309 - Urgency Is the New Growth Strategy

We need to reduce the friction and give patients the opportunity, uninterrupted in a very efficient and urgent process, to go from step A to step B to step C through attraction, conversion and retention, to go from seeker to believer to understander to ambassador. And all of that should happen with a great sense of purpose and urgency.

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.

Welcome to another episode of the Remarkable CEO Podcast, Chiropractic's number one business podcast. I'm Dr. Pete Camiolo.

And I'm Dr. Steven Fransen.

One of my favorite things that we do, Dr. Stephen, is before we press record is our time to connect. And, man, we're coming in just. I feel like boiling a bit like a pot that was warmed and then we got into each other's presence and somebody turned up the heat and now we're boiling. And you know when you hear that tea kettle whistling like they used to, you're like that. You can only handle that sound for so long until you're like, can somebody get there and turn off the flame? And can you get that off the fire? And, you know, you got to move that. That's. That's how we feel right now. Dr. Stephen, I'm excited to talk about a topic that you and I are very passionate about, which we didn't maybe realize we both were until we started talking today about what we were going to be recording. And the topic that we're going to be hitting on is urgency. And we're going to look at the two sides of urgency and specifically how it directly impacts your business, your practice, your growth. There's so many elements we're going to touch on and hit on that your. Your brains are all going to be like, man, I didn't know you could squeeze that much out of one topic. But we're going to do it right now. So if you're a note taker, take some notes. If you are looking for a little bit of a kick in the backside, you're going to get two of them. And if you are looking for some ways to inspire your team, I guarantee you're going to want to have them listen to this episode, also share it with a buddy who is going to need it. Because you know what we all need right now, Doc Steven, a little bit more. We need a Little more urgency. So we're going to be spending some time with you today, unpacking, having a great conversation around this topic of urgency and specifically how to apply it to your business to create a more remarkable business and more remarkable life.

I love this subject matter, Dr. Pete, because.

Allows me to make fun of myself when I talk about my superpower, which I believe is impatience. And so finally, that quality serves me well. So I think as entrepreneurs, we are by nature impatient, and that's typically not a compliment, right? So when you hear that, so, you know, we talk about the gifts of the spirit man, the one I lean into is like patience, right? So that is always my prayer. I need a double serving, right? So impatience comes with being an entrepreneur. We're impatient. There's a sense of. In an inherent and innate sense of urgency that we do, I think, all things with, right? So you can see it in the way entrepreneurs speak. You can see it in the way we drive. You can see it in conversations, right? There is a level of impatience and urgency with all things that we do, right? So it's not that we're in a hurry, it's just that we want things to move, right? So. And that serves us well, so well in this conversation. In fact, it drives everybody else crazy around us. And the fact that so many people that we surround ourselves are not by nature entrepreneurial, I'm sure that that drives us crazy about them, right? So for those people that you've been blessed with to surrender that surround you, who are bothered by your impatience and you are bothered by their lack of urgency, this conversation is actually going to be a teaching moment for everybody, right? So one thing that we know is that urgency is the key to the modern marketplace when it comes to increasing your impact, increasing your conversion, growing your business at its optimal rate. So this is all good news. So this came out of a study I was really diving into, how to best apply AI in the chiropractic space. It's like, what are the applications? We actually have an awesome guy, Brad Costanzo, who I interviewed actually for the podcast here. He's actually our internal expert, one of our remarkable experts for how to best optimize and utilize AI in the chiropractic space in our businesses, in our practice. And in those conversations, we started to explore, like, how to best utilize it. And of course, we take it through the accountability grid, attraction, conversion, retention team, building collections, like, across those domains. Where can we apply AI right now which will make us more efficient and more effective, right? And those conversations that we had around just starting with marketing, just recognizing that response time is typically the key factor in determining whether somebody moves forward or not. And to me I was like, hold on, unpack that for me and help me understand that. It's like the research is showing that response time, in other words, when somebody first shows interest, raises their hand on any level. How quickly we're able to respond makes just such a huge impact. Right. So I pulled up some research on this. I wanted to share it. I'm going to read a couple of things because I think that it's, it's absolutely so compelling that it's going to help us put a lens over our entire practice. Right. So listen to this. Response time is crucial in marketing and conversions, significantly impacting lead conversion rates and overall sales success. Faster response time, especially within the first ready five minutes of a lead inquiry can dramatically increase the likelihood of converting that lead into a customer. Studies show that responding quickly can boost conversion rates by as much as. Wait for it. 390%. 390% increase. Okay, changing nothing else just in improving response time. I got one more paragraph for you separate. This is a different study. Prioritizing fast response times, businesses can optimize their lead generation and sales processes, ultimately leading to higher conversion rates and increased revenue. Podia found that responding within five minutes is 21 times more effective than responding after 30 minutes. I'll say that again. Responding within five minutes is 21 times more Effective than responding after 30 minutes. Dr. Pete, we're not talking about responding within 30 minutes. What I, which I would have a year ago thought was awesome. Right? I'm not talking about comparing 30 minutes with like we'll get to them the next day or end of day kind of thing. They're comparing 5 minutes response time with 30 minutes. A 21x changing nothing else. No different marketing, no different marketing spend. No different call to action or offer person phone. It's simply this one factor, it's urgency.

So there's a lot of thoughts that I, that I want to go you know with here and you bringing up but we're talking about response time. So you know, when you're in an encounter in a, in your practice, think about all the, all the times when people are, are given an opportunity to respond. So think about if someone misses an appointment, there's a response there, right? Think about if someone schedules or it could be scheduling an appointment and they could or they would or wouldn't like all these moments, all these collisions. Think about if someone's at table talk and you're doing a. You want them to go to the front desk to schedule something, maybe get a family member checked or something like that. Like a lot of us, if I went through your entire journey, client journey and patient, like, there are mo many. There are countless times where it's like, if you drag your feet, if you slow down, if you don't take action right now, it's not going to happen. I didn't. You didn't sign up for the workshop today when you, before you left and then we forgot about you and you kind of forgot about it, and then you never ended up showing up to that workshop. Right. It's that simple. Like why your workshop was or wasn't full really came back to when the, when the, when the, when the moment was there, when the iron was. When you could have struck when the iron was hot. Like, we just didn't do it. And that's, that's the sense, like, when you. This is why pre and post shift huddle is so important to me. Because pre and post shift huddle keeps our finger on the pulse of the things that matter the most. Right now, I'll give you an example.

What's urgent?

Yeah, like, this is what's urgent now. It's not like when a patient is coming in, they have a special. Today, it's their PE1, PE2, PR1, PR2, R4, R5, R6, whatever. It might be like, to me, those are, those are urgent appointments. Like, those are appointments where it's like, do not miss this mark. Like, this is a milestone appointment. Like from the moment of. Hey, Pete, so good to see you. Today is a milestone moment for you. It's, congratulations, you made it to your first progress exam. That's a significant finding. That's amazing. Here. There's just two pages front and back. Just take a minute. You know, and I know that's old school. Filling out paper. Here's the iPad. Complete the thing. You get it. The. The moment that I'm not filling out that paper because I'm at this, you know, appointment. Did you hear what I said? This is a important milestone in your health journey. Congratulations for making it to this point. What did I just do? I emphasize the importance of this. So before I gave them that paperwork to fill out, they're not. Just go ahead and fill out this form, Go ahead and have a C right there, and then we'll be with you. It's not that, like, everything that you do has a purpose, has an intention. Did you feel this sense of urgency in my tone when I'm simply asking somebody to do a very simple thing like fill out a form to get them prepared for a visit that they're about to have as an example that the urgency thing has to start at the top. Doc Steve, we talk about attraction as a reflection of your certainty. There's four pillars of certainty. There's your philosophy, there's your communication, there's your business acumen, and there's your clinical certainty. Those four things are drivers. Well, guess what? There's a level of urgency in all of those things. I'll give you an example. If your philosophy is strong and firm and you firmly believe in the power that made the bodies, that heals the body, and the laws that govern human health and ultimately human potential, that that would be a very different person who's doing a day one or a day two or table talk or a progress report and progress exam or a reminder phone call if you're a ta, than someone who has a weak philosophy. Like, there's just going to be a lack of energy, there's going to be a lack of power and authority and drive and influence that's there. And so because of that, we're going to have people falling off track and there's going to be more tolerance of bad behaviors and things are just going to go sideways because you just don't have that. Right. That's an example where just with attraction, you know, getting somebody booking in, you know, having somebody go through your process day one, day two, day three is a reflection of what your conviction. So think about conviction and what that is. Conviction is how strongly you believe in the things that you're recommending. For people who have conditions that they walk in with, like my conviction about this condition called vertebral subluxation and the fact that I have firm conviction about this, where the person came in with, it's not that big of a deal whether they do believe, it's a big or small deal, right? Four different types of people coming in. Some are minimizers, some are maximizers, some are, right? You have all the different types, but urgency cuts through all of them, Right? It cuts through all the different types of people that are going to come in in a conversion. And then retention is a reflection of clarity. But when you have clarity, you have to have an urgency about clarity. In other words, life of probability and possibility. Yes, I'm thinking three years from now, but I'm also, it applies now, next and ultimately, and that urgency comes in. So when I see a patient, a year and a half in dropping out I get concerned about that because I know in a year and a half you'll be back. Hopefully you're. If you're still around, that's not like doom and gloom. That's just reality. Because I know what the world is going to try to do is steal your health from you. It's going to try to create some limiting beliefs and make you believe differently. And so I am here, put guardrails on our relationship to hear, protect you. So urgency, Duck, Steven, applies to attraction. It applies to conversion, it applies to retention, it applies to team training, it attires, it applies to hiring, it applies to your business office. It applies in every area of our business. The response time that you're talking about directly was a marketing conversation. I just want to expand this. Everybody said, guys, it applies to all parts of your business. And if you don't have that energy in all the parts of your business, you're going to start to see we're going to suffer in that area.

Yeah. As I listen to you, you know what I'm picturing is there's actually two sides to the urgency coin, if you will. Right. So let's call it. There's an internal facing urgency, and then there's an external facing urgency, if you will. Right. So internal facing urgency would be how do we lead our team and how does our team culture behave? Like, what is our execution of our systems and our processes and procedures? Is there an urgency that's driven by an appreciation for everything that you just said? Right. So you and I talk about the chiropractic adjustment is the Heimlich maneuver for the nervous system. It's like, I love that metaphor because, you know, you walk in the room, you see a child choking. How long does it take you to jump into action and give that child the. The Heimlich maneuver and clear the airway? Right. So it's like if the lack of airflow is suffocation and the right thing to do there is to adjust. Excuse me. Is to give the Heimlich maneuver and clear the airway and let the body get back to doing what it does best. Right. Which is just heal and get back to being healthy. Well, if you see that same level of urgency with every subluxated human that walks in, this is like, there's a block of nerve flow. There's an urgency. There's an inherent urgency of like, I want to clear it. I want to clear that nervous system. And if you have that inherent urgency in your systems, then you recognize, hey, we know the truth. Time kills all deals like we can't delay this, we can't be the reason that a person slows down this process or does not start or does not commit, right? So we, let's, let's take us out of the way, let's make sure that we are super clear in our process procedures and that we are executing at the highest level. We've optimized our execution so we are not creating the friction that slows everything down. If time kills all deals, we know that everybody's walking in and they're going to have all the minimizing excuses, they're going to have all the distractions of a over scheduled and over committed life. Everything's going to be inconvenient, right? So it's like all those processes, all of those things will slow it down. So it's going to be our job to, on the externally facing side of the coin is to be able to convey, to be able to communicate the urgency of what's going on with their health, right? So to take something from important to urgent, I like to say, right? So important to urgent. The only difference between those two things is a time factor, right? So something can be important but not time sensitive. But something can't be urgent and not be important. The only thing, the only difference is it's something that's important, that has a time factor to it and that makes it urgent. You've got to act now, we've got to be able to convey that to our patients. And I think that this is a fantastic lens to lay over your practice and lay over your business and to ask yourself, are we slowing things down or is there a way we can optimize it and speed things up, right? So do everything that we do more efficiently and with greater time sensitivity. Sensitivity. I call it an urgency audit, right? So doing an urgency audit all the way through your attraction process, your conversion process, your retention process, we've Talked about the LAR of 70 tool around here, right? So the rule of 72 almost feels like the, in the modern marketplace we have to turn it into the, the rule of 7.2, right? So it's like you got 7.2 hours, you don't have 72 hours of anymore, right? So things have a new, new level of urgency to it that I think, and the research is supporting that if we simply just reduced the time between every single step and every single transition, just sped things up, not rushing, but just do away with the wasted time between steps and with the sense of urgency, appreciating that time kills all deals. It Disrupts everything, it derails everything. If we did everything just more efficiently and everything happened faster, I think we would see the conversion in each and every step in the process would improve and that would be multiplicative. There'd be a compounding effect of that and we would see substantial, significant improvements, growth in the business by only changing one thing and that's the speed of execution.

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So, Dr. Stephen, I want to talk about something that, you know, just to jump on top, piggyback on what you're saying, which is the congruency of urgency. Congruency, Congruency is a really important thing because it's a measure, it's a, it's a measure of integrity. And so what you're saying, Dr. Steven, you and I are both like nodding our heads and we're like yep, yep, yep, yep, yep, yep. But there might be some people that are listening right now is like, I just don't know if I feel that way. I don't know if I, I'm tracking, I'm not, I'm not feeling it, you know, in a sense or I have maybe have some pushback. Like, I'm not sure if we have the ability to do that. And here's what I'm going to say. You know, you talk about time kills all deals. And the reality is, is that, you know, if your business model isn't set up for this, then then that's a subluxation in your business model and it needs to be addressed. Because if. If this is what's best for the patient, it's really what they need, right? We say this is what you need to do to get what you want. So for them to get what they want, they need to take an action step. And. And that next step is actually needs to come from a place of. It's. There's a timing into it, there's a timeliness factor that's actually important for them to get what they want. Otherwise they might not get what they want or need, right? Because what I always say is when what people want and what they need is what you offer, that's the real. That's where magic is, right? When what they want and what they need is what you offer. And that's what we create for people in the day one, day two, in that experience, wants, needs and offerings. And that's the magic. And so. But right in the middle of that is timing. That's me. That's the thing. And now is the time. They already said that's me. They raise their hand. They already kind of said that's the thing because otherwise they wouldn't have called. The. The time thing was they booked. They booked in. So they've already said now is the time. So they meet those three criteria. If you look at it and through the lens of an attraction diagram, the Venn diagram for attraction, that's you're speaking to me about the thing and now is the time, so I take action. So think about it that way. So if you go into a day one, let's say, the experience of the conversion process, with that in mind, listen, think about your kids. If there was something going on, like they were choking, now is the time. Think about if it was your car and you're out of fuel. Like, when do you pull over for gas? Like now. Like right now. Like, I got to get off the next exit. Like, that's the moment. It's like right now, we've got now. Should we be waiting till we're out of fuel? No.

Should we.

Should we be letting our kids eat those big old nuts when they can't swallow them? No, you shouldn't. You shouldn't have done that. Right? But if you get ahead of it, it says no, these people shouldn't have ever got to this point where they were so subluxated, so toxic, so deficient, so broken down that we got to this place of urgency. No, we shouldn't have. But you know what? That's the culture and world we live in today. We have chronic conditions and then acute on top of that, it shows up as an acute situation through an underlying chronic condition. We know subluxation. That situation is where we enter the. We enter in right there and we speak into that. So if I don't, if I'm not showing up to that with that sense, the congruency of urgency, it's not going to be congruent because you don't actually show up with it that way. Like, I didn't show up to that moment where the child was choking thinking I'm going to walk into a room with a child choking. But when I walk into the room, I take action. Why? Because I've been trained to take action. I've been. I am ready. It's a readiness. Like, I'm ready to take action. So this is where I go back to the pre shift huddle. I don't care what your CAS and team has been doing before they walk into the door, but man, when we get into that huddle, brother and sister, this is time to get our. Hey, hey, let's go. Let's get ready. Game day. It's game face. Let's go. Lives are at stake here, okay? We gotta be ready to go. The biggest takeaway for me in the huddle is urgency. It's a daily urgency. And it's not manipulation, by the way, because some people are like, oh, this is so contrived, it could be manipulated. So forced. It's a forced function. It could be so much easier. Dr. P, why are you.

It's influence.

It's influence and it's my genuine concern. Dr. Stephen. It is my genuine concern. If you came and checked my pulse right now, my pulse is just. I'm chill, I'm relaxed. I am a relaxed pulse. I'm fired up, but I'm relaxed.

Why?

Because the inner game, the inner game, it says, I already function right here. I am right here in this stage of urgency. I don't have to manipulate, I don't have to make this up. I am. I am hardwired at this stage to find and detect and remove subluxation and to awaken people to this reality. That is how I'm hardwired and that is how hopefully your team is. Becomes hardwired. They might not start that way when you hire them, but that's why we get the right people in the right role, right work, right way, right people, core values, vision, story. You've got to go there. And they have to see it to recognize like, oh, yeah, this is a big problem. We are in a crisis, we are a solution. I am going to be as somebody standing on the wall, guarding a doorway in this, on this castle to restore people's health. Like, yes, you have a major role to play. And if you're going to be working here, check in, check out back office, tech, office manager, associate, whatever role you might be in, there's an urgency that comes with that position. And if you're not ready to step up and step in, then it might not be a really good fit. And so speaking to the inside job, that's your philosophy and your belief. So as CEOs, one of the things I would encourage you to do is, hey, have you checked in with your. Do it. Do an audit of your urgency, but do an audit of your philosophy. Like, where is the philosophy at? Like, I've been on the road the last couple of weekends, Dr. Stephen, speaking at different seminars around the country, and it's like, man, I've been listening to a lot of philosophy and I'm just thinking, like, man, if you haven't been in this and you're not in this regularly, you're not listening to this and being reminded of this, you can grow weak in your philosophy and then weak in your urgency. And, man, it's easier to get rolled over by, oh, it's summer. Oh, it's the economy, you'll get rolled right over, man. You'll be bulldozed all the way down. But if you have urgency and your philosophy and you stand on the pillars that we stand on, it doesn't matter what the weather is, doesn't matter what the seasons are, doesn't matter what the economy is. We grow through that. Actually, we use those as activation energy to explode, to grow to the next level. And that's what urgency, urgency, Dr. Stephen, comes from a place of the heart. Right? It comes from a place of the heart, but congruently, it starts with connection, which is curiosity. There's a level of scarcity, which is boundaries, which is just a genuine respect for you make decide. You decide if you want to move forward. We will decide if we will accept your case. If we both agree, we move forward. If not, we go our separate ways.

Yeah, let's make sure we're aligned.

No pressure. Yeah, yeah. Like let's make. But I'll tell you, if we get, if we find this condition called subluxation, and if in fact you do test positive for that, I'm going to give you my recommendations and it's going to be to take action now.

It is a hard issue. It's always a hard issue, right? So you know you're going to. Congruency is the right word. Like, could I go in and observe your practice and see your philosophy lived out in the urgency of your process? Like, what is that? Is that what I would see? What I see is like, man, they take this seriously, right? Like, they get, like, get that. I get that. When we talk about philosophy, it's like, this is not a business conversation or a process conversation. It's a philosophical conversation. I love the perspective of like when we take, when we talk about the four legged stool, like, what does it take to be a great chiropractor and a successful chiropractic? Business art, science, philosophy and business acumen. And that's not a checklist, this is a fabric. And those things are woven together. You have to know that, like, you can't separate the science out from the philosophy, from the art, from the business acumen. If you do this right, this is fine wine. When you're drinking a glass of sauvignon blanc and you say, I'm picking up on notes of pear and green apple, right? So it's like you can't tease it out. It's all part, it's all in the glass, right? So when you talk art, science, philosophy and business acumen, when we're talking about process, that's business acumen. That business acumen better be driven by the art, the science and the philosophy, right? So it's just like it is a fabric. And when we look at your process, we should see your philosophy walked out. We should see the science walk walked out. We're talking about science, we're talking about behavioral science, we're talking about communication science, right? That's science. And the art of executing business acumen. Process, procedures and scripting. It's an art, right? So, and it's all, all woven together in this beautiful fabric called your practice. And what a way to look at it, right? So I love this concept of looking at the urgency of your process and procedures and just recognizing that as we go from attraction to conversion, retention, all of this has got to be about creating this super efficient process that is highly impactful and recognizing that you're going to be competing, right? So all businesses compete at a certain level. And, you know, you've got to decide, am I going to try to what. What lever am I going to try to compete by? You just want to compete on price. Like, you just want to be, like, successful because we had the cheapest chiropractic practice in town. I don't know. We want to be. Going to be better, right? Than better, but according to whom and what? I just like, we want to be safer, right. Reduce risk. People feel like certain that they're going to get the results they want, right? Or maybe it's easier. It's easier to be a patient here, or maybe it's faster, right? So everything happens here in a fast and efficient man manner. I love the idea of like, it's fast. I could get an appointment right away. I could get in right away to see the doctor. I had this incredible experience where I wanted to get in that office. I got a response right away. They scheduled me right away. I got in there right away. We went through the process. It was not clunky and cumbersome. I didn't have to wait a week between appointments. It was moving. We were fluid. It was fast and smooth. And there was a present time consciousness. I felt, heard. All of these things are woven together. But the thing that makes the biggest impact here in the modern marketplace is urgency. It's speed. We have to keep that process moving forward. We need to knock down all of the barriers. We need to reduce the friction and give patients the opportunity, uninterrupted, in a very efficient and urgent process, to go from step A to step B to step C through attraction, conversion and retention, to go from seeker to believer to understander to ambassador. And all of that should happen with a great sense of purpose and urgency. 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 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? If 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 in creating the business that supports your remarkable life, not competes with it.

Please stick around for more business insights from this week's bonus interview with our Remarkable Success partner, dedicated to helping you more successfully help more people enjoy.

What's up, Remarkable? This is coach Dr. Sebastian today interviewing one of my favorites, Dr. Tabor Smith with Spinal Hygiene Movement. If your reconversion percentage is struggling, meaning that they're ending the first care plan and then you're having trouble converting them to their next care plan. This segment is for you because we have a great tool that I use to fix my reconversion percentage. So, Dr. Table. Welcome, brother. Good to see you.

Thank you.

We all know you. We see you in the immersions. You know, your message is so clear, so clean and powerful because you help us really drive engagement with our patients and that obviously drives compliance results. And then that fixes. So how does. How does spinal hygiene fixes my reconversion percentage?

Yes, thanks for asking that question. The simple quick answer is through engagement and education, prepping that person for that upcoming, you know, R4, that upcoming RE exam where we're going to convert them into wellness. And I'll just tell. Ten years ago, I was terrible at reconversions. And the reason was my patients would get to the end of their initial corrective care plan. I actually had a couple patients say this, and this is what got me on a path to correct. This was they looked at me and they said, oh, man, my last visit is tomorrow. I'm going to sure miss this place. And I thought, oh my God, you don't know. We offer wellness. Like, how am I going to have any kind of conversion rate when I'm throwing wellness at them on the last visit? And they had no idea that they were going to be converted. So I mean, step one and TRP really helped me with this was to make sure in my initial, like, we convert to retain. So now, you know, in our day two, I'm telling them their corrective care plan and then I'm talking about converting to wellness even on day two. But then we started our Better Results Faster workshop, which helped tremendously because we're, you know, we're talking about wellness, we're talking about lifetime spinal care. And in our Better Results Faster workshop, now we present our spinal hygiene kits. This is the home care for patients. So just telling them on day two, just doing a Better Results Faster workshop increased our resign conversions. But when we added the spinal hygiene kit and then getting them engaged in learning the actual, you know, Dr. Fransen always says we got to convert believers to understanders when, when patients really understand how to take care of their spine and, and the why behind taking care of their spine and nervous system, which we give them on that Better Results Faster workshop. And then we continue to educate and give them through checking in on their spinal hygiene, making sure that they're taking care of their spinal nervous system. We say it takes 21 days to build a habit on helping them build one of the best habits that they'll ever have in their life, and that's taking care of that spine. And then we say it takes 90 days to make it a lifestyle. And so I'm staying with them. I'm doing the table talk, I'm making sure they're doing their home care. And then we're creating a lifestyle. Now when they get to that end and they're ready for that resign, man, they're in a whole different mind space, ready to see what I got for them next.

Awesome, man. Listen, not only I use it, I use them in my, in my offices. I Love it. I love that it comes with a booklet that explains everything, so that saves me a lot of time. I just did, like some YouTube videos that I put on my YouTube channel to just support the booklet. But honestly.

Perfect.

The booklet is amazing. It's really, it's really good. Plus you translate into Spanish. Thank you very much.

Yes, you're welcome.

That's the first thing. Second thing, you're saving me 200% than what I was paying before.

Wow.

Okay.

Yep.

And so it's more profitable. Better, More user friendly. Better. And, and yes, my, my R4 stick rate, it was 29%. And even though we were using a homeker kit, it was difficult. It was a difficult one to use.

Right.

This one is much simpler, more user friendly. So, of course, you know, accountability drives engagement and that mixed with education, it really helps a lot to fix that Reconversion percentage. Absolutely, man. Anything else you want to, I would.

Love to share, you know, that in itself will fix conversion percentage. We're just now trying out something new in a lot of the offices that are implementing spinal hygiene and it's taken it even to another level on engagement, and that is at their Better Results Faster workshop. When we go through their home care kit and we show them how to use it, we get them signed up for what we call a 21 day spinal hygiene challenge. And it is. And I tell them, you know, you're going to get one email a day from us for 21 days encouraging you and reminding you to do your home care so that we can help you create this great habit of taking care of your spine and nervous system. And, you know, they don't open every email, but, but a lot of them do. I mean, they've just given me three, four thousand dollars. Like, they're invested. They want to get the best results possible. It's the reason why they came to the Better Results Faster workshop. And now they're engaged even beyond that, every day getting information from U.S. offices that have implemented that. So they're getting great feedback. People are coming in saying they're doing more of their spinal hygiene exercises. Anytime you can get that type of engagement, it really helps. And so people can always go to our website, spinal hygiene products.com and get our products. But I did a special training on that 21 day spinal hygiene challenge to show doctors how to start implementing that. And if they go to spinal hygiene workshop.com they can see how we do that.

Awesome. By the way, our, our CAS loved the certification program they got. They felt like, empowered and like, I don't know, they just really, really enjoyed it, really liked it. So that's another thing, guys, if you're watching Doc, a great value to add to your team. That certification program of the spinal hygiene movement.

I appreciate you bringing that up. And they can see that program is done through Life University or in conjunction and support with Life University. You can go to spinalhygieneproducts.com and search in the menu, you'll see a certification program. And that is an actual 12 hour program. So we put a lot of work into that. We only do it a couple times a year. And then the students, it could be cas, it could be doctors. The people who graduate from that program, they're get, they get sent a really cool little certificate from Life University and they're certified spinal hygienists, which is really cool for them to say in the office. Get a little bit of that, you know, respect and authority that they deserve.

Awesome, man. Any final thoughts?

No, man, I just appreciate you letting me share the message. We're growing. We're trying to get out there. You know, I really believe dentistry, the reason why they're the second largest health care profession in the world is because they worked really hard to get inside every single household. And they, they taught families to take care of their teeth, which is important. But they did such a good job of teaching families to take care of their teeth that now parents do the job for them. Parents will tell their kids to take care of teeth, show them how to take care of the teeth, take them to the dentist. And if we can just put in the work right now to get into households, teach people to take care of their spine and nervous system, and then parents can then do the job for us from there on. But we got to put in the work.

Love it. I love the vision. I saw the vision, man. I see it. Thank you, brother Tabor, I love you, man. I'm so proud of you. It's been a lot of years working with you, seeing you push, man. And I just want to tell you, man, keep pushing, bro. Keep the vision alive. Because it's, it's not your vision, it's God's vision through you.

Amen to that.

I love you, brother. I appreciate you and I hope to see you soon.

Thank you so much.

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 me. Message us on Facebook, LinkedIn or Instagram. Now go and be remarkable.