Key # 1 to Adding High Value Cash Services to Practice: Own Your Niche!

Hey everyone, Dr. Vince Leone here, and welcome to another training on how do we add these cash-based services effectively, efficiently, so that we can help more people, increase revenue, and increase the amount of freedom that we have in our lives as practicing doctors. Because here's the trap, right? When we are chiropractors, we are the doctor, we are the manager, we are the bill payer. And this is for most doctors. Now, some doctors have elevated up and have made that transition, which is where I want all doctors to go. But most doctors are not there right now. Most doctors are essentially kind of doing everything right. And so, but one of the first things that we can do to, to make that transition is to Increase our cash services so that we can make more money and have more opportunity. And that's why I'm a huge proponent of adding big cash-based services such as spinal decompression, peripheral neuropathy, knee pain, weight loss, whatever that service is. It needs to be— it should be minimum $2,000 to $3,000 all the way up to $7,000 or $10,000. And what you'll see is all our most really successful businesses, they always have a higher tier number, right? Or sorry, higher tier service. Just like a hotel, you know, they have the bulk of the rooms that are, you know, at $200 to $300, and then they have a suite for $800. You can look at almost every successful type of business and they'll have a high-value offering. Now, it doesn't mean the vast majority of people utilize it, but they— but it is And so, what this can mean for you is if you are a doctor that's treating, you know, in the whatever, $20,000 a month or $40,000 a month and you're adjusting all day long, you can very easily add an extra $10,000 or $20,000 a month in cash by just adding one service. Okay? So, this is for you if you're a motivated doctor, you want to get out of the rat race, You want to stop beating up your body so much, use more of your mind, use more of your expertise so that you can create leverage. So when you do this, what it allows you to do is leverage other people's time and energy so that you can focus on your highest value activities, which really, when it comes down to it, I know everyone thinks it's exhausting, But in reality, if you look at the numbers, your highest value activities are generating new patients and evaluating those high value care plans. So, and there's that's a different topic today. What I want to go into is go back to the basics, right? There's four fundamental keys to building a cash-based service, a high value cash-based service, right? And that those four keys are. Owning your niche, honing your protocol, generating consultations, and then performing consultations. But today, let's just talk about number 1, owning your niche. And what this means is you can't— here's the pitfall that most doctors get into. They hear that, oh, I can make money with spinal decompression. Or with knee pain, with a knee on track, or, you know, peripheral neuropathy, and I'll buy some lights. That's not how it works, right? What you first need to do is own your niche. You literally need to become a specialist. You need to invest time, energy, and yes, money into your skill sets so that you elevate yourself from a chiropractor who is Essentially a generalist, you're going to treat neck and back pain in general, to a specialist. Now you're going to treat disc patients, you're going to treat peripheral neuropathy patients, you're going to treat knee pain patients, you're going to be a weight loss specialist. In other words, you are going to do a deep dive and you are going to essentially learn all about this specific condition. You are going to look at all the different treatment options. And know why yours is better than all the other ones. You're gonna know what everyone else prices it at so that you can price your care plan effectively. You're going to learn about these patients that have this condition and what is— how it affects their lives, what keeps them up at night, what they're really looking for, why are they skeptical about one service versus the other. Are they even aware of your service? Where do they congregate? How can you reach them? Do you understand where I'm— is this starting to make sense? That you need to become an expert in this particular niche, whatever that niche is, right? Whatever that niche is, you need to become an expert because you can't just call yourself a specialist, right? I mean, you can, but it would be a falsehood, right? Unless you've put in the time, effort, energy, and And money and resources to become that specialist. I mean, that's what I help doctors do in Profit Niche Practice is become that expert, right? And we talk about all aspects of, you know, becoming the expert so that you can know your protocol, you can know all about this niche, you can have the research, you can know all about these patients, you know how to enroll them into care, you know how to find them, you know how to generate those good quality quality consultations, but you first need to become the specialist, okay? And when you do that, it brings a tremendous amount of confidence, okay? Because I know, like, when I talk to a chiropractor that is not a specialist in disc conditions, I know way more than they do about the disc for 95% of them, okay? Most doctors, most chiropractors, most medical doctors, and most Physical therapists, they don't know the vast majority of what I know about disc problems and how to treat them effectively and how many treatments it takes and what the price points are and what to do if things go sideways halfway through the care plan and what supplements are great and what other additional therapies are really helpful to help these disc patients recover and what do they need after they're done with their treatment protocol. What type of rehab do they need? What type of follow-up treatment do they need? They don't know that, right? That's why I'm a specialist. That's why I— that's what I did in practice, and this is what I teach doctors. And so that's where you need to go. You need to take your skills and go to the next level and truly become that specialist. When you do that, and now you sit in front of a patient, it is a different conversation. Because now you're going to know everything that they know and 10x more, right? Because here's what they're going to do. They're going to Google, right? They're going to go to Dr. Google and they're going to find out quite a bit about disc conditions, right? And if you can't match that and then 10x it in terms of know everything that they know, answer all their questions, refute all their skepticism, It's a— it's— that conversation is not going to go well because they're going to feel like, this guy does— this guy's not an expert, he's not a specialist. Why would I want to work with him? Why would I trust him with my hard-earned cash and ultimately with my body and my health? Why would I trust this person? He knows as much as I do. You know what I'm saying? So you need to be 10 steps ahead of that patient when they come into the office. It's a different world right now, guys. It's a different world, and I know you know that. But the point being is that is the fundamental number one. We have got to own our niche, right, so that we know more about it than 95% of the doctors out there and 100% of the patients out there, okay? Know way more, and so that we can steer them if they're a good quality candidate and guide them and let them know why what we do is so incredibly effective and why it is the best choice for them and their health and their future quality of life. Okay? So, I'm Dr. Vince Leone. I hope that was helpful for you. In tomorrow's video, we're going to do these on— we'll do Tuesday, Wednesday, Thursday, Friday. Tomorrow we will do honing your protocol. But today, I just wanted to cover that very first fundamental, is owning your niche and how vital it is. For you to truly become a specialist and kind of go to that next level. If this is interesting to you, if this has resonated with you, if this is something that either you've tried to do this before, haven't got the results that you were looking for, or you want to take that next step in practice, check out drvinceleone.com. It's a 25-minute case study where I go through all 4 of these keys in great detail, and you will have actionable, intel of what to do next to go to that next level. You'll also have an opportunity to set up a call with me to see if it would make sense for me and you to work together so I can shortcut your path to success. It's, you know, Tony Robbins has said you can shrink decades into days if you can model someone that's already been there and done that at a very high level. Okay, so I'm Dr. Vince Leone. Thank you for tuning in today. We'll see you on the next video. Take care.