Chiropractic Coaching Tips | How to Create Confidence in Practice

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Hey everyone, Dr. Vince Leone here, and welcome back to the show. This is episode 2, and we're going over how to create and keep your confidence. And, you know, confidence is one of the most critical attributes that we can develop and protect as doctors, and entrepreneurs. Okay, you know, sometimes it's like trying to grab smoke. Other times we can run through walls. So how do we get it? How do we keep it? How do we build on it? Let's go ahead and dive right in. So I break confidence into 3 categories: pre-confidence— in other words, none or very little— building confidence, and then running and protecting confidence. Let's just get into the first one, pre-confidence. So first, with this, um, obviously your confidence is very low or you have none. You could have been beaten down. It could be a divorce. Maybe your practice is failing or has already failed. You could have a health concern, bankruptcy, you know, whatever it is, something has happened or it's in the process of happening and it's shaking your foundation, right? So the best thing If you're in this state is first, just recognize it and accept it. Okay? And acknowledge that pretty much every other human being on the planet has been in your exact same shoes. And look, everybody goes through it. That's the bottom line. And so don't think, oh my God, this is only happening to me. happening to me. It happens to everybody. Now, obviously in varying degrees, right? But it's all about how we react to it. William Shatner, you know, the movie and TV star, back in the heyday of Star Trek, he was doing, you know, obviously great. Star Trek was a phenomenal hit. He was a massive star. But then Star Trek got canceled, right? Then he got a divorce and the wife Or ex-wife got everything, everything of his, including his 3 kids. He was living in the back of his truck and it had a crappy camper shell on it, dead broke. You know, now he's worth about $100 million. So these stories are everywhere, right? You know, before I was a chiropractor, I was a film producer in Hollywood. I've maybe mentioned this in the past. And I was like top of the world. I was 30 years old. I had just financed— I had raised $1 million in financing out of a private equity individual in New York. This was 2003. You know, I had a great girlfriend I thought I was gonna spend the rest of my life with. And then it was just— it was a really special time. Had a great group of friends in Los Angeles. And, you know, you never know why these things happen. I got thyroid cancer, you know, at 30 years old. Never knew where it came from. I mean, it was kind of odd because we used to play football You know, me and my buddies at Beverly Hills High School. And, you know, back in the '60s or '70s, some big oil company had buried a bunch of essentially bad chemical crap underneath that football field. So there was a big class-action lawsuit. A lot of people got it. So that was most likely where it came from. But none of my other friends did. But a lot of other people that had graduated from Beverly Hills High School ended up getting thyroid cancer. So there was a, a huge lawsuit, and, you know, everybody got a little bit of money. It wasn't much, but the bottom line is, who knows why these things happen? And the, the whole— we just got to recognize it, we got to accept it, and we have to move on. So what was really awesome at that time was then my movie came out and totally Bombed, right? So, and this is, you know, and a lot of people, why are you so into advertising? It's because we had an awesome movie, but we didn't have the proper advertising. The individual that financed the movie also distributed it, and he did have experience in distribution, but he didn't have a lot in marketing. And we had a, like I said, we had a good movie. It was an action surf movie, so built-in audience, all that type of stuff. And it, and it just bombed. So, and honestly, if you can believe this, my girlfriend dumped me too. So it was like a confluence of events. Looking back, kind of funny. But look, life happens, sucks, but again, happens to everybody. So first, recognize where you're at, accept it, understand that you're not the only one. Millions of people have gone through exactly what we're going through. But we need to, we need to, we don't necessarily need to hit rock bottom where we're, you know, doing crack and living in the gutter. We just need to get to a point where we recognize it, we accept it, and then we're going to make a plan to move forward onto the next stage. So, you know, a lot of times when docs are in tough times, they get embarrassed. You know, they think, oh man, what's, what's So-and-so gonna think about me? And you know what? Nothing. They're not gonna think anything about you because they're not even thinking about you. They're thinking about themselves, right? And that's very, very common for us. Even, even when we are riding high, we may— now I think it diminishes when the more confidence we get, the better we're doing, the less we really think about other people and what they're thinking about. But don't ever let someone else's opinion of you dictate how you feel about yourself, right? Because it's— they're just not thinking about you. And if they do, it's like for a split second, and then they're right back to all the stuff that's on their individual plate. So just focus on you, okay? Focus on you. Put together a plan. Just the actions of putting together a plan is going to make you feel Feel better. So let's go into the next stage, which is building confidence. And look, not everyone's in the pre-confidence stage where they're, you know, kind of in that stage of their life. But if you are, not a big deal, okay? Because, you know, most everyone has been there, and now it's just a matter of getting your act together and moving forward. So let's go into the different stages. So The, um, we want to start with a commitment, right? Because without a commitment, uh, where you're literally making a pact with yourself, right? And it doesn't have to be a big one. It doesn't have to be, I'm going to go save the world. It can be, I am going to run A mile a day for 3 days straight, or 7 days straight. Or I'm going to go to the gym 3 days this week. I'm going to— do you understand what I'm saying? It's like, start small, don't overwhelm yourself, but commit to something, right? Make it a 24-hour period. I'm going to— like, if you want to get super basic, I am going to, uh, I'm going to make sure I'm hydrated, I'm going to run a mile, And I'm gonna have 3 salads in the next 24 hours, right? Where then at that 24-hour period, you can say, did I do this? Yes, I did. You got your win streak. Okay, so you start with your win streak. And all this is not— I didn't make this up, okay? This is all based on Dan Sullivan, who's a mentor of mine, and he's just awesome. But the commitment, all right, that's where it has to start, right? Because If you don't make that commitment, make that pact, make it official with yourself, then you have nothing to fall back on, right? So make that commitment. That leads us to then courage, right? Now courage is— a lot of people think, like, they'll look at someone that is, you know, super confident, doing really well, and think, oh, that person has a lot of courage. Well, they do, but, but that's not— you know what I'm saying? Like, courage is not when you're riding high. Courage is when you're actually riding low, but you're doing it anyways, right? It's like there's a windstorm outside and you're gonna go out and get whatever done you need to anyways. Now that may, it's kind of a dumb analogy. Let's get a better one. Courage is when you're about to give a big speech and you're backstage and you pee your pants and you go out onto that stage anyways and make the speech, right? So that's courage. That is taking action in the face of obstacles, okay? And that, once you have that courage, that will then lead to capability, okay? So your capability is obviously your skills, right? And so, for instance, in practice, you may say, I'm going to, you know, I'm going to learn how to make and create a Facebook ad that is successful for my practice, that generates leads. So the courage may come, okay, I'm going to spend $50 a day or $10 a day or $20 a day until I get the conversion that I need, right? Then you have— so then you start implementing, right? Make your plan, stick to it. Your capability then derives from that, and it's not going to work the first time. Trust me, when I first started running ads, I spent $1,000 before I had actually got it figured out. Once you do get it figured out, right, once you do have the conversion, right, people are signing up for appointments. Once that happens, then you start to get your confidence and you're like, okay, now I know how to do this. And then you're just pouring gas on the fire and you just raise your, raise your budget. So With that said, you know, we get to a point where when we come to a brick wall, we really need to be saying, listen, buddy, I'm either going over you, under you, or through you. And you know what? I'm going to pick. So we just have to have that attitude. And it all starts with that commitment, right? The commitment gets us moving forward. The courage— now, the courage is the biggest That, that step number 2 is the most difficult, right? Because that's where you're essentially going on faith. You're going to move forward despite the fact that you have all these, you know, obstacles in your way. And then once you make that decision and then you take those actions, that's then when things— that's, that's when you start to kind of hit a little bit of a plateau where you're, you're— you were going uphill, a little bit of a plateau. Now you start to get your capabilities. And then boom, you hit your confidence, and then you're going downhill running, right? And that's where you really start to pick up speed. So let's go into our next step here and running confidence. Okay, so you know these people, right? They have the big practices. They're the people teaching courses. Confidence is running strong, and momentum's continuing to. Build, everything seems to go their way. That's what confidence will do for you, right? And you can get there too, right? So how do you, once you have it, right, running, how do you do that? Well, first you need to stay in the game, right? Confidence will come as you stay in the game and stay with success. If we're on the sidelines, right, we're not in, for instance, in practice, We're not advertising. We're not getting out in the community doing talks. We're not holding classes one way or another with— in other words, we are not actively implementing things to build our practice. That's being on the sidelines. So we need to stay in the game. We always, always need to have something going on to build our practice and our business. Now, Another thing is do something on a daily basis that either scares you or challenges you. Now this, and I'm not, and this doesn't have, can have nothing to do with your practice. Don't do something stupid, right? Don't go playing in traffic. You can do public speaking. You can make a goal to meet 10 business owners in your town per month. And you can say, okay, I'm gonna have, I'm gonna Reach out to 10 per week, and my goal is to have lunch with 1 per week. Now, why would you want to have and develop a relationship and a circle of business owners in your community? Well, 1, they can be patients. 2, they can be referral sources. And 3, they could be, you know, confidants and, you know, trusted advisors. Look, a practice is a small business, so you can be talking with a guy that owns a laundromat. And by the way, Those laundromats make a lot of money. I don't know if you know that, but they make a ton of money and with a very low overhead. It's either the owner in there or someone that's paid $10 an hour. And once they have all the equipment paid for, they have this low-ass rent because they're in a, you know, just a strip mall. And they just have people coming that just get to know them, get used to them. As long as they do a good job and they're nice, No one goes to a different dry cleaner. I've been going to my dry cleaners for four years. He's up the street. He's a nice guy. Why wouldn't I? Right? The rates are fair. So these guys make a ton of money. And the point being is you can develop a circle. So it's like in other words, you don't have to look at if you're doing this like this business owner thing. You don't have to look at like okay, are these people going to be patients? Are they going to send me patients? You say hey, first of all, maybe I can add something to their life. Right? Maybe I can be a giver first before a taker. And then maybe I can just ask questions. Maybe I can have lunch with maybe you you find. One that you just jive with, you know, you just have a good vibe with. You have lunch once a month, discuss business, you know, what's working, what's not, what are you doing new, what aren't you doing, all that type of stuff. And now some of these people may be ahead of you, and that's actually better, right? It's better if someone's farther ahead of you because then you can learn from them. And I had once heard that you want to essentially divide up who you hang out with into 3 categories. 30%, you know, are people that are behind you, right? And then you kind of want to help them, give them tips and tactics. Then 30% are people that are where you're at, right, in terms of, you know, revenue and, and just kind of where you're at in life in general. And, you know, these could be people, you know, friends of the family, friends of your, you know, children, you know, within the school, that type of thing. And then 30% people in front of you, right? They're wealthier than you. They're farther along in their business or practice. So these are kind of mentor-type people. And when you do that, you get a nice little segregation of, you know, different— essentially people in different parts of their life that are doing different things. And you want to be learning. You always want to be learning. One, hey, do something crazy. Go to Starbucks and Obviously I'm from Seattle, right? Introduce yourself to the baristas. Go start going on a regular basis. You don't have to order— I order coffee, I order drip coffee, it's $2. So you don't have to spend a ton of money on it. But look, these baristas know everybody in your town. And, uh, but get to know them. Introduce yourself. Hey, Dr. Vince. Yeah, I'm right up the street, you know. Um, and then once in a while, just buy everyone behind you A coffee, you know, and you're like, well, how, how do I know what they're gonna order? Give the barista $50 or $20 or whatever it is and say, hey, buy everyone behind me their drinks, put the rest in your tip jar. The people are going to ask them, why is this free? Oh, Dr. Joe bought that for you. Who's that? Oh, he's a chiropractor up the street, really nice guy. You're going to start to develop a reputation in your town. As a nice guy, right? Or a nice woman. And you're— but you're doing something. I remember about a month ago, there was a table full of 6 cops, police officers, right? And I just went and got 6 gift cards, all for $5 each. They get one drink. Just brought it over. Hey guys, thanks for your service, man. I appreciate— I got 2 little girls. I appreciate you guys keeping us safe. And they were very appreciative, right? And it felt good to do it. I spent $30, big whoop, and I made some guys smile, feel appreciated, and I felt good. You just need to, you need to change things up a little bit. Okay. So finally, protecting the confidence, right? Let's see here. There we go. Protecting confidence. First, make a list. Right. Make a list of what you're going to do. What are the things that you're going to get out and do to continue to maintain that confidence? Right. It can be advertising. It can be just developing that relationships in terms of those other business owners in your community.

Community.

But here, on a separate note, make a list of all the people in your life Right, that you interact with on a daily basis. And this is a big deal. And I want you to put them in 2 camps. Those on your team, and those people are the people that believe in you, they build you up, they protect your confidence. And those not on your team, right? They break you down, they talk shit, they're negative, they don't believe in you. And you know who they are. Now, this list may not be 50 people long. It could be 3 people in each camp. It could be one person in each camp. But the point being, you want to make this list and then you want to start spending more time with the people that build you up, believe in you. And then you want to spend less time with the people that don't, right? And you actually want to start cutting them out of your life because they have no point. They have no business being in your life if they are not building you up. Okay? So make that list. And then make that effort to start Adding and subtracting time with those people. Now, finally, your average. So there's a very common theory, a very popular theory that says that we're the average and average income of the 5 people that we hang out with the most, right? They're typically referring to your friends, but whoever you're hanging out with the most. And so why is that? Well, why do you think? I mean, you're, you're interacting with them, you're learning from them, you're sharing stories. So if you're hanging out with losers, you're most likely going to be a loser, right? That's why people develop masterminds, you know. And this started way, way back, you know, like with the big dogs like Henry Ford. I mean, these guys would, you know, seek out the other titans in different industries and say, let's hang. And, uh, and it just happens, right? If you actively chose to spend more time with people that are doing better than, better than you, or they're at the same level and they're as engaged and active in terms of building their own business and their own lives as you are, you're going to see improvements and you're going to grow together. And so that's a, that's, that's just critical. I mean, I can't stress that, that enough. Who you hang out with Has a massive effect on who you are as a person and your achievements. So let's get to work, right? Take action, start creating, start building, start protecting that confidence. We don't hear a lot of attribution to confidence. It's all tactics. Here's how to get new, you know, here's how to build a Facebook ad. Here's how to get new patients. Here's how to, you know, it's like All those things need to happen, right? But those are capabilities, right? So we need to go back to the beginning and get that commitment going, get— make the decision to move forward, which is the courage, get those capabilities, and then really get confidence flowing, right? So be different, be strong, go make something big happen in your life, right? And then finally, I don't know if you've ever heard of John Maxwell. He's kind of an old-time guy in terms of speaking about leadership and all this type of stuff. This— he has a great, great talk on courage, confidence, and decision-making. It's about 35 minutes long. It will be well worth your time. So if you're watching this video, you can either click on that link or copy it or just search John Maxwell confidence and you'll see. Like I said, the talk is Confidence, Courage, and Decision-Making, and it's gonna be well worth your time. He's an excellent speaker. And so anyways, so that's it for this episode. This was episode 2. 2, confidence. It's critical, right? So get out there, take action. I'm Dr. Vince. Thank you so much for your time, and I'll look forward to seeing you on the next episode.

Bye-bye.

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