071 - The Secret to Conversion Mastery: It Starts Before Day 2

But it's hard to overcome a poor day one. You're not gonna, like, be able to pull that around and make people follow through the way you want them to if your day one is not where it needs to be. And day one to me is so much about authenticity of like, do you truly connect and do you truly care to listen and learn about this person so that you can have the chance to be a leader to them and to show them what you know?

Hello and welcome to 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 you'd Remarkable Practice podcast with the amazing Dr. Lona Cook and myself, Dr. Bobby. Dr. Lona. You guys are super lucky. You've got a fresh version. Dr. Lona, she's back from vacation. Loner. What's going on? How was the trip? Did you have some time off? You looked very sun kissed.

Yeah, we had a great time. We traveled the roundabout way down to the immersion down in Orlando. So we took about eight days of just hanging out in the rv. It was my first experience of RV life getting down to an immersion. And then when we were down there, we stayed in Orlando for a few days and then we took a different route home. So, yeah, we had a great family RV vacation. It was awesome. And of course, with an immersion in there, we learned a bunch too.

I feel like you could make a movie about that trip then.

Yes. It was even like, I was joking. I said this from stage because we're all dressed up, you know, at the immersion. But the night before, we had had an issue with the, like, toilet in. And so I was like, if you've seen the movie Christmas vacation or like family vacation. Right, The Christmas vacation where Uncle Eddie is like, you know, you know, doing the thing in the porta potty in the rv. It was like, that's basically what was happening for us the night before the immersion. So, yeah, we could make a movie.

Lovely. See, I knew it. Somehow. I just, I suspected two weeks with a family in an rv. It's during summertime. Definitely there could be a movie around that. I love it. I love it. So, guys, what we're gonna be doing now is we're gonna unpack a series. So the next few podcast episodes, we're gonna be dedicating to conversion mastery. All right? So we recognize and totally understand that the conversion process is a key pillar inside building a successful practice. It's not the only pillar. I get a lot of people that think, oh, it's all about a day one, day two. And I'm like, there's more to building a business than having an amazing day one. Day two, guys. It is an important pillar, definitely. And in my experience, it's somewhere where when we onboard new team members or new associates, we generally do start to go into convers even as they're shadowing. Because the fact of the matter is pretty simple. If you can't properly convert someone into care, and properly means a mapped care plan with a financial plan, you're going to find it hard to scale your office. And a lot of people struggle with it because it's a sales process in business. Day one, day two is what they would call sales. So we're going to unpack the next few episodes, guys, into really doubling down and nailing your conversion mastery. We want to take you through ninja tips, give you assets, give you things that's going to really double down your conversion and just take it to the next level. And so we're going to start off today with day one. All right, so we're going to unpack day one process. So it's quite interesting when I go on to mastermind calls with chiropractors, I asked this question when we're training on day one, day two, if you could tell me of day one and day two, which is the more important visit. All right. Most of the time, people say, or day two is the more important visit. And it's funny. I had a group of people last week that were students, just graduated, new graduates. Okay. And they were just learning the process. And I asked them, okay, so, loner, you can have me, Dr. Bobby, do either day one or day two, and then I pick someone on the call, and you can have Mary do the other one. And if this person starts care, you're going to win a prize of your choosing. Whatever you want. All right, what would you want me to do? Would you want me to do the day two, or do you want me to do the day one? And guess what that person said? What would they have me do?

They probably said, day two.

They did. They said, I'd have you do the day two. And I was like, why would you have me do the day two? They said, well, because you know you're going to have a higher chance of converting them. And then, you know, I get my prize. I'm like, okay, here is the first lesson that I want you to learn. Guys ready? Day two is actually one at day one. All right, love that. So day two is actually one. When I say one. W o n day two is one at day one at the new patient visit. New patient consult. All right, Lona, I'd love to know what's your experience with this? Do you agree with that? Let's talk about day one. Let's unpack. What are your thoughts on day one?

Yeah, I would, I would agree. And that I love it. I've never had someone put it that way, like which part would I do? And which, you know, that's a great exercise to prove this, but it's hard to overcome a poor day one. You're not going to like be able to pull that around and make people follow through the way you want them to if your day one is not where it needs to be. And day one to me is so much about authenticity of like, do you truly connect and do you truly care to listen and learn about this person so that you can have the chance to be a leader to them and to show them what you know?

Yeah. So you said a word there which is connect. So would you say day one is all about connections, about creating a connection with the person in front of you?

Yes, for sure. Connection and emphasis on that. It's not your agenda necessarily that's leading everything. It's really about truly connecting and learning. Like, what is this person, you know, trying to, why did they show up today? What's it about for them? Who are they? So that you can communicate, knowing who you're communicating to.

Yeah.

I once heard it said that trust happens at the speed of connection. So a human being starts to trust you when they start to connect with you. So the quicker that you can connect with somebody, the quicker that they'll start to trust you one another. And then obviously that's what's required in any successful long term relationship. So on that I know that you're masterful of this, what are some tips that you would give about what do you employ in practice to help you create amazing connection with people that you're meeting for the first time and people that come into your office that have seeked your help? What some, what's some high level connection tips that you can give us?

Well, I think connection can't be hacked. Right. So like there's a heart of it that truly you have to want that, right? Like it's not a self serving reason that you would walk in there and want to connect with the person. It's like you truly want to help. So if that's not you or you don't actually feel called to connect and help people like that requires some introspection. Then there's the things that are like verbal and nonverbal, right? So the open body language, the eye contact, the positioning that we have with people to foster, it's safe, it's safe to just connect. That's not just with you, it's also with your cas that are the first people that they meet. All of these things are what was said to me early on in my career is stacking either a yes, like yes, yes, yes, yes, yes. I liked what I heard on the phone. I liked the website. I liked the woman that greeted me when I walked in. I liked the decor. If we can stack so many yeses that are pointing in the direction of connection and discovery so that that person is starting to open up now when the doctor walks in and is actually truly curious and wants to learn about you and listen, there's like we've stacked all these yeses and we are doing our best job to stay open and receive what that person wants help with so that we can listen to what they're saying and what their goals might be before we start to tell them what our goals for them are. Which tends to happen with chiropractors.

Yeah, it's funny that you should say that because I often say, you know, the number one way if you're going to try and teach someone how to connect, the number one way to connect is actually be a great listener. And don't be a great listener because someone told you to be a great listener. Be a great listener because you actually care. That's the PG version. I usually say a little bit more of an M rated version because you actually give a. You know something. So basically, yeah, you actually care. That's why you're listening. And I think that you nailed it. If you don't care, then inherently you shouldn't be doing day ones. You're probably in the wrong profession, to be quite frank, but the reality is that you got into chiropractic and you listen to this podcast because you care. You care about other people, their well being in the number one asset that they have, which is their health. And so we then go into educational institutions, we get taught all this stuff, we fill our brains up with our educated mind with information and then we've got all this stuff that we want to share with someone on, on day one. And so very often we lose the very essence of what makes a great day one, which is being an awesome listener and connecting with somebody. So I encourage you that you know, if I was to give a tip to people, one of the best things that you can start off by doing in a day one is read in detail their initial intake form. And when the person comes in to the office, to your office and you meet and greet and you sit them down, you go fantastic. Acknowledge that you've read their form and tell them hey loner, thank you so much for filling out your initial intake form which really helped us give a lot of detailed information about what's going on. But I always love to understand it from your perspective as well. So why don't you take me through. I can see you written here in having low back pain. Sorry to hear that. Why don't you take me through what have you been experiencing? Okay. And I like leading with that word experiencing because I find that experiential. You can tell me a lot like if I said to you loner, hey Dr. L, how was the vacation? What did you experience? You'd be like oh, what did I experience? Well the toilet broke down. But you know, there was all this good stuff to happen compared to if I said to you how's the trip? You might come back and say yeah, it was good, yeah we had a good time. It can be a little bit more closed ended whereas when I lead with that it really lets will start opening up and I find the average person is going to speak for a couple of minutes and my job there is to just sit back and like you said, acknowledge, look at them in the eye. Okay, connect with somebody. We now office don't take any notes. We do everything via AI. We have software that just listens and we tell them how to describe it's listening to us. And so this allows me to sit down and connect and have a genuine conversation with you. And you'll be amazed at what comes out when you do that.

I love that. You know this reminded me while you were talking about this, I had an experience before I was an adult at my medical doctor's office who I'd grown up with and I remember when they got computers and everybody went from looking at you to like being worried that they were taking notes while you were speaking and so they never looked at you while you were talking to them and it was such a breakdown in connection and that's something to think about too. What Bobbi just said there of like, eye contact, really listening, really just not being worried about getting it all down on paper either. Like, if you're truly listening, you're going to pick up the words that really stand out. That doesn't mean you can't jot things down. Or in his case, he's using AI, that's doing it. That's fantastic. But have we let technology sometimes actually be the barrier to connection or note taking, be the barrier to actually pausing, really engaging and listening? So I think thinking about that some.

Yep, 100%. So we say that day one is all about connection first. Okay. And then discovery number two. Now, when I hear the word discovery, what that means for me is that I want to evoke the emotion of curiosity. Curiosity for me is a very, very powerful motivating emotion. So that's curiosity through my questioning. That's curiosity through the person's history. The way that you ask questions is key. The tone through which you ask them. Like, if you say to me, yeah, I've been having this pain for about a month. If I respond back to you with a tone of like, okay, so you've been having it for a month. Okay, and then what about before that? Do you have habit? No, never. Through my tone, I basically just told you about a month. Basically said to you, no big deal. Okay. Compared to if you say to me, I've been having the pain for about a month. And I say to you, oh, that's terrible. For a month. That's me saying to you, wow, a whole month. That's not normal. Okay, if someone says to you, if I said, is it traveling anywhere? Is it like going down your leg? And you go, yeah, it is going down my right leg. Rather than me, like you said, getting invoked in my notes and being like, okay, so traveling down the right leg, halfway down the right leg. I basically just said to you, no big deal. Okay, competitive. I said to you, wow, really? Down the leg. Which leg? Learner. And if you're not watching this now, you're listening to it. My facial expression is definitely mimicking this. So it's like, which leg? Right one or left one? Down both. Okay. How long has that been happening for? So see, through my tone, how I'm expressing concern, but I'm also, through my tone and through my facial expressions and body language, expressing curiosity and like, okay, that's interesting. That's not normal. Down the legs for a whole month. Wow. And people will then start to mirror match that. So for Me, when I say connection first and discovery second, I'm capturing information. I'm discovering what's going on with this person. And then that permeates into the examination. And I can tell you, if you do a world class exam, you can almost convert someone in and there. All right, so many docs like rush through an exam. All right, let's get to it. Posture. Okay? This body motion, static palpation, they rush through it. And I'm telling you, don't rush through it. Slow down through it through your whole day one, connect with the person. Because if you do this well, you can almost convert the person on day one.

Yep, yep, that's good. And Bobbi, like what you just said there too. Like, by pointing out what you're noticing and not glossing over it, I think we tend to get numb a bit to like, for instance, you may have a new patient that said, well, this has only been bothering me for a month compared to the new patient you had earlier today that said, I've had this for 30 years. And to us it's like, oh, yeah, all right, no problem, no sweat. But if we come in with that languaging and that mindset we've really downplayed and if any of us are listening to this and we've had something in our own bodies, in our own system that even like, is a mild discomfort. But if it's there long term, especially I think chiropractors tend to be hyper focused around. Let's see what's happening in my body. Like if that was there for any length of time and you're like, someone doesn't take it seriously, like that's, that's a negative experience then too. So I think we really have to guard against that because we listen to so many people's stuff, right?

Yep, yep. Square on. So one of the things that I tell my team all the time and I train chiropractors on is I say this if you're going into your day twos. So if you show up to practice today and you've got a bunch of reporter findings, day twos, you're giving recommendations inside of your book. And if you're rocking up with day twos like how I used to, which is like, okay, there's four people here. Let me have a look. Today. Yep. Loner. I remember her. All right, let me just get ready for her case. Mark, I remember him. Let me get ready for his case. And I'm not really kind of sure what's going to happen with you. You're not Doing a day one well enough. Right. When you nail day one, you're rocking up to day two with most of them, not absolutely all of them, most of them already aware. Yeah. Loner. She's ready to kick off. Right. She's been pre framed, set up, ready to rock and roll. I'm excited to get her under care. Right, Mark? Oh yeah. That L5 disc came back on the X rays exactly as expected. We've pre framed to him. He's going to be awesome. I'm looking forward to adjusting him. Like you basically already know, they're converting. And when I go through my day two process, when I'm reviewing X rays and when I'm reviewing files, I genuinely get excited for people because on day one I try and jump into their shoes, feel what they feel, experience what they've experienced, get in their mindset of like, I'm frustrated, I don't know what's going on, I've gone in circles, this is affecting quality of my life. And then when I'm reviewing the X rays, I have genuine excitement because there's this little voice inside of my head that says, bang. Got it. There it is right there. Okay. And there's this level of excitement inside of me that I'm excited now to share this with the person that's coming because I'm excited because I know the chiropractic is the answer for them as well. Right. So for that reason, the primary thing learner that I'm trying to do in day one really is once I've created that connection and they say that trust happens at the speed of connection. So I find that if you're a great listener, within a couple of minutes inside of day one, you start to get a good connection with the person in front of you. And then what I'm trying to do, guys, mainly through day one is I'm trying to uncover obstacles. So I would write this down. Obstacles are things that potentially could stop someone from taking action at day two. Because if you do not address obstacles in day one, you'll be dealing with objections in day two. And objections in day two are reasons people can't start care. If you've ever heard something like, okay, so yeah, that all sounds. Let me. Can you send this to me so I can chat to my GP about it and get back to you. You just experienced an obstacle, sorry, an objection. If you've ever had someone in day two say to you things like, okay, that's all great, hey, so let me go home, talk to my wife about this, you've just experienced an objection. If you've ever had somebody say to you, wow, like, okay, yeah, look, I just got to go and check my insurance and check my finances. You've just experienced an objection, and then you usually try and overcome that by like, well, what do you think your spouse would say? And I just always found that icky. I always found that when I was trying to deal with objections, I just felt desperation. And I'd always be taught, you know, by people in the past, or you can say to them there, what do you think your spouse would say? Well, you think I'd say starcase. It wouldn't make sense to stuck here anyway. I was just like, I don't know. That sounds icky. What I'd rather do is just work that out on day one so that I don't have objections in day two. Okay, so through day one, when somebody used to say something to me, learn, I like, yeah, I got adjusted before. And why did you stop getting adjusted? Oh, well, my wife just said, you know, it's getting too expensive. And, like, you know, you got. And so I stopped for that reason. I would be like, okay, cool, fair enough. And I'd move on. Whereas now I would be like, okay, how I'm curious, what part of it do you feel like she thinks got expensive? Was it that you were going in circles but not getting a solution? Right. And that also then tells me that, you know what? This is a person that I need to make sure that the wife's at day two, otherwise I'm going to get the objection again. So day one is about listening to obstacles. I'm super busy. I'm flying all the time. I'm such a busy person. Busy, busy, busy. Well, you could get an objection in day two about, well, I just got to check my calendar. I'm not sure. I'm so busy. And, you know, this is saying I want to do, but I'm going to check it all. So on day one, I want to handle that. I want to be like, wow, you fly a lot forward. How often are you flying? Okay, okay. And sometimes I will get to the point where I'd be like, all right, so how much a priority is this for you? 10 out of 10? Well, often, to get this corrected, we're coming in here multiple times a week for a period of a couple of months. So I want to check in with you to see is that something that's doable if we can find you a solution. Right. And then they'll be like, well, look, for how long? Okay. Yeah, I definitely could do it. I just have to get more organized and I have to make sure that when I'm here, I'm getting adjusted. All right, cool. So I just overcome an objection that I would have had on day two by handling an obstacle on day one. What's your experience with this?

Yeah. When you're talking about that, I'm thinking, and at the foundation of this is a true curiosity to just find out, like, what else the person needs to tell you that will prevent them from actually being able to hit their goals. Right. So it is objection management, but it's truly just curiosity at the end of the day to like, what could be the barriers? And I think what you illuminated there of most of us on our intake forms have the question of like, have you been to a chiropractor before? But I would guess most of us also aren't taking that to the next step and asking, you know, why did you stop or what did. What did you like, what did you not like in the past? And that can be so enriching to like, how we're going to connect with that person. So thank you for that. I think, you know, you're masterful at how you ask the question that then helps you then communicate and connect.

Yep. Yeah. I find that the way that we set up day one has all the difference in the world. Okay, so what about the examination? Any higher tips from the exam? I know we spoke about the history so far and being a great connector and a great listener and trying to uncover obstacles. What about examination? Do you have any tips for like, okay, how do you deliver a world class exam?

Right. So, you know, at the end of the day, your exam is there not only for you to realize what needs to happen, but that's fodder for your communication to help them understand what their issue is. Right. So we're trying to help them make a bridge to, like, what they want for the outcomes and, and the path to get there is going to be through chiropractic and obviously routine chiropractic. Right. Coming in multiple times a week, as Bobbi said. So your exam is that part that then allows them to see you as the expert and the person that has the solution. So making sure that you're doing a full proper exam and like Bobbi said, not rushing that and being able to communicate it in a simple way. Right. Without getting too doctory on the person, where the person glazes over or doesn't understand what you're saying. And some of the people that I know that Are masterful at chiropractic. Part of why they're so ma masterful is they can communicate what's going on with somebody's spine in such a simple way. I most recently had a mentor, Patty Giuliani, Dr. Peter Kevorkian's wife, say, like, and they have like thousand plus a week practice that she just explains. When she finds a subluxation, she is able to like, connect it back to not only that this is happening right here on you, but also like, this is how the energy flows through these nerves right here. So using visuals, using your examination and drawing parallel so the person actually connects it back to what's going. Going on with them.

Yeah, I think we need to do a whole podcast episode on examinations, actually, because the way that I look at exams is I think that you can basically convert someone by doing an awesome exam. And what you just described there, you know, through one of your mentors there too, is she's creating a connection. Because what that. That's enabling someone to do is in their mind, visualize and already build curiosity and be like, oh, wow, yeah, okay, that does make sense. And maybe that's why I've been just feeling more run down at the end of the night and like, de energized and like, maybe my nervous system is getting affected here. Right. You have to build curiosity. So I think we need to do a mass. Just a podcast of just exams, to be honest, because maybe that's our next one. That's the next one. Are we going to examination process? So let's not go down the exam rabbit hole then. So here's the one question I've got for you. All right, one big question. If you were going to give us a tip on day one. All right, what are some loner Dr. Lohna ninja tips in practice when it comes to day one? From a high level that I could straightaway right now if I was adjusting this morning and I'm seeing day ones implement. I'd love to hear what that is and then I'll give one as well. So you guys can start using this straight away.

My tip is just a mindset tip, which is to recognize what you'd want for your family, your own family, right. Is that you want to walk in with that headspace. So I would want someone that truly wanted to listen to, wanted to honor, like, what they tell you and what their history is not because it necessarily answers chiropractic questions for you, but just that somebody really listened. And then I want someone to be the doctor and lead Them. So think about that. Get your head space. Right? Sometimes we're worried about whether people like what we'll have to say or if we're like, you know, using the script. But it's like, no. At the end of the day, treat people the way you'd want to be treated, listen to people, and be the doctor in a way that you'd want your own family members stewarded through someone else's office. I think that's a good approach. And that mind space will lead you in a good way.

I love that. I love that you said that first, because that would be the precursor to what I'm about to say to you guys next. Because what I'm about to say to you now does not work if you don't do what Lorna just described. All right? Because I'm going to give you more of a scripting thing. I'm going to give you more of a ninja tip. I'm going to give you more of a do this, all right? Because you'll see if you do this, you get way better outcomes a day, too. But this doesn't work unless you've done what Loner just described, the headspace stuff. All right? So if you just listen to the scripting or just listen to the wording what Loner. And you're not doing what Loner just described, this will not work for you. Okay? But if you're in the right frame of mind and if you're in the right frame of heart, and if you've connected with this person, here's one thing that we do at the end of our day ones, okay? This is, I call priming. This is how you prime somebody for the day two and you set the expectation barometer, which means on day two, if you give a recommendation that's way outside that person's expectation, that's when you'll get the brakes. You'll get them pumping the brakes because they'll start engaging their analytical mind about like, oh, wow, okay, that's different to what I thought. Let me think about it. Okay. I guess it kind of makes sense. I have to. Oh, I just have to go in and have a think about this kind of stuff and do some research. It's outside their expectation. Here's how you set that at the end of day one. Okay? Ninja move. When you finish your examination, most of us will do some kind of summary. We explain to somebody. Look, based on what we've kind of gone through and checked, here are some things that's sticking out. This is reduced your range of motion is our, you know, your tender. When we do this, reflexes decrease. So these are all signs telling us something's going on. And then we usually all do some kind of segue for testing. Whether that means you do like thermography scans or EMG scans or you segue for X rays, whatever it is that you do. But you segue for some testing. That's your objective testing. Once you have that, you'll kind of know the full picture. You following along. Doctor, Dr. L. Cool. All right. At that point and you ninja advanced move, you got to be confident and you've got to get to a point where you understand this before you start doing it. But I will say this to people. When we're rebooking their next visit and we're describing to the what's going to happen next visit, I already give them a little bit of a sneak peek. And if you want to see who does this, world class TV shows. What to expect next time on the Bold and the Beautiful. Right. And it gives you a sneak peek like, oh my God, I'm definitely watching that. All right, so I give a sneak peek. And the sneak peek might sound something like this. Okay. Now loner, I have a feeling already, and only if you do of what might be happening here. Oh, wow. People are going to be really curious by this stage. So I explained to them from a high level what might be happening. Right. So over time, if stresses build up, you can start to lose your normal alignment. You'll overload areas. I break it down to very simple language. I don't talk yet about subluxations or listings or degenerative change, anything like that. Very simple. You can lose your normal alignment. You'll overload areas. Overloaded areas become problematic. All right, if that's the case. Right. And this things are starting to where great news is. Yes. We in this office have a fantastic way of getting great results with that. And I already tell them what to expect. Usually what's happening is a couple of things. A, you're coming in here multiple times a week. It can be two to three times a week for your first whatever it is, three or four months, whatever your care plan is. Okay. And then step two, there's some very specific corrective exercises that you do at home that start to rebuild and reverse the spine. But when you do those things, you get amazing outcomes. And then just pause and you'll get a litmus test there to see where this person's at with their expectation. So if they're like, oh wow, that often or I want to handle that at that point, not deal with the addiction at day two. I'd be like, well, we're not sure yet, but yes, because if there's discs that are affected, it's a long term issue. It can take a number of months for it to really start getting back on track. Okay, well, I guess that makes sense, right? You're already bringing them back around to where they should be, but if they're like, okay, cool, that, yeah, that makes sense. I already know on day two their expectations where it should be. Right. But then I always finish it off with but I'm not sure. Let's get these X rays done. The room next door. And then that's going to all the clarity that we need. And then Thursday morning we'll go through in detail. If that's the case, we can get started straight away.

Yeah, that's great.

All right, so I prime them to expect already. So I'm not on day two dealing with objections. All right, cool.

The more we pre frame to people what's about to happen, generally, the more easily things move right along.

Yeah. And wherever you have problems, the solution to that problem lies for the upstream. So if you're having a lot of day two issues, usually the problem is either earlier in day two or in day one or even in day zero, you're marketing. If you're having problems in day one, a lot of bad quality people in the vertical commons. Your problem is upstream marketing. Your marketing isn't pre qualifying well enough. The problem is always upstream. Right. So let's create solutions upstream for issues that we have downstream. Autoclona, great chat with you. Day one. That's where it's at. Guys. Remember, if you could get Dr. Bobby to only do one in your office. You want me to do the day one?

Believe me.

All right, because I'll set them up. But all you got to do in day two is just push the first domino and everything else starts falling into line. All right? So don't rush through day ones. Create that connection. Remember, that's what human beings are looking for. So if you guys enjoyed this, guys, give us five star rating on our podcast or if you want to see how we do this. I actually share a lot of this in my office as well, on my socials, at us, on our socials, on our Instagram, and you can see behind the scenes how we do this in our office. Dr. Leonard, awesome chatting with you. Catch you next time.

Hey, everyone, please listen in for this next bonus interview of one of our remarkable success partners. They all help us help more people find the benefits of chiropractic. So listen on.

Okay, welcome, listeners, to this section of the podcast, where I am super excited to introduce Dr. Aaron from Syntropy. You know, oftentimes we see in the remarkable practice that we meet a couple of different types of chiropractors. There's the owner, dc, who's looking to scale, looking to have quality associate doctors in their office. And as they're out there in the marketplace looking around, they find people who did really well in school and, you know, all of this. They, you know, they got great grades and board scores and all of that, but they're not finding the adjusting skills. And the other group is often, you know, there's these solo docs, these docs who are building their practices, who got into school for all the right reasons. They're on purpose and on mission, and they even have business skills. But they're out in the marketplace with their patients or their practice members, and they're becoming disillusioned somewhat with practice because they just aren't getting the amazing results that they've heard are possible with chiropractic. So certainly what we want to do in the remarkable practice is help more people, help more people. And we know as a chiropractic organization that the best way for chiropractors to help people is by being amazing adjusters. And so, you know, you guys, Centropy has been around TRP as success partners for a few years now, and I've just always really admired you guys and your presence at our immersions. Love getting adjusted by you guys at the immersion. It's a huge perk of going to the immersions. And, you know, I'm just really curious from your standpoint. You guys have been doing these seminars for quite a while teaching adjusting skills. I just want you to be able to express to the, to the listeners here or the watchers as it might be, what kind of transformations do you typically see in chiropractors who access your. Your services as Centropy?

Yeah, it's great. We love what you guys are doing. Helping more people help more people. We feel the exact same way. And chiropractic, the. The essence of it is being able to deliver really quality adjustments. Right. And so if you kind of look at two sort of avatars you spoke about, the DC who's ready to scale, may have been doing it for a little while and wants some more freedom and wants to go to practice and have a bigger impact, but they're running into this thing. We see it all the time where we'll have DCs who are like, I'm ready to scale, but I have these associates coming in. They're lovely people. They have great personalities. Everything lines up right. But their hands are horrible, okay? And they're like, I go away, and then all my patients are complaining, and then I can't go away anymore. And so what we've seen is we've actually been able to pair up chiropractors that come to our seminars with new grads that come fresh out of school who are in the century model. And they're thrilled, both sides, because it allows the new grad to come in and have, you know, be in working in a successful practice and have a really great learning experience. And it allows the DC that wants to scale to have freedom and to be able to grow their practice. And we've seen it time and time again. It's. It's really awesome. And that's. That's why we know. That's why we love working with you all and. And being part of trp, because it's. It's like glove on a hand. It just fits perfectly, you know?

Yeah. Oh, that's great. I mean, I. I honestly, like, have a bit of goosebumps just thinking about the idea of young docs, you know, coming out of school with, you know, again, on purpose, on mission. They've already been to your trainings. Because when I've been to your. Your trainings, there's lots of. Lots of students there, which is great. There's also lots of docs who've been in it way longer than I have there. It's such a diversity. But I'm thinking of these young docs coming out. They already have syntropy training now that we're having TRP clubs on campuses. You could have the build skills coming out of school and the adjusting skills coming out of school. Man. How marketable would that student be in the marketplace? That would be amazing. I'd sign up for sure. That's the associate I want to.

Well, for sure. And that's what we talk about. We talk about we need more strong, fundamental chiropractors, and we need to know who we are and what we do. Own that with confidence, be able to communicate well, which is what you guys do masterfully, and be able to deliver the goods, you know, and if you can have those three things, it's just. It's a match made in heaven. And practice is so, so much easier. On the other side of things, there's the other avatar who's Kind of a solo practitioner just wants to grow their business. And like you said, not experiencing either. Not experiencing the miracles in chiropractic, which honestly should be the norm, or they're beating up their body. Okay. Like, they're going in. They're like, yeah, practice results are pretty good, but I'm so beat up at the end of the day. I want to grow my practice, but I'm super beat up already. There is no way their subconscious is going to let them grow if they're already beat up seeing whatever number of patients that they're seeing. And so we've had a lot of people who have had, like, amazing transformations in their practice where they've actually doubled their practice. Like, we've had several. There's a chiropractor. I won't mention his name because I haven't asked him for his permission, but he's in North Carolina and he's doubled his practice just because he's like, I just couldn't do it. There's no way I could get through the day. I was just so tired and beat up. And then after learning how to adjust this way, I feel great. And my practice doubled. So that's pretty sweet.

That's amazing. I mean, we all appreciate the power of innate intelligence. And if innate intelligence is experiencing this stress of adjusting, it's going to put a cap on capacity, for sure. I mean, from my experience. So, you know, I was in practice for nearly 18 years before I came to any of your trainings. And, you know, I'm. I fancy myself a good adjuster. I was getting great results, you know, just amazing things that we see. And I have an associate who, fortunately, I hired, you know, four years ago and had good hands. Was. It was a good adjuster. But we both went to your seminar and learned new things, new tweaks, and came back with completely revived energy about practice, which has really translated into both results and the experience we're having in the office. So I suppose that's the other one is people, you know, who do have a good set of associates already and looking to increase the energy, looking to have a little bit of a boost with, you know, our own, like, passion to show up and, you know, do even better adjustments, that sort of thing. I'm sure you see that a lot as well.

We see that every time we talk about.

There's.

There's four Bs, right? We talk about being bored, beat up, burnout, and then finally bound. Bound to the table like, I'm chained to the table and I can't get away from it. And so, yeah, you may be like, no, I'm doing great. I'm happy in practice and everything. But you start maybe sort of just going through the motions and then coming and getting excited about adjusting again, getting excited about the miracles that you can see in practice, reconnecting with your team while you're there, it just brings a passion back. You don't feel like you're really punching the clock. And so that's kind of the board. And, you know, the burnout thing, I think it's kind of, kind of the same thing. And yeah, so we see that as well. You've got all sorts of different chiropractors that come in. You've got students and then chiropractors that have been practiced for like, 45 years. And somewhere along, you know, their. Their journey in chiropractic, we have different struggles that we go through, and we can always fine tune our skills. We do that with our communication. I know you guys are masters at that. Your communication and procedures, your team building, the whole thing is so masterfully done that I think a lot of times we forget to continue to master our adjusting skills. It's like having the most amazing restaurant, the most amazing steakhouse that has the most wonderfully trained staff, and then their steak is crappy. Okay, You've got to serve the steak. You've got to go to Hal's Steakhouse in Atlanta, and you got to get a steak there. And it's like they deliver every single time. I think we need to be. We needed to deliver every time as chiropractors, and I think we are just not doing it, you know?

Yeah, that's. You know, I don't know if there's anything else that needs to be said. We got to deliver the steak, right? We got to deliver the steak. And most of us could get better at it. There aren't enough good chiropractic training, you know, groups out there, in fact, you know, so my background is actually as a professional educator, and I've been to a lot of different seminars over. Over the years, and I show up and sometimes they're okay and sometimes they're not that good. And then I showed up at your guys seminar, and I gotta say, from an educational standpoint, I've never seen it so good. You know, 90 docs in the room, two of you training us. You could hear a pin drop in there. Everybody was focused and dropped in and learning those skills and really drilling on it. And then I was super excited that because there was a little Bit of like, okay, this is great, but man, the next one isn't, you know, I'm coming to Chicago in August. It's okay. It's going to be months between. But you guys also have the academy option now. So you talk about sharpening skills and keeping working on it. I think this is a game changer for the profession for docs, whether they're associates, owners, whatever, to be able to log in and keep training on the skills with your guys. Training. You want to talk a little bit about the academy?

Yeah, I appreciate that. It's. We love it. It's something we were a little bit kind of scared to put out there. You put all your IP out there and all of a sudden, oh, God, is everyone going to steal it or whatever? And then you just realize, life is so short. Get it out there. What do we want? We want to train amazing chiropractors. And so Patrick and I did it. We put every single adjustment, all of the biomechanics, the analysis, the doctor and patient set up, force application. There's videos of us adjusting on there. Like, it's pretty awesome. And then so people will come to a seminar. And what we don't want is that peak experience that's sort of the Jacuzzi. And then when you get out of the Jacuzzi, you drop down, it's cold outside. And so we developed the academy as a continuation of the seminars so that you can continue to train and get better and jump on weekly coaching calls and continue to get support from us so that when you come back to the seminar in Chicago, you're ready to go, like you haven't missed a beat and you can take your game to the next level. And we love it. We're very, very passionate about this. We absolutely love helping chiropractors. As you've seen, you've been in the seminar.

I mean, that's so great. Anytime that I interact with a group, a company that, that I know if docs do their stuff, they will get better results and they will be better chiropractors and they will help more people. I get super excited about it. And I'm just, I'm positive that if, if a doc does a manual style adjustment to begin with, they show up at your, your seminar, they are going to get better. So tell people how do they access, like, where do they go? How do they learn more about you and how do they get to your seminars?

Okay, first thing easy thing is you can get our free adjusting videos. We have 33 free adjusting videos that you grab we're happy to send those to you. I think we'll pop up a QR code or a link that your listeners can grab. And then every two weeks we send out a Technique Tuesday video where you can just fine tune your technique. So that's one way. We'd obviously love to have you at a live seminar. That's where we can really. That's the game changer. And so for all the TRP docs, we have a discount code as well. It's TRP docs, all capital letters. So when you check out, you get 20% off of the live seminars just for being a TRP member. I'm sure you'll send that out as well. So those are two real easy ways. And yeah, it'd be an honor for us to help any of your docs. We love what you're doing and there's just so much.

It just fits very, very well together.

It seems like there's a lot of synergy. Syntropy with that for sure.

There is synergy big time.

I was going to say to the listeners, check out that QR code. If you're TRP doc already, go to TRP docs as you're signing up for the seminars. And certainly, you know, let's, there's TRP docs that show up at these seminars. Let's get together, let's have dinner, let's, let's talk about the combo of these things for sure. Any last words, Aaron?

I would also say, you know, we're, we are success partners with trp. And so Patrick is usually there. He's, he's based in the States, so he pretty much goes to all the immersions. And then if he's there, go say hello, get adjusted by him. And, and yeah, that's also a really easy way to, to get in contact. So thanks so much for having me.

Fantastic. Absolutely. Thank you for doing what you do. Look forward to a long relationship together.

Pleasure.

Thanks for listening to this episode of Build you'd 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.