The Remarkable CEO for Chiropractors

00:37 – Dr. Pete and Dr. Stephen introduce a new series and dive into today’s topic, Board Meeting Overview09:49 – Dr. Pete and Dr. Stephen take a moment to promote Innate Radiology11:58 – Dr. Pete and Dr. Stephen speak to the importance of having a long-term view of your business as CEO15:20 – Dr. Pete and Dr. Stephen break down the four different types of Board Meetings18:31 – Dr. Pete and Dr. Stephen stress the importance of planning out Board Meetings for the remainder of the year and ensuring everyone on your team is in attendance22:32 – Dr. Pete and Dr. Stephen take a moment to promote Atlas and Perfect Patients 24:18 – Dr. Pete and Dr. Stephen discuss the importance of creating clarity on your vision28:56 – Dr. Pete and Dr. Stephen recommend when to host these Board Meetings33:14 – Dr. Pete and Dr. Stephen talk about the value of preparation and setting aside time to work on your businessEPISODE QUOTES“We want to help you take your business to another level. We know that, for us to grow to the next level, we’ve got to do things differently.” (01:39) (Dr. Pete)“Board Meetings are about teams. Whether you’re a team of two or a team of twenty-two, a Board Meeting is about coming together as a team. It’s about meeting together as a team. It’s about getting on the same page as a team. It’s about slowing down at a very specific moment in the year to assess, to plan, to prepare for what’s next.” (07:53) (Dr. Pete)“None of us wants to be busier. We all want to be more productive. This mechanism of the Board Meeting will help you make that happen.” (14:37) (Dr. Stephen)“This is what the vision casting moment is about. It’s about you having that moment where you share your heart, you cast that vision. It’s so important to make sure everyone is connected.” (18:31) (Dr. Pete)“You should be setting a vision that is the manifestation of the core values of that business. You should be setting that in such a compelling and clear way that it’s gonna attract the people that share your core values and buy into that vision story. And you’re gonna recruit them to help you manifest it.” (26:20) (Dr. Stephen)“We recommend that, number one, these meetings happen quarterly. And, number two, that the entire team is there. Now, when exactly does this meeting happen? We recommend that you do this right towards the end of the quarter.” (28:56) (Dr. Pete)“These Board Meetings will set the frame for your year. And remember, whoever sets the frame wins the game.” (32:34) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteLearn more about the Remarkable Vault hereJoin us for the US Conversion Immersion. Register Now!

00:37 – Dr. Pete and Dr. Stephen introduce today’s topic, The Replatients Gap06:23 – Dr. Pete and Dr. Stephen stress the importance of tracking your metrics and stats08:49 – Dr. Pete and Dr. Stephen take a moment to promote Innate Radiology13:13 – Dr. Pete and Dr. Stephen talk about the critical role compliance plays21:38 – Dr. Pete and Dr. Stephen take a moment to promote Atlas and Perfect Patients23:28 – Dr. Pete and Dr. Stephen talk about the Desperation Cycle26:44 – Dr. Pete and Dr. Stephen share a helpful resource, The Remarkable Vault28:54 – Dr. Pete and Dr. Stephen invite listeners to join them in their upcoming Conversion ImmersionsEPISODE QUOTES“We break this down into fuel, air and spark. We talked about it how your new patients coming in is the fuel. The marketing is the spark and the money is the air. If you want to get your business going and growing, you have to have the fuel, the air and the spark. And that’s how you ignite the fire.” (02:17) (Dr. Pete)“When you start talking about metrics, you can’t master what you don’t measure. To grow your business, you’ve gotta know your business, which means you’ve got to know your numbers.” (11:08) (Dr. Stephen)“You’re in the compliance business. As soon as you recognize that, compliance leads to everything you want. Compliance means following the doctor’s recommendations for care. And compliance to the doctor’s recommendations for care leads to better health outcomes for your patients.” (13:18) (Dr. Stephen)“You have to have a standard with which you operate. Like you said, doctor’s recommendations. What is that? It’s a standard. Standard of what? Standard of care. We’re not telling you what it should be. We’re saying you need to have one. Why? It’s right for the patient, for you, for your CAs and for your team.” (15:56) (Dr. Pete)“When you’re in a desperation energy, it’s actually hard for you to be kind. It’s very hard to be loving. It’s hard to be generous. When you’re in a Desperation Cycle, what ends up happening is it’s a vicious cycle and you have to break free of that.” (24:29) (Dr. Stephen/Pete)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteLearn more about the Remarkable Vault hereJoin us for the US Conversion Immersion. Register Now!

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, The Money Gap05:04 – Dr. Pete and Dr. Stephen talk about why timing is everything09:27 – Dr. Pete and Dr. Stephen stress the importance of directing your energy and focus effectively11:32 – Dr. Pete and Dr. Stephen provide some ‘no cost’ marketing activities13:01 – Dr. Pete and Dr. Stephen delve deep into The Money Gap20:54 – Dr. Pete and Dr. Stephen talk about incrementally building up your marketing budget26:38 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and CLA30:08 – Dr. Pete and Dr. Stephen speak to the importance of getting out of the office to grow your practice33:17 – Dr. Pete and Dr. Stephen provide additional no and low cost marketing activities, including digital tactics44:34 – Dr. Pete and Dr. Stephen introduce The Remarkable VaultEPISODE QUOTES“We saw a big resurgence here in 2021 in Q1. And here we are in 2021 Q2 and we know that that now is the time and we’re calling this the Roaring 2020s.” (03:44) (Dr. Pete)“I want to talk about two things: where is your energy and where is your focus? We want to talk about that through the lens of your marketing and where you’re going to invest the resources of your energy, your focus and your money.” (09:28) (Dr. Pete)“Patient education is one of the most powerful ways to get your marketing going.” (12:06) (Dr. Pete)“You want to be investing approximately ten percent of the revenues that you want to reach by the end of the Quarter every Quarter.” (16:11) (Dr. Stephen)“What I want to say is that over the rest of this year, start to plan your budget incrementally to increase. So, don’t go from three to ten. Go from three to four, from four to six, from six to seven, from seven to eight.” (20:54) (Dr. Pete)“The reality is that you are the messenger because marketing is a message.” (31:47) (Dr. Stephen)“This is your lane, this is your time. We talked about networking. It’s time to get back out and start shaking hands with other business owners and other leaders in your community.” (40:25) (Dr. Pete)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteLearn more about the Remarkable Vault hereJoin us for the US Conversion Immersion. Register Now!

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, How the Top Chiropractors Build World Class Teams07:08 – Dr. Pete and Dr. Stephen stress the importance of building a remarkable practice through a world class team11:48 – Dr. Pete and Dr. Stephen begin the break down the 25 criteria for team-building success13:20 – Dr. Pete and Dr. Stephen stress the importance of having Accountability and Organizational Charts18:45 – Dr. Pete and Dr. Stephen break down the Baseball Analogy20:21 – Dr. Pete and Dr. Stephen discuss the value of having well-defined roles and descriptions and hiring people that share your core values25:38 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and CLA32:13 – Dr. Pete and Dr. Stephen talk about identifying the right role39:24 – Dr. Pete and Dr. Stephen discuss the importance of training49:27 – Dr. Pete and Dr. Stephen finish up by sharing why a practice with a world class team can no longer be about one person (you) EPISODE QUOTES“The market for chiropractic, the marketplace, the need for chiropractic has grown more than ever before. It is absolutely vital that we are building remarkable businesses, that we are firing on all cylinders with these domains.” (07:16) (Dr. Pete)“You cannot have a clear and current Accountability Chart if you don’t have a clear and current Org Chart.” (15:24) (Dr. Pete)“It comes down to the ‘Four Rights.’ It’s getting the right people into the right seats, doing the right work, the right way.” (17:17) (Dr. Stephen)“The first ‘Right’ of the ‘Four Rights’ to get right is that number one we won’t settle for less than A-players. And one of the first criteria to determine if this is an A-player is they share our core values.” (23:26) (Dr. Pete)“Vision stories have seasons and so do teams. I like to think that people are with us for a reason or a season.” (29:12) (Dr. Stephen)“We have a culture, just the same as you, where there’s always a more excellent way. And we train to discover that.” (42:19) (Dr. Pete)“We want visibility into our business. We want accountability, because we know that accountability drives productivity.” (47:09) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessDownload your copy of the Clinicoscopy Team Building Success Score PDF hereChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Clinicoscopy: Retention Audit06:20 – Dr. Pete and Dr. Stephen begin the break down the 25 criteria for retention success11:53 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers12:55 – Dr. Pete and Dr. Stephen continue to list the 25 criteria for retention success16:07 – Dr. Pete and Dr. Stephen explain the Helium Balloon Transformation17:50 – Dr. Pete and Dr. Stephen stress the importance of compliance to care plans24:48 – Dr. Pete and Dr. Stephen talk about the value of reporting systems and measuring outcomes26:06 – Dr. Pete and Dr. Stephen discuss the three Ps: Purposeful, Possible and Profitable27:33 – Dr. Pete and Dr. Stephen encourage listeners to download a copy of the Clinicoscopy Retention Success Score PDFEPISODE QUOTES“So you actually are always cross-referencing. Each domain doesn’t’ stand alone. There’s no siloing going on between attraction, conversion and retention. They all are interlaced and interconnected.” (06:39) (Dr. Pete)“What we’re doing is we are creating what we call true conversion in the remarkable practice, which means we’re gonna start them so they stay. So, we wanna make sure that we start the relationship off with clear expectations. Pause. Clear expectations and honest agreements.” (08:23) (Dr. Stephen)“This is the story that chiropractors tell themselves all the time. Listen, we know the truth, if great adjustments just created great retention, we’d all have more patients than we could possibly see. If great results from chiropractic care just created naturally more retention, we’d all have more new patients than we could possibly see. ” (09:05) (Dr. Stephen)“Frankly, in order for your patients to really understand and appreciate and want regularchiropractic care across their lifetime, they’re gonna need to appreciate that chiropractic is a lifetime success strategy for healthy human beings.” (10:56) (Dr. Stephen)“We talk a lot about the value of table talk. We talk about how your ‘adjustatorium’ is a continual education center.” (14:35) (Dr. Pete)“As CEOs, you are in the compliance business. Everything that we do in the Remarkable Practice is to create greater compliance. Compliance means that the patients follow the doctor’s recommendations for care.” (18:02) (Dr. Stephen)“People’s goals change. Remember, it’s not about just getting goals in the beginning. It’s continually getting goals from people, always keeping them looking ahead and seeing how are we gonna help you on your journey to your destiny and where you want to go.” (21:56) (Dr. Pete)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessDownload your copy of the Clinicoscopy Conversion Success Score PDF here:Chiro Match Makers WebsiteSchedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Clinicoscopy: Sales Audit03:36 – Dr. Pete and Dr. Stephen take a moment to promote SKED and Big Life Financial08:00 – Dr. Pete and Dr. Stephen begin the break down the 25 criteria for conversion success14:55 – Dr. Pete and Dr. Stephen speak to the importance of clear and congruent recommendations21:09 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Spinal Hygiene23:08 – Dr. Pete and Dr. Stephen talk about the value of offering multiple payment options28:34 – Dr. Pete and Dr. Stephen stress the importance of getting patients to commit to their care plan32:20 – Dr. Pete and Dr. Stephen talk about mapping out expectations and agreements with your patients35:12 – Dr. Pete and Dr. Stephen encourage listeners to download a copy of the Clinicoscopy Conversion Success Score PDFEPISODE QUOTES“We know that what the world needs right now is chiropractic. And what chiropractic needs right now is more successful chiropractors.” (06:05) (Dr. Stephen)“That empathetic connection is the most important part of this process because if a person doesn’t feel heard, they’re not gonna be ready to listen.” (12:34) (Dr. Stephen)“So I can say this to you that my recommendations for care for you are based on two things: your goals, what you want to achieve, what success looks like to you, and my findings about you. So it’s all about them. You see how important that is.” (15:32) (Dr. Pete)“We have an awesome business model in chiropractic. Money follows value and you should be hugely profitable.” (20:54) (Dr. Stephen“The value of the auto debits and the EFTs is it’s a clinical benefit for the patient. This benefits the patient clinically because healing is an energy and this enables us to focus on your healing when you’re here.” (25:32) (Dr. Pete)“When you have eighty-five percent or more of your patients on a pre-schedule or mapped out their entire care plan, it is far more likely that your team is gonna be empowered and equipped to be able to manage those relationships.” (30:30) (Dr. Pete)“Nothing will suck the energy out of your practice, your team and your business than you not disciplining people that are out of integrity. It’s an act of kindness, frankly.” (34:41) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessDownload your copy of the Clinicoscopy Conversion Success Score PDF here:Chiro Match Makers WebsiteSchedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Marketing Audit02:52 – Dr. Pete and Dr. Stephen take a moment to promote SKED and Big Life Financial09:19 – Dr. Pete and Dr. Stephen expound on two attributes of a great CEO12:14 – Dr. Pete and Dr. Stephen break down five audits to assess your practice14:59 – Dr. Pete and Dr. Stephen stress the importance of having a 12-month long marketing calendar22:18 – Dr. Pete and Dr. Stephen take a moment to promote LVRG Media and Spinal Hygiene24:36 – Dr. Pete and Dr. Stephen speak to the value of engaging your tribe of patients31:30 – Dr. Pete and Dr. Stephen talk about digital marketing and social media43:16 – Dr. Pete and Dr. Stephen encourage listeners to download a copy of the Clinicoscopy Attraction Success Score PDFEPISODE QUOTES“It’s either gonna be death by a thousand cuts or growth by a thousand beams of light. And we’re hoping that we’re gonna give you an opportunity to take these boxes and see your practice growing where incremental changes make geometric growth.” (09:03) (Dr. Stephen)“We want to get into the practice as CEOs of having a plan, especially when it comes to marketing. It’s not just enough to have a plan for the next week or month. What we recommend is that you have a plan for the next twelve months. This is really important especially if you want to have a remarkable life as part of a remarkable practice.” (16:07) (Dr. Pete)“There’s never been a better time or even easier time to be able to not only have engagement but measure engagement and manage engagement of your patient than it is right now.” (24:51) (Dr. Pete)“As human beings we want to be connected, we want to be accepted and we want to be respected. And your place of business could be where that happens. You could be that magic place.” (28:12) (Dr. Stephen)“Reviews are as powerful, if not more powerful than a referral.” (35:13) (Dr. Stephen)“It’s all about who’s gonna be number one in town. And we know that the person that ranks number one in Search is getting forty-three percent of the leads.” (42:27) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessDownload your copy of the Clinicoscopy Attraction Success Score PDF hereChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Top Chiropractor Project04:03 – Dr. Pete and Dr. Stephen take a moment to promote CLA and SKED11:33 – Dr. Pete and Dr. Stephen speak to the criteria to determine what business, practice and doctors should be featured as Top Chiropractor15:45 – Dr. Pete and Dr. Stephen stress the importance of seizing this opportunity19:28 – Dr. Pete and Dr. Stephen take a moment to promote LVRG Media and Spinal Hygiene20:50 – Dr. Pete and Dr. Stephen unpack the four-legged stool of The Remarkable Practice28:21 – Dr. Pete and Dr. Stephen introduce a profound tool for assessing your business, the Clinicoscopy34:11 – Dr. Pete and Dr. Stephen tease future episodes of this series on auditing your businessEPISODE QUOTES“This is not a marketing initiative. This is a healthcare initiative. We want to elevate chiropractic to its proper place in the health marketplace, which means that we want to make sure that we are shining the lights on the right practices.” (08:15) (Dr. Stephen)“Not desperation but absolute need for help and guidance to define, ‘what is this?’ What are the attributes, what are the characteristics of this practice, this top chiropractor? Who should be featured? Which business, which practice, which doctor should be featured?” (12:35) (Dr. Pete)“We knew we wanted to come alongside and be a part of this project. It’s essential for us because we know where we’re going.” (15:37) (Dr. Pete)“We recognize that when you look at the way Search works is if you’re top ranked, you’re gonna get forty-five to fifty percent of the attention. Period. Straight up.” (16:18) (Dr. Stephen“Within the context of chiropractic, there’s many different techniques. So, this is not a technique conversation; this is a results conversation.” (21:05) (Dr. Pete)“Knowing is the beginning of doing things differently.” (31:02) (Dr. Pete)“We’re in the business of saving lives. And if we’re in the business of saving lives, we should run businesses that act like that. We should be running businesses that back that statement up and where people can confidently go and say, ‘I’ll send my mother there. I’ll send my brother there.’” (35:59) (Dr. Pete)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. Pete

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Developing and Keeping the Right Associate – Part 504:21 – Dr. Pete and Dr. Stephen take a moment to promote CLA and LVRG Media06:24 – Dr. Pete and Dr. Stephen express why it is so critical to identify and hire the right associate doctor12:47 – Dr. Pete and Dr. Stephen talk about characteristics of ‘A-players’ and the importance of scalability and durability16:31 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers and Genesis18:34 – Dr. Pete and Dr. Stephen continue to discuss how to identify an ‘A-player’23:14 – Understanding the cost of not hiring the right associate doctor or letting the right associate doctor get awayEPISODE QUOTES“You want to set the relationship up for a graceful and profitable exit – whatever that looks like – for everybody. So we’ve gotta keep clarity and inspiration in front of the doctor.” (02:11) (Dr. Pete)“You start painting a vision story for them [the associate doctor]. You start painting a picture and you lay that out there in front of them so they can see their own pathway, their own runway to success.” (12:05) (Dr. Stephen)“If we tolerate not having A-players on certain positions of our team, one very sure way to sabotage and undermine the relationship with any doctor is if we allowed for and tolerated people who are not ‘A-players’ in other positions in the business.” (13:15) (Dr. Pete)“An A-player, they love clarity. They want to know what a win looks like. They love to be trained and equipped in the behaviors that they’re responsible for. And then they love to know what their goals are.” (19:44) (Dr. Stephen)“One of the statements I always say is, ‘Count the cost.’ And that’s usually a statement that I’ll make to somebody before they make a decision.” (23:14) (Dr. Pete)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteGet more information on the REM Associate Program here

00:38 – Dr. Pete and Dr. Stephen introduce today’s topic, Training and Equipping the Right Associate – Part 408:07 – Dr. Pete and Dr. Stephen highlight the value of the onboarding process16:38 – Dr. Pete and Dr. Stephen talk about the importance of aligning with an associate who shares your core values and vision19:11 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers20:46 – Dr. Pete and Dr. Stephen talk about making your onboarding memorable27:38 – Dr. Pete and Dr. Stephen discuss equipping associate doctors with the tools necessary to be successful and why training is the best return on investment (ROI)EPISODE QUOTES“Remember, it’s a system. If you miss one of the steps in the system and you don’t get it right and you try to skip to this part, it doesn’t work.” (05:28) (Dr. Pete)“When you have that A-player that comes across as intelligent and articulate and enthusiastic and they’re doing great, that’s when you want to lean in further.” (09:47) (Dr. Stephen)“In our clinic, we continue to just work the system and work our process and train on everything. Because we want to make sure that I can, with great confidence, trust the process with the patient on the journey. Well, the same applies here.” (11:13) (Dr. Pete)“Remember, when we talk about the Four ‘Rights,’ it’s getting the right person in the right role doing the right work the right way. That person, the first step in this process, is A-players only. Period. Hard stop. A-players only who share your core values and buy into your vision story.” (16:38) (Dr. Stephen)“What makes a memory a memory is we remember them. That’s why it’s a memory, because it’s remembered. So, think about how you can make your onboarding memorable and make it a good memory.” (21:45) (Dr. Pete)“The key component to an A-player is that A-players love to train.” (32:04) (Dr. Stephen)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Peter’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessChiro Match Makers WebsiteSchedule a Brainstorming call with Dr. PeteGet more information on the REM Associate Program here