296 - Operationalize Your Business

The operationalizing process is what scalability means when you say, I'm going to scale my business. It's the assumption the table stakes here. Step one is you've got to systematize everything before you can delegate anything.

Hello and welcome to the Remarkable CEO.

Podcast, a show dedicated to chiropractors who want to transform their job into a.

Business so that they can have a remarkable practice as part of a remarkable.

Life, not instead of one. With your hosts, Dr. Pete Camiolo and Dr. Steven Fransen.

What's up, remarkables? Welcome to another episode of the remarkable CEO podcast, Chiropractic's number one business podcast. I'm Dr. Stephen Fransen.

And I'm Dr. Pete Camiolo. Hey.

And we are stoked to have a business conversation with you guys. You guys know the truth. We are in the business of saving lives, and when business is good, everybody wins. And speaking of winning.

We are in business, baby. RFK gets confirmed today. Having him in charge of health and human services is just unbelievable. Dr. Pete, it's something that we just said in our pre podcast recording prayer that we didn't think we were going to see it in our lifetime, but because we got big problems, but we got a big God. And I think we're seeing a spiritual movement, my friend. I am so tickled right now. I'm so excited to see him in a position where his prayers are answered, which is to have influence over the trajectory of the health of the children of our country and indirectly our world. Dr. Pete, I'm super stoked. I am. I'm energized, as always for our podcast. But today the lights are bright and I'm feeling great about the future. I think that we are about to step into a new chapter that is going to be blessed and highly favored.

You know, I immediately go back to our theme of the year. You know, it's not an accident that in 2024, our theme for the year was readiness. And, you know, as I meditated on that word throughout the year and considered it through the midst of our events and all of our coaching and relationships and all of our service that we do, you know, I, you know, I was just moved by the fact that we were. It was the right word. And when you look at the word readiness, in summary, it means willingness to do something and you're ready to do it. So you're willing and ready. You're able to do. It's an ability and a willingness. It's that combination. And I think for us as a country and for us As a profession, as chiropractic, you know, we've been at the, at this, we've been fighting, swimming upstream, you know, our entire journey, right? Constantly coming, getting, trying to be taken out. And here we are in this moment in history, during our lifetime. If BJ was here, if Sid was here, some of these people that went before us were here during this moment. What would this mean? What would this mean to them? What would this mean to our profession? So we're in this moment. If you're listening to this podcast, you are alive and during this time in history, not by accident, but by design.

That's right.

Are you ready? Our theme for this year, by no chance, by no accident, is new wine skins. You know, this idea that we're stepping into a season of where we have to look at our container. We have to. You have to look at it through the lens of your container. Are you, are you ready and able to handle the increase to contain that which is poured out? Are you positioned for the growth, for the need, the demand? You know, are we ready for that? And so that's what we've been working on, like Dr. Steven, since we've been doing this podcast since six years, five years, whatever. 2019 was our first podcast. So this is the year of 2025 now. So it's been, we've been at it for a while, and that's been our mission this whole time is to how to create more remarkable business, how to create more remarkable lives, how do we help serve more people? Because we know what the world needs now is chiropractic. And what chiropractic needs now is more successful chiropractors. So our mission in this podcast every time has always simply been to that. But I'll tell you, after all these years of doing this and being here, where we are now and after what happened today, I'll tell you something right now, guys, roll up your sleeves. It's time to get to work. Right? It's time to get to work. And Doc, I'm, I'm just excited to be linking arms with you and everybody who's listening to this because, man, I'm. I'm looking forward to what we're going to do in the next three, four years.

That's right. So we just came off of the remarkable team building immersion in Tampa, which was unbelievable, standing on the stage, looking out at a sea of. We brought six or seven hundred people into that hotel and we just infiltrated that place, right? Those chiropractors and the chiropractic family everywhere. Everywhere you looked, we had them surrounded. It was awesome. But there was still that tension. We were still waiting to see is RFK going to come through. And I was like, God, that's great. I love the fact that we have that tension. I was like, I'm like, are you going to actually release it while we're at. I was a little nervous on it, right? But at the same time I was like, this is great and it's your plan. And so that energy we're going to bring to this call today, right? Because you know, now that there's been resolution, right? So we've seen this thing and we're like, okay, the tension's been resolved. But that was table stakes. The game has just begun. So I'm excited to talk about this concept of new wine skins. And know for so many, you know, they don't know, they may not know. Maybe they're familiar with this parable, right? The new wineskins. You guys want to jump into the good book? It's Matthew 9, 16, 17. So the lesson here was that you don't put new wine in old wine skins because the wineskins will burst as that wine matures and expands and you will waste both the wineskin and the wine, right? So in this metaphor, in this analogy, we, we're borrowing the new wine skin is this new perspective. It's this concept, it's this new, it's this awakening an America of making America healthy again, right? So there is this, there is new wine for us and you have got to be ready because that new wine is not going to fit into the old wine skin, right? So it's just your practice, your old identity, your old belief system, your old systems, processes, procedures, your team, it is not going to fit. It will expand and, and you will not be able to have the capacity to contain what your potential is. And so we're just encouraging you just to make today a new day and look forward and say yes. Okay, so what does new wineskins mean to us? And you know, we leaned in on this process because we want people to understand that there's an evolutionary process for your business. And there's a three step process that we were teaching over the weekend which is how to create a remarkable business, how to create a remarkable practice. And, and it's operationalize, professionalize and then optimize, right? So I'd love to have a conversation about this really specifically to this point. This is a pragmatic way to describe, well, what a new wine skins look like. You know, like you guys are being Metaphorical, right? So this is what it looks like. First you operationalize, which is, speaks to your systems, right? So making sure that you have an infrastructure around these systems. And when you create systems, you create scalability. And the fruit of scalability is growth, right? So and then there's professionalize. And when you professionalize, we're talking about your team. And when you create a professional team, you create durability, right? So and the fruit of durability is freedom or optionality, right? So, and that was a word that we use quite a bit over the weekend, is having the option to choose what's the highest and best use of my time, energy, focus and talents, right? So that's optionality. And then finally there's optimizing, which is where we all want to be spending our time, which is where we're increasing our productivity, our efficiency, our effectiveness. And the fruit of optimization is profit. So Dr. Pete, man, I don't know about you, but those are some of my favorite things, right? So to increase growth and freedom, optionality and profit, today's conversation is about really, how do you, how do you take that pirate ship and turn it into a battleship, right? So that was the theme of the weekend and we've had these conversations around, you know, at the end of the day, most chiropractors have created a pirate ship, right? So they have built this thing on passion and brute force, right? It's that beautiful owner operator season, but it's just time now to make that shift and grow up and become that battleship that uses leverage, right? So, and making sure that they understand there is a huge difference between putting it all on your back and all on your shoulders and just saying, put more weight on the bar, I can squat heavier and let's just work longer, stronger and harder.

One of my favorite things that we talked about and was shared at the immersion that is resonating with me right now, and I think with many of you who are listening, is that it's not about you and it's all about you. That you know, when you think about, why would I do this work, right? Because that's the question you have to ask yourself is like, okay, Dr. Steven, that's great. That all sounds really cool. But why? You'd have to answer that question. You'd have to have a. You'd have to have a why? You'd have to know, why would I do that? Why would I operationalize? Why would I professionalize? Why would I optimize? Why would I do that? And that's, that is actually A, that is the place we all have to start and we always have to return to. You have to know your why. You have to understand that comes back to your vision, you know, and what does success look like to you? And I know that that can sound very, you know, what does success look like for me? It's not about me. You said, well, it's not about you. If you truly look at your vision and what success looks like, it's actually always going to be. There's going to be a beneficiary and another person will be the benefit of your life. That my life, because I lived other people's lives, became better. You happen to be a chiropractor, not by accident, by design. You happen to be a chiropractor, listens to the Remarkable CEO podcast. So you probably have a desire to make a better business. You want to have a better life. You want to have, you know, a bigger impact, a bigger income. You want to do it in a more remarkable way. So it's not an accident by design that you are here now and we are listening, and we're here together having this conversation that, you know, it's not about you, and it's all about you. And so in the midst of the tension of that, Dr. Steven, we must. That's where we find ourselves today, is, you know, okay, Doc, it can't fire a cannon from a rowboat, right? What. What does that even mean? Right? I can't. I'm operating a pirate ship and I need to turn it into a battleship. What does that mean? I like for us to. To break this down, you know, specifically today, you know, if you think about it through the lens of, okay, it's not about me, it's not about you, but it's all about you. This comes back to your why and why you should turn your pirate ship into battleship, why you should professional optimize, why you should professionalize, why you should operationalize. And know that was in the reverse order. But why are we doing those things? It has to come back to the bigger why. The new wineskin says this. At the end of the day, it's going to happen. The question is, are you going to be part of it? Are you going to be part of it? Because if you want to be a part of the movement, you want to be part. Continue to be a part of this movement, be a relevant player and a piece on the chessboard, and you want to make sure that you are positioning yourself to be a part of it, then you have to be willing to go into this discussion and say, you know what? I have to be looking at my business this way. Otherwise I'm sorry, but you're going to be left behind. And Dr. Steven, we see this. We get to see it, maybe have to see it, but we get to. Because we go face to face, hand to hand every single day with our brothers and sisters who are in the mission field. All of you and many of us are not ready. And we're just not where we need to be. So, you know, it's time to step up.

Hey, Doc, Steven Fransen here. If you're like me, you know that we're in the business of saving lives. And when business is good, everybody wins. That's the good news. But here's the bad news. Most chiropractors don't own a business at all. They own a job. It's a job they love, but it's a job. And far too often it feels like that job owns them. Is this true for you? Do you own a business or a job? Have you built and do you run your practice on brute force? Does it rely fully on your time, your effort? A pound of your flesh? Are you responsible for all growth, for all new patient generation? How about new patient conversions? Is it all up to you? How about patient care and delivery? Are you a sole practitioner, an owner operator who owns the practice but is also the only one that is head down and bum up taking care of all the patients? Is revenue generation or collections all up to you? Let me ask you the most telling question, doc. What would happen if you took 90 days off? What breaks in my experience, most on purpose chiropractors do not lay awake at night worrying about their practice. They worry about their business. Let's slay that dragon. The Remarkable CEO program has helped hundreds of chiropractors just like you turn the job that they love into the business that they've always wanted. Are you ready to run and build your practice on leverage instead of brute force? Do you want to create the same scalability and durability that will allow you to make a bigger impact and a bigger income? What would it mean to grow your practice, increase your productivity and your profitability? Do you want to get your time freedom back? Are you ready to turn your pirate ship into a battleship? This sounds like you. Then the remarkable CEO program is for you. Just last year, 53 of our remarkable clients received the Seven Figure Club Award. Meaning they hit the million dollar mark for the first time or their next million dollar level. Be it 2 million, 3 million, 10 million, up to 36 million and growing. Now, Doc, is it crazy to imagine that your practice could be next? Click the link below and learn how to apply for the next cohort of the Remarkable CEO program. We look forward to working closely with you and creating the business that supports your remarkable life, not competes with it. So spending time with our success partners, you know, we do our success partner coffee the Saturday morning before we kick off day two in our live events, right? So we spend time with our success partners because we call them type two clients, right? They're. They're clients of ours. Like their success is our success and their success partners because we've invited them into our ecosystem to help more people. Help more people, right? So that. That's a very simple mission, right? So you are here as a success partner because we're inviting you to help more people.

Help.

Help more people, right? So help our doctors grow and make a bigger impact. Make a bigger income. Help more people. So when I look around that room, you know, we've got 30 odd success partners in that room, and each one of them represents this business, right? And the purpose of a business is to solve a problem for another person, right? So, and we make them stand up in front of the all of us and say, hey, tell us who you are. What problems do you solve? What goals do you help people reach, right? So make it easy for us to understand what you do so we can refer the right people to you, so you can help them solve problems and serve more people. So it's this beautiful symbiotic relationship, right? And it's also one of those sphincteric moments that everybody's like, oh, my gosh, I've got to pitch this room of professionals. And it's an awesome exercise. I love it. I love it. And as I'm sitting there, what I recognize is each one of these guys and gals have created this awesome business. It's a very specific business that solves very specific problem. And they love their business. It's their baby. Like, we all love our business. It's your baby, right? So it's this thing that you've built and you just, if you. Everybody's watching on YouTube right now, you see me with my hands. It's like, this is this thing that you just continually craft and tweak and mold, right? So, and then you bring it to the marketplace, you say, here, look what I made, right? So each one of these businesses is a cannon. And you just said it. You can't fire a cannon from a rowboat. So, you know, what does that mean? It's like each one of these businesses is like a cannon, right? So and a cannon, what do you do with a cannon? You bolt a cannon to a battleship.

Right?

Right. So there's a battleship that has this infrastructure, right? So it's, it's, it has this girding that allows you to bring this heavy, they put it on there and just sink those big bolts in there. Right? So it has the stability, it has the, the surface area and it has a crew that knows how to put that thing in place and integrate it into the bigger battleship, et cetera. Right? So when I look at each one of these businesses, I know the truth of it is very often when they're talking to chiropractors, they've showed up with this, with this cannon, but the chiropractors are showing up with this rowboat.

Right?

So the, the, the chiropractic office, the practice itself lacks the infrastructure that I'm describing. It's not a systems driven practice. It's not a systems driven business or a systems driven team. Right? So they don't have meetings and trainings. They don't have reporting systems and meeting rhythms. They, they're not used to integration or implementation. Right. So they don't have the culture that a battleship has.

So.

Dr. Pete, I, I see that is, there's no judgment there, but what it does is it shines a bright light on. Listen, if you are ready to go to the next level, if you are ready to serve the masses, if you're ready to reach the potential, you do need to take that rowboat and turn it into a battleship. Right? It is time to bring that infrastructure in place. It is time to operationalize the business that then you can professionalize the business, then you can optimize the business. And it has to be in that order, right? So operationalize suggests that you create systems, systems and processes and procedures for everything. So systems allow you to create scalability. How is that? Because it allows you to delegate.

Right?

And you've got to be able to delegate, which means that you set up expectations and agree agreements and you equip people and you incentivize people and you support people to be successful. You have to have systems because you can't delegate something that's not systematized. Right. And it has to be measurable and you have to be able to set up KPIs and hold them accountable. Dr. Beat. The operationalizing process is, creates, is what scalability means. When you say I'm going to scale my business, it's the assumption the table stakes here. Step one is you've got to systematize everything before you can delegate anything.

Yeah, I think that this distinction is really important because you say, you know, there's an order to this. So it's operationalize, then professionalize, then optimize. So you, you operationalize so that you can professionalize. We talked about in the immersion, Dr. Stephen, the difference between an A player and every other letter of player, BNC was what we referenced and what we realized was it's A players only. And you know that that is a team of professionals. But what one of the thing characteristics that differentiates the A from everyone else is that the A player actually functions optimally inside of a system where there's a structure and there's a system, that's where they function. So in order to attract the A players. If you said I want A players, A players only, I heard you guys say that. I'm doing that. But you're having a hard time attracting the A players. You're having a hard time keeping A players. Go back to your systems. Maybe you have. It. Haven't built the, the operation that can actually.

Can, can handle, right, that a level of talent. It's, it's very possible, you know, that that's the issue at hand. And so we need to look at this in this order that you have to start with your systems and look at it in terms of. In order for me to be able to build this business that's going to create this optionality, which is what I really am after. Dr. Steven, I loved when you talked about the durability and the freedom and the optionality, like ding, ding, ding, sign me up, put me in. Okay, well, there's a prerequisite to that. And this is the less sexy, less fun part, you know, for many of us, which is doing the deep work that's required to invest in putting in the systems in place and continuing to refine those systems until they function the way that they need to be functioning. And, and so that we can then delegate. There's a methodology to the delegation. It's identify. Step one. You identify. What does identify mean? Identify means identify who's the right person, who's the right person who can own this, who has the genius to be able to excel in this, in this work, in the responsibilities that are associated with this task, this process, this procedure. So you identify, right? You don't just throw people out there though. You identify and then you train them. So what would you train them on? If you don't have a system. You can't train if you don't have a system. It's like, what are you training on? And that's why a lot of Cairos, they train for a while and then they'd stop or they never really fully trained. And you're relying on the person who's coming in to just figure it out. Guys, we can't function this way. So we've got to put ourselves in and people in an environment where they have the opportunity to succeed and be more successful with you than without you. That only happens if you have a system and the pirate ship will get you so far, but it ain't going to take you all the way to the promised land. And we've got to be in a position now where as a profession we have an opportunity. Right now you have an opportunity as a CEO leading to take a good hard look at your Systems here in 2025 and moving forward and say, you know what, what got us to this level of success? That wine skin is not going to be able to handle and contain the new wine. It will burst and you're going to lose the wine and you're going to lose the skin. Can't put the old wine. It says literally, don't do it, don't do it. And so we've got to start here, Dr. Stephen, and this is our marching orders for 2025 is we have to take good hard look at our, our infrastructure. We have to look at our systems and say, you know what, it's time to take these systems and we need to turn this into an operation that can handle the increase.

That's right, that the systems that can handle the increase. Right. You have the intention around that. It's not like everybody has systems, Right? So when we talk about systems, what are we talking about, guys? We're talking about your operations, right? So we're talking about attraction, conversion, retention, team building, collections, Right? The five domains of your business. I know everybody has systems. My question is, are they captured in writing? Do you have training videos so that you can onboard new people and train them? Is there training that happens with your team so you ensure continuity so that everybody's doing the same thing and saying the same thing the same way? Or is it. No, we're actually winging it as we go. Right. So at the end of the day, if you don't have continuity, that's a cancer in the business. You're absolutely not optimized. And if you're not training on those systems, then you are absolutely experiencing Drift, right? So everybody knows the law of universal law of entropy, right? So there's not that many laws that entropy is a law. It's not a good idea, it's a law, right? So things have a tendency to move from a state of order to disorder unless there's an organizing force placed upon it, right? So it's entropy. This is what happens, this things start to drift, right? So if you don't believe me, go in tomorrow and eavesdrop on your associate doing a pre consultation or listen to your checkout ca checking out a day one, right? Or listening to your check in, seeing it to the phone and feel the new patient lead. Yeah, that's called drift. What you're hearing is like, oh my gosh, where did that come from? Right? That's what happens when you don't train, right? So like you said, Dr. B, train on what? You train on the systems, right? So the process, the procedures and the scripting that you set up. So gang, at the end of the day, this has everything to do with you, right? So as a leader you have to be totally sold out for this. You've got to be able to say, listen, for us to be able to up to step it up to the next level, we absolutely have to step into new wine skins. We have to create a business that's going to be able to contain the demand that we're going to be seeing here over the next year, dare I say four to eight to 12 years. As there's an inflection point in consciousness and in our country around what it means to truly be healthy. People are going to be changing their belief system around what is possible with your health. People are going to change in their belief system about their role in their health. They are going to change their belief system around their behaviors matter. And they're going to feel empowered and restless because they're going to be like, what do I need to do and who should I go to to give me guidance? Who can provide this guidance down this new road called wellness? Because you're going to see it. And the question is, is are you ready? Right? So this leaders, listen, you have to lead this initiative. Your team is going to follow you, right? So if you are fully bought into operationalizing your business and creating systems and committing to those, they're going to follow suit, right? So and what you're doing is you are being a leader and you're showing them and you will become that low bar. So if you are not following the systems, your team will not follow the systems and If I'm speaking to you right now and you're like, ooh, direct hit. Ooh, that's me right now. It's like, you know, what awesome, brutal facts. This is you now. The next iteration of you as a leader is somebody who's embracing your responsibility and opportunity to become a battleship. So, guys, get ready. It's 2025. It's. The theme is new wine skins. You've just been given a methodology. We're going to continue to unpack this for you during the year. We're going to make it as practical and pragmatic and how to as possible. But the first thing is, is you've got to make a decision. And the decision is, is this is the year that we become a remarkable practice and a remarkable business. We're ready to operationalize so that we can professionalize and then so we can optimize.

Thanks for listening to this episode of the Remarkable CEO podcast. Remember, what the world needs now is chiropractic. And what chiropractic needs now is more successful chiropractors. If you like this podcast, please subscribe, share with a friend, and leave us a review. And if you'd like to connect with us personally, direct message us on Facebook, LinkedIn, or Instagram. Now go and be remarkable.