:15:55] Now, Doc, is it crazy to imagine that your practice could be next? Click the link below and learn how to apply for the next cohort of the Remarkable CEO program. We look forward to working closely with you in creating the business that supports your Remarkable life, not competes with it. Dr. Caleb, talk to me about team and how important it's been for us to get your accountability chart right and get your team organized and make sure we have the right people in the right seats doing the right work the right way.

[00:16:25] Yes. If Chad and I have a superpower or maybe just the blessing from the Lord has been to attract an amazing team. So we have a world-class team, but we didn't have world-class systems in place initially for everyone to understand what's their role, how they contribute, what they're accountable to. To steal one of my favorite quotes of you is, clarity is the greatest accelerant. Being able, and we actually had you fly into our corporate headquarters and sit with us for the whole day with the team

[00:16:54] and walk through the accountability chart, the accountability grid, as we work through the scorecards and the scoreboard. It just gives everybody the understanding of, hey, here's how I shovel coal in this train. Like, this is my responsibility to keep this thing moving forward. And it's liberating and it's very freeing for somebody to know specifically, if I accomplish these things, this is the outcome that's going to happen. And we've created a really amazing team atmosphere.

[00:17:24] We've prided ourselves in the culture that we've created and the quality of the people that are on our team. But now to be able to give them true guidelines, true guardrails of like, hey, here's how we know if we're winning. Here's how we know if we're losing. Here's how we know to improve and where to improve. It's been super freeing and, again, has provided clarity that it's like, oh, yeah, we can see where we're going.

[00:17:48] Because there was a time in the past where Chad and I had a meeting and Chad was like, what if we just double the number of offices today? And I think everybody was like, we might all faint. And now we could walk in and talk about, like we do actively talk about growth and cataclysmic growth. And everybody sees how we would get there, what would have to change, how we'd continue to provide the same great service.

[00:18:12] So it's been paramount to have your tutelage as we start to fine tune our team and what everybody's responsible with. I can't imagine us being able to grow without that, honestly. We have an expression that we turn pirate ships into battleships, right? So now Genesis was by no means a pirate ship when I showed up, right? But we do understand breakpoints, right?

[00:18:36] So those predictable breakpoints at a business where when a business goes from 1 million to 3 million to 8 million to 15 million to 45 million, all the way to a billion, there are predictable breakpoints, right? And the things that break are our systems and our people, right? So we have this process operationalizing, then professionalizing, then optimizing to pull the business forward to the next level. How much more confidence do you have now that we have an infrastructure in place where you're just like, oh, okay, so we've just built the infrastructure that's going to pull the business to the next breakpoint?

[00:19:06] Yeah, that was infinitely valuable info. Because whenever we were sitting in our office and you're like, all right, let's go through the breakpoints. I'm like, okay. But then you're like, have you seen these breakpoints? Well, oh my God, they sit exactly at the number that we're climbing out of. Like, how did we not see this? Like, I consider us fairly intelligent people. So to not know like, oh yeah, from 1 to 3, yep, that's exactly what broke.

[00:19:35] And then 3 to 8, okay, that's exactly what broke. Yeah, it was super cool to see that visually. It's the truth is we're all business owners. Like I run the remarkable practice as a business. I'm the CEO founder, I'm running the business. So it's really hard to read the label from inside the jar, right? So when somebody comes up over the top, like it's like, we're all smart people, right? So, but it's like when somebody shows up and it's like, okay, do you guys see this? And you're like, no, I do. Yeah. Yeah. So, all right, guys.

[00:20:04] Well, I appreciate you giving us some time here. Of course, I appreciate the trust and really the implementation. Because just like when we talk to patients, it's like, listen, I can tell you what to do, but this is a done with you, not a done for you program. I appreciate that you guys execute, right? You implement and execute. And that's why, you know, we've just seen extraordinary growth. And I think that the future is bright. I think you guys are looking at some extraordinary growth in the years ahead. I'd love just a closing word from either one of you guys on, you know,

[00:20:30] we would love to work with other enterprises inside the chiropractic space who are probably not even thinking, you know, hey, it would be great to bring a third party in. What advice, what direction would you give them? I'll start and then Caleb, he'll leave some ending words there. But I would say as much as I knew about what I wanted for my business, I didn't know how to structure the growth we were going to have. And I'd say structuring your business to grow gives it the ability to grow.

[00:21:00] We were going to grow anyway. Caleb say, Caleb and I say all the time, we're pushing the snowball off the hill. It's already on its way down. It's going to grow. I just don't think it would have been the vision we had without the structure that you brought in. So whoever's listening and they need to, do you think you know it? You don't. Trust me, you don't. You need the structure that you don't even know exists. Yeah. And I would just add to that, that if you're, if you are a CEO,

[00:21:27] or if you're, if you're an enterprise level person that has something going on, you guard it like your baby, right? You stay awake at night. You wake up early. It's all you think about. It's what you're protecting. And so sometimes there's a little trepidation to bring somebody from the outside to think, oh, they're just, they're going to want to change everything that we're doing. The thing I love most is you didn't, you started with like, let me get inside and take a look. Let me get under the hood and see where you're at and what you're doing.

[00:21:54] And so there was never disruption to where it's like, okay, we have to retool the whole thing. Or you guys are going, you know, you were able to come alongside and see where we're at. And then slowly guide us in this direction that has been super, super easy and super unique. It wasn't like, oh, you know, it's, we've got to do everything the way that you say it's, it's just retooling the whole thing. You're just helping us make what we're created even better.

[00:22:20] And that's, I think that's huge for an enterprise person to know. It's like, hey, this is a safe place. Like you're going to take a good long look under the hood before any wrenches are turned. And you're so thoughtful about what does need turn and what needs turn first to make the biggest changes. And the proof is in the pudding. It's just been, we're proud to count you as a friend, but the money that we spend, you know, and invest with your mentorship every month is our favorite money of the month.

[00:22:48] Like it, it comes back with lots of friends. And so we love that. Oh man, I appreciate you saying that. We're all about the ROI. Your success is our success. We can't be successful without you guys being successful. So appreciate your advocacy and your kind words. Love working with you guys. So friendship right back at you for sure. All right, guys, God bless. Keep up the great work. Thanks. Please stick around for more business insights from this week's bonus interview with our remarkable success partner dedicated to helping you more successfully

[00:23:17] help more people. Enjoy. What's up, Remarkables? Welcome to another segment of our success partner conversations. I'm Dr. Stephen France, and I've got a very special guest here. One of my buddies, one of my surf buddies, Dr. Miles Boseman. What's up, Miles? Hey, buddy. Good to see you, man. Thanks for being with Miles. Yeah. So Miles and I have known each other for years, but we got to know each other in one of the best ways possible, which is in the ocean. We were into Mexico together.

[00:23:47] Caught some awesome waves out in Salinas. That was just amazing. Miles, it's been too long since we've been in the water together. We've been in too many seminars together. Too many. Yeah, I know. For sure. Not enough surf trips. So we need to reconcile that. All right, brother. So this is a very simple format. We got a few questions I'm going to ask you. You know the purpose of our success partner program is to help more people, right? So you guys are somebody that we would consider like an integrated partner of ours where it's actually intrinsic to our content. We're actually promoting.

[00:24:17] We want our clients to use you as part of the remarkable practice system, right? So that says something, right? So we select our partners specifically because we want to reduce friction. We want to make it easier for people to see more people, to be able to help more people. And we know that there's so much administrative headwind that just slows down teams and that slows down doctors and slows down growth and slows down impact. So let's talk specifically about three problems you guys help people solve. And then let's get right into how you help them solve it.

[00:24:47] So I'm going to slide the mic over to you. Let's talk specifically about pain, right? So what kind of pains are you guys solving? Because I know you're really helping our clients a lot. Yeah, for sure. Let me just say thanks for having me. And I also acknowledge that a number of your coaches have been our clients for the longest time. And so you're not lying when you say you want your doctors using this from the standpoint of not just your doctors, but even your coaches using us. So let's say it this way. What are the pain points? Listen, every doctor struggles with or has the experience of people dropping out of care prematurely.

[00:25:16] Like we've all experienced that the patient's pain goes away, you lose them. The patient's insurance runs out, you'll lose them. It's time to pay again, you'll lose them. There's all these, you know, this, friends. And Steven, you know, like there's these places that it's common to lose people. And quite frankly, doctors are losing money, right? Their case visit average is lower. Their PVA is lower. Their overall collections are lower simply because they're just losing people. We're all in this business to take care of people, save lives.

[00:25:44] And to save lives mean people have to follow through. People have to stay under care. And I often ask this from stage is that, hey, if there was one thing you could learn that was important beyond how good of a doctor you are to get better clinical outcomes, what do you think is the most important thing you can learn? And at the end of the day, it's having patients listen to you and follow through. Because at the end of the day, we get a lightning bolt flying out of our fingertips. And if people aren't listening and following through, it doesn't matter. It doesn't matter how good of a technician you are or a clinician you are.

[00:26:12] So the problem, the pain points we solve is we have figured out how to stop people from dropping out. I mean, we figured it out. We've now repeatedly done this in my own personal practice. My PVA was well over 300 visits applying these things, extremely high PVA. And we now see doctors who apply the things we teach and the problems we solve or the tools we provide, which I'll share, having their PVA skyrocket. That's at the end of the day. And this is why you guys resonate. That's why we resonate together because we're all about converting, retaining, right?

[00:26:41] It's all about automations and using tools to systematize what we do in practice so that we're ultimately delivering on the promise of chiropractic. So the pain points we solve is- You're singing our song here, Miles. I love it. I love it. So these are all listeners of the Remarkable CEO podcast. You're talking about thousands of chiropractors who self-identify as CEOs or aspire to be CEOs, right? So which means what are we looking for? We're looking for leverage, right? We're looking for systems. Everybody's here for process, procedure, systems for leverage, right?

[00:27:11] To create scalability and durability, right? So that's our love language here. So when you say we're going to systematize everything, we want to be able to automate everything. There is a process, right? There's a four-step process that we teach on this podcast, which is operationalize, professionalize, optimize, then automate, right? So what we're talking about here, gang, listen, CEOs, this is an automation element, right? So this is the automation. Operationalize. Get the system in place. Professionalize. Make sure you have the right person running it, right?

[00:27:37] Optimize it, which means have your data so that you're data-driven and making good decisions and then automate it, right? So bring in a system that can automate it. So I'm excited to hear more about it. I know because so many of my clients use it. So there's three very specific solutions that you guys bring. Let's just take it from the top. Let's take it from the top. So the core platform we provide is ultimately we help solve one of the biggest challenges doctors have, and that is building their care plans in a compliant way.

[00:28:05] The thing we often see is doctors, when it comes to their finances, they don't realize they are doing things wrong. And that's not to scare people, but the reality is, is that when we look at the number one reason doctors get in trouble or the number two reasons doctors get in trouble, when I say in trouble, state board complaints, malpractice claims, it's issues over money. And I can't emphasize this enough that in some states, the number one reason is issues over sexual misconduct. In other states, the number one reason is finances or finances come in second. Meaning doctors, you've got to do this right.

[00:28:34] You can't just make it up or do what your buddy down the street does or go on Facebook and say what they do. Like you got to do this right. And that's where we excel. We are the number one platform, make sure you're doing care planning. Not that's just profitable and successful in a business perspective, but that's compliant. That's going to keep you out of trouble. So doctors will sleep better at night knowing they're doing their care plan. So the core product we offer is a tool called the care plan calculator. It calculates your care plans. It calculates everything correctly, but it formats it in a way that makes sure you're doing

[00:29:03] it compliantly, both from a language standpoint, as well as the way if you're doing any kind of discounting on your services, that's being handled correctly. So doctors sleep well at night knowing they're not going to worry about some financial thing biting them in the ass later on. Because as you know, as CEOs, the bigger you get, the bigger you're our target. The bigger we get as businesses, the bigger target we have on our back. It's really important you're making sure your thing's doing right. So as a growth standpoint, this is not one you want to cut corners on.

[00:29:32] And I'll share with you one of the things we're seeing today, especially in the world of AI, is we're seeing examples of doctors going, oh, I'll just ask Chat Cheap. He didn't do this kind of stuff for me. Or Gemini or Grock. And I will tell you that's a mistake. Much of what we're seeing is being provided, not just isn't compliant, but the big reason is AI tools are making mathematical errors. If you're not aware of this, AI is a language tool. It's not a math tool. And we've actually done experiments where we've actually asked AI to calculate things for us. And it nine times out of 10 gets the math wrong.

[00:30:02] The math is wrong. And you can do the test yourself. Ask it to do some basic arithmetic and you'll see it comes off oftentimes with wrong answers. That being said, it's a risk to losing money. So that being said, we are a solution. Can I drill down on that a little bit? Because I want to create a little clarity around this. Because in the remarkable practice, as you know, we try to create clarity around the distinction between a care plan and a financial plan, right? You give people a care plan, which is the clinical recommendations for care.

[00:30:32] Okay. This is what you need to do to get the results that you're looking for, right? And then the financial plan is the economic agreement, right? That's the financial agreement they put in place. So this product is the care plan calculator, which I believe my understanding of it is that it's a financial tool. It gives, yeah, it's, you're taking the care plan and applying it to, you're taking the, the, the rates of the clinical services and you're calculating the financial plan from that, right? I think we're just using different language.

[00:31:00] We've always referred to as a treatment plan as the clinical part and the care plan was the financial part, but I can understand where the confusion could come from. Yes. The financial part care planning is like, for my perspective, the way we use the term care plan is the financial. And then we refer to the treatment plan. Same idea. We have the treatment part and the financial part. That's exactly right. And you know this, you'll ask a hundred chiropractors how they terminology, what terminology they use and you'll get a hundred different answers. Exactly. And I want to make sure that we don't confuse this audience who does hear that. So I want to make sure everybody hears that. Thank you for clarifying that.

[00:31:29] It is the financial plan that we're talking about doing the calculations for that. Absolutely. I didn't mean to interrupt you. Keep going, Miles. So the next thing is, so we solve the pain point of making sure you're doing that stuff compliantly according to the federal government's rules, et cetera. All of that stuff is taken care of. The second thing we offer is when it comes to your financial plan or care plan in this case, and there's money involved, there's a variety of ways you can collect that money, right? You can have people pay for it one visit at a time. You can have people prepay. You can have people make a down payment. There's lots of ways you could model that.

[00:31:57] We've identified, and I'm sure you're aware of this, the best way of doing this is that people on some form of monthly payment is the absolute gold standard. And even more than gold, platinum is to have them make a down payment followed by smaller monthly payments. That model is absolutely killer to do. That means you got to process those payments. So we are a payment processor too. So you could use our system to run those payments, those recurring payments. And I know chiropractors have lots of alternatives. And there's other companies that offer those kinds of services in this world today.

[00:32:27] We've been doing it for the longest in chiropractic, and we have a team of people who know how to handle this in a chiropractic office. If you are interested in migrating to us from another platform, we do make it really easy where we automatically can import your auto debits into our system for you. So a migration from another platform to us becomes very simple to do. We do this probably every week where we have people leaving another competitor who's doing payment processing, and they come over and we're able to actually migrate their data very quickly. So you said something there that I don't want to miss because you blew right through it, but it was gold.

[00:32:57] So as we talk about financial plans, there's lots of, there's 50 ways to skin this cat, right? You can do pay as you go. You can do pay if you want. You can do prepay, right? You can do monthly even payments, right? So, and the most popular and our favorite to promote is I think the same one you guys love, which is the down payment plus payments, right? So how many thousands of case studies do we have here for you to give an opinion here, Miles?

[00:33:25] I can say this is by far the most successful experience when we see growth of a practice that the doctors who are routinely offering an initial care plan or treatment plan and offering the financial option of having a down payment with monthly payments. We routinely see, as long as there's a monthly payment involved, those patients transitioning onto lifetime maintenance and wellness care, which I'm sure you're aware that's where the massive growth of a business is that you're only seeing so many new patients every month and every year.

[00:33:53] And if we look at our data and our case studies, we could see the revenue from new patients pretty much the same year to year. But where the massive growth of the company comes from is they're piling more and more people into their wellness and maintenance programs on these monthly payments. And that's where this growth goes and they 10x their practice over the course of a decade. That's from these monthly payments. And we do case study after case study in that scenario. Yeah. So we're big advocates of the monthly recurring revenue model, the membership model, subscription model, get everybody over there as quickly as possible.

[00:34:23] This audience understands and they hear us say that having somebody on recurring revenue, it's going to increase their spend two to 300%, but more important, their lifetime value, their LTV because of retention and stick rates goes to 800% increase. That is an unthinkable number, right? So when you see that LTV go up by an 8x, it's just unbelievable. So getting them onto a recurring model is absolutely paramount. When you do the down payment plus payment, there's another benefit that people don't think about, which is your cash conversion cycle.

[00:34:52] So if people understand your CAC or your cost required customer, if you get that down payment plus payments, it does several things, right? So most people do have that emergency fund that they'll tap into. It was unexpected expense. And so they'll pay the down payment there. But then chiropractic care, if it's, you know, we're principled chiropractors here. Chiropractic is a lifestyle success strategy for healthy human beings, right? So we want to see people getting regular chiropractic care, which means we want it to be in their regular family budget, right? So now they're in a monthly budget.

[00:35:21] So you do the down payment plus payments. The down payment comes out of that emergency credit card that they use if they blow the radiator or the water heater at the house goes or some unexpected expense. And then they shift over to, I can put that lower monthly payment into my family's budget and it makes it much more palatable, right? So absolutely. And that first down payment is how you claw back your cost to require a customer. So your cash conversion cycle can go to instead of 30 days, 60 days, 90 days.

[00:35:49] In other words, getting the money back that it costs you to acquire a customer, you can get that back on day two, right? Absolutely. I love this system. I think it's fantastic. And nobody does it better than Cash Practice. So if people want to learn more, Myles, what's the best way to, how do they, I'm going to put it in the show notes, guys, but I just want to make sure you guys reach right out. The best thing to do is simply go to cashpractice.com, go to our website, you'll see a button, book a call. Well, the best thing to do is actually just have a quick 10 minute conversation with one of our team members.

[00:36:18] That way they can just see if it's a right fit for you. Before we go into demos and before you make any big commitments or anything, just to have a quick conversation with our team. They're skilled at asking the right questions and seeing whether we're right fit. If you're coming from TRP, I'm guaranteeing you we're likely a right fit for you. We're in sync with what we do. And simply there, there's no obligation, but they'll schedule a time for them to do a demo, demonstrate our software, answer your questions. And if doctors simply go look at our reviews, go to our Google reviews, go to our trust index reviews. Maybe we'll give you a link for that for you to be able to see our reviews.

[00:36:47] You'll see we have hundreds of reviews, all five star, everybody raving about what we do because it kicks ass. I can't help but say, I mean, we've been doing this for a long time. We kick ass at what we do. We're run by, you know, founded by a chiropractor who has an engineering background, not just the chiropractor who went to school to become a chiropractor. So we ran a successful business and we have a whole team of people who are very familiar with what you're doing in your practice. We don't offshore our people to do support. We're not using AI agents to support you. We're using real life humans who know what's going on in your practice to be able to serve you and help you and help you grow the practice.

[00:37:17] So it was a great product. So many of our TRP docs use it and love it, right? So you've had hundreds of TRP docs over the years. So they love this service. And as coaches, we love them using it. I'll tell you that right now. So self-serving, I like my clients to use it, right? Because I know that they're doing it right and they're not distracted by doing something wrong or getting the big distraction of getting busted for doing something wrong, right? So you're a remarkable CEO. You lead a remarkable team. Holly's extraordinary. And I know that, you know, you've always traditionally had such a great team.

[00:37:46] I appreciate that about you, man. Thanks so much for all you do to help our chiropractors help more people, brother. Absolutely, Stephen. Thank you so much for having me. And we're looking to be a further service to the TRP team. Cash Practice. Dr. Bob Watson. Love you, brother. You too, buddy. See you, buddy. 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.

[00:38:15] 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.