033 - Reframing Value: The Money Mindset Shift You Need

What is the mindset like in your. What was the journey? What are some things that you've done in your life that's either helped you with increasing fees properly and profitably or introducing financial plans or maybe even down to the nitty gritty of like, I'm going to give this person now multi thousand dollar financial plan. What are some things that you've done that's helped you, like, master the mindset behind that and then master the execution of that?

Hello and welcome. Build you'd Remarkable Practice podcast. This podcast is dedicated to chiropractors who are in the seasons of launching and building their practice. Join myself, Dr. Lona and my co host, Dr. Bobby as we have conversations each week as it relates to building the practice of your dreams. And remember, you can have a remarkable practice as part of a remarkable life, not instead of one. We are here to lead you on the way.

What's up, team? Welcome back to the Build your Remarkable Practice podcast with the amazing Dr. Lerner Kutch and myself, Dr. Bobby Lojatsvik. Dr. Leonard, you have a massive weekend ahead. Sounds like there's exciting chiropractic plans in store for you this week.

Yes, we're going to be in two places at once, of course, going to the remarkable practice attraction Immersion in Denver, and then we actually have our local vitalistic organization here in Wisconsin having our fall experience. So I get to kick off Wisconsin and then head to Denver.

Yeah. So you're talking to me about that in the. In our little preach. I was going to call it Preaching Huddle, our free podcast meeting. Why don't you share with everyone? So you're literally kicking off one event on a Friday, then jumping on a plane, going to a different state, and then speaking of another event on Saturday. Again, talk to us a little bit about your plan.

Yes. Yep. I am going down to have our board meeting, which is always kind of a celebration at this time in Wisconsin, which our organization formed maybe. Oh, gosh, now it's probably 14 years ago when, thank God, we formed when we did because they tried to introduce drugs into the scope of our profession here in Wisconsin. And so we were formed as two organizations. And obviously the vitalistic organization has done a ton of work to hold the line for chiropractic. And I believe we're the growing and energized organization in Wisconsin. We've done a lot of work in the last 14 years. So it's like my chiropractic local family. There's, um. So I'm going to kick them off on Friday Morning with a strong message of chiropractic. Bobbi, I was telling you last weekend I was at Mile High in Denver for a philosophy seminar. It was awesome. And someone said, what's your unique selling proposition in chiropractic? And one of the speakers said, I actually do chiropractic. I was like, it shouldn't be that way. Right. But when we know that the adjustment's so powerful, you know, that's quite a thing. So anyways, I'm going to share that with the group too because I thought like, sadly there is market confusion. Sometimes people think chiropractic is nutrition, chiropractic is rubbing muscles. Chiropractic is all these other things. And the adjustment is such a powerful thing that we can get behind. But you know, sometimes we haven't gone to schools that taught us that. So anyways, that's what I'm be doing on Friday is helping kick that event off, focusing on chiropractic and then headed to Denver to talk about attracting more people into our practices.

That's amazing. I love it. I know that you've been super busy with getting out and spreading the message and helping people, whether it's on podcasts, whether it's a live event. So thank you to you. We, we all love you and appreciate you for it. Do you want to give us a quick insight to what are you going to be chatting about or what are you going to be speaking about? The attraction emotion on Saturday?

Yes, I have the breakout that's on networking and how we're creating relationships to build our outreach in our community. So of course with the school based practice that was all built on relationships. So I'm going to talk about how did we, you know, foster those relationships, build trust and then obviously have an end goal down the road. That was a lot bigger than we probably could have imagined when we began because it formed a whole second practice that happened out in our community. So I'm going to talk about how we built that.

Yeah. Nice. I love it. There you go, guys. Make sure if you're not training, as you can see, look, learn that every weekend is out at different events. And I know for myself when I'm speaking, you know, selfishly, I know that I tell and I give to other people, but selfishly, I get so much out of events, being at them, you know, so by default I get to get to these amazing, awesome events that speak at and I learned so much and it really is one of the ways that it re energized me, keeps me dipped. So if you're listening to this and you haven't been to an event in a while. Maybe that can be your homework, one of your bits of homework on the back of today, which is actually get to some live events, get to an immersion of ours, get training, guys. I guarantee you'll walk away from it and you'll, you'll thank me. And that brings me to another point because today we're going to talk about an important topic. We're going to be talking about money mindset in practice, specifically financial plans and how to really nail financial plans inside of your office. But how do you nail the mindset behind financial plans first inside of your office? But it really brings me to something that has been a lot on my heart, dear my heart, probably the last couple of weeks that I want to share with all of our listeners on today's podcast as well, and that is this. I look at success and growth as effectively a two step process. And people often miss the second step, right? It's actually a three step process. You break down step number one into two components. The three step process is this. You want to get ideas, you want to gain knowledge. That's step one, right? So you want to gain knowledge, you want to be open and available to gain. I want to grow. I have a desire to grow. I have a desire to expand in whichever area of your life. So you got to have a desire Then step two, the way that you grow is you've got to acquire knowledge. So probably right now, if you're listening to this podcast, you're on this because you're wanting to acquire knowledge. And that's amazing. I love you for that. That means we share a core value. Because I have a core value around learning, progression and development equally. I love listening to podcasts. I listen to this podcast. I listen when it comes down. It's on Friday morning, when I drive into the office on Friday morning, I listen to this podcast and let me tell you, I take notes. All right, so I listen to lona. Yeah, but I listen to myself. But the point is, step two is you got to acquire knowledge. You gotta, that's how you start to, ah, have epiphanies. That's how you start to have breakthroughs. And you know, I'm assuming if you're listening to this, you have those epiphanies, you have those breakthroughs, which is why you continue to tune back in. But step three is where a lot of people don't, don't kind of execute and step three is a lot of go sideways and that's actually implement and action the knowledge. And I used to hear this in the past and kind of get it, but I've really put a lot of time into in recent times understanding this process. And the reality is you can just keep listening and taking in knowledge left, right and center. But if you don't action things and you don't just do that last step, you don't get the runs on the board. The last step that's critical, it's the last step that saves lives, right? It's the last step that changes offices. It's the last step that builds wealth, that builds freedom. It's that actually gain knowledge and implementing and putting it in. So I would give you the challenge on the back of today's podcast. What is it today that you're going to hear that you're going to implement? Because speed of implementation is one of the keys to success. Because if you lose the opportunity of the moment, you might not get the opportunity again for months, dare I say years. You'll listen to the next episode or the next podcast or read the next book, right? And next thing you know, that key bit of information is gone or it's been delayed in a massive amount, right? Have you experienced that as well? But that last step of implementation is where so many get separated, for sure.

And especially in this season, where you're building, your ability to implement and reorganize your practice is so key. And your team. Other part of that too, Bobby, is I think, you know, as you're taking in more like, there's almost like a building of like information brewing in you and eventually you're going to have to create. Right? It's like speed of implementation, but then also what are you putting out in the world? Like, are you feeding your patients more information? Are you creating opportunities for them to learn? Right. Because we don't just get to be fed, we also get to feed others, right?

Yep, exactly. So I wanted to mention that, guys, because we're going to be talking about financial care plans on today's episode. I want to make sure that you implement what you're going to hear today because this is an absolute key fundamental of growing a practice profitably and successfully. And that is setting up true, proper financial plans. So learner, why don't I hand it over to you? Take us through your journey. We're talking about this before and I'll share mine in a few minutes time as well. But we'd love to hear your journey in practice. So Rewind to Learn has just graduated chiropractic school. She's a bubbling chiropractor waiting to get to practice to serve her first people. And she's got her first reporter findings and she needs to give a financial plan, right? Or was there a financial plan? Was it paid to visit? What was your journey like in terms of mastering money mindset in practice? When it comes to finances?

Yes. Oh, that makes me cringe when I think about what was it really like when I began. I don't even know if I fully remember what I had as my original starting financial plans, but I'm sure they were not good. And the good news is, you guys, when you care, it can heal a lot of wounds for people. But if you could learn how to do it better right from the get go, that would be fantastic. Right? So for everybody. So I think I knew, you know, I grew up in chiropractic, so I never was under the assumption that this was like a one and done or you only come when you know, you hurt. So likely my headspace was right around like I knew I had to tell people something and I needed to explain some of the finances along with the woman that was my first ca. But I'm sure it was still train wreckie if I think back. But when I really think about some of the things that stand out in my mind, in my mind from 14, 15 years ago, I remember there being a spot probably somewhere in my first year where I was at a seminar. So what Bobby said earlier when he's like, get places, get around other chiropractors where just through osmosis you're going to learn how to, how to speak about what you do better, how to like craft what you're doing better. And in this seminar or wherever I was, someone said, you know, if your family member was referred into your own office and you didn't tell them the truth about, you know, how long it was going to take, how much it was going to cost, like, would you be upset about that? Like if someone just said, oh, just come back when you feel better, come back, you know, one at a time, right. Would that be a disservice? And I knew that would to be true. Right. Like, chiropractic isn't a one and done thing. This is a journey we're taking people on as a process. And I realized I'm not telling people the truth about the time it's going to take because at the time I think it was maybe only going like week to week or month, like one month at a time. I wasn't telling them the Truth about that. And I wasn't laying the finances out, clearly. And so it's hard for people then to know what they're getting into and to commit to it, so it doesn't sell well. And what I realized that I was doing that because I was afraid to be judged, and I didn't want to be, you know, rejected. And that was about me. I was making it about me instead of realizing, like, this is. Should be about them, and they're coming to you to be the doctor. Right. To give them advice. And so that really was something where I kind of, like, buckled up into my spine and got a spine and then literally went back to practice and realized, okay, you know, even if it makes me uncomfortable to lay things out differently than I had been doing, it was the. It was one of those things where I knew, like, this is important for me to go through this comfort zone.

Yeah, yeah, no, totally. So I get that, because I was exactly the same. You know, I. My first real qualifying. When I think back to them, I didn't even talk about finance. I just gave a care plan, which I think the care plan was once a week for three weeks. And even the care plan was based on what I think that person could. It was a balance between what they looked like they could afford, what they kind of needed, what I kind of think that they may have needed, what I kind of think that they would go for. Right. Like, if, you know, I gave a little bit too much, they would go for that. So it was this, like, balance of all these things that came into the mix. And I would give the recommendation of the schedule, but no recommendation of finances at all. And then really, what I was doing is rolling a hand grenade down to the front desk.

Right?

And those of you guys haven't heard this before, a hand grenade is someone who's half converted. Dare I say, not even half converted. And you're expecting your ca up front to complete the job. That was me. I was rolling down hand grenade after hand grenade for my at least first, maybe even a year in practice, which was always based on a combination of those factors that I think, you know, would make up my finances. And it wasn't until I learned, well, hang on a second. It's clear expectations and agreements on the front end that really forge a relationship that I learned, no, I need to get comfortable with money, get comfortable with how much I charge for my services, get comfortable with staying in fair exchange and recognizing the money is just stored energy. And I have a specialized skill set here that I've spent tens of thousands of hours honing and developing and that the world values that. And was it a case of do I value it so good?

Bobby, you know, when you were describing that, I don't know if anyone else that's listening has read Jodi Dinnerman's book that's called Staffless. But in it she describes like as chiropractor. She's a chiropractor. As chiropractors, like part of what we're like raising the bar on is how healthcare does finances. Like, you go into the hospital, you go into a lot of medical, they don't tell you what something costs, at least not here in the United States anyways. And you just get a bill in the mail, right? And somehow that's been acceptable for you to get these like ridiculous bills and never know what actually things cost. Because, you know, we've lived in a world of third party payers. So it's like no wonder people are so disillusioned with health care in many ways because of what's been done, especially in their billing. Right? So here we come along and if we get our mind right about it, we're being upfront with people, we're telling them like, what they need to do and then also like what to expect from a cost standpoint. And that just puts us in a better relationship and so that they can make a choice. Right. We don't control them. We're like helping them make educated choices so they really can understand and not pull the wool or the over their eyes. Like what happens every day when you walk into a hospital and you don't know, you know, what things are going to be charged and you're in debt from not knowing what healthcare costs. Right. So we can do better than that as truly take care of people. Yeah, yeah.

No, I'm glad that you mentioned that because I've noticed in my own behavior whenever I do business now with an organization that it's not clearly laid out for me. The finances, they are always the time when I have the most difficulties. So for example, there was this time about seven years ago where we were in the process where we were thinking about, right, thinking about doing a practice fit out a new renovation. A new renovation. So there was this lady who worked across the corner from us in a paint shop and she was there kind of as a consultant slash designer. And I remember, you know, we spoke to her. We're like, hey, we're thinking about, you know, thinking about doing a renovation. I've crossed our mind, like, you know, we'd love to have a chat to you. So anyway, she was like, yep, no problem. So a couple days later, she. She's now office. She's there, she's having a. She's having a meeting and she's with a practice member of ours that's a builder that's also her partner. And so they're sitting there, you know, they're having this meeting with us and they're talking about like, all right, we're thinking about what does it look like? This meeting probably went for about maybe about 40 minutes. And, you know, I guess looking back on now, my mindset was like, we're having a beat. It's kind of like in the beginning, I'm having a chat and seeing where it's going to go. Right. Anyway, that kind of like led to, look, hey, why don't you guys, as in us, have a think about some more specifics around, like, what that might look like, budgeting, all this kind of stuff, right? And then we could circle back next week. So anyway, cool. I was like, so we sat down, we had to think about a few more of these things. We circled back next week, they came back in and we had like another 30 minute meet. And the backup 30 minute, they got a little bit more specific. Mind you, there's no mention of finances anywhere. Okay. After any of this. And then on the back of that, it was kind of like we were ready to probably start moving forward within maybe the next like month or two. And something happened. I can't remember what it was. There was some kind of slight delay. When I say delay, delay by like a couple of days. So we're sitting there ready to make some decisions. And what I thought, employ this lady for her services to lead the project, and next thing, bang, a check or a bill. An invoice lands now account for, I think it was like two and a half grand. And I was like, oh, hang on, what's, what's, what's this? And so I remember, long story cut short, we're looking at this more like, you know, services rendered for preliminary design process of this or that. And I was like, I think the money didn't bother me. It was the expectation of like, hang on, when did we start charging? And step two, what's the charges for the whole thing? Like, because it said there, you know, phase one. I was like, how many phases are there? What phase are we up to at the moment? What is the next phase of cops look like? What about. Is that five phases? I was like, whoa, whoa, whoa. Yeah. And unfortunately, that relationship ended up going, going sour. And the back of it really was because there wasn't clear expectations and agreements and finances. And I look at through that journey that's happened now whenever I do business learner with a business that doesn't lay that out clearly for me, it makes me feel a bit uneasy. Two weeks ago, I went to get my car serviced. I went to get my car service and one of my cars. I'm a car guy, so one of my cars is a fun car, definitely. So I understand as a premium with like servicing and looking after a fun car. Okay. But you know, I booked in this place and it's just in my mind a standard service. We dropped it off, no problem. There's no mention of price at all. You know, in the end I got the bill. Bill was fine. The point of the story is it did cross my mind a couple of times. I wonder what the bill is going to be like. Standard service, I would expect. Maybe it's going to be, I don't know, 600, $800, but maybe it's going to be two and a half thousand dollars. I've got no idea, you know, but there was this little part of me that was like, how big is this thing going to be?

Yeah, yeah.

They got me thinking about practice members in practice, right. They're probably thinking, what's the end of this care? How much am I going to spend? Like this is, I've already spent now 800. Am I going to spend a thousand and a half, two grand? And then they start in their mind judging what a large amount is rather than if you just handle that on the front end and they actually can, can fully immerse in the experience and therefore get better outcomes of being your office.

So true. And I think this is where hopefully the rest of healthcare goes down the road too, as we have more transparency here. So we just get to lead the curve there and therefore run better businesses.

Yep, exactly.

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If you're listening to this call today, you might be someone who's in launch or build seasonal practice. Maybe you're trying to like get your care plans or your financial plan set up. How much should we charge for an adjustment? What's the right amount to charge? Right? Maybe you're on scale. And I know like when I look at scale conversations, you guys all aren't doing fee increases properly. You're either not doing them or you're going up by three bucks, four bucks. And let me just share this story with you. In 2019, a service that cost $70. So somebody that was charging $70 for anything in 2019, today, in 2024, to have the same amount of profitability, that service needs to cost $102. Think about that for a second. So if you're a scale, but listen to this, all right? And you look at the increase in that, what that 30% increase. So in 2019, something that cost 70 today needs to be over $100 at the same level of probability. Have you increased your fees at that or. Or have you played the game of oh, we haven't increased for the last two years because, you know, it's been tough times or you know, Covid came around or there's the COVID recovery or interest rates are going or whatever the excuse is that we insert in our minds at the end of the day, just understand that it is an excuse, right? So here's One thing that I'd love to get out of today. What is the mindset like in your. What was the journey? What are some things that you've done in your life that's either helped you with increasing fees properly and profitably, or introducing financial plans? Or maybe even as down to the nitty and gritty of like, I'm going to give this person now multi thousand dollar financial plan. What are some things that you've done that's helped you, like, master the mindset behind that and then master the execution of that?

Yeah, there's been a lot. So hard to say. What has been the most profound. Early on, I was taking in a lot of John demartini's work on understanding money flow and understanding right relationship with money. And so I do believe for a lot of people that realize, like, I want to grow my abundance, I want to feel comfortable with money starting with just conceptually how we think about it and trying to get to a neutral place on it. Especially if you're someone who's always felt like you haven't had enough or that somehow you have to, like, miser it, or maybe that if you have more, someone else has less. All of these things are subluxations in our mind about money. Money is just an exchange, as Bobbi had said, and it's really just a form of energy that we're exchanging. So I think I might have mentioned this book one other time on the podcast, but the Little Money Bible is a great read, easy read that sets a good container for how you think about money. I think that's very helpful. And then obviously, if you can listen to any of the recordings from Dr. Demartini, his stuff is great because it helps you also realize that in service, right. When we're providing care for someone, we're going to give our all to, like, give them the best adjustment, priceless adjustments. Right. It's a universal law, first of all, that when we give, we receive. Right? So you never need to get goofed up in your mind about that. Like, what you put in is also what you're going to get out now if you don't allow money to flow to you because you're all goofed up in how you, your, your money exchanges. It's going to come in the form of, like, people giving you compliments, people sending referrals, people bringing in banana bread, like, the universe is going to exchange with you. It just may not be in the conduit of, like, dollars. Right. And so that's one of the things we have to Realize is one way or the other, it's coming back to us. We set up a business, therefore we want monetarily exchange to come in. And I want to over deliver, right? Like I want to give priceless adjustments. So it just keeps coming in. I want to change, change my team's life. I want to, you know, so that they over deliver too. Like all of these things are how we set up. Like a business that's ready to burst in a good way. Right. So those are places I started with really getting my mind right around what did money represent? And then I didn't have to walk into a new patient day two and feel really anything other than like I'm here to tell them the truth. And there's an exchange here. And here's how we set it up. Do you want to pay in full or pay per month? You know, it can be very clean then.

Yep, 100%. No, I agree. So there's a couple of things here that I think it's important to make mention of for me. People often ask me, okay, what was your journey like? Becoming comfortable with money. Because I didn't come from wealthy family. I didn't come. I probably came. I would say a good example is I would buy one pair of sneakers per year. Oh, and I love those sneakers for a year. And I remember once you would come around at sneaker shopping time, you know, so here's the thing that really stood out for me. I would look around and it was roughly around similarish time when I was kind of like starting in practice, learning, figuring out practice, and everywhere that I would go, it was kind of like this funny thing would occur to me, I'd be getting an invoice of like 3, 4, $5,000. You know, I'd go to the counter, a few thousand dollars. I would, I would go. We were planning a wedding, you know, probably a couple years after I graduated. But we're planning a wedding. Five grand, Five grand, six grand, seven grand, seven grand. Everything was like five grand minimum. I'm thinking in my head, where are the two $300 invoices? When. When did, like, what happened to those? I thought there was a lot of those. When I was going, you know, we're 300 bucking invoices, everything's five grand. You know, I started recognized professional service of any kind. Five grand minimum, right? And then I remember I even had like a small, to me was a small car accident. It wasn't a car accident. My mom was in my car at the bottom of my driveway, and I Was in my granddad's car, right? And he was carrying out her. So I was. Was my fault. But our driveway was very steep, so I would reverse out, and I've done it a million times. So when you reverse out of your driveway, pay attention next time because you might reverse faster than you should be. And so I started to reverse that, you know, and by the time I kind of looked in the mirror, bang, I see my mum's there. And she had this really low car, right? It was my car. It was like low sports car. And like, bang, I hit the back of the car. Not with much force. I'm talking like 10km an hour. So I don't know what that is in miles, Roughly about six miles an hour.

Yeah.

And so I hit it and I'm like, oh, man. So I jump out of the car, and my first impression is I. I look at the car. There was barely any damage, if almost none of my granddad's car. There was a little bit of what I thought cosmetic damage to my car. Right. So anyway, take it to the panel beaters. And what's the expense? For the panel beater, it was like two and a half grand, right? And I was like, what? Two and a half grand. Anyway, I shut up when I paid it because, you know, I had to. And when I looked at it, I was, okay, well, there's a professional person, even. I was like, not dising panel beaters here, but my mindset around it was like, well, how much study you have to do to be panel beater? It's like, yeah. How many hours is going to take him? I don't know. A few hours. It's too and a half grand. But, you know, my impression going to panel beta was it's gonna be 500 bucks, maybe $600. So it was like I had multiple things at one point where the universe is giving me these five grand. Five grand, Five grand, five grand minimum, everywhere, you know, and before I recognized and realized, well, professional services, okay, for something that you dedicate your life to is going to cost more than a few hundred bucks. Or at that stage, I wasn't even thinking of hundreds of dollars. I was thinking of $65. $65. 65. Trying to make it as cheap as possible. And hopefully they get paid 65 every time. They won't actually recognize that it adds up to a few grand. In fact, I myself didn't even want to, like, recognize that add up to a few grand.

That was big right there. Yeah, right. And you let alone, like, the heartache that. How do you quantify when somebody reverses something that was going to brew into a much bigger thing in their life? Like, the money saved, Right? Like, you cannot convince me at this point. Like, chiropractic is like the best deal on the planet for what it does for you in your. Your sense of, like, what could be possible in your body versus what trajectory you're on without it.

Yep, hundred percent. And if you want an exercise to employ to help you just master your mindset around money, go and just have a look at how much would the world the market charges for things now that we're in. Okay. You know, I just go and have a look. And I go. I'm looking at my desk right now. There's a MacBook. There's a MacBook Air here. That's 2,000 bucks. MacBook Air. I want an. I want an imac here. It's about five grand for the village Mac, right. I'm looking around at different things. I look at fuel prices. You know, I remember fuel prices used to be 80 cents a dollar not long ago. Now they're $2.45. Here in my part of the world where I am, I've used the example of cigarettes before. I remember I used to buy them from my granddad when I was a youngster. They used to be between three to five dollars. Bess and Hedges special filter. Used to buy those for every second day. All right, I remember that. You know, I don't smoke cigarettes, but people tell me now, pack of cigarettes here, and they're half the sites. They're 25 before. And I was buying them, they were 50 packs for my granddad. You know, they're 55, 60 bucks here in Australia. That's how much cigarettes are. You know, I just go around, have a look. Sneakers, you know, in a sneak shop the other day. The sneakers are like no pair of things at 200. I remember, like, Turn the Buck was like the top, top sneaker back in the day. Heck, he's a good one. Owner water. I was at the airport the other day, and I'm looking at like, you know, I get it. There's those fancy waters and whatnot. Okay? But even like an ordinary bottle of water was like seven bucks, right? For water. And I was like, okay. And still in the plastic. Probably BPA, full plastic, right? Bottles are just sitting there. $7, right. You know, if you buy 200, they make 6 bucks per bottle. I was like, okay to. Water becomes seven bucks, you know, And I'm not complaining, but I use it as an example to just further reinforce in my mind that chiropractic is the greatest gift to man. And you need to believe that, understand that it's absolutely the greatest gift to healthcare. And what you charge for is absolutely priceless. But you've gotta understand that in your mind because what you'll realize then is when you understand that you save lives. So that's a question I ask. I had a meeting with a team member a little while ago who had just started in the office of doing 90 days. And you know, he was talking about, he's actually studying chiropractic and he was talking about how he thought chiropractic was something different to what he's actually seeing now and how he loves it. And the question that I asked him, and this is a question I ask everyone, is very simple. Do you believe that chiropractic saves lives? It's a simple yes or no answer. It's not a well, yes but or no. It's a yes or not. Do you believe that chiropractic saves lives? Do you believe that you save lives? Yes or no? Because if the answer to that question is no, you're going to find it hard to justify your price and you're going to find it hard to justify increasing your price. The answer to that is yes. Then what? The care that you give is actually priceless. However, in saying that, we want to make sure your financial plans are set up in a way that, number one, they're profitable. They have to be profitable. Because if something is not profitable, you're not going to be coming from a state of abundance. They're not going to be getting this best version of you, okay? And a business that's healthy, that's functioning with a low profit margin is not a healthy business. And if we're in health care, we should understand we're in health. So your business needs to be healthy. And it's only going to be healthy if you master the money mindset and your care plans are priced appropriately. And then you can have the option, do you want to pay in full and discounts this much? Do you want to have a monthly auto drug and discount this much? Which one works better for you?

So good.

Bobby, just my little two minute rant.

But I just said, no, I am with you. And, and if you've listened to this and you're like, I, I don't know that I would answer that question. As you know, yes, I do believe that. Right? Like if you, if that's you listening, like how do you increase that, right? You. You get around the chiropractors who you can feel their conviction and certainty. And honestly, like, wear your mentor's clothing for a while, right? Like, we build certainty by watching others who taught tell the stories of conviction, who see the miracles happening. And maybe you haven't seen it yet. So you ask them, like, well, where did you go? Which seminars did you go to? How did you get to this point that you have conviction in the power of giving the chiropractic adjustments and what that means for turning someone's life on? You know, it's like, this is the work you guys, to, like, build. The practice you dream about is like, you must own it so that it's in your DNA, and then it's going to come out through your conviction, your certainty when you're presenting this. And then that's how the patients can access, you know, all these remarkable things that are available when we're. We're clinically certain that we can deliver on it, too.

And let me tell you what I did, because for me, if you'd asked me that question earlier on in my career, my answer would have been no. My answer would have been no. I don't think we save lives, but I think we make lives a lot better. How people get functioning better and comfortable. But, like, do we directly save them? No, that would have been me, okay? 100%. But let me tell you what was a big learning for me, okay? And this is what I want to probably leave you guys as I'm concerned with today. There was somebody that once told me, expect a miracle, right? But that you'll only see them if you're looking for them and they're happening right underneath your nose. You probably don't realize it if you're not looking for it, but when you start looking for, you'll see it all around you everywhere. And you might be listening to this and you might be serving 10 people this week. I would guarantee that there's miracles happening. If I came into your office and I asked people and I really asked them the tough questions. And maybe you're unwilling to ask the tough questions like, so how have you been feeling since being under Matt's care? And I've been feeling great. I would ask the tough questions. Learner, tell me, which part of your life have you noticed has been substantially transformed since being here? Tell me why not? How have you found your relationship with your boys has been since being under care? Hey, how's your spouse? Found that you're different since being under care. What about your Team and your business, have they noticed the change in you since being at the care. Right. These are the tough questions. So a big thing that I did, and here's what I recommend that you do, is the action step. Survey your people and ask them. I used to be afraid to ask them because I wouldn't even know what answer that I would get or I might get a superficial, high level answer. So not only serve and ask them, survey and ask them and ask the deeper, tougher questions. And I guarantee you that you will see miracles happening inside your office and then receive it.

Right? We're so quick to brush it by the wayside, like, of course their headaches are gone. That's what I thought would happen. It's like that's a major thing for someone who's had headaches all the time, right? These things we just get almost like wrote about them because we expect it to happen once we get rooted in chiropractic. So don't lose the like playfulness of like hearing what people say.

Yep, I nailed it. So there you go, team. There is your action step and homework for today. If you're listening to this, go and survey your people and ask them if you're a scale dc, survey your people and ask them. In fact, create a testimonials project out of it because you'll be amazed at the responses people give you. And then ask them, hey, loner, do you mind if we document this? We're doing a better, stronger, healthier process project. We'd love to document this, take a picture or get a video from you. It really helps us help more people and get the message out so we can help more people be healthy. And you'll see when people start saying no problems. And watch when they do that, process some of the stuff that comes out of them. It'll transform your mindset around what you're doing in your office and it will transform your mindset around the value that you're delivering to people inside of your office. And if you haven't lifted your fees up, remember, $70 in 2019, over $100 today. Just let that sink in. Okay, thank you. Learn any final thoughts before we jump?

No, I love. I'm taking that, what you just said there back to my team because I hadn't realized it was that big of a hike. So thank you.

Yep, there you go. All right, team, if you guys enjoyed today's episode, please give us a five star review. We really appreciate your five star review. Leave us your comments, team. We love reading your comments. We appreciate all the love. And if you're someone that's listening to this, please subscribe and follow so you get your weekly notifications. When we release these, we want to make sure that you guys are loving it and if there's any special requests that you have, Lena and I are more than happy to dig deep on those topics. So until next time, we'll see you guys next week. Be remarkable and have a fantastic day. Lerner Enjoy all your speaking and emotions on the week and you're going to knock it out a lot.

Thank you. See you soon.

Bobby hey Doc, I have a question for you. Do you feel like you own a job or a business? If you're like most chiropractors, you feel like you own a job. In fact, if you're being honest, you probably feel like your job owns you. Hey, I'm Dr. Steven Fransen from the Remarkable CEO Podcast for Chiropractors. Are you ready to make a bigger impact and a bigger income, but you want to do in a way that it doesn't just demand more of your time and your energy to do so? Would you like to get back your time freedom? Create greater leverage in your practice? This what would it be like to have a world class team that wants to grow your practice or finally dial in the seven figure Associate doctor? Are you ready for your business to become more productive and more profitable? If this sounds like you, then be sure to check out the remarkable CEO podcast for chiropractors. Join me, Dr. Steven Fransen and my co host Dr. Pete Camiolo as we share the insights, strategies and stories that we've gleaned along along our own journeys of going from owner, operator to CEO. This practical and tactical podcast will inspire and equip you to make your own ascension as we keep it real, teaching from the scar tissue of our own experience of turning pirate ships into battleships with our own practices. And now for thousands of chiropractors around the world. Follow the link here in the show notes and check out the Remarkable CEO Podcast for Chiropractors.

Thanks for listening to this episode of Build your Remarkable Practice podcast. Remember, what the world needs now is chiropractic and what chiropractic needs now is more successful chiropractors. If you like the podcast, please subscribe, share with your friends and leave us a review. And if you'd like to connect with us personally, please click the links in the show notes to schedule a call.