Scaling 2 Businesses Without Sacrificing Family or Fulfillment with Dr. Eric Kowalke: TRP Case Study #004

The growth of that company was limited by my ability to have time to work on it and in it.

Right.

And so that's what I was looking to be able to do is how do I with TRP systems and coaching, how do I work on the business more and above the business, allowing me to just create efficiencies in my time and proper meeting rhythms so that I could do both things so I could run two different companies at the same time. 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 Genesys.

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. So let's start with, you know, why did you approach the remarkable practice initially? Right. So I know that you and I had a bit of an overlapping multiple things going on in the beginning, before you actually started coaching with me and coaching with us. But I'd love to hear from you. It's like you had a bit of a breakaway situation, which I have insight into. And then next thing you know, you found yourself sort of between coaching programs, knowing that at one point you wanted to move into something that would create some structure and take you to the next level. So that's the story I'd love to hear from you.

The six, seven or eight. I can't remember the exact number of ways to pay an associate. That's how I found you, that lead magnet. I had just been winging it with associate compensation models and I needed to find a better process and somebody that had done it before so I could make sure I was making the best decision for the next phase of associate compensation plans.

Okay, very good.

That's how I first tell us a.

Bit about, Tell me about your practice at that point, like before you even started with us. What's, what's that journey look like?

You want me to like, how did we get to there? Or like, where were we at?

Yeah, I mean, I think you can thumbnail sketch it.

Yeah. So we were at that point, I was still adjusting in the clinic, but we had at a reduced rate. So I was still mostly coach, but I was still playing the game. And we had, oh gosh, four associates at that time. Three full time and one part time. And we were probably at 1400 ish a week. 13 to 1400 visits a week. It was after Covid that we found you guys. So we had just gone through Covid in that process and we did all right. I think we were doing really good. We were growing as a company and as a business, but it was a lot of my time. I think I was probably spending 75% of my work week working on or in higher health. I would say 25% of my work week working on higher health and another 50% of my work week working in higher health.

Okay, very good. So just for context, you have a second business, a second project that you had a vision for. Why don't you talk a little bit about that to give a context?

Yeah. So we started a software company sched in 2016 to help chiropractors. Really, I just started to help myself automate and leverage technology so we could grow more and we would have save us time and have an infinite ceiling for growth. How do we scale so we can continue to see more people infinitely. And that software came out of that. So that was something that I was really passionate about and excited about and had a big opportunity ahead. It was really just limited. The growth of that company was limited by my ability to have time to work on it and in it.

Right.

And so that's what I was looking to be able to do is how do I, with TRP systems and coaching, how do I work on the business more and above the business, allowing me to just create efficiencies in my time and proper meeting rhythms so that I could do both things. So I could run two different companies at the same time.

That's right. So just run.

I think that's the difference too. Not just run two companies, but like have two thriving, growing companies inside of chiropractic.

Right. And that's only going to happen when you step away from running the business and start leading the business.

Right. Yes.

So. Right. And having the right person, the operator in the seat that's running the business for you. Right. So. So let's just to clarify, you were already successful. Right. So you had figured out scalability and having multiple doctors in there with you and leveraging technology, leveraging teams, leveraging systems, and especially leveraging other chiropractors. So you created this scalability, but your interest was, hey, I see there's an opportunity here where I can have this other project really go and grow and serve our patients better. We can serve more people, which is very on purpose, and then we can help other chiropractors serve more people, which is, again, very much on purpose. So the reason I'm going down this road is what you needed to create was durability, because that business needed. Dr. Eric. They needed your focus to be able to fully lead it and to develop it and generate it, which meant you had to pull away from the practice. Right. So the difference between scalability and durability is the trick. Right. So it's the durability that frees you up so you don't have to be in that practice. And this is the point I want to clarify is we all know there's a difference between having to see patients and getting to see patients. Right. So now, did you want to get out of the adjusted term because you just hate adjusting people and you hate working with patients, or isn't it funny how people have that limiting belief? It's like, well, wait a minute, I love chiropractic. I love adjusting patients. I don't want to have to stop adjusting patients.

Yeah. And I love that. That's the easiest thing I could go do right now is just go take care of people. And probably the most, like, fulfilling, you know, immediate fulfillment is just to go serve in the adjusting rooms. So I. I love doing that. That was probably the hardest thing to give up.

That's right. What was the key for. For you just making that decision? It's like, okay, I. I understand where I am now, but in order to go where I want to go next, there's some changes that are going to need to be made.

Yeah, I think. I think I just recognized the team needed a better leader, and I think the company needed a better leader. And the only way I was going to become a better leader is if I had the time to pour into myself and work on how do I become a better leader. And I think a lot of that, at that point, I could just grow by brute force and, like, doing things. And it came a time where I needed to just slow down so I could think and process and, like, learn and educate myself on how to get to the next level. And how that, how I can. If I don't understand and have clarity on it, then the team and everybody else doesn't either. And I think for a long time up to that point, they didn't really have clarity. They just knew, well, it's going to work out as long as he's leading it. So whatever he's going to do, I'll just, I'll just stick a lot, go along with it. And it. And it worked. It's just if you remove me from the equation now, nobody knows what's going on. And so that's what I had to fix.

Exactly right. And you can imagine that that limits the business. It's definitely going to. If you're trying to do that for two businesses, it's bad enough when you're trying to do it for one business, but it's almost impossible to do it for two businesses. Right. So. And let's not forget that shows up in your personal life, you know, as well. Right. So talk to me about that. So, I mean, you guys, you guys have a big personal life, right? So you get a lot going on at home, too.

We do. We have six kids, three boys, three girls, and a great marriage. That's super important to us. And my wife is not a chiropractor, but she helps support all businesses in whichever capacity they are. She helped start the chiropractic office and basically did everything except adjust, because I was just adjusting. So that, that's, that's really important. I think keeping our kids focused on what's most important to them and, you know, making sure they don't grow up spoiled brats and they're productive citizens to this world isn't important to us. And so, yeah, we spend a lot of time talking and planning about that. Just. Just as much, I would say, as we plan and prepare for the businesses, we do the same thing with our family.

That's right, man. Remarkable practice is part of a remarkable life. Not instead of one is, is a market promise. Right. It's not a tagline. So.

Yes.

Hey, Doc, Steven Fransen here. If you're like me, you know that we're in the business of saving lives. And when business is good, everybody wins. That's the good news. But here's the bad news. Most chiropractors don't own a business at all. They own a job. It's a job they love, but it's a job. And far too often it feels like that job owns them. Is this true for you? Do you own a business or A job have you built and do you run your practice on brute force? Does it rely fully on your time, your effort? A pound of your flesh? Are you responsible for all growth, for all new patient generation? How about new patient conversions? Is it all up to you? How about patient care and delivery? Are you a sole practitioner, an owner operator who owns the practice but is also the only one that is head down and bum up taking care of all the patients? Is revenue generation or collections all up to you? Let me ask you the most telling question, Doc. What would happen if you took 90 days off? What breaks in my experience, most on purpose chiropractors do not lay awake at night worrying about their practice. They worry about their business. Let's slay that dragon. The Remarkable CEO program has helped hundreds of chiropractors just like you turn the job that they love into the business that they've always wanted. Are you ready to run and build your practice on leverage instead of brute force? Do you want to create the scalability and durability that will allow you to make a bigger impact and a bigger income? What would it mean to grow your practice, increase your productivity and your profitability? Do you want to get your time freedom back? Are you ready to turn your pirate ship into a battleship? If this sounds like you, then The Remarkable SEA 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. Talk to me about what the businesses have done. So let's talk about the practice first and let's get some data like revenue, profit, volume in the practice and then same thing with scad. Like what have you been able to achieve over the last couple years now?

Well, what's interesting is you go from adjusting in the clinic to. So I didn't really realize this at the time, but like the layers of leadership. You go from being in the clinic where you can just. You don't really need to tell everybody exactly what they should be doing because you're just doing it and everybody's just doing kind of what you're doing. So then when you step out of adjusting now the team needs leadership which takes an enormous amount of time. So you go from leading your patients to then stepping out of that, and now you're leading the docs and a team. And so then the next layer of that is like you're leading a COO or an operations manager and a clinic director who is then leading the team, who is then leading the patients. And it's like this ascension up, which takes just a whole nother layer of leadership ability and learning how to do that at an effective rate and like how to scale. So it's been a learning process. Honestly, it literally feels like back when you lose a whole team and you're starting all over multiple times as you grow. Chiropractic office feels like that you're starting with a new team when you're working with clinic director. In my scenario, operations manager, clinic director is a lead doc and then our operations manager who runs the day to day in the office. But me learning how to be a good leader for them and how to give them clarity on what's most important so that they can lead the doc team and the team team and then see that grow has just been like, like slow down to speed up. Probably haven't gone as fast in the last two years. Definitely not as fast as if I would have just been in there, right?

And we're talking about just the practice.

Just the practice, talking about just higher health.

But here's my experience. When I, when I see. Because chiropractors, you know, are, are so commonly entrepreneurial, right? So they'll, they'll have their practice and then they want to start another thing. And you know, typically they'll, you know, they'll grow their practice and they'll have this booming practice and all of a sudden they kind of get bored with that and they're like, okay, I've slayed that dragon. I've been there, done that, have been successful. And we love the fight, right? Like, we love the challenge and we love the game. So we end up invariably finding something else we could do. And next thing you know, we launch a new initiative, a new business, and you end up seeing this happen, right? So we go from having a $2 million business to a million dollar business and a half million dollar business, and we're like, wait a minute, what just what just happened there? As you get your limited time, energy, focus and money gets spread across two entities and you lose focus, what has your experience been there?

That's a great question. I've, I've somehow been able to really avoid. Are you, are you referencing Like HHC with the second location. Are you referencing, like, two different businesses entirely?

I'm think I'm thinking both.

Right.

So you started scad, and very commonly, you know, you'll have a superstar chiropractor like you who goes from working in the business of the chiropractic practice, and you pull yourself out of the adjustatorium and you go. And you focus on sked. Yeah, you go focus on your secondary tech platform. Next thing you know, the practice atrophies while you're building the other business. You know, you find yourself two years later being like, what have I done?

Yeah, luckily, we never had that happen. Maybe it's because the chiropractic business was funding the other business and it. And it had to. It had to do well. I'm sure we probably would have grown more if I didn't have the second business. And I. We still grew a lot significantly. Every year has been a record year, like, pretty much since we started the company in higher health. But I think you have to be okay with slowing down. Like, I accepted the fact that I knew. You know, it's just funny, when you're in the practice, there's things that you don't have to create an SOP for, because you just know this is what we do, and you just make sure it gets done every day. Well, when you step out and now you're leading a clinic director and an operations manager that leads other people. Like, all of a sudden, you'll find out like, two months later that something isn't, well, wait, we're not doing day one phone calls anymore? Like, what happened to that? And I, before I could just step in and just start doing day one phone calls. Well, now I have to figure out, okay, well, what's the process? What broke here? Why did this happen? And then help somebody else figure out how to identify that and how to implement a process and accountability to make sure that never happens again. And it's just so much slower than me just going and making the darn phone calls again. But it's essential because then it creates. Like, I. How do I not have this conversation six months from now? Like, how do we make sure we never, ever stop doing day one phone calls again? And you implement a process and your business gets more durable, but it just takes a little bit more effort and time instead of just doing it yourself. And that's just been my life for the last two years. Like, finding those areas and improving the accountability within a team. And it just. I'm okay with it going a Slower path. Because I know that we're creating durability which is going to allow us to grow infinitely. As soon as, you know, we just get. It's almost like layers of scabs or something. You know, you just get stronger and stronger and stronger as you build.

So you use the word that's. I think, key to all of it is accountability. Without accountability, you won't get traction.

Right?

Right. So you get motion, but no movement. Right. So, you know, what we, what we have created to help establish traction for the doctors is reporting systems that give you visibility into what should be happening with these processes. Because all processes are measurable and they create KPIs. Right. So, and then reporting systems have meeting rhythms that go with it so that you're actually talking about your reporting systems. Right. So that creates the accountability that actually moves the machine forward. Right. So scorecards, scoreboards, making sure that you, you. That you have your reporting systems in place with your team members so that you can actually hold them to something objective. Right. So what has that meant for you and for your business is having that level of visibility and accountability so that you don't have to be actually in the clinic being like, hey, why haven't I heard us doing a day one, you know, phone call in a while? Right. Let's start doing that again. You know, you're not even thinking like that anymore because you've got a operations person who is manning the reporting systems and meeting rhythms. Am I right?

Yes. I mean, it's the only way that it works. It would just be complete. And it's the limitation to like the next level. I think most chiropractors, you know, you could get to three to 500 a week and hire an associate or two and still just kind of winging everything, you know, like, even if it's like, you know, you're seeing 10 to 15 new patients a month and it's just kind of chugging along. But we're at, you know, we're over 100 new patients a month. We're at 1600 visits a week between two locations and 15 team members and team of five docs. Like, there's just so much going on. It's way harder, so much easier if I just had one doc and two team members, like, so much more going on that everybody just assumes somebody else is going to take care of it or do it. And nobody's accountable to anything if you didn't, like, specifically have it like laid out. So it's almost harder because not everybody know, you know, then you have part Timers and you have people working different shifts and people docs that just never see a certain patient because in our office it's a broken white line system. Somebody walks into adjusting room. Whoever happens to be in there adjust them. It's just so many variables that you need to control that very clear accountability and, and on what's most important and who's, who's accountable to that. I think accountability and responsibly was another big one that helped me a lot with, with the team on everybody's responsible, one person's accountable. That helps our team. And that language and that those words inside of our team is so normal now on everybody talking allows us to have a great culture.

That's great. So I'm going to fish for a testimonial here. So how has the remarkable practice helped you achieve everything that we're describ describing here and discussing if you were talking to somebody else. And I so appreciate your advocacy. You send so many people our way. Like how do you. This is for me as your coach to hear this from me. Like what, what is the most valuable aspect of what we do for you and your business? You know, we work with your team. Your office manager Jason is awesome and your clinic Director John and Cas, et cetera. Like, and the immersions etc. It's like we just appreciate the trust and I love to hear it's like what's most valuable to you so I can lean in there.

I think that you, that, that you actually coach but, but you coach at the, at each level. So I hire you to coach me. I hire you, your team to coach my doctors. I hire your team to coach my cas. I hire you to coach my operations manager. Like you guys are coaching everybody on my team in different levels on what's most important in my practice right now on a quarter by quarter basis. Which allows us, you know, I can use resources to pay you to do that for me knowing that you also 100% align with our vision and our mission and our core values and what we're trying to create and who we are. That is by far the most valuable part of coaching with trp.

Thank you brother. So appreciate you.

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. So with me Today I have Dr. Adrian, the creator and the master of the dental. He has been, we've been with him for years. We've been using the dental for years for our practice. Our patients were getting great outcomes. However, he is such a great chiropractor, he's such a great practitioner, but at the same time, he is out there to help people, help more people. And the way he does that is through the general. So I don't want to put too many words into your mouth, Dr. Adrian, but if you could speak a little bit about yourself and what you do would be absolutely amazing.

Well, thanks so much for inviting me to share my journey. And that's helped a lot of people and. That's right. If I can continue to help more people and help practitioners help their patients. And it's a privilege to be able to do so. What can I say? Like, becoming a chiropractor was a great honor and privilege and itself. And then as soon as I got in into practice, I would see that people would have imbalances, mainly like with their forward head posture and their cervical spine. And, you know, we would adjust them. And I bet it just made sense to me that while those imbalances were there, the, the problems would be cyclical and they would just keep coming back. And I was like, what do you do for that? And so for a forward head posture or a poor neck curve where you've got C2 well in front of C7, that's putting a lot of stress that we know on the nervous system and the muscles in the spine. You know, we would do soft tissue work on the muscles and we would adjust the joints and give them exercises. But we would find when there was that stiffness in the spine, it wasn't changing. And the problems would be repetitive. So people were saying, you know, get them to lie on a roll towel, which was. It felt maybe therapeutic, but I didn't feel like it was going to be effective enough to make the changes that they might need. So I started making my own sort of neck rolls, just as a more effective version of a roll towel, and ended up coming up with the Denerol. And the front section here makes it really stable. Your shoulders anchor it down and that stops from tipping and sliding. And then I made the top very narrow so it could be really effective in bending into extension that you need to. And then we had this back section here, which would reinforce the top and stop it from collapsing. And that's. Those three keys are what makes the dental so effective. And my patients really loved it. I trialed it over several different designs and this is what we came up with. And I kept seeing really good results from my patients. And then I asked other chiropractors in my spare time, would they like to try it for theirs? And eventually I started looking up to why it was effective. And we, we did some research and it showed that it was so effective that we could see a positional change in the bones of the spine straight after using the dental of one use. So it was effective enough to get through the musculature and into the ligaments and the joints, which is very therapeutic in many ways. And that's where it sort of started. It's kind of. I met the science of chiropractic biophysics, but we started analyzing, you know, and starting to measure the ways we can actually help patients. And patients love it. You give it to them and you explain it to them. They understand their posture and their spine and it gives them something to do and something to take home. And it makes them more involved in their care. And there's nothing worse as a patient than feeling like you're a bit helpless and your problems are cyclical. So it sort of empowers them and keeps them involved. And we do this in a combination with different exercises. And they're lying on this for five to 10 minutes and working their way up to about 20 minutes. And so it's so simple to use. And it allows them to feel like they can contribute to the benefits that they're going to get in their chiropractic care. It'll never replace an adjustment, but together it works really well. And then you add that, yeah, you add that with exercises and they're really happy. And sometimes we stage those when they're ready to do those exercises. And we have ones like these bands that go around the back of your neck. And they also promote the effectiveness of the dental, but also help strengthening that, the results of what you can achieve. And you just put this behind your neck and you're going to look up and, and you're going to start to pulse backwards and do exercise like this. So something as simple as that and this and getting your chiropractic adjustments straight away, you've added a couple of extra dimensions to chiropractic care that they might, may not have received before. And the easy thing is that it's so simple to use. It's quick. And if I'm showing them how to do an exercise, I would like to get their phone and I film them with their phone while I instruct them. And then straight away when they go home, they've got it there for them. So they've got that assistance. So it's giving them that home care support. And also it's something they can use in office too, when they're coming in. If they're in early and they're waiting to be adjusted, they go online at dental or they do their exercises. That's.

That's one of the big things. Like, you touched on so many good points and what we found is one of the really, really good ones that you mentioned was people feel like they're not doing anything between. They feel helpless. Right. Like I'm only just relying on the chiropractic care. But most people, us included, we always want to be involved. We want to do things to help support ourselves. So I find that the dental is such a great inclusion because it gives people a clear, sound strategy of how it works, what it needs, what they need to do to get the outcomes that they want. And it's just so simple. And it's. And it's like you said, easy to understand. Helps us, helps a lot. So can't say the word helps align the curvature of your spine.

Right.

And I know there's like, there's cervical, general, there's a thoracic, there's the lumbar. There's a lot more details that we can go into a bit later. But the other thing I want to touch on as well is the fact that it complements into practice so easily. And no other place other than chiropractors that do have the general. They've never seen anything else like it. That's what makes it so unique.

Yeah. And simple to use, you know, and implement, but, you know, it's never going to replace an adjustment. And getting adjusted first can really help make your general time on the dental easier. Some people are quite challenged in it. And by challenged, meaning that they're just putting their neck into extension. And that's right. There is ones for the mid back. So when people are too hunched, we want to create extension there. And then in the lower back when they're slouching a lot or sitting at a desk a lot, the lower back can start to flatten out. So we have these effective extension blocks that are different shapes for different regions of your spine to get that extension back in. And then we support that with the exercises. One of the great things has been the research that's been involved that people have done. It's okay if we get those changes, but what are the real benefits of that? And we've been able to measure. We know that your nervous system fires faster and stronger. And then when we. We know that your range of motion improves, we know that you get reduced Muscle tension like within response, you become less sensitive to trigger point pain. We know it helps with long term outcomes. When we do make changes from anything from vertigo to headaches to chronic discogenic symptoms. We look at respiratory improvements with thoracic. When we improve thoracic hyperkythosis. There's so much research and we even one looking at blood flow to the brain which was amazing. So you know all these things are pretty powerful and they're really good key points where you can talk about how your spine and structure is affecting your health. And so that's one thing sometimes that people don't understand is that you know, we don't want to talk too mechanistically to them but we want to understand how it's impacting their health and impacting their lifestyle. So you know, you can find which part of the lifestyle that you think you're being impeded with and you can understand how this is going to help benef effort. You get back to doing those things that you love to do.

That's amazing.

Yeah. And once they know that then they're really motivated. Yeah. And yeah, just I just feel really good about it.

And one of the things that I'll ask them like for all our listeners today, you know, they may be asking, you know, I haven't heard of Denarol before, I've tried dinner or before. Let's say that, you know, we know nothing about it but I want to know more, I want to find out more about general. I want to incorporate it into my practice. What would that look like? How would that look like? If you can speak into that a bit more as well, Doc?

Yeah, absolutely. The first thing you do as a practitioner you would email infoenarol.com and our team would, would help them understand what products are available and then I'm there for technical assistance. And the other thing is about anywhere from two to four times a year I run dental training days where they can come for eight hours. They get formal learning points and we go through all of the, the research and how to streamline the clinical implementation of the dental and how to, to know really what, what benefits that you can be sure the way, the best way to explain it to patients and what you know, you can promise them because people do get varied structural changes with X ray when you're doing re X rays a lot of people, some people change really well and some people really don't change much at all. And, and that can be create a lack of confidence in knowing what change what things you can deliver for the Patients. But what we know is that there are, there are lots of reasons for that, but there are lots of functional benefits that you're going to get along the way. So when I see a patient that has an imbalance in their spine and posture, what I understand is that, okay, we understand that stretching your spine in the right direction is going to be a healthy, a healthy addition to your chiropractic care that you're receiving in office and then combined with exercises and it's going to give you functional benefits of X, Y and Z, range of motion, posture, all these things, reducing injuries, those things. And if we can make some corrective changes in your spine, that's going to give us better longer term outcomes. Because some people there actually have some changes in the spine that you can't correct. Right. So they're going to need to use the dental for general maintenance. That's just as a healthy tool forever. That's something that they do. Like brushing your teeth.

That's right.

Not doing that. Their spine can get worse over time. So what we're trying to do at least is maintain it at a healthy position and if we can change it, even better. But we don't want it to get worse. Yeah. And so these are the different things we did some research on. We had 570 patients take part and they varied their use of the Denerol. Some did it three times a week and some did it seven days a week. Which ones do you think got the most changes?

The people that use them more every day.

That's right. So you might choose a program or a patient might use the dental for a maintenance for three times a week or their maintenance could be six times a week. But one thing's for sure, if they're trying to make changes, we're going to try and ask them to even do it twice a day. And we know they're going to be diligent with that. And it's just such a, a fantastic thing that they can have to feel once again empowered in having a say in what outcomes they can achieve.

I love it. The last thing I'll say on that is you can outside of the practice, like if they're in the practice, they're here to get adjusted once they leave. What's out there, phones, technology, sitting screens. So people are just constantly losing that lack of curvature.

Right.

Putting themselves into a stress state. So the general is just, there is a great way to counteract that stress because I really think about it and I say outside of the practice, outside of getting adjusted, what else do you have that really helps bring back your neck curvature? What brings your neck back that supports that? Not really anything that I can think of. So I feel like it's very powerful. So, guys, info@denaroll.com Email get the information incorporate into your practice. And it flows so effectively. Like we go through boxes with you guys, we give it to every practice member that starts care with us, and people just get better outcomes. It's also a good revenue stream into the practice. But the key factor here is it's more about getting people great outcomes. Because when people get great outcomes, they're going to stay on the care longer, they're going to refer more people. I'm sure you found that works the exact same way for you, Doc.

I've had many patients get referred in because their friend had a dental role and they wanted to know what it was all about. Yeah. And then I would also do talks with trainers and gyms and explain to them where some of the functional impedance that their clients have are to do with their spine. And when they recognize that, they refer them in. And it works really well. Because one thing you do need to know is that when you're asking about what else can they do to make those changes, it's the ligaments. The ligaments get really stiff. And so when we have a nice healthy neck curve that starts to be lost, the ligaments in the front of the spine are quite stiff and they don't change easy without an effective stretch. And there's gotta be load over time. So just general exercise and even an adjustment hasn't proven to change that. Adjustments are vital in helping the restore the movement intersegmentally with each neighboring joint. But then if we want to make these changes to our ligaments, they need load over time. And that's a device that the dental can be used in. That's a really important key. If I see someone that was really hunched but they had that flexibility, I would probably just recommend more exercises because they can make those changes. But if they're stiff and rigid, they're not going to get the changes they want. And there's some of the things you learn about when you come to my training days. So it's infoenarol.com for general inquiries. If you want technical support, it's adriennerol.com I'm always welcome to talk to people. And if you can get to a training day, my staff will help you understand when they're on. My next one's August 24th, but I think it's sold out, but I'm trying to run another one this year as well. Love it.

Todd, thank you so much.

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