Practice From Abundance: Part 2

Hey, it's Dr. Vince, and welcome back to the podcast. And in this episode, we're going to give you one more peek behind the curtain of a private client training. This is part 2 on practice from abundance. Now, part 1 was more about awareness and recognition, and here in part 2, it's more about tactics. What can we do to move from a scarcity mindset to an abundant mindset? Enjoy. I do think mindset is Is crucial to growth. I don't know that I'm like, you know, the expert on mindset. I have studied it. I do like to implement all these tools and tips, but you know, not going to go too woo woo. But last week was practice from abundance. Is like I said, part one recognition. Where am I operating from? A scarcity mindset versus an abundant mindset. So we can't fix something that we don't recognize or realize. So that's part 1. If you haven't watched that, go back and check that out. It's in module 12. That's where all the micro trainings are. So micro training is just Dr. Taylor, just, you know, and Dr. Mike and new clients. At the beginning of these Q&As, we do about a 20-minute micro training. We We do announcements, 20-minute micro-training, and then we do Q&A with everybody. So that's kind of the structure of these. But the point being is part 2, now we want to take that and turn it into action. So part 1, we're recognizing where scarcity can influence the way we think and therefore make decisions. And then part 2 is about what comes next. How do we operate differently? So it's not just a mindset, it's a way of showing up, ownership, and ultimately action. Uh, is really what it comes down to. So we don't want to wait for opportunity. We want to create opportunities. Um, and one of the easiest places, you know, especially with high-ticket niches like decompression, um, where that kind of scarcity can creep in is around new patients. So we may be thinking, where are the new patients? Things are slow. Um, Could be thinking, are there enough decompression patients in my area? And by the way, if you think that, I would just challenge you to first look at, well, how many, how many people are in your area? 20,000, 50,000, 100,000? And, you know, 30 million people suffer from back pain every year. You don't think you can, you know, find 5, 10, 15, Of those people per month? Um, I, I would say 100% you can. Uh, my marketing isn't producing enough, I just need more leads. So what we want to do is shift the question. Rather than asking, where are the new patients, we want to be thinking, what am I going to do today to create more new patient opportunities? And the beauty of that question is it puts us in control. It's— it comes down to responsibility. If you read any, you know, Mindset books, whatever it could be. Tony Robbins or whatever, and I'm a I'm a big fan of Tony Robbins. But it usually comes back to responsibility when when we feel overwhelmed. And I am, by the way, guys, I am no guru. I am I'm on we're all on the same playing field. We all have these same challenges. When I feel overwhelmed, it's typically when things are. out of my control. So that you may feel the same way. It would be common. So what we want to do is take back the control so that we can do something about it. And so that's why that question is so important, right? What am I going to do? What am I going to do today to create more new patient opportunities? And you have more control than you think. Now, what are the things that are out of our control? Well, the economy. Right. The competition, who else is doing what, insurance, and seasonality. These are all things that are out of our control. But here's what is within our reach. We can reach out to former patients. We can ask for referrals. We can send emails. We can create social media posts. We can follow up with leads. We can build a new community relationship with another business owner in the area. We can educate our existing patient base. We can do workshops. We can do referral campaigns. We We can reach out to people that have referred in the past. There's, it's, there's an endless supply of things that we can take control of. So the goal is to stop waiting for the marketplace to give us opportunities and start creating more of them ourselves. Now, here's what's interesting. A lot of you are running Facebook ads. I'm running Facebook ads. The less I focus on Facebook ads generating opportunities for me, the better I do. It's really weird. So the less I lean or rely on like online paid advertising, so that could be Facebook, that could be Google. And when I say Facebook, I just say Meta, right? Meta, Facebook, Instagram, whatever. The less I think about that, the less I rely on that channel to generate opportunities for me, the better it does. I don't know. I don't know why. I don't get it. I'm just telling you my experience. And so I wanted you to think about marketing as energy, because we're talking about creating opportunity. Opportunity being new patients. New patients equals new revenue. Um, so I want you to start thinking— and I know this is a little woo-woo— but I want you to think about marketing as energy, and I want you to think about your practice as Uh, as much as possible, consistently putting energy into your community. Put energy into your community on a consistent basis. So every time that you educate someone, post something helpful, send an email that is of benefit to patients, ask for a referral, follow up with a patient, thank someone for a referral, you know, build a relationship with another business owner in the community, you're putting something into the marketplace. You're putting energy into the marketplace. You know, back in the 1970s, so I'm a second-generation chiropractor. You know, my father retired at 80. You know, he's like true, true blood chiropractor, taught chiropractic with everyone that walked in the door. He would, you know, Go have lunch and the waitress would become a patient. I mean, he was a magnet, like literally 1%. 1% of chiropractors are what I call the patient magnets. But he was a struggling chiropractor before Jim Parker came along. And he credits Jim Parker for turning his career around. My father ended up building the largest practice in Washington State. In the '80s and '90s. Now granted, it was easy to build a practice in the '80s and the '90s. Mercedes '80s, baby. So, um, but you know, hey, that doesn't, you know, uh, downplay what he built. Built a very successful practice, built a 12,000-square-foot building, you know, had 5 to 6 associates at any given one time. You know, it was a I used to run around there as a kid. Um, so I saw that in action, but he would always tell me, Dr. Parker always said, the more people that know about your practice, the bigger your practice will be. So that's what we're trying to do here. We're trying to create awareness about us, our practice, our specialty, so that when people do have the challenge condition that we can solve, or they have a friend or family member who does, they will think of us. Now, not every action will immediately produce a new patient, but consistent activity compounds, right? Just like compound interest with an investment, you know, this type of marketing energy activity compounds as well. So the more value, education, relationships, communication that we put in the marketplace, the more opportunities tend to come back to us. And it's just the law of reciprocity. You know, so if you read Robert Cialdini's book, his seminal book, Influence, excellent book. If you haven't read it, highly recommend it. He goes through like the 6 or 7 laws of influence. One of them is reciprocity. So, in other words, if we give something to somebody, they feel a natural inclination to give back. Very simple. So this, and this is the law of life, principle of life, right? So if we put something into the community, we will get something back. That's the whole point of this. Now, here's the thing. It's not a one-to-one relationship. And by the way, what's interesting, it can be really an exponential relationship. But my point is, it's like, it's if you say, well, I'm going to send one email and I want new patient. One new patient. No, it doesn't work like that. Um, it's not a linear relationship, um, and it doesn't happen immediately. We have to trust the process. We have to be consistent with our message and the value. That's when we start getting, you know, the, the fruits of our labor. So the more consistently we give value, create awareness, build trust, and strengthen relationships, the more opportunities we create for growth. Now here is the problem. We usually stop too soon. So a lot of practices will market in bursts, right? Um, we get busy and then stop. In fact, I was, uh, going back and forth with Dr. Myers, another lovely client of ours, we, uh, in, uh East Tennessee. Um, he just did a, uh, a community fair, which by the way, all this stuff still works, right? All the old school tactics still work. Just stop doing them. Anyways, he signed up like 30 new patients in 2 days, and he's like, should I turn off the marketing? Because he's doing online marketing. I'm like, no, why would you do that? He's like, well, I'm, you know, I don't want to get too busy. Get too busy. Expand your muscles. It's like going to the gym, right? Expand your ability, expand your capacity, hit, you know, a record high. So, but anyways, so we get busy and sometimes we stop. When you get busy, you're in kind of momentum. It's actually a time to lean in, right? Lean in. How do you then You know, process that, the higher capacity. Do you have to hire a new team? Do you need another piece of equipment? Do you need to, you know, change a system? Do you need to open up another day of the week? You know what, make that change versus trying to, you know, constrict the flow if you want to grow, right? This is all if you're trying to grow. If you're happy with where you're at, then it's more about optimization. So that's a different conversation. This is about growth. So, um, anyways, we get busy and we stop, then we get slow and we start again. And then we send an email or make a couple posts, right? Ask for some referrals. Um, and then kind of wait to see what happens. So instead, um, think less like what marketing campaign should I run and more what can I do every single day to create another opportunity? So those small actions, again, consistently can create tremendous momentum. So I want to introduce this concept of the Abundant 5. So every week, I want you to identify 5 specific actions Monday through Friday. So you can take the weekend off if you want to. You don't have to, but you can. But at least Monday through Friday, 5 specific actions that you will take to create more opportunities for your decompression program. And ideally, you know, one growth action every day of the, of the week. If you're open 4 days a week, still push yourself to 5, Monday through Friday. Hey there, it's Dr. Vince. And if you're getting value from this episode, please make sure to hit that subscribe button so you never miss an episode. And if you know another doc who's ready to grow their practice, share this with them. It might be exactly what they need right now. Thank you in advance. And now Back to the show. And they don't need to be complicated, and they, they certainly don't need to cost money, right? They, they need to put your practice in front of more people, strengthen relationship, educate somebody, create another opportunity or someone to enter your practice. So what could be in the Abundant 5? Here's just some examples. And by the way, you can change these every week, you can do the same ones every week, doesn't matter. It's more about getting in the habit. Right. So Monday, send an email to your, your database about some aspect of spinal decompression, right? Um, if you, if you're like, I'm a terrible writer, uh, I can't think of any ideas, then go into module 10, uh, the social media. And we have, uh, now somewhere in the neighborhood of like 75 emails for you. So about 24 on spinal decompression, another 24 on laser, and another 24 on shockwave. They're called the Did You Know series. Dr. Pankinen was kind enough to write it. So these are— each email is about 3 paragraphs and it's just really good quality content. Send them out. If you're like, I don't know how to send an email, there's this thing called YouTube. It's good. YouTube University. I like ActiveCampaign as a CRM. If you're a marketing client, we have You're on GoHighLevel, so you can do it through GoHighLevel. But anyways, again, example, Monday, send a good educational-based email to your database around the condition. And at the end, very soft call to action. If this is something you're suffering from, click or call today. Tuesday, call 3 former patients who may benefit from reactivation. So we all have those patients when they show up on the schedule and we're like, ah, shit. You know who I'm talking about? I can see Mike smiling. Um, it happens. But we also have those patients that we love, right? And they haven't been in the office forever. Give them a call. Like, we all develop these relationships with our patients. We've, you know, we see them for months or years. And they just fall off. And just make a list. Hey, at the end of the day, take 15 minutes. Hey, John, Dr. Vince here. How are you? I just wanted to call and check in. Haven't seen you in a while. How's everything? How's the back doing? How's the neck doing? How's life? How's your daughter? How's your wife? And just have a very simple conversation. And don't expect anything from it either, right? But what will probably happen, at least one out of the three, I've been meaning to get in. Set an appointment and they come in. Okay, so very simple and it's fun, right? Just reconnecting with people that you— and patients that you, you know, did a really good job for. Um, you know, they got incredible results. You probably changed their life more than they, uh, than you even know. Um, and they'll come back in. Wednesday, create a social media post answering a common decompression question. We did a social media training two weeks ago, three weeks ago, something like that. It's in the micro trainings module fourteen. Sorry, twelve. Social media right now is highly underrated. You may think, well, it's just you know it's just a sea of faces and no one responds and da da da da. The algorithm changed. Back in 2025, like around July, the algorithm kind of tweaked. And so what it said was, we're less concerned about influencers with these massive audiences. We're more concerned with putting the right content in front of the right people. What that means is because Meta has thousands of data points on each of its users, and if you're like, what platform do I use? Just do Facebook. Right? Because most— the biggest audience on Facebook right now is between 40 and 60, right? It's the old people. It's the old people platform. So just use Facebook. If you're like, well, what do I— you know, what— which one do I do? Do I do posts? Do a reel. Reels are what they're pushing the most. But anyways, point being is right now it's a great opportunity to lean into social media. But anyway, so Wednesday could create a social media post. I would, if you really want to, you know, push, I would do a social media post daily, Monday through Friday. Thursday, ask 3 happy patients for referrals, right? Then Friday, send some handwritten thank you notes. It could be to people who referred, it could be to people who just started care, it could be to a local business owner that, you know, have a relationship with and, and, you know, hey, was just thinking about you. I want to thank you for your relationship. Um, you know, if there's anything I can do to help, please let me know. Right? Um, so just 5 simple actions, 5 opportunities to create momentum, um, every single week, every single week. So, um, the Abundant 5, by the way, Have you guys ever heard of this? Huel? H-U-E-L? This is their Daily Greens drink, and it has 42 vitamins and minerals and superfoods, super greens, adaptogens, lion's mane, fiber, electrolytes, antioxidants. But I originally got the protein. It's a protein shake, but they call it a meal in a shake. It's 400 calories. It's really cool because it's like so easy. Anyways, I digress. But I like it. Tastes good. Blueberry, lemon, and thyme. Thyme, however you say that. All right, your abundant 5 can come from anywhere. So your 5 actions, they can change every week, or you can do the same ones every week. I would actually lean into just doing the same ones every week just to keep it simple, right? But again, existing patients, ask for referrals, educate them about decompression. Um, I mean, you have decompression patients already under care. We always talk about, you know, tapping into your existing practice assets. That is your past patient base, your patients under care, and your new patient flow. Your antenna for decompression at this point should be really, really strong where you are, you can recognize it. It's like buying a red car. All of a sudden you see red cars or you buy a Porsche. All of a sudden there's Porsches all over the place, whatever. Point being is, Um, if you, you know, kind of just get your antenna up, you'll start to see disc patients all over the place and you start talking decompression. Former patients, reactivation calls, emails, etc. We talked about that. Leads. Um, if you've been running advertising, um, you have a ton of leads in your, in your database. Um, uh, reach out to them, offer something of value. Um, like one thing I did, sent out an email yesterday. At 1:30 today, I'm doing what I'm calling an open house. Uh, that's just a virtual Zoom. There's nothing to sign up for. I'm just going to show up. I'm going to talk about specialized practice, and I'm going to answer any questions. You can do the same thing. You can do the same thing. You know, maybe one person shows up, maybe 10 people show up, maybe no people show up. Again, it's just all energy. Community— develop relationships with gyms, massage therapists. I don't know about massage therapists. I may take that one out. I never seem to get referrals from massage therapists. I never made any money off massage therapists. I just cut massage therapists out of our whole deal. Um, but they, you know, I know patients love them. I love to get a massage. So whatever. Trainers, physicians, attorneys, clubs, local businesses, content, email, Facebook, Instagram— we talked about all that. Um, YouTube I think is, uh, incredibly powerful. If you can do it right, but if you're you know if you're just getting started in the content game again lean into reels make you know sixty to ninety second you know quality content talking about spinal compression referral sources if you you know look in your past I would just do year to date look at year to date all of. The referrals and who they came from. So identify your referral sources, because we all know, look, there's super referrers, right? And then there's some people that we've changed their fricking life and they haven't sent anybody to us. It just happens. I don't know why. Point being is some people are more apt to refer and some people are not. So identify those that are apt to refer, right? And thank them. Send them a thank you card. You know, reach out to them. You know, send them a gift card. Get a stack of $10 Starbucks cards. And, and who cares what the laws in the state is? No one's going to turn you in for sending someone a $10 gift card to say thank you. Get a stack of Starbucks gift cards or Amazon gift cards and just, you know, you probably have 15 to 20 people that consistently refer to you. Send them all a thank you note with a gift card. Again, it's just all energy. So don't underestimate small actions. So one email may produce a consultation. Reactivation call may bring back one patient. Referral conversation may generate one. Social media post may get someone to like it, subscribe to you, or follow you, et cetera. Um, individually, these actions may seem small, But, um, just think about you're performing 5 intentional growth actions every week for a year. That's more than 250 throughout the entire year. So imagine the opportunities that that could produce. Again, when you do this consistently, it's not linear, it's exponential, right? So that's the beauty of that. So that could— that 250 could turn into 500, you never know, 700, I mean, 1,000. Make the recommendation without projection. So this is kind of what I was talking about before. So abundance does not stop when a patient enters the practice. It also means having confidence to recommend the care that you genuinely believe that they need, right? So this is, again, this is where we stop. We're not their banker, we are their doctor. So we want to make the appropriate recommendation, what we believe in, Internally that they truly need. And again, if that's a half plan, that's a half plan. But more often than not, we are under-recommending, thinking someone can't afford it. That's not our job. Our job is to recommend a full plan when it is indicated. Most of the time it is. If they're 5 out of 10 and higher with indications of a disc, especially if they have radiculopathy, that's a full plan. Um, So, make the appropriate recommendation, clearly explain the problem, communicate the transformation, explain the investment confidently, and then give the patient the opportunity to decide. We do not need to decide. Everyone's an adult, right? Uh, we don't need to decide whether they can afford or value $3,000, $5,000, $7,000, whatever the number is. So, just present the value, make the recommendation, let the patient make the decision. So here's your challenge. Before next week, create your first Abundant 5. Write down 5 specific actions that you will take to generate more opportunities. Put them on your calendar or your phone, one each day. Keep it simple, measurable, and most importantly, do them right. So at the end of the week, ask yourself, what did I put into the marketplace this week? What came back? And what will my next abundant 5 be? Final thought, you really don't— like, with decompression, this is the beauty of decompression. Um, to generate an extra $10,000, $20,000, $30,000 a month, we don't need 30 new patients. We need 5 to 10 new patients. That's it. So, um, we need a consistent flow though of the right opportunities, uh, and every day gives you an opportunity to create one. So put more value into the community. Create more conversations, build more relationships, generate more opportunities, and give more people the chance to experience, uh, what you do and do so well. So that's what it means to practice from abundance. That's the tactical side, and hope that has served you guys well.

Hey, it's Dr. Vince again, and hope you enjoyed that episode.

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