327 - How to Reinvent a Chiropractic Business for the Next Level of Growth

At Genesis, we help successful chiropractors implement.

Spinal decompression with a fully turnkey system.

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.

The bigger the change you go through, the more you look forward to the next one. Knowing that it can be painful, but also you have that like wisdom, right? You gain that wisdom where.

You just go through. It's like you watch those military movies and you see the general standing up in the middle of the war with bullets flying, flying and all, and the kids are in the bunkers like scared to death. That's how I feel right now.

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. I'm Dr. Steven Fransen. I am stoked to have one of my very best friends in chiropractic, a longtime friend, Dr. Brian Capra, a badass chiropractic CEO. So chiropractor had an awesome practice, saw a big problem that needed to be solved, had a heart for humanity, had a heart for infinite scalability. So of course he took it to software, right? So we're going to have, we're going to have a software conversation today. We're going to have a business conversation. Because, you know, ultimately Brian's in the throes of throws of an absolute battle, the battle of his professional lives, of taking an already successful business and realizing, you know what, this could be way more successful. We could make a way bigger impact. We could help more people, help more people, but we're not gonna be able to do it the way we're doing it. We need to break this shit down and we're not gonna build it up. So we're gonna have that conversation about breaking it down, to build it up. Dr. Brian Capper. Welcome, brother.

Brother. It's always great to be with you. You know, just saw you like a couple weeks ago and it wasn't enough, baby.

Right on the park.

Yeah, brother, yeah, you had it.

All right, so let's get into it, give us a little bit of background, tell the story. And for some people listening right now, they might not know You, I think they'd have to be in a cave in chiropractic not to know your name, Cap. But tell the story a little bit. Like, where are you coming from?

Yeah, you know, you said, you know. So he decided to go in software, right? Like, if you would have told me coming out of chiropractic school, I was going to wind up in a software ehr. Anything like that, let alone where we actually started, which was a billing service. I don't know if anybody even realizes that. It wasn't about billing at all. It wasn't about software ever. It was about purpose and it was about seeing a huge need and understanding 20 years ago, what AI could do. We were using AI in the cloud 20 years ago. And no, I could have told people that, but they were like, you know, what the hell is AI going to do? What's the cloud? And actually the cloud was a detractor, right, to being a customer at the time. It was like, well, it's scary and all that stuff. But it wasn't about that. I've told my personal story like a million times and I don't like to do it anymore because it just breaks me down. But here you go.

It's an energy drain.

It hurts, but it's the end of the day. I saw something different. I knew what the cloud and AI was going to do in the future and how it could change the profession. And the problem was way bigger than any one practice even has or even realizes. I think even to this day, it's. Our problem in this profession is massive. We have 8 billion people, for example, on the planet, and if we're being generous, a hundred thousand chiropractors. It's illegal in 12 countries. Chiropractic still to this day, it's maybe legal in 50. So 75% of the planet has no law, rule, regulation, nothing. There is no chiropractic. We live in a bubble and we think every person should be adjusted from the day they're born to the day they die. At least a portion of us do, and we're not getting there. The profession is actually shrinking. So I wake up with that on my mind. Software is a means to. That, a means to. That was my contribution, my legacy, what I can do. And we started that. That journey, which was the first step of it was actually a billing technology.

But yeah, and then it morphed. Right. So most people probably know you as Genesis, right? Genesis Software. And that has again its next iteration now, Clinic Mind, which it was always part of the picture. But you Just had a bit of a rebranding, but there's a rebrand pain, but then there's a rebuild pain. Right.

So yeah, it's not a battle branch.

Yeah, yeah. And both of these pains are self inflicted and voluntary. So it's a crazy thing because you could just cruise, you know, you're doing pretty, pretty well, man. It's like you could just keep cruising. But I think you see the potential.

And I think, I think probably most successful chiropractors, as they go through their stages and growth phases, they probably have that moment of complacency and it's about. And I went through this, you remember just a few years ago when, when we were Genesis alone and I actually said I was bored to my friends, to their faces and I was in a way, like, no joke. And by the way, never say that because guess what happens after that. You're going to find.

Shake it up a little bit.

Yeah, it really, it really rocked me because I really just forgot what the heck I was doing and I got complacent and. And then once I realized we refocused on what we could actually be doing, things shifted in a major, major way again. By the way, I was just talking to my wife last night and she's like, when are you gonna stop? And I'm like, stop what? You know, like, what do you mean?

No, my team rolls their eyes at us because we're always, we're not tinkering, you know, we are restructuring, reformatting, refacing, re skinning, building new content all the time, new programs, new offerings. And somebody will look at me and be like, man, when is it ever going to end? I'm like, hey, one of our five core values is innovation. Innovation where we are innovative as a company. And if you're not innovative, you're not going to fit in here. Right. It's about staying ahead of our customers needs and being able to look around corners for them. And you know, as this profession matures and as these businesses expand, they have new needs that they didn't even recognize and realize. And that's not even just trying to keep up with technology. Right. So it's trying to keep up with the demands of the modern marketplace. Right. So we've got to make sure that we are leading that marketplace.

Yeah. And the technology capabilities change. Right. And so then you have to think about, well, now that I got this new thing, AI for example, it's almost old news already. It's like it was new news last.

Month and it's like, yeah, ubiquitous next Year, it's like, yeah, like the Internet, right?

And it'll be something new next, next month. But, yeah, now we've got new capabilities. And it opens the door for so much more possibility to be talking about that big. The big problem in my mind, the 8 billion reasons why you need to break it down every single day. Again, it's 8 billion reasons. When I think about, I wake up now, I'm like, wow, I've got this whole new world of possibility. And if we're going to solve that problem, we have to be, I would, I think we could all agree, way more efficient. We don't have enough capacity as it is. So whatever capacity we do have at the moment, it's gotta, gotta get, gotta be more. And we all have to make a heck of a lot more money, and we gotta stop apologizing for that.

That's right.

We're not attracting anybody new to this profession. If we're a bunch of poor chiropractors, it doesn't matter how much they love the principle or the philosophy or any of that, that they got to make a lot of fricking money, and you deserve to make a lot of money. I mean, it changes lives.

Second most important message in town. You should be the second highest paid person in town. Right. So this has been a theme recently in the last several podcasts, actually, is just recognizing that the profession has historically had a bit of a poverty complex, and we're just not keeping pace with what the economy is doing. And there's always, you know, it's larva. A third, a third and a third. Right. So a third of the profession's crushing it. A third's kind of stuck in the middle, and a third suffering and struggling. And we don't want any chiropractors. We can't afford to have any chiropractors failing. Right. So you should be wildly successful and wildly profitable. And it's not about jacking up your prices. It's about. Right. Sizing your pricing.

Right.

So you're undercharging. Right. So in the marketplace is paying more for everything. Why aren't they paying more for one of the most important things that they can do in their. For their family and invest in their future.

Absolutely, absolutely.

I mean, I hear you talking about, like, structural changes, breaking things down and recognizing what got you here is not going to get you to the next level. Right. So it's almost cliche to say it at this point, but this is very real for a lot of our audience. Right. So there are people listening. Right. Now that are just like, oh man, it's like you're talking to me right now. It's like I, I got complacent. I could, I can see my. And I'm going to throw numbers around. Guys, please don't get attached to numbers because every practice has such nuance and so many complexities. I could see 225 a week for the rest of my 25 year career and just cruise into the sun, sunset. It's like, is that your calling? Congratulations, well done. Awesome, good and faithful servant. You've been taking great care of your people. But really, is that, is that what gets you excited? Is that your vision for what you want to do? Are you called for something more? Is it. Oh yeah, we see 500 week. Yeah. But it's all you that's doing it, right? So isn't it time for you to look at bringing in associate doctors? Create an associate doctor program and scale to a thousand or scale to 600 and it's 200 each. It's more sustainable and scalable and you'll be able to have a longer career. Right. And make a net bigger impact. Or maybe you've gotten wrapped up in insurance and we've seen our clients have to get untangled from insurance and go cash. Right. It's like I need to break it down. Oh man, we ran all PI and all of our new patients came from PI. And man, I can see the writing on the wall and that I have to break it down and rebuild it. Some people have medically integrated, Brian, and it's like I've seen them leave, like, oh my gosh, there's a lot, a lot of money moving around, but there's, geez, none of it's ending up in my profit, right. It's not in my pocket and I need, it's painful, but they have to break that down to go back to what's true, right? So they get by what's new and they need to focus on what's true. You've seen it all.

Yeah. You got to do the hard work. I mean a lot of times with chiropractic, the hard work is it's not your fault. Like you went to chiropractic school, you learned zero about business. And that's why I love trp. You teach the real business principles. Because I've seen big, big practices, you know, thousand a week. I have back then when we started, I could peek into their practice. Right? Very, very busy practice. And let's say it's a 200 visits in the day. And I run the report in the background. And let's say 80% of them had no future appointment. And the reason was they. I mean they're all up front, rah, rah, go, go, go, go. And it's awesome because you can light a town on fire like that. However, the hard work is knowing that 80% of your practice is about to leave because everybody forgets they're not getting another RE exam, which is not about an exam.

That's not a business.

That's not a business. No business does that. No business generates new customers and then never checks back in with them or takes a survey. We call, we have RE exams. That's one way we do it. Right? And it's not just an exam. That's part of the being a chiropractor, but it's also a refocus. It's also a reframe. It's also a remind. It's also get a referral. It's also, it's 9,000 other things that are just as important and maybe more important. Right. Their health is going to get better. We know that. We just need to check in with them and remind them that it actually did. I remember I had a patient, one of his first re exams, not one of his first re exam. He was taking 12 advil a day. I just talked about this with Lauren on the master class. 12 Advil a day for his migraine headaches, his first re exam. How are those headaches doing? He's like, what headaches are you talking. He totally forgot in 12 visits that he had headaches at all.

Yeah.

And that is the way people we are. I don't. You're no better. We forget. We just completely forget for many reasons. First of all, he was on 12 Advil a day.

You know, like.

Toxic deficient. Someone vaccinated. He didn't know what was going on.

12 Advil Day. And what if I didn't remind him? What if I that how far he's come and what that meant to the rest of his health and what it would mean to the rest of his family and so on. And the ripple effect of every interaction we have in our practices. Granted, I don't have one right now, but. But in your practice, in my business, there is a ripple effect. There's 8 billion people. That's why I keep that number in my head. There's 8 billion people without that don't have us that they have no idea. And we got a ripple. We got to create a ripple effect throughout history and throughout the world with every interaction we have. That's one what we have to do. Technology is just a way to make it easier, faster, more efficient, more effective, whatever. But it all comes from you. You got to know the numbers, you got to do the hard work. And you know that means it's constant improvement. It's not perfection. It's constant improvement. The only way you know, any athlete, any business, anybody, the only way you know if you're getting any better is if you measure it and take a look in the mirror and just own that and forget about your ego and all that stuff and just. And just say, okay, how can I get better? And how can I think what? How can I think in a radical way?

Yeah, how can I think in a radical way? Not just incrementally different, but radically different.

Radically.

You guys have made some.

We've got a massive problem. We've got to think radically different.

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

So you guys have made this radical shift and I know it comes with some pain. You know, we had an offline conversation about pain and it is, we, we're joking. It's like flying a plane and rebuilding the plane while you're flying the plane. And by the way, you're a business, which means you have customers. In other words, you got a whole bunch of people on that plane lives and you still have to take off on time. You've got to land it safely on time in the right destination. Right? So, I mean, there's a lot going on. Talk to us about that. It's like, I mean, what is it like navigating that project?

Extremely painful. First, it's like jumping. I don't know. I'm trying to think of an analogy where you're just jumping into the unknown, first of all. And then you realize things. You said you were going to break things and then you did.

And then I promised.

Yep, I did it. I knew I needed to do it and I did it. And you don't really know the solution. Right. You know, it had a break and you start taking those steps and it's broken. And it's sort of like a free fall when you're not sure how you're gonna. If your shoot's gonna open. It's scary. Like literally terrifying. Keep you up at night and tears, you know, and what have I done? And if that's what's happening to you, then you know you're in the right place because you have to, you had to have radically changed things. And I could say that in hindsight now, when you're going through it, it's, it's brutal. It's really, really painful.

But I think it's really helpful for people to hear that super successful people like yourself have experienced that real fear, right? That anxiety, the stress of, like I say, keep you up at night, right? So I love, I, I loved, I really loved hear, hearing Elon Musk's philosophy around cutting, right. And when he says, you know, you're. Most things are just wildly over engineered. Right? Right. So, you know, I love the way his mind works, which is, you know, engineers have a tendency to ask the wrong problem in the wrong order.

Right.

So they're, they're asking the wrong question. Excuse me, in the wrong order, right. So in other words, it's like, it's not, how could you do this? Can this be done? How would we do it? The question is, is, should this be done right? So that, that's the right first question. It's not can this be done or how should this be done? It's should this be done right? And he says, you should be cutting until things break, right? So you should be able to cut 90% away from something until it breaks and then reverse engineer it, build it back, right? So I needed to hear that because I can have trepidation, like, because I. Everything I produce is my baby. I love all my stuff, right? So it's like I, everything is a pet project. It's like my pet, right? So I really hate cutting. I love adding. But, you know, for entrepreneurs, you know, we just have to recognize everybody around us is looking at us being like, no, man, we need to minimize that. We need to cut that down, cut that back.

Yeah, that's, that's a fight you're always going to have with yourself and anybody is. Right? You're going to always naturally want to keep what you've done in the past. I mean, this is what we're talking about. You want to keep it, you built it, you did it, and now you want to keep it. And ironically, that's the thing holding you back from the future and improvement. And you, you, you know firsthand there, you shake the tree and all kinds of stuff falls out. You don't know what was even in there. And you know, we, we had people we had to let go that were with us for A long time we had people that let them, let them let go themselves. Right. Because it was just too big of a change for them. The model that they were operating in was literally collapsing around them and they weren't willing to change. And they knew it.

Yes.

And they couldn't change. I mean, it's too much sometimes. Right. So. And I've saw some really good people that I love and that were really good to our customers leave. They had to. It's just part of the evolution. It's part of life and the maturity of a business. If you want it to mature, you can try to keep your kid in the house until they're 25, 30 years old, but that's a bad idea.

I can remember in our practice, like we had 40 associate doctors, we had 39 associate doctors over a 17 year period. And the way we did it was we had this totem pole, right. So and these interns or externs, they would be competing for the next available spot on the totem pole. So you'd have three interns competing to get that next one spot as the, let's call it, we used to call it the Exam dc. Right. So you had the Exam dc. You'd be Exam DC for six months and then you'd be groomed to become the Junior dc. The Junior DC would become the Senior dc And then we'd launch them out into the world. Right. So perfect. That two year cycle was awesome. But it came with pain because the patients would fall in love with the, with the chiropractor. Right. So it'd be like, oh my gosh, doctor. Oh, Dr. Brian's leaving. Dr. Cap. He's wonderful. We love him. And I'm like, you know how beautiful that is, man?

That they, that you built a culture in your practice for your team and your patients. That that's part of the process. It was just part of the mission.

And the veterans would get it and they would be like, oh my gosh, I don't want to fall in love with this new guy.

He's just really happy to see, celebrate. Celebrating seeing them go and going out on their own and helping more people. I mean, you built that right into fabric of the business.

Yeah. Which is.

Yeah.

I haven't even. I don't know if I've ever heard it put that.

Oh, yeah, no, it was, I mean, I did that 40 times, bro.

It was literally people would be like, oh my gosh. And then I'd be like, well, do you remember Dr. Josh? Yeah, you loved him, right? Do you remember Chris. Yeah. Oh, he was the best. I'm like, I thought you said Dr. Derek was the best. Oh, my gosh. I'm sorry. Yeah, Dr. Derek was the best. Well, what about Justin? Oh, Justin. I almost forgot. Before Justin. Yeah. Oh, Frost was wonderful. I'm like, yeah. Do you see a trend here? We only have awesome people come and work here. Don't worry, you're going to be in great hands. Right. So you've got to just build that innovation into your business. That, that shift and change and help people understand. It's like my lesson there was the next iteration of the business. It's not going to be the same. You shouldn't try to be like, sneak it in and be like, we're going to make these changes and no one's going to notice. Yeah, they're going to notice. That's not the objective. You're not trying to do the next iteration be the same.

Right.

The next iteration is going to be different.

Yeah.

Right. So. And it doesn't have to be the same as the last iteration. It just has to be remarkable. Right. So the next iteration is going to be different. Don't try to recreate what you're doing before. Just comfortably step into the next iteration of the business.

Absolutely. Absolutely. If, if your staff and your team and your. Is not uncomfortable, then you're probably doing it wrong. Then you probably, like, you got. Yeah.

What do you want? What do you have for like, this? This is not the end of this conversation. This is, you know, stand by. Let's. Let's hear at the fr. I mean, you guys have. You're on the other side of the mountain now. What words of wisdom do you have? You know, what's sort of your. Your takeaway lesson from this first, you know, chapter of this shift and change. Now that you guys have got your footing back in a much better offering and in a better position. Clinic mind is incredibly popular with our clients. So it's like, it's. It was a painful shift that was worthwhile from my observation. So what's your takeaway?

One of them is it's. It's never over.

There'll be more and it's just a different. I'll just take my personal takeaway is the bigger the change, the bigger the change you go through, the more you look forward to the next one, knowing that it can be painful. But also you have that, like, wisdom, right? You gain that wisdom where.

You just go through. It's like, you know, you watch those military movies and you see the generals standing up in the middle of the war, like, with bullets flying and all, and the kids are in the bunkers, like, scared to death. That's how I feel right now. Like.

We did that, and there'll be another war, and we'll go through it, and we'll come out the other end better than before. God puts us through in times and situations and drags us into some of them sometimes, and it's all for a reason. And the more you go through, the more faith you have in that it's a muscle. You got to exercise it.

Exactly right. God's got us in the gym for a reason, right. He's just getting us ready to lead the next iteration of the business.

That's it.

Awesome. Cap, man. Well, thanks for claring out some time to. To join us.

I love it.

Love it. We're going to have you back next year. I want to hear the. The success story on the backside of this shift and change and all the growth.

We got a lot happening now.

To be continued. The sequel. All right, buddy. Love you, bro.

All right, brother. Love you, man.

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 will 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.

All right, welcome back, Remarkables. This is Coach Day with the remarkable practice, and I have an awesome opportunity today to interview Margaret Roslonic with Fortis. And I got to say that I run Fortis in my practice, and as I was getting ready to interview her, I'm like, boy, this is one of those systems that just is automated and runs in the background. And I know that my staff absolutely loves using Fortis since ever since we've changed, but it's just one of those things that it just works the way that it should, and. And it provides consistent outcomes. So, in all honesty, Margaret, as we go through this, I'm going to be learning as well, because I remember when we brought Fortison to our office, and I was like, yes, this is a really good idea, but I'm not actually in the day to day with it. So I let my staff do that just because that's not my superpower. So I delegate that.

But.

But honestly, I'm looking forward to this interview as much as hopefully you are as well. Welcome.

Yes. Thank you so much for having me. I appreciate the opportunity to connect with you and to the TRB tribe listening in. So I really appreciate that. And yes, that's one of my favorite testimonials that I received from Docs is that Fortis is the best thing that I know nothing about. My team loves it, the payments go through flawlessly and we're just so thankful to have you. So I appreciate that feedback from you and I'm happy that your team is loving it too.

I'm glad I'm not the only person that said that. That's great.

Yes.

So I've got a few questions for you here and let me go ahead and get started with the first one. So what is the specific problem that you actually do solve? Because at the end of the day, businesses are in existence to solve problems for either another person or another business. So tell everyone online or that's listening, like what does Fortis solve?

Yeah, so Fortis, you know, our goal is really to find the chiropractor that's looking to be mission driven and purpose driven instead of task driven. And so we really want the whole team, whether it's, you know, Cairo working solo as a practitioner as he's just launching, or if you're in the scale phase and you've really got a huge team under your your wings there to be able to make sure that everybody is on mission and being able to put healing, retention and getting families and serving families in the community under care. And so our problem that we solve is really eliminating the friction that can occur with payments, whether it's eliminating the money mindset by automating and creating recurring revenue and so that the payments are just running invisible behind the scenes. Being able to prevent your staff from having to have those money objection conversations at the front desk and instead ensuring a smooth process flow where they get to love on patients and be able to engage with them about who else do you know that we can help with chiropractic? Right. Really educating them about their treatment as they're going, their healing process and just making them have that energy at the front desk that really makes a difference. So, you know, between the automations that we provide and the ability to really keep the staff's focus on how do we heal, how do we serve families and how do we keep patients under care? You know, by automating and again creating these different types of payment methods that are going to create a seamless and remarkable experience for the patient. So recurring revenue, being able to send a pay link where you can just do text to pay and the patient can just click right from their phone. That card can be stored on file automatically and all the payments will sink right back into the ehr, eliminating that need to have to do manual entry and just allowing your team to have that payment experience be something that is really flawless compared to having to collect every single time, every card.

That is tremendous. And that, and that's exactly what docs need to hear as well. Whether they're in build or scale or transitioning from build to scale is, you know, the last thing that you want to do is bog your team down with tasks, right? And the more streamlined and the more efficiency that you have, the less bandwidth that you're going to be pulling from your team. So that's one of the reasons why I absolutely love it and why I think I would be in big trouble if I ever considered changing that. So very, very good on that. So the next question is kind of an interesting one, but it's what kind of a return on investment can a CEO expect from actually investing again, your guys services. And as we were talking earlier, it's like when we talk about a return on investment, it's not always financial, right? So we as owners or as CEOs, we have four limited resources just like every other human. We have time, we have energy, we have our money obviously and our focus. So again, what kind of return on investment can a CEO look for if they invest in fortis?

Yeah, so with fortis we offer so many opportunities for return on investment when it comes to the time that you're saving. So not only from a recurring revenue standpoint of having predictable and you know, allowing you to be able to have that revenue that you can count on each month coming through automatically. But on top of that, like you said, saving the team's time from those redundant tasks. So I actually used to manage a chiropractic office myself, so I come from the front desk experience and can give that insight to the time that we were collecting at the time of service and having to have that card in hand and swipe that copay every single time, it really bogged us down at the front desk not only from a capacity level, but also when it came to how we were purpose driven. So. So it was really easy to get discouraged in the mindset that we had of we're so chaotic, we're so busy at the front desk trying to check out all of these patients all at once while the phone is ringing with a new patient, while we've got someone that needs to be brought back to the report of findings room, there were just so many things happening at once. And so when you have all of those patients stopping at the desk every single time trying to check out, it really creates this bottleneck, but it also puts so much stress on your team and. And they really can't see that there's a ceiling that they're just bumping up against. So we would have the mentality of like, oh, my gosh, Doc is saying, like, we need to grow and see at least 10 more new patients. That's weak. And we're looking and saying, how can we possibly do this? But once we implemented Fortis in the practice, and we realized that by storing cards on file, so we didn't have to have patients physically in front of us, so to be able to check out, by automating those payment plans, we went away from time of service payments. Anyone that was under active or corrective care, we gave the option of either a prepay or going into a monthly recurring revenue model. And so that way we were able to streamline that. So now instead of 30, you know, patients having 12 visits in a month and having to collect each time, whatever the case might be, now we've got just one monthly payment for each of them. So it made a huge difference that way, but it also created the ability for us to be able to free our time to understand and see how we really could see more people. And after we implemented Fortis, we grew from 300 patient visits a week to over 500 patient visits a week, because we just removed that friction at the front desk. And we also gave that freedom to the team to be able to then focus on other things rather than just wiping payments all the time. So it's a really a huge difference. And especially being able to keep your team on mission really drives the growth of your practice. When you've got a burnout team, they're not willing to go and get that one more. They're not willing to ask and see who else can we help. So you really want to keep your team inspired, empowered, and purpose driven as they work through their shifts.

Boy, I think we need to get you on the coaching team. You pull all my thunder that I was going to parlay what you were just saying, but this is absolutely it. I Mean again, you know, I listened to this in the context of being like a sole provider or sole practitioner and like a small, lean, mean team. This is huge. I mean the amount of time that you're going to buy back, but then also like the clinics that are 5, 600 and plus the amount of time saving. So you know, and I know that there are other services out there that are similar, but I think that you guys are just don't even compare it to the others. So you guys do an excellent job on that. So a couple other questions for you though, and this is a big one too, is like considering like what's important next. And as you look ahead and assess the needs for our profession in terms of chiropractic, how are you helping doctors be prepared to succeed in the future?

So we have so many different ways that you can take a payment with Fortis. It's not like an old school terminal where you have to be in office and at the front desk ready to collect in hand. So we have already the payment capabilities for you to embed web payments anywhere in your social media marketing, your click funnels, you could easily pose it into your dinner with the doc talks and different webinars and things that you're doing where you can give the opportunity to schedule with you and book new patient appointments and then have a payment to secure that appointment. So it's really important to eliminate no call, no shows so that the doc's time when you're setting aside such an important time frame for that patient to have that one on one care with the doc, that patient shows up. So it's a way for you to be able to qualify and make sure that you're not just getting quantity of people that are signing up for your appointments and then not showing you can attach a payment to it. And with our web payment feature, what's amazing is that you can fully customize it to be able to matching your branding, your message. What do you want the pay button to say? What information do you want to collect from this lead? That's what they are at that point. And so you're able to customize all of that. And you even have the ability to customize your redirect pages. So if the payment goes through successfully, take them to this scheduling screen. If the payment declines, take them to this screen that maybe says to contact the office, right? So there's all of that customization. So we're always staying ahead of what is needed in the tech world to be able to accommodate your payments anywhere in and outside of the office. We have a fantastic mobile app and we actually, it's just about ready to release. We're so excited. So it's coming soon where you can actually use your iPhone as a terminal for tap to pay. So imagine being at an event, a wellness event, and you're meeting 80 new patients in this one weekend. And now to be able to secure that payment, to get them in your door, you just need an iPhone and be able to tap right there and select that payment.

Could have used that last week.

Yes, yes. So that is coming soon and we're really excited about that. Now here to take it to another level. With Fortis, you can store any card from a ran transaction. So what that means is if you meet Becky on Saturday afternoon and she comes in for her new patient on Tuesday, you can go back, grab that transaction from Tuesday. Because remember, with Fortis, all of your contacts that you have in Fortis are auto generated because we're embedded in the ehr. So if you're using Clinic Mind or Platinum like some other success partners, you'll be able to have Becky's contact created when she's in the office. You can go grab that transaction, tie it to her contact now that you know for sure she's a new patient and in your ehr and and then you can store the card on file after the fact, even give it a nickname. And you can share cards across family members and even split payments too. So if Becky is a mom, you've now got mom's HSA on file. So when little Timmy and little Susie come in for their appointments the two days later, because we're explaining how important it is to get families under care right then you already have their card on file. And when you go to check them out in the ehr, you don't have to navigate to mom's account. You simply check out Timmy and mom's card is right there available for you. No debit, credit transactions. Moving things around, your team doesn't have to take 10 steps to make one change. It's just going to be right there and flawless for the team.

Incredible.

And way to stay ahead of the curve on that too. That's incredible. Thank you for this explanation. Again, that brings me or provides some clarity for me on some of the new features that I'm going to be looking forward to as well. So what's the best way for the listeners to learn more and get in contact with you to take that next action step?

Yeah, so we do have a page dedicated to our TRP members and so if you just navigate to go.fortispay.com TRP success partner, that will get you right to our special page so that we know that you're a TRP member and we can give you a sweet little promo for checking us out and learning about us through trp. We have so many clinics that we work with that are already Trp Fortis members, and it's so exciting to be able to go to the immersions and be able to hear from those clinics what an impact Fortis has made for them. So we definitely would love if you use that page so we can give you guys some extra love for being part of trp. But you can also email us at cairo@@fortispay.com and we also have a phone number you can call 855-465-9999 and you'll be able to reach our team. But I would say the easiest way to go is go.fortispay.com TRP success partner.

Terrific, Margaret. Thank you for your time. I appreciate it. And I will be updating my staff on what I just learned today. So have yourself a great one and we'll see you in Phoenix. Take care.

Yes, thank you. You too. Excited to see everyone.

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