How Dr. Kris Arnold Doubled Revenue While Cutting His Clinical Hours in Half: TRP Case Study #003

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I guess kind of the evolution that I'm in now is how do I kind of just take and, you know, work with the team I have. That's another thing you really, really strongly taught me is how to be team oriented. So it's not all done by me because I am a brute guy. I love about horsepower and I love just getting there and just getting stuff done. Right. Gsd, right, that's my moniker. So. But all of that was very stifling to my team and was also restricting my evolution. So the more I found that I can get the team to do a lot of the work, really free me up and stuff so we can go to that next level.

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? Excited to share with you another success story, another case study of one of our remarkable coaching clients, another doc, another chiropractic business owner like you, who has created the business that supports their remarkable life, not competes with it. We know that you're going to find these stories as informative and inspirational as we do. Check this out. All right. Dr. Chris Arnold, it's great to have you with us today and I appreciate you giving us an opportunity to do a case study on you. So the purpose of a business is to solve a problem for another person or the purpose of a business is to solve a problem problem for another business. So everybody shows up, they show up for coaching, any coaching, and they typically have problems they're trying to solve, gaps they're trying to bridge, goals they're trying to reach what have you. So what was life like? What was practice like? And I asked both of those questions, what was life like and what was practice like? Your business like before coaching with remarkable practice, like, why did you come to us? What were you looking for?

So I've always done coaching. I actually had my first coach right out of actually college. When I graduated, I was already coaching and I saw value of actually having someone to have that foresight to show me where I need to go, I think it's really accelerated my growth. And as each coach I kind of went through, they kind of had a level they took me to. So when I was searching for you, I reached out to Patrick Giantempo and I was like, who's the man to coach me? He threw out your name, which is high esteem there. So I think of really highly patched. So to have your name out there, there was again, kudos to you. And at that time and stuff, I was again, our office was family wellness. That's kind of what we do, you know, from little babies to seniors and stuff. We saw them all. At that time I actually had my hired my first associate. So it was just me and my associate and we were just grinding out again, head down, you know, adjusting patients and just loving it. But I kind of felt like there had to be that next level, had to be that level of growth. So we were doing well. We're very successful. Do you want me to share numbers and stuff? We were probably.

That would be great. Yeah, yeah. As much detail as possible.

It'd be great. Yeah. We're probably anywhere about 380 to 400 visits a week. When we were kind of at that, when I kind of sought you out, we had about overall collections. We were right around that million dollar mark. So I thought we had a really good business. It was very sound. Lots of referrals. 90% of our new patients come from referral base. So it just felt like it was a really good organic business that we build up. So I was looking for that next level. So you. And I still remember this phone call. I was standing out on my porch and stuff when you called me and you're like, yep, I see a lot of good things, but there's a lot of meat on the bone there. I think we can kind of double your practice. And my jaw almost hit the ground. I'm like, there's no way you're gonna double this really awesome practice. And fast forward is to get to the punchline. Here we are, what's six years, seven years we've been working together and we just doubled our practice and stuff. We're now over 600, 650 a week. We're well over the $2 million mark. I think we're going to be 2.25 this year. And overall services produced and stuff. So yeah, you actually held up to what you said. So I really appreciate you and really kind of taking that next level. And I was just on Our numbers for next year and we're probably looking for very easily to produce another at least two and a half, probably two point million is kind of our goals. So that's kind of where we're actually heading to. So I still feel there's tons of upside. So that speaks to you as I coach. Most of my other coaches lasted about two to three years. One I actually had for four years. So that's what I love about our coaching together. There's always that next level. You're always pushing me. What is the next thing to do. And it's just really loved about the whole CEO program which I'm now learning to run a business again. The other evolution when I started with you, it was me and one other associate. I now have three associates. I was working anywhere from 40 to 40 some hours a week just in the practice, let alone the planning outside the practice on the weekends. Now basically with my associates and the three associates I have, I just now this year be able to cut down my hours. I'm only seeing about 15 to 18 clinical hours a week now. So that was a big evolution for me which has now freed me up. I'm not spending every weekend now doing the. And the marketing and the hiring and the firing and all that stuff. So. So yeah we're. We have made more vacations and more trips. My wife and I together, we're planning some big trips next year. We're actually going to take a two and a half week trip next year. So which a couple years ago if you told me I think I'd have lost more stress or even what little hair I did have a. Probably completely to be able to leave a practice that long. But I feel very confident my team is going to be able to handle it with without any issue. Things are going to go off smoothly and they're going to really serve my patience and we're still going to be profitable. So it's not all done by me head down and figuring it out. But I guess kind of the evolution that I'm in now is, is how do we. I kind of just take and you know, work with the team I have. That's another thing you really, really strongly taught me is how to be team oriented. So it's not all done by me because I am a brute guy. I love horsepower and I love just getting there and just getting stuff done. Right. Gsd. Right. That's my moniker. So. But all that was very stifling to my team and was also restricting my evolution. So the more I found that I can get the team to do a lot of the work, really free me up and stuff so we can go to that next level. So that's been an evolution. It's still a hard thing sometimes to let go of everything, but now I kind of see. And that's where I spend most of my time is not doing things. But it's like, how do I, you know, elevate my team? How do I elevate this associate? How do I talk to my check in ca so we can get more referrals? How do I, you know, so I'm spending time to do that. I'm really enjoying that part of the work and stuff. I find this to be very rewarding. I love. I still have enough hands in my clinical hours to level my patients and serve them and see the miracles. But I love to see the miracles on my team is. Is how they're now elevating and doing so much. And, you know, just a quick little side story I'm going to share. As we had last week before Thanksgiving, our team meeting, we kind of went around what we were thankful for as a team and stuff. And every single one of my team members, the first thing out of their mouth is, I'm so glad I work here. And that was just like, my heart almost exploded when I heard that. Is not only, you know, that they, they love the work, but they love the whole team that's involved in what we kind of created and stuff. So I know it's one of the best, man. Yeah, you. You keep preaching about. It's all about the team and stuff. And the better. The stronger the team is, is the better the. The whole organization is. And that just really, really, really warmed me over.

So anyways, man, just awesome. There's so much there. Congratulations. First and foremost, just as your, you know, your leadership, your growth as a leader, you know, going from labor to leader implies that you personally go through an iteration and identity shift. And you've done that so beautifully, man. And I appreciate the trust and the implementation, you know, but, you know, you can give the Same system to 100 people and not everybody implement and put it in play and live it out and walk it out. So nice work, man. You deserve a lot of credit there. It's. It's like seeing happy children in a family. It's like, nice job on the household when you see happy children, right? So when you see happy employees and team members, it's a reflection back on the leadership as much as kids. Happy kids are a reflection back on the parents and the parenting and the parenting style and culture. So nice work, my friend. Hey, Doc, Steven Fransen here. If you're like me, you know that we're in the business of saving lives. And when business is good, everybody wins. That's the the good news. But here's the bad news. Most chiropractors don't own a business at all. They own a job. It's a job they love, but it's a job. And far too often it feels like that job owns them. Is this true for you? Do you own a business or a job? Have you built and do you run your practice on brute force? Does it rely fully on your time, your effort? A pound of you, your flesh? Are you responsible for all growth, for all new patient generation? How about new patient conversions? Is it all up to you? How about patient care and delivery? Are you a sole practitioner, an owner operator who owns the practice, but is also the only one that is head down and bum up taking care of all the patients? Is revenue generation or collections all up to you? Let me ask you the most telling question, Doc. What would happen if you took 90 days off? What breaks? In my experience, most on purpose chiropractors do not lay awake at night worrying about their practice. They worry about their business. Let's slay that dragon. The Remarkable CEO program has helped hundreds of chiropractors just like you turn the job that they love into the business that they've always wanted. Are you ready to run and build your practice on leverage instead of brute force? Do you want to create the scalability and durability that will allow you to make a bigger impact and a bigger income? What would it mean to grow your practice, increase your productivity and your profitability? Do you want to get your time freedom back? Are you ready to turn your pirate ship into a battleship? If this sounds like you, then the remarkable CEO program is for you. Just last year, 53 of our remarkable clients received the Seven Figure Club Award, meaning they hit the million dollar mark for the first time or their next million dollar level, be it 2 million, 3 million, 10 million, up to 36 million and growing. Now, Doc, is it crazy to imagine that your practice could be next? Click the link below and learn how to apply for the next cohort of the Remarkable CEO program. We look forward to working closely with you and creating the business that supports your remarkable life, not competes with it. So a couple of questions specifically, like I always point back to this conversation because it's literally, it's like the manifestation of what most everybody experiences who are trying to do what you've pulled off here. And that was our first conversation. The first conversation I had with you and your wife, your awesome wife Tina. And I remember her, she was. She was showing up to that call loaded for bear, because you guys were at what, almost 400 a week? Almost at the million dollar mark. And she's like, but that associate doctor of ours, he just is not, you know, I'm ready to have him fired. Right. I want to have him killed because he's not referring any patients, he's not getting any new patients into the clinic. And, you know, we had to help her understand the difference between a caregiver associate doctor and a business builder associate doctor. And, you know, talk to me a little bit about that dynamic of how we went from, like, almost firing this guy, which would have been a huge, huge mistake. You know, we did the math. We figured out he was driving like $485,000 worth of revenues. And, you know, that was gonna, like, it was Gonna cost you 100 grand for that to happen. But there was obviously huge profit in that. By the end of that conversation, it was like, how do we hire at least one, if not two more of these guys? So what was that like for you guys to kind of like, turn the lights on and that really limiting belief that most chiropractic owners, you know, suffer from.

Yeah, so. So let's just be transparent. I mean, I think we all start the same thing. We all start as one person doctor in an office with one staff member. And that's how most of us start out. No one ever taught me how to hire, what it was about. So you just went into blindly and stuff. And I found a great associate, and I had no clue what I was doing, brought him in and probably made all the wrong mistakes, set up the contract the wrong way. Just again, I'm still lucky. 11 years, he's still with me. So that's the end game. But, yeah, it wasn't until I had you and your insights into hiring associates and what it was about, how to structure and stuff, that really made a whole lot of sense. So, yeah, after that conversation, we were just looking at is how much this guy was getting paid. And he was getting paid very, very well. And I'm like, oh, my goodness, we're giving all this tons of money away. And you're like, but how much money is he making you? And that's where the conversation switch. And he was like, all right, you're paying him a hundred thousand and he's making you 400,000. And I'm like, oh my God. It's like, again, how many times could I bang that drum again to get that same out? So, yeah, so it kind of really changed it. And then the other behind the scenes thing is we kind of restructured his contract. We really had set it up the wrong way. He was kind of more based on. Because that's how I thought. It's like the more I do, the more I produce, the more I should make. And that's not how he was wired. He was wired for safety. He was wired for. He wanted to consider consistent income. So we just changed it. What he was getting paid. Instead of so much of a bonus structure, we just gave him more salary and just a very little bonus. And he got paid the same, but was the happiest person on the face of the earth. He knew consistently what he was going to be making. And that's what really changed that whole dynamics. And then again, the whole mindset is he didn't have to be same as me. That was another big lesson I got from you. Because again, I marketed. I did this, I did this. So he should be a mini me. Wrong. There's no other person like me other than me. Right. So I had to find out, you know, what he was really good at and realized that we were kind of almost the perfect yin and yang, that that's where the friction came from. It was my limiting beliefs. He had to be the same. Once I realize that he's really good at things I'm not, I'm good at things that he's not. And when we put that together, it makes that perfect connection stuff. So that was another evolution that really helped us get to. And once we kind of got the minds, or I should say my mindset, the right way communicated him in the right way. Set, contract, the right way. Boom. It just. That's where we kind of really hit the accelerator and stuff and the office really took off and we really did some amazing things. So that was a huge thing. Again, I look back, if I never had that evolution from you. Yeah. Who knows where we have been at. It'd been probably very ugly.

Same people, same boss, same associate, same owner, same couple, same clinic, same patients, same team, same dynamic. Let's face it, same job. He was doing the same thing, right. But it went from being this stressful situation where you were both stressed out, right? To peace on earth. And like you said, he's the happiest guy in town because what he has now is. He has what he. What energizes him because you had him in a model that energizes you as you're an entrepreneurial business builder. He's a caregiver, Right. So your risk, not just risk tolerant, you're energized by risk and you want to be compensated in a way where it's the better I do, the better I do. Right. So you want opportunity as a business builder, especially as an entrepreneurial business builder. He wants security, right? So he wants predictability, he wants stability and otherwise and that's going to energize him. Otherwise you put him in a risk, if then scenario and it's good that and that's going to stress him out.

Right.

So you learned that, I won't say the hard way. Thankfully you didn't fire this guy or get rid of this guy or lose this guy, which is what ends up happening. Right? So that's learning it the hard way, you learned it the easy way. Dr. Chris. Right. So fact of the matter is we caught it in time and here you are, he's probably producing more than ever and he's happier than ever. Right?

So.

And you're making more profit than ever. So. And we've replicated that now across three associate doctors and if memory serves, you've got two caregivers and one business builder now too.

Don't you?

Don't you don't. Do you have a business in place?

Yeah, business place and stuff. He's not quite true, the business builder thing, he's kind of in that middle ground. But yeah, he definitely is a forward thinker. He helps with marketing things and stuff. So. And then again, unless you have that concept of what you taught me and stopped where they're at, conversations are so different. So like I said, three different, three different associates. I have had different conversations with them. I give them different responsibilities and stuff based on their DNA and who they are. So again, that's been just kudos to you to kind of help understand the whole dynamics. Not every associate is the same and you have to give them different responsibilities and more responsibilities in their wheelhouse that they're really good at. That's where you start to see things accelerate. I know that was last year, probably a year and a half ago, we switched some responsibilities inside the office for those associates and again, that kind of helped take the lid off of it. And we had it again, another big growth just because just getting people in the right wheelhouse.

That's exactly right. So just to summarize what you just said, you know, if you look across the continuum of what we call the entrepreneurial continuum, which is in essence your risk tolerance continuum. Right, so you've got your caregivers way over here that are risk intolerant.

Right?

So your caregivers, then you have your business builders that are sort of in the middle, leaning more towards the left hand side of the continuum with greater risk tolerance, but still not entrepreneurial. And then you have the entrepreneurs, those are the three avatars. Right? So, and the reality is that's going to drive three different things. Job description, where they're going to do work that they love doing, that energizes you. The compensation model, which is not what I get paid, but how I get paid, which is the thing most people miss. It's not what you get paid, it's how you get paid, how you get to that number. And then finally the exit strategy. What does that exit look like to you? Right, so there are different exit strategies for all three of those avatars. And as long as you begin with that end of mind, it's hunky dory, Right? So it doesn't mean it's not hard, it's wicked hard. Right? So but at least you're dialed into a system that like all that effort, time, energy, focus and money is actually going to give you a great return and not just brain damage, because you've got the wrong model, not the wrong person, you've got the wrong model for that person. All right, Chris, last thing I'm going to ask you is you've made this ascension. I know you're a hardcore serious clinician. You know, you and I share that. We're very passionate about the clinical care and working with patients. So when you came to us and you've talked about, you know, I've reduced my clinic hours and my time at the table with the patients to free yourself up so you could be a bigger, better business. Because you now have a seat, now you're in the CEO seat as well as you kept clinical hours, right? So that's very often a misconception that people have. Now, did you want to reduce your hours because you just don't like being a chiropractor? You don't like seeing patients or, you know, tell, tell that story. Because most people hear that and they're like, well, I, I don't want to stop seeing patients. I actually love seeing patients. Talk to us. The difference between getting to see patients and having to see patients, ah, that's.

Probably the best way to describe it stuff. So I felt for a long, long time I had to see Patients because we just had the volume and stuff and I had no one there to kind of support me and back it up and, and I never want to say no to someone. It hurt me when I had to turn new patients away. And we were for a while just because we were so busy until I found my third associates and stuff to actually open that up. But then it just for me is, is I love that clinical aspect. I love seeing the miracles. I just love connecting, bonding with my patients. But I just had that desire of what's next. I always want to kind of see is how do we help more people. My biggest driving factor and I preach this to my team and stuff is when we talk about testimonials, right? This patient, you know, did amazing stuff. It's like, all right, let's 10x that, right? If this really fires us and we get excited by seeing one testimonial, how can we do this 10 times and how can we do this a hundred times? So I'm always want to see and make more of an impact on our community and impact in our area and stuff. So it's like, how do I do that? And I felt like I was limited to what I could do on the table and in the adjusting area. So I was like, how do I. Because we weren't doing any external market and we weren't doing any communication outside our four walls. And the thing that's still frustrated me is when new patients were coming in and they get that light bulb moment, they understand chiropractic, they're like, oh, I wish I'd have known this 10 years ago. And I'm like, oh, oh, gut kick. You know, I'm not really doing what I should be doing, which is stepping up and talking to more people. I wish I would have talked to them 10 years ago and saved them way amounts of stress and health issues and stuff. So that's what really inspired me and stuff. How can I go above and beyond? How can I run the business, have my associates really take care of it and also being able to communicate the message in bigger and make a bigger impact, Just awesome.

All right, man, last question. So what specifically has helped your business, your practice, yourself, your team progress? Like what has, you know, what, what resources are you using with the remarkable practice? So you've got, you know, you've got the Morocco Practice academy for the DCs and for the CAs. You have our forum, which is where our tribe comes together in our, in our, in our private forum. We of course have our, our masterminds where we do our coaching and you're in the remarkable CEO program, the remarkable associate doctor program, remarkable office manager, the live events, the immersions, you know what, what are you utilizing and how is it helping you and your team?

All of it. That's a short answer. So, so yeah, I mean we, we've been through the academy and stuff and that's how I onboard all my associates and stuff. They go through and they watch the academy. So that's how we do that. Like I said, we, my associates are part of your associate program. So they can get in get actually individual coaching. Same my coo. That again, you taught me how to elevate my front desk checkout. CA up to office manager, now to coo. So she runs so much of the office. That's been another freedom thing. I didn't even knew that that person even existed in a chiropractic business. But oh my God, are they awesome and can make so much stuff happen. So being able to have her and her part of that program, making the connections inside to other COOs and other office managers has been great, like I said. And then also me being part of that CEO program. So just on a regular basis we're talking big concepts, business stuff, which has been really awesome. And then yeah, we do the live events and stuff and my team looks forward to it. They get excited about it. Just to be around that energy that you bring within the live event. Obviously there's a lot of content that we bring home that we implement, but it's just being around that energy and stuff has just been phenomenal. So that's been really, really cool. But I am going to kind of pivot and stop and probably tell you. Probably the biggest resource that you gave me that made so much difference was your vital signs, was the statistics and stuff. I'm kind of a stat guy a little bit. I kept some general stats, but it was very basic. Number of visits, amount, money. And that's about all I collected. And over the years and stuff, my stat sheet now has gone from just a couple columns now to multiple pages. And the depth and stuff of it is. But it's so cool. I was just kind of planning out next year and stuff. And just now the data that we collect and now I have insights and it's like planning for next year is so much easier now. I just go through and I look at some things and stuff. I kind of make some projections from last year. How are we going to make some changes? And it's like, boom, there comes next year. It's already planned out. Now I break it down. How are we going to achieve those things? What are the biggest leaps that we have to make? We're going to have to put the most leverage in the team. And like I said, I just looked at from last year to this year, like I said, we crushed at least 70% of our goals, which shows me I need to set bigger goals because I think you should only be about 50% right of the goal.

Attaboy.

You're not. If you're meeting more than that, you're not setting big enough goals. So I kind of set some really big goals for next year and stuff. And it just has that data now is just so much importance to us and just makes so much decisions. Conversation with the team is all about data. And then we kind of even break it down and stop. Even on a regular monthly basis, we take one data point and then we break it down even further with a team and figure out how, as a team, how do we move this data point further? And that's what's really, I think, accelerated our growth over the last year. So.

Good man. Yeah. Turn your mission into a math problem. Right. So. So you and I, we talk offline. We're very similar in that, you know, kind of allergic to Excel spreadsheets, but we like. But we like what the reports tell us, right? So the only thing that I hate more than an Excel spreadsheet is not knowing my business.

Oh, yeah.

Right.

So.

Because we recognize that those numbers represent people.

Right?

So we're being trusted with those people. And to be able to demonstrate the capacity to manage well, the things that he is trusting us with, with, that's where we're going to have abundance. And that's what you're enjoying, brother. So I'm super proud of you. I appreciate you. I appreciate the work that you're doing. You're just really the embodiment of everything that we set out to do in the remarkable practice. So love you and Tina, Love to see the awesome family you're raising, the remarkable life you're leading, creating new chiropractors, too, which is just awesome. Excited for the future, brother. So thank you for all you do.

I appreciate you. And we've never got here before you, so you always set the high bar and stuff. So, yeah, I appreciate you. It's probably not a week doesn't go by I'm thinking about you and what you're doing and the, in the. And how the example you set for the whole profession and stuff is like, how can I get to that level and achieve that. So you're the driving force behind me. So I appreciate that.

Thanks, pal. Appreciate you.

God bless.

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.

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

Thanks, man. Thanks for having me.

Lovely.

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

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

Love it.

What an amazing mission, what an amazing purpose.

Right.

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

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

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

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

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

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

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

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

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

But the one piece, I guess, that I really want to just touch on is what I love about these athletics is their alignment with our chiropractic philosophy.

Right?

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

Awesome.

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

Thanks. Thank you for having me.

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

Now go and be remarkable Sam.