EP 612: Unlocking Chiropractic Success: Mastering Mindset and Methods with Angelo Satin

The purpose of this show the purpose of this show is to guide you to realign with habits that get you to live the life you've always dreamed of. This this is the habit based lifestyle podcast with Jesse Jewel. This is the habit based lifestyle where you can access your full potential right now. Finally break free from destructive habits that dream life. If you want it, you can.

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Welcome back to the habit based lifestyle podcast. I'm your host Jesse Yule. Today we got a very special guest on the show, Angelo Santin who has a consulting business. He's a chiropractor for over 20 years. He's out of Thunder Bay, Ontario. Also his co consulting business is called Done with you business accelerator. He's married, has three kids and really he's a, he's an old client of mine, but he's a stand up guy. And I really wanted to talk with you today man, just about what you're doing in the consulting world and how you're helping chiropractors. So welcome to the show.

Thanks Jesse for having me. Really appreciate it. Yeah, it's been a while but I know a lot of the things we talked about I still I use in everyday life and it's gotten me to this point in my consulting career and even my life. So really appreciate you and everything that we talked about and it meant a lot to me.

Yeah, you're welcome man. Well, hey, can you tell us maybe just tell us a little bit about what got you started originally in the chiropractic space and then kind of like what you're doing now and what brought you into the consulting world, you know.

My story started in my cousin's office. I got my first adjustment and he was sponsoring our basketball team and I thought this is the coolest thing ever. I remember my first adjustment like it was yesterday and I felt so great and I kept going back and I started seeing all these people coming into the office, happy, smiling, getting better, no drugs, no surgery. And I said to myself, exactly that moment, this is what I want to do. And that was my path. And that's what I did and went straight to chiropractic college and it was amazing. Met my wife at chiropractic college. We had very similar values. Got married and started a practice and we hit the ground running. Our first couple years were a struggle. They didn't prep us for business or how to run a practice or anything like that. So we struggled for a couple years. I'm not gonna lie, student debt, you name it, and doubts and fears and all that kind of stuff. And then I said, I gotta change something. You know, doing the same things over and over again is the definition of insanity. So I gotta change something. So we hired a consultant who turned out to be one of the best decisions we ever made. You know, $130,000 in debt, renting a 300 square foot a little apartment. We spent $17,000 that year on consulting. And it changed us. So from that year going forward, we never had a bad year. We kept growing year after year because what we worked on was what was between our ears and our methods, so our mindset and then our methods. And we consulted with him for over, I'd say three to four years. I ended up being a junior coach with him because he just saw us grow and grow and grow, that he hired us to be a consultant with him. Right. But it was from there on, we never looked back. And we grew a seven figure practice within a couple of years and stayed that way for the last 15 years.

Wow. So go back and, you know, maybe there's a younger chiropractor a couple years in. Like, what would you say was the biggest thing you struggled with early on?

Confidence was the biggest thing. You know, you know, you pass your schooling, you know, stuff and you get out there and it was, you got a lot of fear, a lot of doubts and confidence. And that was the biggest hurdle is.

To get over that confidence in what specifically? Like being a business owner or both.

In business owner and faith. Confidence and belief in your product.

Okay, right.

You learn about your product, but you don't, you don't get to apply it and exchange money for it. So. So that confidence and starting a practice and opening your business, it's not quite there. And there's a fear. Right. Everyone thinks they're going to open their shingle and people going to run through your door. I could tell you that's not going to happen. You got to have a plan. We didn't have, we didn't have a plan, so.

Well, you had a business plan. Just, you know, no one tells you, like, hey, you're gonna probably crumble this up in about three months.

Yep, yep. It Was, yeah, we had. We didn't have a business plan. We didn't have a marketing plan. We thought, hey, we're, you know, special. We're gonna open our door. And. And. And it didn't work out that way. And. And we struggled for a bit, but, you know, I knew we had to change something.

Okay, so what. What would you say, like, mentorship, obviously, was the key for you, but, like, there's a lot of guys, man, that struggle with, like, you're $130,000 in debt. Like, what the hell are you doing? Buying, paying for a mentor. Which is what 99 of people would probably tell you today. And, you know, I'm sure they probably said the same thing back then, but, like, what would give you kind of the courage to step into that?

Well, it was probably, like, you know, the fear of not doing something right. It would ruin me if I didn't try to do something to get out of this situation. So I was motivated by. Well, you're motivated by debt, I can tell you that, but you're also motivated by the change. Like, something has to change here, because, again, the same thing over and over again, it wasn't working. So, um, I don't like to listen to a lot of outside chatter because people did say, you know, you're crazy. How are you spending that kind of money? But, you know, when, you know, it's the right fit, like, with the right person, and it was the right time, and I knew I had to go to someone that did it before. So that's something a lot of people don't. Don't look at. They don't look at. So someone else who's done it and just apply the similar type of. Of systems and procedures. So I used to go to different offices. I used to go to association meetings and go, hey, can we hang out? Can we go for coffee? And every single senior chiropractor said, you got to find a coaching consultant that's been around and hook up with them and follow them. So every single person that was successful did something as far as consulting or methods and mindset. And that's where we started going seminars. And finally I found the right person. That rang true with me.

That's awesome, man. I love. I love the thing that you said. It's better to do something than do nothing. And, like, I think in business, 95 of the time, people are doing nothing and hoping that that's a strategy to change. And. And, like, I always try to. I always try to think of it this way. Doing something the Wrong way is still better than doing nothing. And you know, that's a, that's a big part of, I think it's really just a big part of the business, you know, overall, not just the health space or not just chiropractors. I really believe this is a dysfunction we have in our thinking that we're more afraid of doing something wrong than we are of actually doing nothing.

Yeah, it's absolutely true. Like a lot of my clients, they want to perfect things and perfect things and perfect things and, and you can't perfect them. You got to put them into action. Put something small into action today, put something small into action tomorrow, and then you gain little successes and you gain confidence. Right. I always say competence comes before confidence. I don't know how you feel about that, but it's like, start something and you get a little bit competent at it.

And then when you get, I mean, my, my business is habit based lifestyle. So, you know, you know, you get.

You create a habit and you do something, you do it four or five days in a row and like, okay, that worked. And then you get a little bit more competent and then you get what I call unconsciously competent where you're, you don't even have to think and it comes out and then you get confidence and then you get unconsciously confident and, and that takes time. It's, you know, it's hard to go from here to here and say, I'm just going to be confident. This, it doesn't work that way. So little things every day all of a sudden turn into big things. So you're absolutely right, 100%.

Okay, so you learned this. Was it momentum or. No, it was methods and mindset.

Yeah, I would call it a playbook. You know, it was like a playbook that was perfected by this certain consultant. The, the mindset was more, you know, I was coaching on a weekly basis and, and it was more, he was getting into my, my mindset more. So the playbook was kind of the big thing where it was, okay, here is a blueprint to go and do stuff with patients in order to get them to be inspired to stay for care and happily pay. Right. And I'll say a lot of people don't have, you know, necessarily a new patient attraction problem. They have a new patient retention problem. And if you can do both really well, you're going to really succeed. So a lot of patients will, you're in this space, right. Try to attract clients, but they have no idea how to inspire their, inspire their patients to stay and if you learn how to inspire patients to stay, then you're going to have growth. Let's see. Right. So this playbook was designed around retaining clients. Inspiring them to stay. Not retaining them in a. In a disingenuous way is inspiring them to stay for care and realize how good chiropractic is. So we put that playbook into action and just was like, you know, little by little, and you could see the results were there. I've perfected over the years, I've changed it, I've updated it. But yeah, it was really, really, really big for ourselves, but also our staff. That playbook included the stuff that the staff had to say and do with a client, for sure.

What would you say is the number one reason why people don't stay long term? You know, in a business like yours?

They don't understand what you're doing and they don't value it.

Okay, good.

So they don't understand. They're there most of the time for one reason, pain. Most of the time they're there for pain, but they don't understand, you know, why the pain is there. What's the pain, you know, affecting so on and so forth. So it's really to get the patient to understand their bigger goals. So, for example, during a consultation process, most docs will go through, you know, does it go here, does it go there, does it get aggravated by this or that? That stuff's clinically important. But there's way bigger questions. You know, what brings you in? What is this stopping you from doing? What have you given up in the last two years that you're not doing? There's certain questions you need to ask in order to get to the reason why they're there. What's their goal? They don't teach you that in school. What is the goal, the reason why the patient's there? I've given kind of some of the secrets away, but if you can clarify that with a, with a, with a client or a patient, actually, this is universal. It doesn't even have to be in.

A. Yeah, I mean, it really like those questions are the exact same questions I would ask someone. They wanted to lose weight or they wanted to increase their revenue in their business. I think really what it is is just having a framework of asking people the right questions to get the right information to take them where they want to go. And, you know, that's really what it is.

It is. And, and what you're trying to do, in my, in my opinion, is you're trying to connect that goal of what you can do. Right. So if you can say, I understand your goal and I have the solution for that, it's very simple. Right. And the patient comes on board. Now there's more to it that, that, that initial consultation is, is huge. And then there's other things you can do to connect that goal to what with what you can do. And that can stay long term. Right. So if a patient comes in and says, I don't know, I want to play pickleball. Right. I want to play pickleball, it's important to me. And they're nowhere near playing pickleball. Right, Right. Do you think they're going to stick around for five visits and then take off? If you've been able to clarify those goals, show them how you can help paint the long term vision and, and go, listen, we're going to regularly examine you, but I see you playing pickleball in month four or six. Boom. You've connected their goal to a plan that inspires a patient to stay.

Yeah, man, it's good. You've been in Chiropractic for 20 years. You know, obviously, you know, I think you started your consulting, what, 18 months, 18 months ago or two years ago?

More full time. I was a junior consultant for, for quite a while. And then I, you know, you have kids and you know, other priorities and you back off from that. And then when I, I started back up when I delivered this content to my associates. So I knew I wanted to back out of operating the business and just own the business, not operate in it. So we had a vision of having junior consult, a junior chiropractors come in. And when we did the first associate, I trained them just as if I would have trained a client. And I saw them grow at instant growth. Right. To, you know, over 100 visits a week, billing 200k a year. I thought to myself, okay, well that was maybe a one off, so let's try it with the second associate. And they grew to, you know, a certain level. And then I knew right then and there I had something good that I could bring to the chiropractic world to help other people do the same thing if they follow the playbook. Right, right. Not perfect it, but just follow it.

Yeah.

And that's what got me in more serious about 18 months ago, two years ago, where I started to take it to the chiropractic world and start to attract people that were looking to grow.

That's awesome, man. So talk to us about what done with you business accelerator. Like, what is this all about? How does that help the chiropractors that you're working with? And like, what are the things that you're really working on?

Yeah, so it's done with you is because it's done with you, I'm going to help you through the process. And it all depends on their goals. Most people say they're looking for more revenue, but when you do the consultation process, we do a very thorough, I would say, onboarding process where we get your clinic information, billings, all that kind of stuff and get your goals, like, what do you really want to do? And sometimes just honestly, it's. People want to work less. It's not necessarily bill more. It's. I'm just a slave to the business. So in that instance, maybe we're not looking to increase revenue, but we're looking to increase efficiencies. So it's not a one size fits all. It's not a plug this in so you can double your practice. It really depends on what the client's goal is. Do I want to see my kids more? Do I want to take more vacation? That's a big one. I want to take eight weeks vacation. Okay, book it. That's literally how silly this is sometimes. So it's based off of their goals. A lot of people do want to grow, so that's when we get into a plan. It's a customized plan to get that clinic growing at the rate that they want to. And it's done with you. So week by week, we're going to take you through the action steps and the habits that they need to do in order to elevate their level of game.

That's awesome, man. So talk to me a little bit about the, the methods and mindset that we talked about earlier. Like break this down on like why a chiropractor needs these things and how valuable they are.

Right. So I touched on. Thanks. The good question. So methods is everything that we do in our office. I will look at every single thing someone does in their office from the moment they get into the door of the clinic to the moment they leave. So everything from the pre consultation phase, what does your office look like? Is it clean and neat? Is your website clean and neat? We do a dive into that. Or is things cluttered? There's dust everywhere. Are you prepping yourself for new clients? Right, so pre consultation phase to the consultation phase, what does your staff say to them? What are you saying to them? Are you on time? Those type of methods, they seem trivial, but they're. They're very. They're very important. You never get a chance to make a first impression. Right. You get one chance. So those are big things. The consultation process, which we talked about is doing a consult that's more geared towards the patient goal. Right. They're telling you I'm going to be able to help you is what are you really here for? And I'll never let my clients go on this one, is you need to clarify that patient's goals. And we have special scripting for that so that you leave that consultation process with the patient's goals and then we move into the examination methods. You know, I don't get into the docs. You know, they want to do a bunch of different things. That's great. Everybody does their own thing. But why are we examining a patient? You know, really, what are we doing? What we trying to do? We're trying to demonstrate to that patient why they're there. So if you're coming in and you say, I got some lower back pain, okay, my exam wouldn't be just be to reproduce the pain. It'd be to show you your loss of function and how it relates to your goal. Pickleball, for example. So the examination is geared to show you how you're not doing as well as you think you are, and that's the reason why you're not getting to your goal. So those are two big visits that we, that we work on. And then it's the regular daily visit. What are you doing on a regular daily basis? Right. You know, a lot of people will say, I don't know if you talked a lot of chiropractors. I need to educate my patients. I need to add you here. I don't know if you hear that a lot. Chess is I need to. If the patient was more educated. Have you heard that one before?

As possible. But yes, I do hear that.

Yeah. So. So patients don't need to be educated more. They don't want to be educated. They want to be inspired. They want to be inspired by you and, and their goals. So there's not a massive education program that we deliver. It's really daily things you can do on your treatment visits to inspire the patient to continue towards their goal. So there is some methods and some scripting you can do on the daily visit that A, you know, educate and inspire the patient, but B, gets you in and that in and out of that room a lot quicker. So it increases your efficiency so you can run people more, more people through per hour than you were without a scripting or method. So we take A patient along a journey of that playbook and then eventually we get them to a rescheduling phase. Eventually some people's gonna end their program at some point, correct?

Right, yeah, you'd hope not, but yeah.

Well, yeah, I always say it's a stepping stone to their goal. Right. I don't say the end of the program. It's here's your re examination phase and there's methods around the re examination phase that you can do with patients to basically get them to agree to their next phase of care. And, and if done properly in our office, for example, I told you this years back in our office, we have an 89% resign rate for the next phase of care. And I don't. There's no tricks. We actually have scripting that the patient volunteers their commitment to the next phase of care. If you've done everything right in the playbook, you can't do one thing here, one thing there. If you start to do everything in the playbook, by the time you get to that reexamination point, the patient will volunteer to stay on with the next phase of care. And then you just rinse and repeat. Very simple. Right. So that's good, man. Yeah. I mean it's, it's. There's more in depth, but that's, that's basically the playbook where we get to that point and then get them volunteering to the next phase of care.

Yeah, no, I love that. That's good.

Good.

So talk a little bit about the mindset part of it and kind of like what you see as, you know, a big contributor to maybe holding someone back from having the clinic they want.

So this one is, this one is a little trickier. And I'll say I'm not, I'm good at this stuff. I'm not an expert, which I think you probably know more about. This is habits is a big thing and lifestyle is a big thing. When coming in for up with a mindset as far as professionally is, I always ask people, when's the last seminar you've been to? When's the last journal you read? When's the last research paper you've read? When's your last coffee with colleagues? When's the last other office you went to to go observe someone who's killing it? And I always get the same answer. You know, it's a blank stare. Right. So what is your. What are you actually planning in your year to go out and increase your faith. Confidence. Belief in your product? In your product. So that's where I get People to commit to higher learning and those type of things. But the other things with, what's your lifestyle like? You know, you go into bed, right? You want to bed at midnight, and then you're waking up at 7 o', clock, throwing something on and getting into your clinic five minutes before your first patient. Well, I'll tell you, I don't want to be your first patient. Right, right. What is your, what are you doing? Are you getting up a little earlier, preparing yourself for the day? You know, if this was a prime time football game, are you showing up five minutes before kickoff? Right. And it really gets people pausing and thinking. Right. So it starts with the night before. So we talk about, you know, getting to bed a little earlier, getting up a little earlier. You know, you taught me, get in a little bit of routine, even if it's five minutes of journaling, five minutes of meditation, get some movement going, prep yourself for that first client. Clients will know if you're prepped or not. Right. Do you agree? They'll know someone who's.

Yeah. I mean, I like the analogy of like, you know, showing up to a game. Like, you wouldn't show up five minutes before the game and be like, all right, guys, let's play. You know, if, if you, if you're gonna ride the bench, you know, hey, man, you better be ready to play.

Yep. So, so getting people prepped for their, for their day, I call, I like to separate prep playtime and prime time. I call them. So prime time is when the game is on, right? Is, Are you, are you in prime time? Are you answering your cell phone? Going on the Internet, Amazon, checking out Facebook? You know, football again, you would never do that. When you're in prime time, the game is on, you're focused. Right? I watch a lot of football. I love the Minnesota Vikings, my favorite team. Those guys, when the game starts, they're not checking their cell phones. They're. They're focused. So I, I really teach my clients is treat that very, very important. Your, your, your prime time. Then you got to have prep time. So when are you prepping your clinical notes, whatever you got to do business stuff, you've got to separate that stuff and put that somewhere else so you can prepare for the prime time and then the play time, which is now that you've done all that, you should be able to just leave everything and do what you got to do with your, with your family. So, so when I talk about mindset with, with clients, it's really just getting a good prep time and getting your Body and your mindset for prime time. If you've done those two things, the rest of it should take care of itself.

That's good, man. I kind of. You know, what I think about this is like, what are you doing before you go to work to work on you? What are you doing to just improve your skill set as a chiropractor and business owner? And then number three, stepping into kind of like that, you know, environment of like, okay, it's game time. You know, now you should be ready to step in and play. And then, you know, after that, it's like you have the freedom to play, but if you're not playing the game at a high level, you're not going to be able to play anything.

No. The universe keeps score, Jesse. It does. It keeps score behind the scenes. So if you're not pushing yourself and prepping yourself, you're going to kind of get the return back to it. I look at it as being. You taught me to be proactive versus reactive. So proactive in not just your week, but even your year. So when it comes to mindset, it's like, well, I don't know. Well, plan out your year. Look at January. In fact, I'm doing it this week. I plan out 2025 before Christmas because I want to have 2025 set. What are the five things that I want to do? What are the five things in personal business? Right. So write that down. And if, you know, you got to get better in your mindset, we'll look at 2025 and going, I'm going to be booking a seminar by march, you know, 25th. I want to have my second seminar in September. I want to reach out to two offices that I know. These people are doing really well. So, like, proactive and book it out. So when March comes around, your seminar is booked. If you don't do that, as, you know, time comes, time comes, and then it never happens. Right. So you taught me that, to be proactive on that. And then week by week, you just plugging in the little stuff to do to get you to that goal. And that's what I'm teaching my clients is, hey, you want to get your mindset right? Plan it out.

Yeah. No, that's good.

Man versus reacting. If you're reacting and you're reacting to the. Your practice in the world, you're always on defense. Always. Yeah.

And I. I really think about, you know, the. The average business owner knows what they don't want more than what they do want, and they can't understand why they keep getting what they don't want.

Attracting things that your mind is on. Right? Yeah, I don't have enough clients. There's not enough plans. People don't understand this. I don't have enough new patients. And guess what? They get more of the same.

Nobody has money. You know, it's like, dude, come on, really? Even if that's true, is that going to help you make more money?

You know, I don't, I don't know if people like the, the law of attraction, I believe to be pretty much relatively true. And if you're thinking that way, you're going to attract people toward, towards you. If you're thinking, you know, not all those people have money to spend on this, you're going to attract those clients, or are you yourself not thinking the right way? Right. You have to be thinking abundantly. Attracting abundance. So, yeah, the law of attraction is huge and, and totally agree with you.

Well, talk to me about this, man. Like, somebody's listening to this and they're like, man, I want to get in, I want to get a hold of Angelo. Like, how would they get in contact with you? What's the best way to do that?

Yeah, the easiest way is you can friend me on. I'm on Facebook a lot, so you can friend me on, on Facebook and find me there personally. Angelo Santin. You can hop onto the, the business page, which is Done with you. Cairo Biz Accelerator. We share a lot of, of tips and tricks and we, I interview people, I get interviewed. So a lot of that stuff is free information on that page. Done with you. Cairo Biz Accelerator. And then I'll give you the email that. I don't answer a lot of my own emails, but this one is, it's admin. Dwychirobiz.com so adminwychirobiz.com and my staff can reach out to you and answer any questions that someone may have. But really, if you want to talk to me, just, just message me personally and I can answer any questions anybody has.

And if you guys are listening to this, you can just go into the show notes. There'll be a direct link to Angelo's Facebook profile and his Facebook group. And then you can just reach out to him, private message him there. Hey, man, any last words on. I'm just going to say this, like, what's the number one trend you see happening in the chiropractic space in 2025?

Yep, good question. There's, there's, there's polarization. Okay, you're going to have the clinics that are, that are rocketing and the practices that are, that are diving. And what I'm seeing is, is the people that put the energy and effort into all the stuff we're talking about are going to be the ones that are rocketing and the ones that aren't. It's a tough marketplace. There's a tough, there's a lot out there and if you're not planning for it, you can hit stagnation and even drop off. So polarization is what I'm seeing. So if anybody's listening to this, do something today, tomorrow, something to take your business to the next step because you want to be on the flip side of that, that coin, man.

That's good. Well, hey, I appreciate you being on the show today and dude, can't wait to see like what you to do and build in, in the chiropractic consulting space. So it's good to catch up as always, man. So thanks for being on.

Thanks for having me, Jess. Appreciate it. Good to see you.

Yeah, you're welcome. Hey, if you guys want to connect with a group of like minded health professionals, join our private Facebook group, Habit Based Lifestyle and Business Secrets where we talk about marketing, we talk about sales, we talk about ways that you can improve your life and business. And then if obviously you want systems, you can go see Angelo for that. But if you guys have questions or, or have recommendations of somebody you want to hear on our podcast, simply just reach out to me, Jesse@habitbaselifestyle.com until next episode. Have a great day.

The purpose of this show the purpose of this show is to guide you to realign with habits that get you to live the life you've always dreamed of. This this is the Habit Based Lifestyle podcast with Jesse Jewel. This is the habit based lifestyle where you can access your full potential right now. Finally break free from destructive habits that dream life. If you want it, you can have it. This is where you transform your health, my business and relationships or do nothing and keep your life the way it is. But if you're ready for change, you're in the right place. This is where you're gonna learn how to live a habit based lifestyle. You are tuning in to the Habit Based Lifestyle podcast with your host, Jesse Yule. This is the Habit Based Lifestyle. Let's go.