078 - Making Your Team the Messenger of Your Mission

I've changed the way that I look at my life by being exposed basically to chiropractic philosophy. But it happens to be that I'm the chiropractor. They're surrounded by it the most. Right. So I think our teams, many times, if we're doing that well with them, just like a patient is going to have their life transformed. Our team members certainly should be on the receiving line of that to not only have the benefits of chiropractic, but actually understand the philosophy and the way that you apply it to your life. And that can be a huge selling point because it's a great fit for them to have a healthy lifestyle. Then in your office. 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 is up, team? Welcome back to the Build you'd Remarkable Practice Podcast with the fantastic Dr. Lena Cook and myself, Dr. Bobby Ilijasovic. Dr. Lena, what's going on? I feel like it's been a minute since the last time you and I connected.

It has been a minute, you know, just enjoying summer, did some camping. We've been working on some cool stuff in the office. How about you?

Yeah, I mean, much the same. We've just been at an electrifying pace inside of our offices, just growing and expanding and. Yeah, I mean, it's such an exciting time to be a chiropractor. Honestly, it's such an exciting time to be in. In a holistic approach to health. I must say, it's. It is crazily exciting. There's an opportunity right now which is just huge. So we've been doubling down and absolutely powering on all fronts. And then later this week, I'm off to Europe. So I've got a Mediterranean trip plan, so I'll have a few weeks there in the Mediterranean coast. We have three weeks soaking up the sun. To Italy. In Italy, and then in Croatia and then off to Serbia. So I'm looking forward to my time away. That'll be great.

That sounds great. Yeah. I was actually just at a chiropractic association meeting last week and we were talking outside of our bubble, meaning like our chiropractic utopia bubble. We were chatting down the idea of bringing a seminar back to our state that basically presents on vaccines, right? And the other side of the story. And it was a great dialogue because There was probably 25 of us in the room, 25 chiropractors, and all of us agreed that there has never been a better time to really showcase what we know about health and life and the real truth about our bodies. And that the public is truly hungry for the other side of the story that they, that they haven't got it. So it feels like, you know, in a post Covid world, like we lit a match and it exploded to like so many more people coming over, I would say across the bridge to see what else is on the other side of health care.

Oh, it's absolutely insane. I literally on my team meeting on Monday, share this with all of our, in our DC training, I should say with all of our chiropractors. I'm like, guys, I'm seeing it like because in my offices I don't adjust at the minute or maybe anymore. Basically I just do some day ones and day two is a whole bunch of day ones, day twos and convert a whole bunch of people into care. And so that allows me to see what, what's kind of on the front line. And I can tell you that 100% without any shadow, we are living in the most exciting era to be approaching health with a lens that we look at it through. People want it and people are willing to pay guys tens of thousands of dollars, believe me, tens of thousands of dollars, okay? To get outcomes and get improvements in their body and improve their health and their longevity and their vitality and how their body functions and how their body feels and keeping it at those levels long term. And you know, Luna, I just use this example and I had this this morning on a mastermind coaching call. It was 10 of us on the call and I asked this question and I asked it now to you, okay? And everyone uniformly on this call was like, yeah, you nailed this. Here's the question that I asked. Just cast your mind back to your parents generation, okay? Parents, aunties, uncle, maybe even grandparents. If you know, those of you guys who have the pleasure to remember your grandparents or still have them, did they take the same conscious energy and conscious approach to their health? Just think about your parents when you're listening to this and your parents generation, more accurately, did they. Do you find that they took the same level of conscious awareness and attention to their health as what you're seeing right now in society? Well, now what's your answer to that, no. And it was a uniform. There was 10 people on this morning. Everyone said the same thing. I was the same. And I look at my mum, my dad, I look at my auntie uncle, other auntie uncle, other auntie uncle. I can't honestly say of my aunties and uncles that come to mind, there's 10 of them that come to mind. I can't think of one that just did something as simple as like regularly exercise and maintain a healthy way through their life. Like literally. And I don't say that to judge. I don't say that in a negative way. I'm purely saying it as an observation. I'm purely looking at as observation. All right? And then I look at now and I look at how many people are aware and you see in the trends with like ice bathing and infrared saunas and all these wellness centers popping up. And you know what I mean? There's just, there's this conversation right now that's in your community, that's rampant. And it's only going more and more in that direction. And it's up to you to then upskill yourself to be able to like tap into that. Because you cannot contain the amount of people that will be coming through your practice door. I'm telling you, we can't contain it. We're getting hundreds. Okay? So between 100, less than 200, more than 100, less than 200 new patients every single month in the door in our offices. And that's not even tapped out. That's just that the throughput of our practice at the moment is the ability to do the day ones and day twos. We've got 10 Kairos. And you can't. We can't. We don't have enough throughput. Right. So there's always a throughput issue. So it's a super exciting time. But I think it speaks perfectly into today's topic because what we're talking about today is, well, how do you instill the philosophy of health that we share that's so attractive in the market right now, inside of your team? Because you're one person now in the early days, you're one person, you represent pretty much a hundred percent of the company. But you might be listening to this call. Maybe you've got a team of 10 or maybe you've got a team of 20, you're one person. So from a forward, front facing point of view, people might not even see you. And so as a result of that, like what's your company expressing to those people when someone comes into your Office. What does your company represent? Is it completely evident from the beginning and the onset? What is this place like from a health perspective and from a health philosophy point of view? Because I'll share this storyline and I'm interested to hear your thoughts and how do you instill this philosophy into your team? Yesterday I had seven day ones. Okay. That I was doing. So yesterday morning was one of the mornings that I go in the office a couple of them week, and two people come to mind, but I think there was potentially three. But two definitely come to mind where we're going through their health history and, you know, they're talking about their issues. And then I say to them something along the lines of, you know, okay, so, you know, it's been happening for a while. And then I asked them about medication. So it gets bad enough. Is that right? We're taking medication? And both of them looked at me with this kind of judgmental way because they don't know my philosophy. Medication. They don't know that I'm like, also like, no, medication doesn't fix or change or nothing. Right. You just mask the problem. They don't know that I think like that. So they kind of both look at me with this strange look and they're like, oh, no, I don't want to do that stuff. And then I'm like, no, no, I'm totally on the same page, 100%. Right. But it's a question that I was asking this person about is the pain get bad enough we take medication? But the point of the story is that I quickly could see that, like even just by me mentioning you take medication, this person was like, no, no, no, I don't want to do that. I don't almost believe or whatever it is. And it was funny because when I started chiropractic, it was the other way around. You know, you'd hear, I don't believe in chiropractic. Now it's, you know, you hear more and more on the other end of the spectrum. So how do you instill in your team, take us away with like, all right, what's, what's your first of all being your observation with this. Are you finding this is the case as well? And then how do we empower our team to be these health warriors? Just like how we are listening to this call? Because if everyone is on the same page, that's how you present a front that's is very powerful and very attractive as well.

Yeah, well, it starts with your leadership. And if you are really passionate about chiropractic, and the philosophy of life and health being an offshoot of that for sure. Because I really think when we understand chiropractic and we dive into its principles, we also look at life from a different lens. And so the word gatekeep comes up where it's just like, I don't gatekeep that for my team. I want all of us to be exposed to this philosophy because it's transformed my life on every level possible, not just my health, how I parent, how I do finances, how I see the potential in what my life could become was transformed by recognizing that life happens through your nervous system, above, down, inside out, and the turn of your nervous system is truly setting the tone for your life and your health. Right. So I don't just say that because it feels right to say that. Like, I literally have been transformed by that. And. And I. I know that there was a time and a place where someone would have said those words to me and I wouldn't have. I wouldn't have understood, right? So, like, just, I know that that's what we're doing with patients, that's what we're doing with team members, is we that hold this truth at this point, get to steward it to other people and know that it's a titration, right? Like, it's not like for most of us, it didn't. You didn't wake up one day and all of a sudden understand chiropractic philosophy and massively shift your life. Now there might be a point to like, you know, kind of like a record where it like, screeches. Like, I know there was a point in my life where it was like, I. I kind of look at it like life in black and white and life in color, where I just really understood more of this philosophy and it transformed me. But I want that for my team and I want that for my patients. So right from the get go, we're bringing that philosophy into the vision that we're painting for. You know, a new team member coming on into explaining how the values play into us being able to deliver this. It's. It's immersed in everything that we're going to roll out to them. So that also when we get to the details, hopefully they have a much better understanding of like, the mission and the vision and the philosophy that we're bringing to the marketplace.

Yeah, no, you nailed it. And I would add on top of that, this is why the first work that you've got to do, and if you're starting a practice, this is. I'm Speaking to you now, but if you've already got a practice, I'm also equally speaking to you because you probably have to go back and revisit this. And I remember when I was told this in the early days, I didn't quite get why this is a starting point. But the higher up that I achieve, the more and more I understand this, that the starting point is getting clear with your core values and, like, what is exactly that you resonate with. And you know what, Lana, there's such an easy way to do this now. So if you, if you're using chat, GPT guys, or any form of AI, okay, after a while, get the paid version. It'll learn. You ask it this question. Okay? So here's a great prompt for it. Knowing what you know about me, my strengths, weaknesses, and what I talk to you regularly about, can you please help me identify what are my top five core values in both business and life?

I love it. I'm going to ask right now.

Watch what it comes back with. Watch what it comes back with. Here's another equally good prompt to ask it. Okay? Knowing what you know about me, I want you to audit my mind and highlight what you believe my strengths and my opportunities are. Don't be nice and don't try and put it to me in a positive way. Question mark. All right? And it'll help you identify your strengths. All right? It'll help you identify, like, what it is that you're regularly inputting in there that's going to give you feedback. Wow. Well, this and this. And you do this uniquely. You do this amazingly, right? And here's the opportunity with that, right? Absolutely huge. So you've got to sit down there and you've got to get clear with that. And this has never been easier, honestly, with AI, you can. Then you can see where I'm going with this. Extrapolate it further and tell me, all right, what do you think my purpose statement would look like? A vision story would look like, great. And then carve it out, you know, like, you might take that and go, wow, I like a lot of that, but I'm going to change it and change and alter this. And bang. You got no excuse not to do this other than focus, present time, focus, ask the right inputs and watch what it produces. Okay? Because once you get that, once you get, once you're clear with that and you're clear with your core values from that level, then you lead with that on the front foot. And you've got to actually then sit down and get clear with painting a vision story about what your practice looks like. And one of the best ways to do this is get into rooms with people that are ahead of the game. This is why coaching is so key and important. If you're listening to this and trying to do it on your own, just stop. That's all I can say. Unless you want to go slow. If you want to go slow, keep doing it on your own. Keep thinking that saving money and doing it on my own, trying to figure out is the answer. All right. But I can tell you, with the most successful people that I get the pleasure to deal with, one thing they all know is that they spend money to acquire knowledge and skills. That's it. And the person who acquires skills at the quickest rate wins the game. I'd be writing that one down. Okay. It's the rate of skill acquisition that wins the game. And you get that by getting in rooms with other people. So if you're listening to this, you're like, well, I'm not sure about my vision or, I don't know. I know parts of it, or how inspiring is it? You're in the wrong rooms. You're hanging with the wrong people. Yeah. You haven't got people in your circle that are big enough thinkers, high enough thinkers, or that are way ahead of the game where you are. So that actually stretch your imagination of what's possible. Because there's no point in me even talking numbers on this call, because there's gonna be people that are on all sorts of different levels that they might hear a number and be like, well, that's way beyond me. I can't even think like that. And then there's others that, you know. Like, I know in chiropractic, for example, there's this big thing about million dollar office. Million dollar office. Million dollar office you can do in 12 weeks. Honestly, you can do a million office in 12 weeks nowadays. So I feel like my. My vision is you can scale offices at 10 million bucks very easily. So you got to get clear with, first of all, what are your core values? What's your mission? What's your vision? Right. And then you're able to then look at that in other people. And when you share that and you share where you're going, you want to be able to inspire people because they say, visions are taught. Right. Sorry. Visions are caught, not taught. All right. Visions are caught, not taught. Which means that when you describe it to somebody, people hear that, and they're like, wow, y. That's sick. And someone who resonates on a health level. They're going to hear that because part of getting an inspired team is actually hiring right to begin with. Okay, so if you hire incorrectly, you're going to find it hard. You're going to find it really, really difficult. Really, really hard. But if you hire right to begin with, that's actually 90% of the job done. So hire great people. And then number two, I love what Franklin says about this work. Damn hard not to to demotivate them.

Hey Remarkables, let me ask you can you imagine generating more than 600 qualified new patient leads per month? How about seeing 183 new patients in one month? Imagine your practice generating more than $100,000 a week in collections, on track to doing over $5 million this year. Sound impossible? Well, those are the real results that TRPs own Dr. Bobby Iliajasvic is enjoying as we speak. Those are his July numbers. And August is going to be even better. Coach Bobby has been a new patient generation machine for nearly 10 years. I know because I've been coaching him since day one. But now he is going totally bionic. He has cracked the code on new patient generation and he is ready to share it all with you guys. Do you want to get in on this? Join us for the annual Remarkable attraction marketing immersion October 10th and 11th in Phoenix, Arizona and October 24th 25th in Adelaide, Australia. Coach Bobby will be walking you and your team through every step of his remarkable lead machine system. Click the link in the show notes below and register your team now. But Dr. Bobby's sessions are only one of the reasons that you and your team need to be at the Remarkable Attraction Immersion. Let me ask you have you started using AI to drive new patients into your practice yet? There's a new era in marketing that's powered by AI and it's creating creating a surge of new patients for docs that know how to leverage it. Don't miss this wave. Our team of experts will show you exactly how the most successful marketers are using AI to generate record numbers of new patient leads in internal marketing, external marketing, and of course digital marketing. Have you developed a fully leveraged marketing machine where you'll have total confidence that you'll predictably smash your goals month after month after month? Stop leaving tens of thousands, if not hundreds of thousands of dollars on the table due to lackluster internal new patient referrals? Stop wasting time and spinning your wheels trying to figure out how to get butts and seats for your outside speaking events. Stop throwing good money after bad on digital marketing, that's just not working, Doc. You should be seeing a 5 times to 10 times ROI on your marketing dollars. Our clients are crushing this. This weekend's seminar will feature a three track format focusing on optimizing your internal, external and digital lead generation. Nine breakout sessions in total with a special emphasis on best practices, leveraging AI for all of them. Bring your team. Everyone in your practice is a marketer. Let us inspire and equip them to help you fill your schedule. Book with more qualified new patients. Join us for the annual Remarkable attraction marketing immersion, October 10th and 11th in Phoenix, Arizona and October 24th and 25th in Adelaide, Australia. Click the link in the show notes here or go to the remarkablepractice.com events page and register your team today on that lineup.

Let's say. Okay, I'm clear with that. All right. I feel as though I've got the right people on my team. How do I now pour into them? So give me some practical things that you've done, your businesses that helps develop your team. I know that you're big in training. I know that you take them to immersions. I know that you've also coached your team. But what does that look like for you?

Yep. So like Bobby said, getting the bright people who see the vision and genuinely are inspired to be part of that is a big piece of it. And then from that point on knowing like, someone had asked like, well, what if I pay for this person to go to this training and they leave? Right. And it was like, yeah, but what if they stay? Right? And you don't train them and you don't invest in them and they're just kind of, that's not great either. Right. So I would rather know that I went all in on my people and poured in. Meaning, like, I'm going to work on training them. I'm going to help them see like where they can grow in leadership. So people will hang with someone where they know they're being fed and they can keep growing. Right. And by fed, I mean that there's room for them to grow. And that's not always spoon fed. It means also like challenged, developed, like that there's a room to keep expanding what's possible for them. And some of that might be professionally what's possible as well as, like, I actually just had to connect with my team about some things that we needed to just discuss some of our other projects we're working on. And I asked them, like, what do you think you've gotten the most out of like some of the seminars you've sat in with me, where I've spoken, it was directly about content I've brought to them. And it was about like, again, like I've changed the way that I look at my life by being exposed basically to chiropractic philosophy. But it happens to be that I'm the chiropractor. They're surrounded by the moment. Right. So I think our teams, many times, if we're doing that well with them, just like a patient is going to have their life transformed, our team members certainly should be on the receiving line of that to not only have the benefits of chiropractic, but actually understand the philosophy and the way that you apply it to your life. And that can be a huge selling point because it's a great fit for them to have a healthy lifestyle Then in your office. Right?

Yeah. Spot on the mark. So I know you're regular. You take your team to seminars, you get them to immersions, you get them immersed into trainings.

Yeah, Yep, yeah. Oh yeah. And sometimes the trainings aren't chiropractic too. Like we will go to other things that we're all inspired by. That might be, could be business. It also could be in the healing arts. Like we've gone to some, I'm going to say, like other holistic seminars that we are just all interested in and want to go to. So I try to keep it where we're all intrigued by things. Now maybe they're separate things. Someone might want to go to a marketing seminar and someone else might want to go to some understanding more about how the mind body relationship works. Again, it's depends on your team. But the point is, is I don't have to be the only one giving them content. But if something is related to what we're trying to grow, then I, I want to be offering that possibility that they're also going to come and access it.

Yep. Yeah, spot of the mark. I love that. One thing that we do is, I've recognized this one clear fact and that is that the level that you're on right now in any endeavor that you're trying to achieve in your life is purely just a skill set thing. It's a skill set and then an implementation thing. Which means if you're listening to this right now and you're make up a number, call out a number. $500,000 a year in collections. The reason you're not in a million, you don't have the skill set to be doing a million. When I said before, you can get to a million dollar practice within 12 weeks, 14 weeks. I mean that because I'll tell you exactly what to do. Here's how many newies you need. Here's how you should get those newies. Here's a conversion process. Here's how she should be charging. Here's the process in day one, day two, here's your attention protocols. Here's what the first four months in care would look like. And then here's what it would look like when they go into wellness care. Bang. Don't get distracted by anything else. Just focus on these eight core fundamentals until you master these eight fundamentals and you will get to me easily. And the second time you do it, you'll do it even quicker. So the level that you're on right now, you're on that level because of skill set. That's where it's at. And the reason you're at the next level is skill set deficiency. So therefore, if it's a skill set deficiency thing, then the number one thing that you should be trying to achieve is how do I expand and broaden my skill set in the most in the quickest way possible? Now that's why you're listening to this podcast right now, because you're trying to build your skill set. However, here's the bad news for you. Listening is not enough. It's not the most accelerated way to build skill set. It definitely will build it. So I kind of look at it. You know, right now there's this bar action on my screen here as I'm speaking. It's kind of like one of those bars that's kind of like green and then yellow and then red depending how loud I'm speaking. So if I speak really loud, it gets red. If I speak really softly, kind of stays like green. Okay, so that bar goes to the right hand side, green, yellow, red. If you listen to podcasts, okay, it's kind of the green. It's going to help you definitely absorb stuff, but it's not the rate of accelerated learning. So then if you want to kind of go next level, the rate of accelerated learning, if you were to put it in order. For me, the top number one thing is getting coached and getting trained. Because then I'm immersed with somebody and in good training and coaching. I'm taking notes, I'm being held accountable. So I'm learning information, I'm taking notes, I'm being held accountable. And it's a dialogue where that person can also contribute to. That's like the most accelerated rate of Skill acquisition. Okay? Number one, then if you look at, like, yellow, for me, yellow is okay. Reading books and listening to podcasts. Listen. But taking notes. So, like, not just listening to it while I'm going for a walk, it's taking notes and writing out my main ideas and then restarting those notes. That would be yellow. All right? And then green. Like, I'm just getting some knowledge. I'm just listening to things, and there's times when I do that. Don't get me wrong. All right? So the question I always ask my team is this. What books are you reading and who are you learning from? Because if we are just depending on Bobby to be developing his skill sets, we're stuffed, okay? My expectation is that every single person on our team is developing their skill sets, okay? My expectations are every single person in our organization, especially the leadership team, is expect. Is developing their skill sets at a rate quicker than the rest of the market. Because rest of the market guys, they're not staying stationary. They're developing skill sets, too. It's the rate of skill acquisition that matters here. So the question you got to ask yourself is, how do you accelerate that rate? And the way that you accelerate it is that everybody's developing their skill sets. And that's why I asked them, what books are you reading and who are you learning from? What courses are you enrolled in? Right now, if you're not getting coached or being enrolled in anything, then you are out of integrity, asking anyone else to develop you as the leader. Need to invest in yourself. It's number one investment that you'll make, and then you can ask of anyone else. And that's why learner. One of our core values is learning and development. Right? We believe that the so training, learning, development. The only way that you improve in life is by acquiring skill sets. You do that by training, learning, and development. So we invest tens of thousands of dollars a year into our team. I invest at this point, I don't know the exact number, but it would be close to 100,000 bucks a year in my personal development. And so I have then the integrity to ask of you to do the same thing if you're my COO or you're my office manager, or you're my senior associate DC or you're my check in ca, whatever it is. It's like I can ask that of you to develop yourself, and sometimes I invest in you. But also, you can buy a book for $29, and you get someone's life story and best principles in a book for $29, right?

Yeah. Oh, yeah, definitely. That's great. And for the newer docs listening like Bobby, you know, for a while there, I was early on estimating, like, how much money am I putting back into coaching and developing this business? And it was a lot. It was honestly probably similar to what I was actually paying myself for a while.

Oh, totally.

Right, yes. So, like, when you're like, this is expensive, it's like, no, it's an investment so that you have the capacity to keep growing and not plateau. Right. So to Bobby's point, like, that shows you that you're on track to have the life of your dreams. Many times if you really look at where, you know, where did I spend any excess money? Was it back into developing what I want to keep creating?

Yep, 100%. And I remember those days. Yeah, you're putting more into yourself than you're taking home in your pocket. But it's the cheapest in your life that you're ever going to live. Okay? And then later you make more money. Guess what? The learning doesn't stop. It's not like I'm making more money now. I will learn everything I have. Great. If you want to stop developing, stop learning. Okay? It's the same thing. And it's funny. Speaking of ChatGPT, I asked it a question not long ago because I'm putting all this money into my learning development, right? More and more and more every single year. Like I said, a hundred thousand bucks plus now. So I asked it the question and I'm like, how much is too much? And the response that it gave me back was, for someone like you, it's never too much, okay? Because you're on a high vision, all right? You're high octane, rock and roll. You're learning and you're implementing and you're actually taking accountability for it. You can't put a number on that because you look at the growth of what that's equal in terms of your personal trajectory, in terms of your income trajectory, it's the best investment you're ever going to make. Right. 100%.

Last thought here, Bobby, for me anyways, is I actually was having this conversation with a professional speaker outside chiropractic space. He's in financial, and he was having some troubles with one of his family members who I think wanted him to just support him or support them financially, for the record, but they were just done. Like, they didn't really want to learn a new skill. And he said, it's not about the money. It's about the fact that it just burns me up that they don't see that by them not wanting to invest in themselves, they're kind of like just calling it quits on life. And we were having that. So if that's you, where you're thinking, well, I don't know that I'd want to is like this is life. You're supposed to be on the cutting edge. This is is part of co creating is to like experience new things, not to live the same day over. And if you're in chiropractic, part of doing that is you're on the cutting edge helping people heal. Right. So it's going to necessitate that you stay on your A game. Right. It's just part of doing this work.

Yep. I love that you finished with that because I think it's right. And I'm just going to change that last part of like this work and just change it to this life. Because you look at someone in their 60s, 70s, 80s and beyond, the people that are staying engaged and have a purpose and still have a group and an audience and people that they're pouring into and influencing. And this is why you'll get someone that's 80 years old still sitting on a board. This is why you get Warren Buffett still in his company. Because it keeps you fun, it keeps you youthful and that's ultimate what life is. So I love it. I know that we're going to talk about, you know, how do we develop our team and it kind of turned into how to develop ourselves because the funny thing is they kind of work out enhancement together. So guys, I hope you enjoyed this. Go back and listen to this one because there are some massive takeaways here and lessons learned for life. If you like what you're hearing, please go ahead and follow us on our socials. Guys, Instagram is the best place to follow Dr. Lono and myself. That's where you see how we make it all happen. Watch the businesses grow, put it together, get behind the scenes view. And of course, if you're ready to rock and roll, reach out to us. Let's have a conversation and we'll tell you exactly what your action steps are. That's the way that you accelerate your growth. Loner, thanks so much for everything. I'll catch you next time.

Sounds good. Thanks, Bobby.

Hey guys.

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.

Welcome everyone. This is Coach Oz from the remarkable Practice. And with me I have our amazing success partner from better Balance Orthotics, Dr. Andrew Powell. Dr. Andrew, welcome.

Thanks man. Thanks for having me.

Lovely.

And I wanted everyone to get to know you a bit more. So if you can introduce yourself and just give a big bit of a background about your story.

Yeah, sure, I'd love to. So, you know, I've been a doc for 23 years, but even before that, really, I grew up my whole life having super flat feet. I couldn't run. I was like the slowest kid. You know, I was the soccer, when I played soccer, I was the goalie on my team. I got one year as fullback and then they were like, no, mate, you better be goalie. You know, I just was not athletic. And I realize now that the problem was my feet. In fact, when I got into chiropractic school, I really realized that that was the problem for my low, the cause for my lower back disc problems, my hip problems, a whole bunch of problems in my body. And everybody knew I had flat feet, but nobody ever thought there was anything you could do about it. So when I did get into practice, I got into using orthotics in my practice. And I used a bunch of different companies. I used to have like the fancy gate scanner that you could walk and it took all these pretty pictures and images of your feet, all these great bells and whistles, but I didn't see changes. I didn't see changes in my own feet and I didn't see changes in my patients feet. I didn't see anything that was lasting. In fact, you know, I wore those athletics for probably nearly 10 years. And I would say at the end of that time my feet were not better, they were worse. My feet and my posture were worse than when I started. So fortunately I came across a medical doctor who was an amazing creator and his daughter had very bad scoliosis. She'd had a bad failed scoliosis Harrington rod surgery and he was looking for a solution. So he found something over in France and Italy where they were studying the effect of defeat on posture. And he actually created a device that he called at the time healthmark Orthotics as a treatment for scoliosis. And you know, it was really working well on that level. He had a ton of before and after X rays and some really cool stuff. So I started wearing these and I started using them in my own practice. And for years I started just using them to treat scoliosis. But over time we discovered more and more conditions that respond to these in Fact, we started to really understand what they were doing to a patient's neurology to the point where no longer do we use them for specific conditions. We actually assess everybody, anyone who wears shoes regularly or anyone who walks on flat surfaces, which, let's face it, right, that's all of us. These are an ideal solution for. So sadly in 2020, Dr. Ed passed away and at that point we took over his company. He said to me, look, Andrew, I know I've got a world changing product here that's going to help a lot of people. And I've just lived my whole life, I've been so busy with my medical practice that I've never been able to give it the attention it deserves. So, you know, I'd really like you to go and take this out to the world. So since 2020, that's what we've been doing. Love it.

What an amazing mission, what an amazing purpose.

Right.

And you know, you mentioned that you found so many other health benefits using these, not just for scoliosis. So, you know, if I'm a doctor and I'm like, I'm really interested in this right now, what sort of other benefits and changes does better balance orthotics have for people?

So the, the benefits and changes are huge. We measure them and we prescribed them primarily based on posture. And I guess what happened in the clinic, it was really a journey for us. You know, we started out using them for scoliosis, but then we got some great results for obvious footsteps. You know, I had a friend of mine, a doc who had plantar fasciitis for two years and nothing he did, he couldn't change it. And he swears that within 15 minutes of putting these on his feet, it went away and never came back. So, you know, foot stuff was obvious. But then we started to see real improvements in patients. Knee problems in their lower back, in their neck, pain in the headaches. And you know, one that really comes to mind, I had an older patient and she had three bad falls within about a six month period. She really, she banged up her shoulders, she hurt her neck and her back. And she came in one day with a walking stick and she just looked so defeated, she looked so miserable. She said to me, I hate using this thing, but I just don't feel safe without it. And you know, she was already getting adjusted. I thought, what else can I do to help her? So I thought, let's just put some of these on her feet and see what happens. And what happened was that she came back in about Two weeks time, just beaming, right? Like a different woman. She looked like 20 years younger. And she just, she was like, I'm so excited. I've thrown away my walking stick. I just don't feel like I need it anymore. I feel so much more safe and secure on my feet. So that was a real penny drop for me. It was like, wow, there's a huge implication here for false prevention with the elderly for balance. We wanted to start to see what's this really doing. So we actually got a vestibular plate which measures balance. You do eyes open, eyes closed, stable, unstable, and gives you a quantified false risk. And what we see is that this is changing hugely when people start wearing these orthotics. So over time, posture changes. We see forward head carriage really reduced, we see pelvic alignment really improved. So pretty much everything physical and mechanical in the body changes. They help with how we absorb the impact forces from the ground. So my belief, although I don't have the evidence yet for this, is that long term wearing them reduces osteoarthritis and joint damage. We see people's balance and their neurology overall improve. You know, the reality is we weren't designed to walk on flat surfaces. We weren't designed to wear shoes. We spent millions of years getting this proprioceptive input through our feet with every step that we took every day. And unfortunately none of us get that anymore.

100% true. Because literally, like modern life right now is just unnaturally stressful. Our bodies are good. You know, you can even look at screens and phones these days. Technic, you're losing that natural seed curvature of the spine. Now we're looking at the feet section, right? Like the, the, we're always on flat surfaces. So we're losing that proprioceptive input coming from the feet as well. So that's massive. That's a really amazing thing to focus on and to get people to change their health outcomes for the better. So Dr. Andrew, let's say that I'm a doc and I go, okay, that's great. I want to incorporate this into my practice and start to sell it, start to bring it into start. Like I want to know if I can get a return of investment on this.

How would that look? So really our docs are getting a huge return on investment, which is something we love, right? It's, we want it to be a win, win, win. We say it's got to be a win for the patient, a win for the practice, and a win for, for the doc as well. So what we've done is made it really, really easy, right? Like I said, I used these in my own practice for many years, probably about 10 years now. And Dr. Ed, as much as I love him, was not a. Wasn't a businessman. He was an incredible doctor and creator. But it used to be difficult. You know, they'd arrive in, your staff would have to customize them. And so when we took over the company, we went, what's everything that we find difficult about this? And let's change that. We really tried to optimize it so that it was just easy for docs and easy for them to communicate the benefits and really just plug and play the whole system. So we provide everything you need. We start off with a starter pack, which gives you your own personal pair to wear, because you've got to experience it for yourself, right? You've got to walk your talk. Then you get everything you need to have it up and running in your clinic right away. We give you all the training, all the resources. We, we can train your staff, we can give you the language patterns. Over years, we found that patients really understand so that it just clicks for them and they get it. So we really make it as simple as possible to put this into your clinic. In terms of the economics, you make $200 pair per profit. So they're a profit per pair, I should say. They're actually a great price for the patient and they're covered by most health funds, so the patient gets a lot of their money back. But, you know, $200 per pair. And really, the system that we use in my clinic is we know how important these are for people to retain their adjustments. So we assess every patient on the initial visit and then we report on it, on the reported findings, and it becomes an important part of our care plan. We explain to the patients, this is going to help you make the most of every adjustment and hold your adjustments better between visits. It's going to help you get results better, faster. So, you know, the thing about chiropractic practice is there's a lot of costs involved. We work hard, but it's an expensive business. And so sometimes you see these practices where there's high turnover, but it's not high profit. At the end of the day, there's not a lot of money going into, you know, into the bank. And so these really change that equation. When you're making an extra $200 profit upfront on each patient, it really becomes that win, win. You know, the patients do better, the clinics do better, everyone does better. That's what we love about it.

The ultimate win, win, win. I love that. And, you know, one of the things that I'll ask as well is like, these most likely have like, wear and tear, like normal generalized orthotics as well. And yes, because they get such great changes in outcomes, that's also a reoccurring revenue. Or people might get multiple pairs for different types of shoes as well. Is that right?

Absolutely. So, you know, if you're anything like me, I'm lazy. I don't like changing things from shoes to shoes. So I just, personally, I have a pair in every pair of shoes. So we do find many people will get multiple pairs or when they help fund rolls over at the end of the year, we send them a little reminder of that and say, hey, you know, do you need a second pair or do you want to fit anyone else in your family? So they also generate a lot of referrals because really, people do love them. It's sort of, it's almost embarrassing to me sometimes when patients come back and say how much these have changed their life, I'm like, well, it's great, you know, what about all the other things we do? But they do. Patients just rave about it. And so very often they're bringing their family in to get fitted, which is just another opportunity, opportunity to share chiropractic with them. People often are picking up a new pair every year or two. So yes, there is. There's a recurring, not just a recurring sale, but a recurring conversation to engage in with that patient about what they can be doing to optimize their health.

And, you know, let's say that I've heard this and I go, I want to actually look into it more. I want to actually take some actions, get into contact with you. What would be the best way to do that? Dr. Andrew?

So the best way to do that, we've got a quick video that kind of gives you a bit more information, explains about it, and then gives you an opportunity to book in a call with me. You can jump straight onto my calendar. So it's a bit of a longer link, but it's info.betterbalanceorthotics.com watch video. That would really be the best place to start.

We'll make sure we slot that into the video here somewhere and we'll also pop it into the description so you can click on it and check it out as well. So before we wrap up, doc, is there anything else that you'd like to add?

The one piece, I guess that I really want to just touch on is what I love about these athletics is their alignment with our chiropractic philosophy, right? One of the things that makes us different. In fact, really, the key thing that makes us different is our philosophy around health. And one of my mentors, Dr. Patrick Giantempo, always teaches that any contradictions in your philosophy leads to destruction. And so, you know, I talk to docs and they go, you know what? I don't really like orthotics. And like, man, I get it, you know, not only because I wore them for years and they didn't work for me, but what I've really come to understand is that traditional orthotics are just like a mechanical crutch. When I test patients, they don't make the same neurological and functional changes that ours do. So the way I teach it to my patients, I say, look, if you had a back problem and you wore a back brace every day, you might have less back pain, but do you think your back would get weaker or stronger? And everybody gets it right. They go, well, my back would get weaker because the back brace is doing the work instead of my muscles. And exactly the same thing is true with a traditional orthotic. It's an arch support. It's pushing your foot into a certain position, but it's not really making your body work the way it was designed to work. Better balance. Athletics are completely different. There's no support, no arch support at all. They're purely about stimulation. They're functional. They're about stimulating the nervous system. And, I mean, let's face it, that's what we're all about as chiropractors is working with the nervous system to create better function. And so these do that in a way that creates lasting changes. We see lasting changes in posture. We see people's bunions straighten up. In my own case, the flat feet that I had for, like, the first 30 years of my life have gone. I've got really great functional arches now. So I feel like this just got rid of a significant contradiction in my philosophy. This just fits so well with our chiropractic philosophy. It fits our paradigm. And I can really feel completely in integrity when I talk to patients about it and say, you know what? Having these on your feet is going to allow you to get better outcomes. It's going to happen faster. You're going to get the most out of every adjustment, the most value out of your care plan, and you're going to hold your adjustments better. And you know, that's just the truth. So it's it's really. I think these are the perfect match for our chiropractic philosophy.

Awesome.

I've got nothing to say though. You just said it and wrapped it up perfectly. So, guys, please check out Better Balance Orthotics. Click on the link, go get in touch with Dr. Andrew. You won't regret it. I'll see you guys later. Thanks, dog.

Thank you for having me.

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.