321 - How Chiropractors are Adding Services (and Huge Revenues) Without Compromising the Mission

But more, more than the revenue that the doctors are getting is we're buying back a lot of freedom. So we have a lot of chiropractors that are able to basically get more freedom, more time with their family, more time doing other things and, but still know at the end of the day they're having a huge impact with the patient. And that's always been our thing is we're gonna operate with the highest level of integrity possible.

At Genesis, we help successful chiropractors implement spinal decompression with a fully turnke that handles everything from marketing and new patient generation to systems, protocols and ongoing support. The result, massive value for your practice and life changing outcomes for your patients, all without drugs or surgery. This is the next evolution in chiropractic care. Welcome to Genesis.

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. And I'm your host, Dr. Pete Camiolo. And today I have with me in the studio, coming all the way from the Dallas Fort Worth area, Dr. Caleb and Dr. Chad from Genesis, back and neck. Hey guys, it's awesome to have you guys in the studio with me today to have a CEO conversation about business. And I know you guys are doing big things in the Cairo space and we're just super pumped to have you not only as a remarkable success partner which you guys are, but also just guys who are making an impact in the communities that you guys serve and through the offices and the doctors who you guys are working with. And we're, we're excited to have a, a conversation today And I know Dr. Steven is not with us, so if you guys are listening for Dr. Steven's voice, hey, you're going to hear doctors Caleb and Chad today instead of Doc Steven along with me. So we're going to have an awesome podcast, but I want to, you know, help our audience know you guys a little bit better by starting with, you know, understanding your story, you know, the origin story and you know, what inspired you guys to start this business, Genesis Neck and back. And you guys are obviously both owners, you guys are business partners. So I'd love to just get a little bit of color here behind, you know, your guys business, where it started from and, and who you guys are so Doc. Caleb, I'll throw it over to you first. You want to kick us off? That'd be awesome.

Yeah, absolutely. One, we're pumped to be here. We're excited. Chad and I. This is 20 years in practice that we've been practicing this year. And so we graduated chiropractic school together. We've known each other for a very long time. We kind of were on different paths. When I graduated chiropractic school, I wanted to see high volume, read the green books, you know, subluxation based family office. And the whole goal was to see a thousand people a week. Like that was where I was going. Well, Chad, from the get go never really had any of those desires. He's always wanted to do spinal decompression. He's always wanted to help disc patients. And so he's been doing that for 20 years. So we're on totally different paths. And probably about, you know, one of the things I felt in chiropractic is it's.

It.

The miracles were insane. But the disc patient was a patient that I struggled to help the most. That felt like a little boy with a switch trying to fend off a pack of wolves. And I could help my patient a little bit, for, for a bit, but eventually I'd lose them to pain management, lose them to surgery. And so. But if I could ever get them to go across the DFW metroplex to Dr. Chad's office, they always got better. It was just like insane. And so as time went on, I was doing coaching and stuff in chiropractic, and Chad and I got to talking and like, man, what if we. What if we got together and we opened up an office and we took the things that I know about systems and marketing and procedural stuff, and then the things that Dr. Chad knows about the DRX9000, which is the device we use, how to get a disc patient better, how to communicate with these people. And then the protocol we use is one that's actually been developed by Dr. Chad. So what if we marry those two things together? And so we did. We opened an office halfway in between my office and his office. And I would go down there, Chad would go down there a different six or eight hours a week. And all of a sudden, you know, that office is one. It's helping people that we couldn't otherwise help through chiropractic care. It's helping to avoid drugs and surgery. It's totally congruent with the chiropractic, my chiropractic principles. And all of a sudden, you know, the work is easy. And then it's like, hey, I'm actually utilizing my skill set as a communicator to sell a commodity that I don't have to bend over the table to deliver. So it was like an eye opening moment. And then it didn't take very long until this office, all cash is starting to rival the collections of my chiropractic office. You know, we all know what it's what it takes to build a million dollar chiropractic office. But to build a million dollar Genesis office is like this is so I don't want to say easy, but it was way different than chiropractic. And so we, we opened up another office. We're having dinner with a friend one night and he's like, I want to partner. He's a really great friend of ours that we went to school with. He's like, I want to partner with you guys and open a Genesis back and neck inside of my already existing chiropractic office. And by the end of the dinner we decided, hey, let's give it a shot. And it was an incredible model. So that really is kind of where the model developed. That friend told another friend, told another friend, told another friend. And now we're right around 70 offices in 26 states. Really helping chiropractors do things that are congruent with their lifestyle and their principles, make a really amazing amount of cash and then truly help patients that are really facing, they're facing surgery without true spinal decompression. And we're having a ton of fun doing it.

So wow, I love listening to your story and just picking up, you know, you're. And I, my background are probably more similar in the sense of growing up in the, the world of. And probably many of our listeners too. So I love that you and, and Chad were able to actually come together and form a business. Obviously have a friendship. It's one thing to have a friendship. It's one thing to, you know, being be colleagues. It's another thing to be in business together. So Chad, maybe from your perspective, just talk a bit about that kind of that merger, you know, that quote unquote marriage when you guys did come together because you had your own business going and Caleb had his and then you guys came together to form this. Talk a little bit about just the formation at the beginning, the early days as you guys were starting the business and, and what were the maybe one or two challenges from your perspective when you first came together to start a business? Not just the commute and the Six to eight hours, but like, working together in a business, if there were any, and how you guys were able to overcome some of those things at the. In the early days, however many years ago, 15 years ago, I guess it's been now.

Yeah, that's a great question, because everybody always asks, like, you know, I partnered with people before and it didn't work out, or the view of the business was never, you know, really gelling or meshing together. And so Caleb and I were always friends. And then he would, you know, in between, you know, the. What I was doing, what he was doing was just so different. But when we married this together, he calls me up one night, he goes, yeah, I want to do decompression. You know, all about it. What do we need to do? And I said, well, you know, I. Why don't we just partner together? And it was literally an hour on the phone, and we formed the next day we had an LLC. And I think it was like 45 days later we opened and we found a spot, put our tables in, and opened. Now, you could say what you want, but the good Lord put all those pieces in that in place for us on that, because there is no way I've ever opened a business that fast. As we got into business, he's like, oh, I can. I know that I teach people to do a chiropractic rof. I said, well, great. Go. Go close a disc patient for me. And he's like, this isn't going like I thought it would. And so what we started learning, I'd say the challenges that we noticed and we. We've overcome now. But the initial challenge was how do we communicate with a disc patient? It was second nature to me because it's completely different than a chiropractic patient. And so he was. He was taking my consultation and marrying it with his chiropractic consultation. And then we've got something really great now. You know, we can talk to a patient in eight to 10 minutes and they can see our vision. But the most beautiful thing I would say that happened out of all of this is we learned that Genesis is a principled decompression business. It is the coolest thing that I think came out of all this. We just kind of looked at each other one day and we're like, well, this is principled. This matches what I had in my office. I don't have to, you know, sell flu shots in my office to make a buck just because it's a revenue stream. This actually marries with the chiropractic principles. And I would say that was probably the biggest epiphany that we had through this whole thing.

Man, I love that.

And naturally we just have different strengths. Like what Chad does really good. He's numbers and metrics and spreadsheets and, and I'm not, I'm do different type of thing. And so it just is a natural thing that we, we both have two totally different lanes that we're in and it works out really well.

So yeah, it sounds to me there's a complementary nature and that, that's what I love about, you know, even just hearing you. And like you said, the good Lord, you know, clearly was behind this from the beginning. You know, knowing in 45 days, you know, you were able to get that up and running. And then learning through taking your areas of strength, Caleb, combining those with Chad yours and creating less. I mean as an example, this updated report of findings where now you're actually able to speak to the patients who you know are going to be slightly different than what you were before or very or like you said, completely different. How you communicate with them, marrying those strengths is huge. So, and I heard your passion come out when you talked about a principled decompression business.

I, I, yeah, that's a huge thing.

Yeah, I felt your passion there. That was going to be one of the, the question I was going to ask you guys. So now that you have 70 locations, you're in 26 different states, I think about it in two ways. So you guys now no longer are you just focusing on serving the patient, you now serve chiropractors who serve the patient. Can you, so can you talk a little bit about that? Like the transition between the original passion which was like, hey, we can help patients that Caleb can't help these guys, he send them across town to go see Chad. Chad's like, I got you getting great results now we're emerging forces and we're seeing amazing results. Now you guys are in offices. Talk about that. Like the passion for helping people through your passion for helping chiropractors. Talk a little bit about that.

Most of our partners are, I would say the majority of our partners are multi year chiropractors. So they're not fresh out of school, they're seasoned. Most of them are running million dollar chiropractic practices already. But for them to be able to bolt this thing on and drop it right into their office and be up and going quickly, helping a segment of patients, aligning with the principles of their office already and generating the income, we've got one of our doctors who we've known for a good long while is he's building a home right now 100% funded by Genesis revenue. But more. More than the revenue that the doctors are getting is we're buying back a lot of freedom. So we have a lot of chiropractors that are able to basically get more freedom, more time with their family, more time doing other things, but still know at the end of the day, they're having a huge impact with the patient. And that's always been our thing is we're going to operate with the highest level of integrity possible. We're going to be honest with people, and we're going to do the dead level best to help more people avoid opioids and spine surgery, because it sometimes the results are just devastating for those people. Now, little did we know we would have an army of cool family chiropractors that we're working with that are helping us reach and impact more and more patients.

So, yeah, that's funny, because we got asked that the other day. We were on a panel speaking, and they said, well, you could have a lot more offices if you advertised. But we've never talked about Genesis. It was one person telling another person, telling another person. He said, why don't you just take anybody that wants to open a Genesis? I said, it just doesn't work that way. You've got to really align with our vision, and you've got to really see where we're going in the market, because we could take on 500 more people. But if they don't fit right then. Then it's like Caleb said, it's not really a family. It's not like, you know, we're all just helping each other. Then it really becomes about the money. And it's a lot more than just about the money for us.

You know, anybody who's listened to this podcast before has heard Dr. Steven and I talk about what the definition of success is. And we define success as alignment between three things. Alignment of your vision or your vision story, alignment of your core values and alignment of your behaviors. And you just, you just summarize that when you. You shared how you answered the question on the panel where, you know, we say, hey, be careful how you define success, because you will spend your lifetime, you know, moving towards that, chasing after that. And what I hear from you is, you guys are clear on what success looks like. So we don't have to just chase after what's possible because we know exactly what is important to us. We know what our values are. We know who the practitioners that we want to work with. We know how we want to encounter them at the beginning, how we want to come into contact with these people.

Absolutely.

I think that's an incredibly powerful and attractive force. So clearly, as an example, we're here on this podcast, so there are going to be listeners to this, are going to say, I never heard of these guys before. Actually, probably most of them. How do I know they will say that? Because you don't advertise.

Exactly.

How would they have heard of you?

So this is an interesting position you find yourselves in today, gentlemen, because this podcast, obviously is going to be listened to by many who maybe don't know you guys. So if we think about those who are listening and you want to speak to them, how would you speak to them then, knowing they weren't necessarily directly referred by another colleague of theirs who already has a great relationship with you? Is there anything else you'd want to share with them in terms of, I don't know, just giving an awareness of your company?

I don't know.

I'll just open it up for that.

Yeah, I think the easiest way to answer the question is just like, who are the doctors that we work with? And like I said, they're usually been in practice seven, eight, ten years or more. The doctors that we work with aren't. Nothing's ever worked. Chiropractic's never been good to me. Like, I keep looking for the next thing that's finally gonna make. Make it work or, you know, I'm having trouble paying the bills or that sort of thing. We really work best with a person that's. That has high integrity, that really, truly has a passion to make an impact. Love revenue. We love revenue, but really somebody whose heart's in the right place. Most of our people are family guys that have had successful offices, and then they. They are like, man, I can start to still have an impact, still serve, still generate revenue, and maybe bend over the table a little bit less than. Than I was doing at some point in time. Those are really our bread and butter doctors that we work with because the speed of implementation, they're not looking to go reinvent the wheel. They're not looking to. To. To get in the kitchen and start throwing. They're like, give me the recipe. And those guys, the speed of implementation is incredible. They're like, tell me what to do. They do it. They're coachable, and then they've got full access to us and our team daily. You know, as we're still there for continued support. We have our whole thing set up so we don't make money unless they make money. So it's not a coaching gig or consulting gig or something like that. So we're in part, we're partners. Like, we're in business with these people. So we make sure they have plenty of time to ask us every question. We always say there's no question off limits. And then, you know, definitely we dig in and want to, you know, want to hear what's, what makes them tick, you know, what's important to them, how their practice has gone, what type of office. There's some guys that are maybe running an office that have never really asked for cash and everything they do is, is insurance driven. And so we need to know that because you're going to definitely be asking for cash and stuff like this.

So.

Anything I missed, Chad?

No, I think you nailed it. The biggest part of our success, even for the people that have done decompression, you know, when I started this 20 years ago, I just wanted to create a, a standard of care. Like everybody that owns a decompression machine, they all do something different. So we use one machine and we have one protocol, and we know the outcomes of that protocol. And so we get asked a lot on here, like, oh, well, can I use my protocol? No, no. You're not going to open a Chick Fil a franchise and go cook a Whopper. They're going to tell you to open a Burger King. And so we find that, that the people that do the best with us, just like Caleb said, just tell me what to do so that way I can maximize my time and help the absolute most amount of people that we can from drugs and surgery. And it's just been the greatest marriage of all time.

You know, the word that comes to my mind is humility. And you know, I, I love that you want to work with people that have had experience and have had success, because here's what I found with people like that. They've had failure on their way to success, and they've learned. And I think most who have had success also learned they don't know all the answers. And to go alone is maybe to go fast for a while, but to go far, we go together. And those are just proverbs and principles of success that it's clear that you guys are employing. And I love how clear you are on who is not your ideal partner, because they're not a client, they're a partner. And who, I think that word is really important because forming a partnership just the two of you is one thing, but now you're forming partnerships with 70 others. That's another thing. And so being really wise in how you approach that is obviously key.

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So let me ask this, because the word decompression, I'm a chiropractor as well. Obviously you guys know that. But as a chiropractor, the word decompression doesn't, it doesn't always mean the same thing, right. When you say decompression, it's, it's not the way you do decompression is maybe different than another decompression company does it. Right. And different decompression tables that are out there do it. So definitely, I do want to talk shop a little bit. Like, what is the, that differentiates you, your product, your service, your protocols, your model from some of the others? Because honestly, I don't know and I'm assuming that most of those who are listening probably also don't know the difference. So I would love for you guys to give our audience and just our, our, just our discussion, business talk here today about what differentiates you in the marketplace.

Yeah, I'd say the biggest thing is the machine that we use. So we do use one particular machine. The DRX9000 has been studied more than any other machine ever. And there's ongoing studies that we can't talk about because they're still doing it, but thousands of studies are now being done. And so when you get that and you, you see, well, how can I really help a disc patient? When you say decompression, a lot of times it's just a hot word. It's like, oh, I could put that in my office. I could treat my patients that I can't get better. And they stick them in there and I'm just going to get them better. But the manufacturer maybe is really doing traction. So we do this because it's true decompression, being able to isolate a single disc, be able to treat that disc and create an effect on that disc to give that patient their life back. And so when I was developing the protocol those years ago, I had to create something that was trackable and something that was quantifiable. So I can actually see a patient, how they healed, how does it work? Because I'd say the biggest thing, when Caleb got here, he goes, yeah, pulls a pull, he'll tell you that. But it's totally different. And so what we do out in the marketplace is so different, but so effective. Even the manufacturer, his mouth drops when we show him some of our cases. It's. It's pretty amazing. Go ahead.

Yeah. And I think from a chiropractic standpoint, I, I just speak from like the, the kind of high volume chiropractic standpoint. I had told patients a full support, you can go get on a traction device and it's, it's the same thing. And literally, I mean, that's like saying any adjustments and adjustment, you know, the stuff you see on YouTube is a great chiropractic here. So it was one of those things that it's like, if we can actually have the recipe and the doctor can stand on the competence, that the machine's going to do what it says, the protocol is going to do what it says, and their success rate is what it is, then you can actually go and look somebody in the eye and have the confidence that what you're recommending for them is in their best interest. And I think what happens for a lot of chiropractors is they buy the cheapest machine just to try to save a little money, then they don't see it work well. So if you're not seeing great cases come out, you don't have a lot of confidence. If you don't have confidence, you don't end up selling it. And then most of the time it comes, it becomes like the proverbial treadmill that's in the bedroom with all the laundry hanging on it because no one's using it. So most guys that offer decompression, you know, they're really not doing 40, 50, 60, $80,000 a month in decompression solely. They just have it. They put some people on there from time to time. They're not really sure how to use the device to get the best results, how to package it, how to communicate with the disc patient, which for me was humble pie because I would fancy myself to be a pretty good communicator. Got a really great report of findings in chiropractic. And man, when I was the disk patient was a totally different patient. And so I was like, I had definitely had to skin my knees a little bit to figure this out. And so we help the doctors have that confidence, be able to communicate with them, know the technology there, there's continued studies, and I think that's one of the reasons that they. They do so well with it, where so often chiropractors, not all of them, but a lot of them, struggle to get that decompression vertical actually functional in their office.

Yeah, we had one partner tell us that our systems, because our systems are built out to save everybody time and it's a fast, scalable thing. They said our systems like their little comfort blanket because it's just. You plug it in and it just works.

So that. That was actually going to be one of my questions. Just listening to you guys and thinking about the CEOs listening on the other end of this podcast is that, you know, there's a difference between success and. And failure. Right? So I don't know if you guys have any experience where you've had a failure to launch. Like, you've had a clinic not succeed and you might not have. I don't know. I actually don't know about your history. But what was, what were the things in that scenario, if it's happened, or maybe they failed to succeed to the level that was possible. Maybe they underperformed. You might call it that. Do you have any experience with that? And what were the factors that influenced that versus, on the flip side, the factors that for an owner, a CEO who's listening, are like, these are the things that made us make the ones who are succeeding and are successful. This is what differentiates those two. Do you have any examples of a CEO who didn't do this well versus a CEO who has?

Yeah, for sure. I think that the big thing is for doctors to maybe overanalyze and say, well, I mean, I. What if we did it this way? Or they, they immediately want to start to put a little bit different tweak or a different spin on it, or I want to incorporate this other modality with it, or I need to do these things.

And.

And then you just kind of get in your way. I remember back in the day, Ben Lerner one time said, you got to do it stupid. And what do you mean, do it stupid? And he's like, you just don't question it. If it's like jump, then you just jump. Like, you don't think, how high do I just immediately do, like, just do it stupid? And so we have had. We've had a couple of doctors that just haven't been as successful because they're. They can't get out of their own way. They can't just go move forward. They're overthinking it. And then we have a couple of doctors. One comes to mind that is just. He's got multiple clinics with us now and he does not overthink anything. He just, he just jumps. He just moves forward and does not overthink it. And has had ridiculous success. Did over a hundred thousand dollars for the last 5 months. I think in a row. 5 months in a row. Over 100k every month in just decompression services that he wasn't doing beforehand.

So, Chad, anything to add to that?

No, no, it's. It's the do it stupid concept for sure. And I hate to say it that way because people that we work with are not stupid in any way. But we have a. We had one gentleman that joined who is uber successful. Like, it. It was, it was really great to see him join. And then the things that he said because he. He's made way astronomical amounts of money. And then he comes in and he says, I just want to thank you guys for making this easy. And he's like, why would anybody want to change this recipe? I mean, it took Caleb and I seven years to get good at this. I always tell people, they go, wow, 70 clinics that you must be. You must be looking at the stars. I'm like 50 clinics. It took us to just get good at this. Like, right now we feel like we've got it worked out. And so the do it stupid concept. The guys that can really do that with passion, man, they, they. There's no looking back. And all of those guys now have multiple, multiple clinics with us.

That's great. I know we're getting close to our time here, but I just wanted to speak about the future and just thinking about trends that you're seeing in chiropractic and just the public, what the people need and how. This is such an important piece in the offering. Like you said, principled chiropractic or sorry, principal decompression. Talk a little about the future. Just as the, you know, I think everybody listening to this meet, this conversation is thinking about the future because we teach, you know, you got to organize your business and your life into three frames of time now. Next. And ultimately identifying what's important ultimately, what to be able to determine what's important next. To be able to determine what's important now, you got to look ahead. So thinking ahead, looking ahead, what do you guys see? So Chad will throw it to you first.

Well, I, I think the trend is to get away from the buzzword.

The.

You know, I've had So many of my own friends in chiropractic, the, the trend is like, oh, that sounds like a good revenue stream. I'll just go jump in that boat. And then all I have to do is just put it in and I'm going to make all this money. And what we're trying to do is change that trend to stand on something that's worked for 15 years and we're going to be able to outlast all of those fad type, recipe, not recipe fad type revenue streams just because we've got so many tens of thousands of people that we treated. So I, I guess the biggest trend I've seen and Caleb will have another opinion on this, but from being outside of general chiropractic, like I would go to meetings at CE seminars and they're like, this is all you do. Like you don't do anything. Like, no, this is it. And so I think what we've developed is a way to not be a fad and really streamline an entire industry to be forefront to where it's not just a thing you're gonna put in, make a bunch of money and it fails. Then you go the next thing.

Good. Go ahead, Caleb.

Yeah, yeah, I would agree with that. I think longevity would be the, the trend. Longevity and predictability. Every. There's so many other verticals and, and we're not throwing stones at any of them. There's a lot of cool stuff. People diversifying and doing, you know, peptides and, and injections and all the different things. Lasers and all that stuff is great. You, it's like, is it cash? Is it insurance? Will the insurance pay for it long term? Will something else come out and, and be a better device than that? And so I, when I think about it, I think one disc patients aren't going anywhere. If anything, with people's lifestyle and with, you know, the decrease in nutrition, I think there's just going to see more and more disc issues. And it's a, it's a mechanical problem that's got to have a mechanical solution. Only two mechanical solutions for a disc are to cut it out or pull it in. And so we, we definitely have a better mousetrap. And whenever you can capitalize on that. For me, it's in the past, once I started getting successful, you've got some, some stuff. It's like, okay, well I want to generate more money. But then you either add stuff to the office that might not be congruent or you look outside and you're like, I'm gonna go Buy rent houses or I'm gonna invest in oil wells or all the different things that I'm sure everybody's done. But if you can stay, stay as close to what you know, dance with a girl that brought you. You, you are passionate about people. You want to help people avoid drugs and surgery. You're already a great communicator to be in that situation. And this is just a really nice thing to bolt on. And so I just love the longevity. I don't think we're going to look up in five years and it's going to be obsolete. I don't think the, the patients aren't going away and the device is only getting better and better. So I don't think it's ever going anywhere. So I like stability and long term and I know Chad and I, we're in it for the long term, so we feel like we're just getting the surface scratched and there's so much more to come. We're going to have a huge impact and we're going to be in every major metropolitan market and half the small ones too, getting people better naturally.

Great.

Well, I do appreciate you and your insights. It's great to see business partners just flowing so well together. You can see that you guys work really well together and you are having great success because of your alignment, your united vision, your core values, your purpose, your premise, your product. There's just such a, just a smoothness to it as I'm listening, and I'm listening with the same ears that everybody who's listening now is listening. And it's just, it's awesome to feel the energy from you guys. And we like to say energy is everything, right? When energy is up, practice is up, energy is flat, practices flat, energy is down, practices down. And you're gonna, your energy is up and things are looking up for you guys. So. But it didn't come without the. As you said, Chad, seven years of struggling to figure it out. Like it didn't just happen overnight. I mean, you guys had 45 days and we opened and we've had success along the way, but we're learning. You've learned. It took it 50 offices, right, how many times until we started to figure out how to make this work. So I appreciate you as a colleague and a peer for the work that you're doing, all the investment you guys have done to help chiropractors help more people, which is at the remarkable practice that is our, that is our mission, is to help chiropractors help more people. Because what we Believe is right now what the world needs is chiropractic. And what chiropractic reads right needs right now more than anything else is more successful chiropractors. Hey, if you guys want to learn more about what Dr. Chad and Dr. Caleb are up to, check it out at Genesis Back and Neck. Do you guys have any direction and points of where people can find out and learn more if they were curious learning more about what you guys are up to?

If you go to genesisback.com forward/join, we can have it in the show notes or whatever. That's an easy way for somebody to reach out and contact. We're both on social media, Instagram, Facebook, look us up. Definitely love to chat with anybody that has any more questions how we might be able to help.

So again, putting a bow on it, guys. It's all about leverage. You know, we talk about the difference between being an owner, operator, chiropractor and a CEO chiropractor. One of the attributes is leverage, using leverage. And this is an example of leveraging experts leveraging technology leverage, leveraging tools to help drive greater value, make a bigger impact and make a bigger income and all doesn't have to be dependent on you. Thanks for tuning in and we look forward to tuning in with you next week. Remember, for the next episode of the Remarkable CEO podcast. Until then, God bless everybody.

God bless.

Thanks.

Take care.

Hey, Doc, if this message is hitting you, right between the eyes is exactly where we're aiming. This message is for you today. If you said, hey man, that's me. That's the thing I'm trying to solve, or that's the thing I'm trying to accomplish and now is the time. If you're ready, let's jump onto a strategy session. You'll see the link down below schedule, we'll jump on a call with you and let's discuss exactly how we can help you create your own remarkable practice.

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.

Hey everyone. Welcome to the Success partner. So we've got Sam oh from Australia and talking all things it and X Ray. So do you want to introduce yourself? Sam.

G', day, guys. Sam here from Medicloud. Thanks for the introduction. Yeah, we're based in Australia. We dabble a little bit in New Zealand as well. And business is growing. So happy days. As you said, we specialize in the technology space. So IT and X ray systems, our bread and butter, has always been X Ray Systems. That's where we started out from my garage and we noticed that the clinics needed a lot of help with the IT side. So having that background, I'm like, let's, let's give them that help that they need. Let's give them that nurturing that they need. Yeah.

And I know you started in your garage and but you've grown so much. You're looking after people, a lot of people in Australia and you don't just dabble in New Zealand, you're heading into New Zealand and through Asia as well, aren't you?

Correct, correct. So you know, we are in the process of finalizing a company registration in New Zealand so we can start giving the same quality products, quality service to the profession over in New Zealand, north of south island. And then we'll just continue growing in that, in that space.

Amazing. So speaking of that, what are the sort of problems that you solve for, for our listeners? What are the, what are the sort of things. I know it's IT and X Ray, but can you be more specific in that?

Yeah, absolutely. I mean there's a couple of different approaches we take. So there might be an existing clinic that's having challenges and issues or there might be a new startup clinic so that they're entering the market space with setting up a new practice. If I start on the entry side of the equation, we kind of look at the clinic that's getting set up or wanting to be set up from the very, very early days and we try and gauge an understanding of what do they want to achieve. Are they going to be a single clinic or a multi location clinic? And then we provide information and access to resources on how they can go about down that path. So everything from the technology space, we become their cto. I know it's very important to have the C pillars in any organization. So we become their point of contact as their chief technology officer. We start with, let's get the basics underway. The Internet, what sort of Internet can we get access to at that location? Getting that set up. The phones, how do you want your phones to work? We find a lot of startups, you know, one of the pain points is they don't know where to go, they don't know what to do. They'll start using their personal mobile phone. They'll start, you know, registering a random number to use for the clinic and that doesn't always work in their best interest, especially long term. You start growing that business, you don't have that infrastructure set up correctly to begin with. All of A sudden everyone's ringing on your mobile phone rather than a designated phone that you can still answer from your mobile phone and so forth. That's the primary infrastructure side.

So just on that, so that you're talking about the launch stage of practice. So this is people who are starting a practice.

Absolutely.

It's begin with the end in mind. One of the seven habits of highly effective people begin with the end in mind.

Correct.

So getting the infrastructure there at the start will actually enable them to grow rather than trying to refigure it down the track where it just creates all awkwardness. That's what you're saying in the launch.

Absolutely. And that can cause a lot of disruption to a clinic that's already halfway through its life cycle. So we try and get a good understanding. Where do you want to be, where do you want to go? What's your plans for 12 months, 24 months and maybe five years down the track? And then we try and come up with a solution that's cost effective today, but allows that future proofing of growing the business in the future, growing to a larger clinic or going to a group of clinics. So that's where we really focus on in the launch stage of a clinic.

So getting it right in launch so that they can build effectively without having to reconfigure things. So cost effective through launch. So it's not going to take much dollars there.

Correct.

There are costs involved, but then through build and scale you can take that system and add to it rather than having to reinvent it and keep on getting new systems.

Absolutely, absolutely. And everything's always thought out and designed in a strategic manner. And we make sure we know where you can cut costs and cut corners in the technology space. And we know the items that you kind of go, no, we really can't afford to cut corners in this particular aspect of the launch of a clinic or the startup of a clinic. So we hammer that in to the clinic and we go, let's figure out a way to budget for this accordingly. Let's help you focus on the core important items and then let's see how we can save your costs on other components within the clinic. So we're here to be guided by you, but at the same time we take a very strong ownership of what you're doing. So we become part of your business. We end up becoming your business partner in, in a so to speak, kind of way. Yeah.

And that's the. The IT side. Can you talk a bit more about the problems you solve with X ray as well?

Yeah, so the, the beautiful thing about Australia is that the chiropractors can tap into what we call Medicare here through third party teleradiology companies. Now. So, so people understand this when you want to tap into Medicare, Medicare requires two items, the procurement of an X ray. So someone taking the X ray and the reporting of the X ray by a radiologist. So as a chiropractor, you would put on the hat of a radiographer, you're taking the X ray and then a radiologist reports on it. The combination of the two then allows you to have access to Medicare. I mean, look, there is a specialized company or group of companies that handles that side of it, so you would need to reach out to them. But, but we know all the fundamentals that's required to get that up and running from our side of the equation for the clinic, in the best interest of the clinic. And then we look at the most cost effective way to get that into place for any clinic that wants to start taking X rays. And you know, I had a discussion this morning, the clinic has grown substantially and they're very, very tight on space. So we've come up with a solution that's going to allow us to fit an X ray machine effectively into a closet. So, you know, we can request certain solutions from the manufacturer to say, I'm going to fit this into a tiny little room, it's not going to be your standard fit out. And we need this to be done in the most cost effective way so it becomes a win win for, you know, for the clinic and their patients and future patient outcomes.

Awesome. So your problem solve and you, you get, you know the outcome you want to achieve and you work as a chief technology officer to help them achieve that.

Absolutely.

Think outside the square, which is amazing.

We do. And look, we try and make sure the clinic passes on the headaches of dealing with builders, construction people, electricians, data cablers over to us, we liaise with them. We know, again, we know what's a cost effective way of doing certain things. And the most simplest example I'm going to give in this scenario is you require an operator shield to stand behind when taking X rays. And the legislation says you need to be able to see the patient when you're taking their X ray. The legislation doesn't say how you need to see them taking the X ray, it just says you need to see them when you're taking their X ray. Now, as you can imagine, you're taking a thoracic AP series. You might want them to breathe out so you get through that AP correctly, you're getting to see the spine. And what we've done is the lead windows, they're quite expensive. So we've asked the manufacturer to incorporate a camera directly into the X ray collimator. So the collimator is always going to be facing the patient and if the camera is there, you're going to be able to see the patient from the computer screen when you're taking the X rays. So we've eliminated the entire need of having a lead window, which 2, $3,000 saving to the clinic on the spot. And guess what? We're not charging any extra for having that webcam in a nutshell built into the X ray machine.

Amazing. I've never even heard of that. That's amazing.

Yeah.

So talking of the dollars, what sort of ROI can the CEO expect from investing in your services as Chief Technology Officer?

That's a double edged line. So you've got your instant roi, which is what you would get from just taking X rays. We're not talking about long term retention of the patient, we're talking purely about taking X rays. I would generally say to someone, if they're not going to take 5 to 7x rays a week, then it is not worth their while unless they want to, you know, have, have that ability to do in house X rays. Right. If you are doing between five and seven return on investment, probably two years. If you're doing 10 patients a week, 10 new X ray patients a week and you're doing a full spinal series, you can get a return on investment rather quickly. Within 12 months. That'll cover the cost of your build of the X ray room, the lead shielding, your paperwork and the cost of the equipment delivery and installation. So you can really, really.

So you're talking return of investment, not just return on investment. So you're get the money you put in backs, that's return of the investment.

Correct.

In a short space of time, if someone's having more than 10x rays a week.

Absolutely, yeah, absolutely. It's not rocket science, it's very straightforward, it's very simple. And again, it boils down to the clinic having good procedures and processes in place. As a chiropractic patient myself, I've got, you know, titanium cages in my neck, I've got a fused lumbar spine. So I realistically, if I was to see a, a chiropractor for the first time, knowing what I know about my own spine, I want them to X ray me, I don't want them to touch me. Without, without that X rays. So, you know, so that's, there's a massive clinical benefit to having the X rays in the clinic. And there's, again, there's a lot of tips and tricks. We, we educate the clinics on when we do install an X ray system, on how to use the system correctly, how to get the most value out of that system, how to save time when using the system. I know for a fact a lot of our clinics, with our particular X ray system and the way we've designed and implemented it, you should be able to do a full spinal series. So that's a set of 5-6x rays within under two minutes.

But you've got the, you got the logistics down. So considering what's important next, how do you, and you've talked a little bit about this, helping doctors be prepared to succeed in the future, that's really around being the chief technology officer and thinking ahead of what they're thinking.

Right?

That's how you're doing that.

Absolutely. So, and look, we leverage off our existing clientele base. We see what works, what doesn't work, who's doing things a particular way, what's working for them, what's not working for them. And we, we gather that knowledge and without disclosing information about someone el or on someone else's intellectual property, we review constantly and revise constantly what's working out there. And we look at the changes in technology with the introduction of AI and new practice management systems and everything along the way. And we go, how can we allow these clinics to integrate into these systems moving forward? How can we improve the patient workflow? How can we streamline a clinic's ability to work as efficiently as possible and free up the time for not just the chiropractor, but the ca, you know, and a very simple example of that is we've got a lot of clients using practice management software called Cliniko and a lot of these cloud systems. They don't have too much capabilities of working with internal products because they're all cloud based. They don't integrate with any products internally. So we've taken it up on ourselves to go, all right, they're taking X rays. How do we get these X rays into Cliniko? Automatically? And we wrote special, special code to do that. So now we've got a code that automatically sends the images straight into the practice management software. You know, Spinal Logic's already got that capability in there. We didn't have to write anything special, but we've done that for a majority of Our clients that use Clinico, then we've taken it one step further and we're like, well, in a radiology environment which we look after radiology centers, the front desk management system or the clinic management system sends the patient details into the X ray machine so they don't have to walk to the X ray machine, type in the details. And we've done that as well. So now it's going in both directions.

Then the IT background, you're, you're actually thinking ahead and making sure that it's as easy as possible for your clients basically, isn't it?

Absolutely. And we've got the check in module, you know, we've, we've come to enough TRP sessions to hear about check in checkout. We're like, hey, great idea, let's, let's put a check in module into Cliniko. And now that we've got that underlying code in place, we can start reaching out to, you know, Prac Suite and other cloud based providers and say to them, guys, we're able to do this for your software. It'll add value to your product but ultimately it'll add value to the clinics that use these products. So that's the long road for our business, but ultimately it's about providing something back to the profession.

Yeah, amazing. So what's the best way for the listeners to learn more about your services, get in contact with you, take the next step?

Look, something that we've kick started mid last year and it wasn't purely for SEO purposes was our blog. So we've created the on our website, www.mediccloud.com you're going to spell it right, M A d I c cloud.com au we've got a blog section, we've called it the Medicloud Hub. Go in there, there's a lot of training videos, there's a lot of information there on things you can do within your clinic, within your X ray systems. You know, whether you're buying a secondhand X ray machine from, from Facebook or whatever might be the case, we're there providing you guys a whole bunch of resources and information and all our contact information is on our website as well. So you can quite easily reach out to us directly from our website, whether it's through our 1300-658-103 number or our email address or the contact form on the web page. Yep.

So really go to the website. So thank you so much Sam. What a great service you provide through Australasia at this point. But I can see where your vision is going so a great, great success. Partner of the Remarkable Practice. Looking forward to seeing you see seeing you in person very soon at one of our events.

Can't wait. Thank you.

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.

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