Empowering Women in Chiropractic – BUSINESS MESS or MASTER… WHICH ARE YOU?

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.

Hey everybody. Welcome. Thanks for joining me. Uh, before we even get started, let’s give a big shout out to ChiroSecure who sponsor and host these events to get you informed and keep you informed and make you be better at what you do always visit them for all of your insurance needs. I am Dr. Randi Ross of premier practice consultants. And I am here today to always, what I try and do is make you think a little bit about some of the things that, because we’re all so busy and we have a million moving parts, we sometimes let a few things slip through the cracks. So we’re going to get started. And today what we’re talking about is as far as your business, are you a master or are you a mess? And we’re going to pop some slides up here so that you can follow along as we do this.

So, which are you, are you a business mess or are you a master? Let’s try and find out here and see how you do and we’ll move to the next slide. So one of the things, oh, let me kind of prefaces anything I ever talk about on these shows or bring to you is current stuff. These are things that we experience every day in our business and make me start thinking, why is it like this? Why are people not prepared? We are so important to the healthcare industry. Why are we not treating our businesses with the same respect that we do to everything else we do to deliver care? So what I’m talking about here today is important and pertinent to every single one of you listening, just take some notes, pay attention, and look, let’s go ahead and get started. So one of the things that we run into all the time and all of these things kind of make me go, oh, I don’t understand.

Um, is people keeping their documentation current at all times, and as business owners, some of these things are a little bit variable depending upon how you have your company set up and things like that. But so this is gonna really address the majority of people in majority, majority of, of how your business is structured. So there are a few documents that you always want to have. Current. I am shocked that we are halfway through the year and the majority of people have not submitted their taxes to their accountant to be done. Now, are there exceptions to that? Somebody that needs an extension for whatever reason, but it shouldn’t be a really, really small percentage of you out there that actually need that. You should always keep it leased your last three years tax returns. And once you get into the first quarter, your, your, that year’s tax returns in this case, twins 21 should be completed and kept in a file.

When I say in a file, I mean, you should have a file with all these documents, either on a computer, but ideally in a cloud that you could access it anytime you need it. We’re going to talk about certain need times that you’ll need it, you know, in a few minutes, profit and loss, you know, don’t skimp on your account and this is something else that I see a lot of, you know, you kind of get what you pay for. So, you know, if you have an accountant that is not producing monthly profit and loss, quarterly profit and loss, and then obviously at the end of the year, they give you one document or it should be, um, you know, find someone that’s going to provide that quality service to you. Profit and loss is such an important document. Uh, and a lot of people really don’t keep that up to date or properly, you know, configured as, as we might say, overhead.

And I’m going to say current and real. And what I mean by that and follow me on this a little bit. There’s, there’s your overhead that you’re spending now to run your business. Now, we all know as small business owners, that there are things that you can legally write off on your taxes as a business expense, but wouldn’t be what we refer to as a pass-through expense. If someone was looking at the profit in your business, possibly a buyer, or if you’re refinancing or all these other things that we’re going to get into. So real is what I call. If I walked into your business today and I took over your practice, what expenses am I going to have to keep this practice running the same way than it is now? So all the things that you see in overhead, maybe, you know, a car expense or maybe certain travel, you know, you’re going to conferences and things like that.

Those are things that are not what I refer to as real or what I would say pass through. Those are your current keeping those two things separate, cannot keeping a run-up, you know what we could consider your current overhead, that you are processing as well as what is real or would pass through to somebody that was taking over your business. These are going to become really important as we continue this conversation and equipment list. Um, this is also something I see a lack of, you know, you should at least once a year go through your office and do an updated quiz, excuse me, equipment list, um, the date that it was purchased and an approximate value of it. Now, if it’s brand new or with it’s in, you know, two, three years, your, your value is pretty much what you purchased it for. If it’s something more than five years old, the typical rule of thumb is you go to 50% of the purchase price.

I know some of you don’t want to hear that on some of your biggest, biggest, big, or ticket items like digital x-ray or some of the higher end tables. There might be a little wiggle room in there, but that’s kind of a comfortable rule of thumb for you to keep that updated. Also the building. Do you own the building? Um, if you do you want to make sure that you keep an updated what I call a prospectus or an overview of the building, and that could be anything from as detailed as you had an appraisal of the building, and you keep that in the file. Um, it could be something as, you know, just a drawing, which kind of gives you the broad strokes of the property and the building. And then the information, if you don’t have an appraisal, the information about the building certain details, that would be important to know as well as the value.

And this is something, especially in today’s real estate market, you always want to have current, if something happened and you needed to, you know, refinance or possibly sell, you want to have that information current. And, um, you know, obviously if you don’t own the building, what you would want to keep in that file. Current is the lease with the, uh, the property owner of your office. And you want to keep a current version. Uh, sometimes I see people have been in a space for maybe 10 years. And w when we look for, at a lease, they’re showing me the original lease that they had. Well, that’s, you know, some of the details in there obviously, you know, a concurrent and run through, but a lot of that information has changed, especially, you know, what are you paying? You know, are you paying real estate taxes or cams or any other expenses?

Those are important to have detailed lists, and that can be actually on your overhead, but you want to keep things, uh, you know, as concise and organized as possible. And we can go to the next slide. So this is also something that I run into that always shocks me a little bit, that people do not know how to retrieve, print an access, the different reports that are necessary to being a business owner, to keeping on track of, and this shouldn’t be something that you’re, you know, office manager or front desk are the only ones that know how to do this. There may be times that come up when you don’t want them to necessarily know why you’re asking for something or why you need a document. You know, what you do is, is private. Obviously, if your spouse is your office manager, that might be a little different scenario, but other than that, you know, it’s one of these things that I always say, no one should know how to do something in your office that you don’t know how to do.

This is one of those things and the different reports that we kind of typically, uh, you know, see that you should again, have on hand, keep updated, keep in that cloud folder where everything is neat and organized and easy to access your stats. This is something that most people are pretty good with, especially if you work with any kind of coach or like that new patient services, collections, billing, things like that. But one of the other things that’s really important is what we refer to as service breakdown. So if you are a straight chiropractor and all you provide is chiropractic adjustments, uh, obviously this is not something that would pertain to you, but other than this, a lot of people have different programs and profit centers and things that they’ve integrated into their practice. And it’s really important to understand where your money’s coming from in those situations.

So that should be a report that you could print out and whether, you know, how much of your collections, you know, dollar amount is chiropractic care. Um, you know, how much of it is, uh, you know, something like orthotics, or maybe you have PT, or maybe you have stem cell therapy that you read, whatever that is. That is something to really understand what the breakdown is. You should have separate reports that really could look at it any time and have an understanding of where the money is coming from. The other thing is payer profile. This is something with the exception of people that are a hundred percent cash. That’s easy to know what your payer profile is. Um, but if you have a little bit of a mixture, you’re going to want to really have an understanding and be able to print and visualize a report of your payer profile at any given time.

Um, it varies from practice to practice. Usually we see four or five of what percentage cash, what percentage Medicare, personal injury, um, and different types of insurance, whether they’re a major medical HMO PPO, um, some people do workers’ comp and there might be a couple of categories that are not, you know, maybe abnorm in general to everyone, but that’s a really good understanding to know where your patients are coming from, and you should be able to print a report on that. And again, that report should be in the cloud in this folder with everything else. And if there are any other things that you know, and I can’t go through everything here, uh, that all your business, a different structure that you have set up or something along those lines, you know, keep those reports printed on a regular basis, ideally as monthly and then quarterly.

And then, you know, every year to have this breakdown of everything that’s going on, you know, some of this seems like, why is she telling me this? Yeah, this is simple, but you know what? Sometimes we get busy. Sometimes we forget. Sometimes we don’t do it at all, which is hopefully the people that are going to, you know, prod a little bit here. This is really, really important to the success of your business. And we’re going to go to the next slide. And we’re going to kind of delve into a little bit here of why this is important, other than the obvious is you are a business person. And there are certain elements that we know pertain to running a business. The ones that I discussed are different record keeping that is really important to a chiropractic or actually most healthcare practices. So the reason why this is so important and something that we come across, as, you know, as practice sell consultants, is a few reasons.

One, if you’re selling one of the biggest things that happens, why deals do fall through is because people don’t have this prepared and organized, even though you can be sure, I tell them from the beginning that they needed. And my nickname in the company is bossy pants. So I’m pretty strong with my recommendation of having this prepared people don’t in that case often, not all the time. What we see is deals fall apart. You know, it it’s, it’s about presentation. Sometimes if you, if someone is interested in your practice and whether they’re, you know, looking at it digitally, or they’re coming for a visit, if you don’t, if you can’t readily produce these documents and these reports that I just expressed to you, they feel that’s a reflection on how you run your business. That you’re sloppy, that you’re disorganized, and that’s it. They’re not gonna go to, you know, purchase something or engage in moving along with that practice very often, because they already have a bad impression of buying a business.

That’s unorganized, doesn’t run properly. And, um, not something that they really want to make their investment in. So that’s really important, you know, whether you’re selling or possibly you have an associate that’s buying in or any of those kinds of scenarios, this is so critical to being successful. Maybe you’re refinancing, you know, a loan that you have on your business. Guess what all the things I just described to you, a bank is going to want. And it’s kind of the same thing. If, excuse me, if you look disorganized and disheveled and how you present your information, that’s how that bank and that underwriter is going to view, uh, or that loan officer, you know, how your business is run, and are they going to want to take a risk with you? You know, there’s is all about risk and reward. Uh, so then it might actually prevent you from getting a loan or it might actually make your loan come in at a higher interest rate, which means it’s actually costing you money to be sloppy and unorganized.

That doesn’t make any sense. This is not anything that’s super time consuming. It’s just a matter of a habit like anything else. Um, maybe you’re expanding your practice. You are looking to move to a bigger location, or like, what I didn’t want was a practice around the corner from where I practiced. And she was, and I kind of bought her practice and incorporated them into one. Maybe you’re doing something like that, and you’ll either need to, um, go for a loan. Or if the selling doctor is going to owner finance, they’re still going to want to see all this information on you to make sure you’re a viable buyer. Uh, so that’s really important. Maybe you’re purchasing equipment. Um, and that’s something that we frequently do. You may not need as detailed information in that case. Uh, but as far as the financial doctor and to that, they’re going to want to see, they probably will not want to know your stats or your payer profile or, or anything like that.

That, and what’s, what’s really, really important to understand, even if we want to push aside someone to say, well, I’m not telling my practice that doesn’t matter to me. Let me tell you, you know, I’m doing this a long time and I deal with a lot of people and, you know, I call this a matter of top-down organization and what I mean by that is, and you’re all going to agree with me. It’s kind of two-fold thing here. One is if you’re disorganized and you’re not efficient, chances are the people below you are not going to be as efficient as they should and could be or would be because you’re not presenting that. So it’s hard for you to critique someone else when you’re not, you know, walking the walk and talking the talk. So keeping organized and efficient, all the finances, all the aspects of your business, something good for your team to know you do, because then they know you’re going to expect the same thing from them.

The, the, one of the other things that’s really important is, you know, I dunno one of the things that I used to say, I don’t know if they still say it. I’m a little bit of a dinosaur, as you know, it’s easier to stay well and together well, right? I mean, that’s kind of a tagline in our neuro profession, right? This actually is the same premise. You know, it’s easier for your business to stay healthy. Then when something comes along that you want to do, whether it’s selling or buying a piece of equipment or purchasing a building or whatever you might be doing now you’re scrambling to get everything together. And sometimes they’re requesting things three, four, normally it’s three years, but I’ve seen people request things five years back. Now you’re trying to like backpedal on all this. So if you just made it a habit like anything else, you do this all the time.

This is just important to your practice. As the care you render, as, as you know, you’re the new patient that walks in your office, what the process is with them. This is just as important as that. And I can promise you you’ll be a better business person as a result of this type of organization. And it will ultimately make you a better doctor because then all the expectations you have of your staff or even your patients are going to trickle down you. If the trickle down is, you know, lazy and unorganized and not doing what you’re supposed to do, it’s hard to expect that from other people. Well, that’s the few things I wanted to always kind of make you think about, we’re going to just go to the next slide. I’m going to tell you a little bit about if for some reason you were thinking about finding out about what the market value ready of your practice would be, whether you’re selling or not, or just kind of planning for the future, where to the viewers of this ChiroSecure event, we’re offering 20% off evaluations.

I know it says through the month of June, 2021, and people might be watching it after that. But if you go to our website, click on the little blue button that says client intake form at the bottom of that, there’s a code spot. You put that code in this code is only available to people that are watching this event. And we’re happy to kind of take you through what that process would be, what it looks like and how if you need help, that we can help you. Well, that’s my time for today. I’m so always so glad to get an opportunity to spend some time here with you. And I hope that it brings a little bit of value to some of your thoughts about your business and ways that you can do better. And ultimately at the end of the day, if you, if you do better chances, are you going to make more money? And that’s always our biggest goal together. I’m Dr. Randy Ross, premier practice consultants, and I hope everybody has a fantastic day.

Join us each week as we bring you the best in business growth, practice management, social media, marketing, networking leadership, and lots more. If it’s about women in practice and business, you’ll hear it here. We hope you enjoy this week’s Facebook live event. Please like us on Facebook comment and share. We look forward to seeing all of you next week for another episode of empowering women in chiropractic. Now go ahead and hit the share button and tell your friends and colleagues about the show. Thank you for watching. Have a beautiful day. This has been a ChiroSecure production. [inaudible].

Empowering Women in Chiropractic Associate Assisted Practice for Ultimate Success

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  

Dr. Nicole Lindsey, founder of dominate Chiromarketing, where I teach chiropractors, how to build relationships with medical doctors to build their practices. Welcome to our show (and thank ChiroSecure)for once again for hosting this show for so many years now and bringing great information to you, to your staff, uh, to your offices so that you can build a very healthy practice. Today’s topic is one that I am very excited about. It’s one that I’m passionate about, and I think it’s going to help you ultimately achieve the success that you deserve as a chiropractor. The topic is the associate assisted practice, uh, for ultimate success. Now, I feel that if done properly, that this can take you to a whole other level in practice. I know it has, for me, I’ve been hiring associates, uh, for many years now, I’ve had some very successful relationships, and I know honestly that my practice would not be where it’s at would not be thriving today.

If it weren’t for the help of these amazing associates that I’ve had over the years. So let’s go to the slides here. We all know that running a practice, running a small business, um, is not for the faint of heart, is what I say. It’s, it’s basically inherently risky, right? There’s so many things, so many we’re, we’re trying to mitigate risks constantly. I know ChiroSecure is helping us do that, um, with their shows they put out with, with, uh, how they cover our needs in office. But what we’re trying to do is bring a service at a good price and meeting the demands of the market, meeting the demands of the patient in front of you, uh, and also managing your staff and marketing, right? In addition to all this. So it’s, it’s risky. It’s not easy. And it’s definitely not for the faint of heart.

20% of small businesses fail in the first year that breaks my heart. You know, I’ve seen a lot of offices in my area come and go. Um, young grads, they start up and they’re very passionate, excited, and then sure enough, um, within the first year, they’re no longer there. So a very sad, very sad statistic from the SBA 50% go belly up after five years. Again, sad, they’ve made it that far and then 33% make it to 10 years or longer. So my mind when I see these stats, I think man, it should be, it should not be this way, right? We should figure out a way to make this easier so we can all be very successful in practice. Well, one of the number one reasons that a small business fails, and this does pertain to us running a chiropractic practice is inadequate management.

This is a small part of our education at chiropractic school. I know that, um, we had some business management courses, but not a lot, right. We have to figure it out as we go, and it’s not easy. We don’t have enough time, um, to delegate workout, or we may not have enough employees when we’re starting off. We don’t know how to manage that. Um, not having enough time to manage properly is probably one of the biggest things I hear from colleagues. Um, it’s hard to oversee all parts of our practice when we are doing it all right, when you’re wearing all those hats that I mentioned, it’s really difficult to, um, to wear that managerial hat when you’re spending time clinically, when you’re marketing and doing a health fair or really trying to drum up business, right. And instead of outsourcing some of the tasks that you, you may not have time for in your office, or that maybe you’re not good at, uh, you just end up doing it all as the business owner.

So, um, what, what happens is we, we face these challenges because of this inadequate management, um, because we’re not taught how to do this, or we’ve never honed that skill. Um, and we, we face these challenges and we end up maybe giving up right, falling into one of those statistics at the SBA. Um, just that I’ve read on the previous slide there, but as a woman, I want to talk about some of the challenges that we tend to face. And I want to talk about some of the challenges that men typically face in practice. And some of these challenges for women are going to be just the physical stress, the physical demands of being a chiropractor. I know I’m a small framed female, and I like to do really aggressive, um, diversified, adjusting, and soft tissue work. I get in there and, and really move bones.

Some, I like to be adjusted that way. And that’s the type of adjustment I like to give. And I’ve been going at it for 20 years now. And let me tell you, it’s exhausting. Right? It’s tired. Um, my husband says that I come home smelling like a field hand half the time and that’s okay. Right. That’s what I signed up for being a chiropractor, but that takes us whole, that’s a challenge we get exhausted and that may stop us from growing and practice because it is a challenge to be able to keep up with the physical demands. It also puts a strain on our adrenal glands when we are nurturing and taking care of people and trying to meet all their needs and physically the physical aspect of the job. So our adrenal glands become an issue. And if you’ve never worked on your adrenal gland or know nothing about them, that is a challenge that we face and yeah.

Can lead to burnout. Um, um, we also, you know, we have cycles as women and, uh, reading a really good book right now called in the flow by Alyssa VD. And it’s all about the physiological aspect of our body and what we’re going through throughout the cycle and how we, I tend to put ourselves as females into a 24 hour cycle. Men are in this 24 hour cycle, physiologically, their hormones are doing a certain thing every day, they spike and then they drop and then they get replenished over the night. And this happens every 24 hours. It doesn’t work that way for women. There are certain times of the month that our energy spikes because of what our hormones are doing throughout the month, and then that drops. And so we may have a week of high energy where we get stuff done productive, and we’re creative, we’re social.

And then we may have a week where we’re not, and we’re not wired to fight that, right. We’re wired to, uh, be less social, to not be as outgoing to, to not have the clarity that we did a week ago. So this can be a challenge because we’re forcing ourselves to do the same thing every 24 hours versus creating a life around this cycle. Another challenge we face let’s let’s face it, right? We carry babies. We get, we have a pregnancy, we have to deal with this in practice, whether you’re running your business by yourself or, um, as an associate. And it is a challenge, um, that we, we have to figure out when you’re running your practice. So, so these are some of the challenges that we face as a woman. Um, now as a man, some of the challenges that we face are going to be definitely the physical stress as well.

Um, you know, you’re, most men are, are, have more muscle. They have more strength, but overall, yeah, it takes a toll as well. And they go home tired, just like we do, especially when they’ve seen 50 to a hundred patients a day. Um, it’s very exhausting. Um, men tend not to have, um, the organizational skills as women do, um, that has a lot to do with the size of our prefrontal cortex. Um, not just something that they’re not good at, it’s just, they’re not wired that way. Like we, our prefrontal cortex, which, um, is part of that organizational process where that is where that happens. Um, ours is larger and that affects them in practice, right? And they it’s a challenge they have to overcome. Um, so that is, that is definitely part of the, the piece of the pie for them not getting enough time off because they are working so much and maybe they’re building their practice and they don’t want to take the time off they need.

So this, this can be exhausting play into that physical exhaustion, emotional exhaustion, and on top of taking care of patients as well. So these are some of the challenges that men and women face and what happens for a lot of people. A lot of chiropractors is they women that face these challenges, they end up staying out of work and maybe they put their career on hold because they decided to have a baby. And they just can’t figure out how to make the practice work while a pregnancy in the last trimester. So they step out of the office, maybe they sell their practice and they stop working. And then they have to deal with regret and not getting the opportunity to use their degree, uh, not getting the opportunity to grow professionally. And this is real. This happens a lot. You know, I see this in some of the Facebook groups that chiropractic women are in, and this is happening all the time for women, they have to give up what they’ve worked so hard for because they just can’t figure out how to do it, right?

So they lose their practice. They close, or maybe they go part-time or worst case scenario. They leave chiropractic. They choose another career because they just don’t want to have to open up another practice and go through all that. Very sad, very sad, but it is what women, a lot of women have to do. Um, and ultimately, because of these challenges, what happens is, um, for men, because of these challenges, they jump from coach to coach, right? They spend thousands and thousands of dollars, um, trying to chase that next shiny object, looking for something that’s going to help them get out of that burnout phase, right? Finding something that’s going to help them get to the next level because they just can’t figure it out. Right. They’re buying new equipment constantly. Does it sound like any of your friends or colleagues right. Happens? And they, they, they keep chasing the next thing in hopes that that will solve their problems.

And then they fail in practice because now they’re overextended, they’ve spent too much money on all this stuff. They have coaching fees that, um, and that is not helping them and they to get burnout, they give up and sadly, choose another profession, right? This, these are some of the challenges. This is what happens a lot of times to men and women in practice and what ends up happening. Ultimately, when we are so exhausted and burned out is we start self-sabotaging everything that we’ve created, because we are so exhausted taking care of everybody else’s needs, but our own hyper focused on our patients, maybe our family, our practice, our staff, and we’re not focusing on our own needs. So we self-sabotage and we have failure. So I want to offer you a solution if you’ve never had an associate, if you’ve never thought about getting one and you’re listening to this and you’re thinking that’s me, I am exhausted.

I am, I’m this close to burnout. Then I want to encourage you to listen to the rest of this. I want to encourage you to hire an associate to assist you in practice. Notice I named this, the associate assisted practice, right? Not hiring an associate to step in and take over for you. Sometimes that’s needed if you’re that burnout and I’ve been there. Um, but I wanna encourage you to do it before you get to that point, because it does take energy. It takes energy to train an associate. It takes energy to make it work. And for women, if this is done properly, if you can hire and successfully train an associate before you get burnout, it can assist you during pregnancy. This process, you can take time off, have this dot cover your practice during maternity leave. So you don’t lose your practice. Having an associate can help you grow your practice and team beyond pregnancy coverage.

You can find that, you know what? I like this. I can take care of my newborn. I can step out of practice as my baby grows when they’re sick, or if I don’t want to miss something that’s really important in those infant years. So having an associate can really help you ease back into work throughout this process of, of having a baby and allow you to not lose everything you’ve worked for. Hiring associate can help cut your work in half. Okay? Adjusting patients, as we talked about is physically and emotionally demanding. So when you are running a practice as the owner, you need to have, there are certain divisions of the practice, right? You need to do everything as the business owner, and you’re wearing a lot of hats. So when you hire an associate, this can allow you to take some things off your plate to give them part of your load so that you can have a moment to breathe.

Have a moment to tap back into your creativity, have a moment so you can not feel so beat up and run down. When you get home at the end of the day, having an associate can help you save some for your family so that when you get home, you’re not as tired hiring an associate can free you up so that you can work on your business. Not just in it, help you work on it, not just in it. I mean, how many of you feel like that? That you just, you, you spend all of your time between your tables throughout the day, going back and forth and back and forth, and you feel really good. You’ve given great adjustments. All day. Patients are doing well, miracles are happening. You’re very proud of the work that you’re doing. You’re getting referrals that part’s going great. But you finish, you walk into your, your desk, your, your office space, and there’s just mounds and mounds of work that needs to be done.

The paperwork, the managerial stuff, the stuff that you don’t have to work on because you’re face-to-face with patients all the time. I know, I know I’ve been there. I know exactly what that’s like, right? And now you have to get through this and you’re exhausted. Hiring an associate can help you work on this stuff throughout your day so that you don’t have it building up and piling up throughout, throughout your shift. There are basically four divisions of a business and hiring an associate can help you move. Some of this work around those divisions are your operational, your scheduling, um, the software, the paperwork that you use. Um, another division is marketing. How will you bring new patients? And how will you retain those new patients? What is, what type of marketing are you doing? Ongoing? What is your marketing plan look like? Right? That’s another division, the financial disease division of your practices, insurance.

Um, do you take it, are you collecting payments? What’s your accounts receivable look like, are you staying on top of that? Are you overseeing all of this? Right? This is all stuff we have to do. And then of course, number four, the most important division is product is your adjustments is the care that you give the quality care that you give. Now, most chiropractors only focus on number four, all right. They just, they don’t have time to do all the others, or they don’t know how. And this is why a lot of chiropractors fail. So having an associate can allow you to perhaps give them part of four, maybe all four, so they can work on some of the adjustments and help free you up the adjustments. And the clinical side is only one part of running the business. All four areas need to need to be addressed.

So very important that you understand that, that, um, that is why a lot of businesses fail. So we looked at those statistics from the SBA. This is why, right? Hiring an associate can help you transition into retirement. Something you want to think about, you know, your exit strategy. Doesn’t have to be abrupt. It can be over the course of 10 years. You know, I love the thought of grooming an associate or two or three to buy into my practice over the course of years. You know, that’s what I’m doing now. And hopefully they will take over one day and they will continue the legacy. What of what I built. They too will achieve this level of success and carry that out and share that with younger DCS one day, right? I mean, how cool is that gives me chills to think about that, that one day something that I started, I was able to give a piece of that and share that with another DC, show them how to be successful, maybe two or three of them, and then they can pass that forward. Right? So hiring an associate can help you slow down and practice, find a younger D D C to mentor, and then ultimately you can perhaps sell the practice to them, right?

So let’s talk about how you find your perfect associate. Now that I’ve convinced you to do it. Let’s talk about what you have to do. Step one is to figure out what role you want to play and what role you want your associate to play in your office. It’s not always going to be the same, depending on where you are in your life and where you are in practice. This is going to, this is going to change and evolve. And I can tell you, I’ve been doing this for 20 years and I’ve been hiring associates for 16 years now. And when I hired an associate for the first time, over 16 years ago, it was for a very different reason than it is today. And the roles that I wanted, the associate to play were different. Then I was pregnant with my daughter. Um, she is 16 now.

So this was a while ago. And I got put on bed rest just unexpectedly. And I was told on a Wednesday, uh, during an ultrasound, uh, yeah, you’re having a baby girl, my husband and I were excited. And then a minute later it was, oh, no, are you feeling, are you not feeling contractions? And I was barely showing at that point, and I didn’t know what a contraction was. And the OB GYN said, you are in labor right now. You need to go to labor and delivery. And I did. And, uh, that’s when I was told, uh, you know, you’re on bed rest. Fortunately, they were able to stop the labor and the doctor came in and she said, I’ve got good news and bad news. The good news is we stopped the labor. So you’re okay. And your baby’s okay. Um, the bad news is you’re on bed rest.

Now until the time you have your baby. And I looked at her and said, are you crazy? I’ve, I’ve gotta be at work tomorrow. I have you 80 adjustments on the schedule. And she said, not if you want to have this baby. And so I went on bed rest, and I had been interviewing associates, but I wasn’t, I didn’t, um, hire one yet. So I finished interviewing from my couch for the next two days and hired an associate over the weekend. And they started on Monday. So my needs for an associate were different than I needed somebody to cover my practice. My needs for an associate today are different. I’m here. I don’t need an associate to cover my practice. So this is really important. I’m sharing this with you because when you place your ad, when you bring them in, in order for them to work in your practice successfully, you have to have these roles clearly defined.

You can’t hire an associate because you need them to grow your practice and not tell them that. And then they come in and then they find out, you need to see so many new patients and bring them in yourself where you’re out of here. So I encourage you to sit down and figure this out. So some tips are to write down your strengths in business, write down your passions, what you want to do, because you can create, you can create this any way you want. What do you want to focus on? I want you to think about what you don’t want to do, what doesn’t interest you, what is not your passion and what would benefit you more in practice and do the same for an associate? What role do you want them to play? What do you want them to take over in your practice?

Maybe it’s the adjustments because you’ve been doing it for 20 years and you’re tired and you need help. Clinically. Maybe you don’t mind doing the marketing, um, but you would like more clinical help. So that is a very important step in the process is figuring out the roles. Step two, once you figure out the roles, now you can craft your ad based on what you’re looking for. I know myself, I’ve done this. I called in as a, a chiropractor, a colleague, when I was hiring my first associate and said, Hey, where’s that ad that you, that you had, that you got off of. So-and-so when you needed an associate, can you send that to me? And we’re all placing the same ads, right? Even if it doesn’t even pertain or showcase your office and your needs, we’re using it, right. I encourage you not to do that.

Write down based on your roles and what you’re looking for. Um, craft your own ad, um, based on what you need. So that is that as the next step, write it down exactly what you need and put that in the ad. Step three is to place your ad. And this is a question all the time on some of the Facebook groups, where do you find associates? I’ve always had success here in these steps. I placed that ad, that I’ve crafted on my state associations class classified sites. I’ve gone to neighboring states and posted them, posted the odds on their classified ads as well. Sometimes there’s a cost there, sometimes there isn’t, but it’s nominal, um, all the chiropractic school, uh, job boards and classified sections. I put them, I put the ads there as well. So life and Palmer and, um, all of them, all of them just put them there.

Um, indeed you can place the ad in on indeed and Facebook groups. Just put it out there, put it everywhere. Step four, business, step four, step four is to just get it done, right? Just do it, just do it. Once you hire your perfect ex associate, then the real work begins. Okay. So here are some, some tips I want to give you to make your associate relationship. The rive number one is to get organized. So before you bring that associate on create a list of roles, going back to what you brainstormed on, right? What roles are they going to play in the office? And that’s going to be, um, help you create your training schedule. You’re going to then create the training schedule based on these roles. What will you teach the associate? Um, and when is it gonna take you a week to do certain things?

Is it, is it going to take you just to shift? It’s just show them, are they going to cross train with other positions? What scripts do they need? Um, how are you going to do patient introductions and exam paperwork protocols, and then marketing expectations, make sure they know what they need to do in order to help you market market the practice, but get organized. The associate deserves that. Um, I can also give you this tip. I’ve found that making announcements and proper introductions is really an important part of bringing an associate in and getting all the staff on board with the energy and the excitement. So create an announcement for your practice members. You can do this, um, email post in the office, uh, like a flyer. You can post it on social media. I encourage you to do all of that and get it out there.

Get, uh, get the, uh, bio from your associate and a picture. And every patient that comes in, get your team on board with this, introduce every patient to the associate. And this has to be a team effort. The more energy and excitement that you put into this, uh, the, the better it’s going to go. And the more connected that your patients are going to feel to this new doc coming in, have your associates slowly put their hands on the patient. So for example, maybe have them side by side with you have the associate, just adjust one segment, maybe just have the associate, do some trigger point work and on the, on the patient or some soft tissue work, have them assist the texts with, with therapies, have them perform the exams on the patients as well. Um, all of those will really help make the introduction go smoother.

The next tip. And I think the most important part is to treat your associate with respect. Um, don’t hold back with the associate, show them how you achieved the level of success that you did. I know that I’ve heard this in certain circles and coaches and encourage you, uh, you know, hold the keys to the Ferrari back. You know, don’t show them everything cause they’ll do it for themselves. That’s, that’s not the advice that I would advise you to take. Uh, I have had a lot of success in showing associates how to do it for themselves, everything. And you know, most of them went off and started their own practice. And I’m proud of that. I have seen them do really well and thrive and they should. And when it’s their time to leave you and do that, it is time it’s okay, you’ll take another one and you’ll show them the same thing.

And then sometimes you’ll have ones that are perfectly content working for you for years. And the relationship just continues to grow and thrive. So don’t hold back, play on their strengths. Um, they will not be as good as you at certain things and you won’t be as good as they are at certain things. Trust me. So figure out what, what they do best, how they can serve you, how they can fit into your business and play on those strengths. Let them be who they are, right. Don’t try and make them someone they’re not. Uh, especially if you have an associate that’s failed in practice, help them, help them find out what makes them successful as a person and how you can, uh, bring that to life in your practice. Um, continue to train. It never ends. It’s never ending. Uh, three years. I have my current associate who is the bomb and we’re training all the time, um, and continue to mentor and coach them.

Um, they need that and that never ends either. So treat your associate with respect. Most important tip there, listen, hiring an associate. It’s a big decision. I understand. And it takes a lot of work to find, train and mentor, um, these, these people. But if you do it and you do it right, this relationship can be the key to your continued practice success. And I leave you with this quote, growth is painful. Change is painful, but nothing is as painful as staying stuck, where you do not belong. So I hope you enjoyed this presentation. And if you have any questions about hiring an associate or building relationships with medical doctors to grow your practice, uh, I’m here for you. Um, get in touch with me. Thank you, ChiroSecure. Thank you all for joining in and stay tuned for our next show. Next week. Have a good day. Everybody


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Empowering Women in Chiropractic Going for the Gold

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  

ChiroSecure guests. Thank you so much for joining me in the last week of May. And don’t forget, we’re still in the posture month. We’re in a day, the primary focus is all about going for gold. And remember, as we go through this month and we start talking about the updates that are happening, we have some phenomenal material for you to use, and we grow because we have an inner, our organic growth with you. So let’s get started with going for gold and share with you some of the number one reasons why people are working with the foundation for chiropractic progress to grow their practice in share the benefits of chiropractic across the nation. And as always, we’re grateful, blessed, and truly inspired by corporate sponsors that step up on a regular basis to help our profession really reach the gold standard. And as I said, may still pass your month.

And this is the last week. So let’s just talk just really briefly about what posture means and why it’s so important as you know, the Facebook logo makes sense now. And the primary reason for that is our generation Z is having neck pain and our responsibility is in education. There’s a few things when we talk about education is trust. Your particular clinic must be trusted by the adjusted and let’s talk, how do we build trust with our community? There’s several ways in a Harvard professor put together a fabulous Ted talk on this building trust. She particularly was involved in building trust for Uber. At the time, what she noted was trust has three very specific areas that need to be addressed. And I bring this to your attention because as we get closer to what the most historic immediate event in history, your practice is going to be branded as the expert.

You are going to be the community assistant for health and wellness, and to help those that are suffering with pain. So with trust, there are three components. The first one is authenticity. We know we can all smell an inauthentic person right away, the person who doesn’t really buy what they’re saying, the person who’s kind of here, but not there. The person that will tell you what you want to hear, but is not exactly buying into what they’re selling. So if you are going to build trust with your community, first and foremost, be passionately inspired. If you’re not passionately inspired, I ask you to join a lot of webinars out there, be part of your state association and hang out with some of the students at a chiropractic college. I promise you that you will get your authentic self back, being passionate about what you’re doing and putting your hands on patients is what we’ve been doing for 125 years.

Therefore, I want you to be revved up, ready to go and totally inspired. So authentic self. I love chiropractic. Every single time I do Facebook lives, I feel more inspired. So maybe just doing the community talk will inspire you. I Thintech you after being authentic. The next thing you have to do is look at logic. Now logic is part of a process where you begin to showcase the educational components. If you can’t explain chiropractic to the average patient that walks in the logic of the patient is going to waiver. Trust will be challenged. So building your communicative skills and your library of information that is quality driven is crystal clear, important. So remember logic in how you showcase chiropractic to the consumer, builds your trust in the community. Now, remember we have webinars, we have podcasts, we have presentations, posters, infographics, brochures, you name it.

We have it, but listen, none of that means anything unless you’re using them and you feel comfortable using them. So second after logic, after authentic and now logic, we’re going to move right into the last piece. Empathy. Empathy is a part of trust that allows the patient to know that you care. It’s building back the trust that you’re looking them in the eyes. Now that Facebook logo that you see right now, up on the screen, that’s not a, uh, empathetic moment in so much of our lives right now are looking at everything other than what really matters. I’m with you right now, a hundred percent. I’m not being bothered by my cell phone going off or my, um, internet popping up notifications. I am 100% with you right now. I hope you are 100% right here right now with me. That’s where empathy comes in.

Feeling connected to the person in front of you, putting the cell phone down, asking questions, listening. There’s a reason we have two years and one mouth. So we go through trust. We talk about authentic you, the logical you and the empathetic you. That’s how we build our progress with the foundation for chiropractic progress. Now, moving forward, as we begin talking about Tech’s neck, there is a doctor I’ve said this across the nation. In fact, I was in beautiful Wyoming last weekend and fabulous people shout out to those who were in Sheridan, in Wyoming with me, but there is absolutely no way, no shape, no house that a doctor, a neuro surgeon is taking credit for text neck, because one of the reasons that we as chiropractors are so vigilant is that we’re, non-pharmaceutical, we’re accessing optimized health through opportunity of education. So here’s Dr. Ken talking about technique, and that is one of the key pieces that chiropractic has to own.

It’s the function of posture and posture as he put it. And as you’ve seen this probably a hundred times or more, is that the farther forward head tilt is the greater impact on the spine. And it’s just like, if you give a patient, an example is hold a bucket of water with your elbow, close to your body. You can walk forever, hold it straight out armed. You can hold it for about two minutes. And that’s what happens with your neck. The farther, the head starts to fall the greater, the impact to the upper shoulders and the tension in the spine. And if you don’t talk to your patients about it, cause I know, you know, this it’s just that we need to have those moments of inspiration for our patients to build the trust and the empathy and the logic behind why forward head tilt is so incredibly bad for us.

This is, this happens to me, how I feel about tech tech watching my 16 and my 18 year old is I wish there was some type of a button on their phone that just said, I think your head’s going to fall off if you continue in that position, but we all have to have a little fun in our lives. So as we go through, what do we have for you? Well, go into the frcp.org library and you have all sorts of opportunity to talk about posture. And as I remind you, it is as simple as you can text a patient at an infographic after you talk to them and say, I was thinking about you and I wanted to share this infographic with you. You can email it out in your newsletter. Oh, you’re not doing a newsletter. Do yourself a favor. When you want trust built, you need to be with them wherever they are building out a newsletter as a critical component.

You need help with that foundation will be with you on that too. Okay. So building the trust of educating your patients, using infographics webinars, do your own YouTube video. You need to be out there and building the marketing for going for gold. And I want to share a few updates before we get right down into the golden opportunity. All right? So this past two weeks, we have been able to see some major movement on research and there is one person that I want to give a shout out to because I think he needs a hero badge and that’s James Weyden. He has tirelessly put his energy and all the, um, expertise in recognizing where we are with spinal manipulative therapy and the adverse events that are occurring when an elderly patient, or should I say an aging patient gets an opiate and we wanted to share with you so you can share with your patients.

You do not know the patient that lays on your table that is having a parent or themselves suffering in pain that never really understands the adverse events that come with pharmacological products for pain. This research shows it in the results with controlling for patient characteristics, health status and propensity score. The adjusted rate of adverse drug events was more than 42 times higher for initial choice of an opioid therapy that my friends is the reason why we do what we do. You are more likely to have a drug event 42 times more likely if you’re using an opioid than if you’re getting treatment in a non-pharmacological way, using the gifts and the benefits of chiropractic care. So what did we do with that information? Because we find it very, very important to get out. Well, we put out a press release, showcasing James Wade and study how the results are impacting Medicare, how the results are impacting the hospitals, how the impact is affecting all of us.

And when we did that, the beauty, the insurance company, a hip pick this up and showcase it to all of the others that are in their organization. That to me, is positive press for chiropractic positive press for chiropractic comes from all of us doing the right thing, getting honest information out there because unfortunately there is a lot of false negatives that are being propensity pre propo. I’ll start that again, reported through a lot of media, our job share with those that we care with, share with our community, these great results, because in the end, it’s the importance of truthful reporting. That makes a difference. And as we get to truthful reporting, there’s another piece of this performance. And that’s why we’re here today. Going for gold means everybody achieving their very best setting, a gold standard on how we as a profession, move forward and build the important aspects of health.

Because right now the MDs are treating sickness, true sickness. They don’t have time to be doing any wellness. And if they do, they’re doing something very different that their other colleagues are not because they’re over WellMed. In fact, when you look at the research they’re burning out quickly, our job is to share the importance of chiropractic care on a regular basis, bringing people into the wellness fold. And as I had reported in spine in December of 2017, one of the results from that national health interview survey. Now this is way before an epidemic. And this was way before we started realizing about a pandemic hitting us. The people that are consulting chiropractic were doing so because they wanted general health, they wanted to know more about wellness. They improving their energy, improving their athletic and sports performance and reducing some back pain. Their overall health was their primary focus to coming into chiropractic care.

We are now starting to get momentum because every single one of you are doing your part. And what we recognized from that was the benefits that they saw, and we need to report these benefits. And that’s why when we get a little farther in this PowerPoint presentation, you’ll be able to share on social media, sharing your newsletters, share at the office front desk, hand the patients, a piece of paper that that really does outline a lot of the benefits of chiropractic care. And in that spine, Adam study, it showed that people were sleeping better. They reported reduced stress. This is not us reporting it. This is the patient reporting it. They had a sense of control over their health. Doesn’t that feel good and warm and fuzzy right now when we’re dealing with a pandemic. And so many of us are scared. The fear factor of what’s going to happen to us.

The fear factor of how this is going to play out is immense. And the media plays a major role. So you have to play your major role, ensuring patients understand what their health opportunities are, how they can feel better emotionally, how they can cope with their health problems that they have right now. And remember, we went back to trust, being authentic about it, having logical explanations about it and really hearing them out. So let’s get into some fun. As you know, Tokyo is having their Olympics. Why is this important? This will be a major milestone in bringing positive media back, which we have not had for literally two years. This media moment will be epic because everybody wants to sponsor a opportunity in their communities to just have fun. Again, let’s get back to laughing. Let’s get back to supporting a team USA in that timeframe.

You’re going to see something very special, which is us, us coming out with the greatest media moment in history and showcasing the benefits of chiropractic care, but we need your help. And now is the time it’s may, June and July is where we ramp up. We go for the gold, we showcase force performance. How do you do that? McAllister? How do I do it? I’m right with you. One of the pieces that we love to share is those social media testimonials done by 18 Olympic athletes. Isn’t that amazing think of 18 Olympic athletes that want to share the benefits of chiropractic care. That’s why we need to get that out into the entire media. And every single chiropractor can do that. If you work with me, our Facebook is blowing up. We need you to take those testimonials, go find them on our Facebook and share them on your Facebook site or share them on your YouTube.

When you do a presentation for your community, the opportunities are endless. It just takes you to be inspired again, to really share the benefits. There are posters. We have a upgrade. If you’d like to even put your own logo on our posters and take them to the communities. That is the moment there. We all come together. Our commercial is available for all our members right now in July. We opened it up to the entire profession. But if you’re a foundation member, you have already donated to the foundation and your donation means the world to us because we’re trying to promote chiropractic in every avenue we can on all media channels and including the, um, banners, the Googles, the Facebooks, everything, and everywhere, because you are supporting us. Here’s the commercial. As you know, you can just go to our website right now. FRCP dot Oregon.

You can watch the commercial. You can download it if you’re a member. And if you’re not, what’s stopping you from joining the greatest opportunity to be part of something that is epically growing on an organic level, the posters themselves are just beautiful and they inspire people to do their best. Listen, you don’t have to be an Olympic athlete to perform at your top level. You can be a 97 years old and just needing to work on your balance and strengthening your arms. We want everyone to at least see their best and be inspired by the heroes that are doing Olympic athlete triumphs. So as we go through, I’m just sharing a few of these posters with you. Cause they’re easy to download and then you will be a gold level sponsor showcasing the benefits. Are we already winners? You bet you, we are. This is the telly awards that we have shared with you again.

But I want to remind you, these awards were not applied for by the foundation. These were applied for by the own production company, because they were proud of the outcome of the commercial. And the telly award is not an easy award to win. So we’re winners, as we move through talking to your patients and educating them about in the summertime, just getting out and being active. Remember we had the spring into action in April. Being able to share with your patients that you two are doing exactly what you’re educating them to do. You’re getting out into nature. You’re enjoying that walk, whether it’s five days a week or three times a week, you’re enjoying some weightlifting. You’re eating well. You’re inspired by the optimized performance campaign and sharing with your patients podcasts. And we’re very proud to say that we’re actually in the top 10% of all healthcare podcasts around the nation right now, that’s where we have made the biggest progress.

We’re getting new people to listen to our podcasts that are not chiropractic patients. When in history has that happened, we’re just building, building, building, building, and it takes you to build with me. And that is share the adjusted reality podcast. If you don’t know how to share it, no problem. If you go to our website, it’ll show you it’ll download a whole tip sheet on how to down load that podcast and share it with your patients, the fittest man in the world, rich Froning. If you haven’t seen his Netflix documentary, I encourage you to watch it. It it’s, it’s just, it’s fun. And it, it lightens the load on some heavy things that are happening in all of our lives and how we’ve been impacted both through the opioid usage and unfortunate outcomes that have happened because they’re not getting mental health. They’re not getting the types of care that they need and overdoses are increasing.

So we want to have moments of fun, moments of opportunity to connect with our patients and make them smile. And I guarantee you, the fittest man in the world will inspire them. I guarantee you that project forgive with Dr. [inaudible] will inspire them. There are a plethora of adjusted reality podcast from Deepak Chopra down to, um, Robin. Um, Downing’s, it’s just incredible. So pick the podcasts that you like, listen to it, share it with your patients. There’s plenty of them to share. Now, how do we get you that gold level performance? Well, you have to be in our find a doctor directory listing. That means that when you log into frcp.org, you go to directory listings and make sure your directory listing is accurate. Just the way you want it. If it’s not edit it and make sure that when this Olympic commercial place and 204 million people, five times during the summer Olympic CU, they’re going to be able to make an appointment with the chiropractor or what if they called you and say, Hey, I’m thinking of becoming a chiropractor.

What an opportunity for us to grow, to build a future, like never before, do you remember 125 years ago, we started this adventure. And unfortunately, as we know now, the truth always prevails. The truth comes out and contain in eliminate the book by Howard west Lawsky is out and you can buy it. You can share with your patients why we have had 80 years of being, trying to be shut down by the medical profession and now more than ever, are we on the right side? We did not prescribe an opioid. We did not tell them it was non addictive. We did not create a unfortunate epidemic. We have been holistic. We have been primary care holistic professionals from day one. We’ve not changed our tune. We know the innate ability and we’re doing the very best we can. And we’re growing we’re flourishing. And we’re building these gold moments.

The gold standard of what health really means in the medical profession. Doesn’t have the time they have the tools of a prescription pad and we have the beautiful tools of her hands. So as you’re looking at, what is my marketing saying about me? Are you lacking consistent quality marketing? The foundation gives you what no one else can give you. It’s best practices. It’s response to unfortunate false media. It is being able to have national advertising on an Olympic level. It’s being able to give you white papers. You can share across the community platforms that you are involved in. And most importantly, it’s giving you a sense of being a community member with an entire profession where we all come together. Listen, 29,000 of us are in this. I hope to grow this to everyone. And it takes everyone to share the benefits of chiropractic care across the nation.

Isn’t it time you join the most powerful team of successful doctors and chiropractic and go for the Gold? Simply go to www.f4cp.org/package and get your customized practice successful.

Get that practice solution. That’s good for you. I want you to go for that gold. I want you to remember that together. We can move a mountain, but we have to do this together. It’s not one person’s job. It’s everyone’s job. And that’s why I love doing Kira secures. Facebook live each month is to be with you to share the resources that are intended for the entire community to see it’s building those barriers of, uh, breaking down those barriers that are happening for our patients and that barrier to care, whether that’s a copay, a deductible and insurance problem, or it’s the media just playing out false narratives. We are in it being present, having the offense, stick logical and empathetic opportunities that make us the very, very best profession to be in. I want to thank you so much for being with me today. And I want to remind you that next week we have Dr. Mark Steuben. He is a fantastic speaker, and I know that you’ll be able to really enjoy his information. I’m going to be with you next month. Please join me. I cannot be more excited about what’s coming up and I hope that you will enjoy it just as well. Thank you so much.

Isn’t it. Time you joined the most powerful team of successful doctors and chiropractic and go for the goal. Simply go to Simply go to www.f4cp.org/package and get your customized practice successful.

Empowering Women in Chiropractic – 3 Ways to Get More Cash Patients

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  

Are you tired of dealing with the hassles of insurance and all the paperwork sometimes not getting paid and, and, uh, you’re getting paid less than you were in the past, perhaps, or maybe you’re already half a cash based practice, but you would like to have more patients, more new patients come into the practice. So you’re definitely in the right place. We’re going to talk about the three ways to get more cash patients into your practice. This is Chen Yen, your six and seven figure practice make-over mentor introvertedvisionary.com. And I’m your host today for the ChiroSecure show. So let’s talk about what are the three ways, so you can use them right away in your practice to start to bring in patients that you enjoy working with, where you don’t have to, um, have these headaches of, of insurance. So as we do that, I’d like for you to type in the chat below, are you currently a cash based practice fully, or do you still accept insurance?

Go ahead and type that in the chat below. So number one way is how are you take to bring more pack cab cash patients in the door is looking at well? How are you actually educating your patients about your cash services in the practice? For example, it’s, it’s amazing to me, the, um, even for example, when I went to a, a chiropractic office, once myself, it was a, um, I went for more of a facial there because they had had that those services, they also had massage. They also had some other service offerings, which I didn’t really know about. And then they had the chiropractic side. And what I noticed about this was I kind of heard about the other parts of the practice, but I didn’t really understand the different service offerings. And yet I’ve been to this place more than a few times.

Right. And so this happens quite often, as I’ve talked to many chiropractors, many times they’ll bring up how they have other services like nutrition, spinal, decompression, or other kinds of, of cash based services within the practice. And then when I asked them, well, what are you letting people, how are you letting people know about these other services? What, what is your specific approach for doing that? And usually what I hear is that there isn’t a specific approach to educating patients about those services. So that’s the first question I would ask yourself with that. And so, uh, is there area of opportunity to let, let your patients know more about those offerings? So how can you let them know in such a way that they actually would want to pay you for those services? And that way you don’t hear that? Oh, I can’t afford it, or, oh, that’s out of pocket.

Oh, I don’t think I can do that. Right. So, um, here is one framework from the consistent patients formula for introverts. This comes from our consistent patients, make over mentorship for introverts. And, um, this is how you can bring it up. You can say, first, you could talk about what are the frustrations or challenges with that particular health issue they’re experiencing. Then you can bring up what is the current approach of addressing those issues and what have been the shortfall. So, so think about the conventional approach to addressing that particular health issue. What are some of the shortfalls of that and bring that up, then bring up, what’s missing about that approach, you know, in terms of what related to the shortfall, what are some things that are missing perhaps clinically that could be of benefit to the patient. And finally then bring up how to actually, um, have this happen more, um, how to, how to get to the desired outcome through your approach in a more like how this, your approach would help support that. Whether it’s a good adjunct, whether it’s actually more effective, whether it is longer lasting, whether it could actually take less time to heal. So what our fruit is that your approach can really help people with to explain it in that way. So that’s one helpful framework of how to talk to your patients. So they actually understand, uh, [inaudible] dying and dead. Um, my right now battery battery, um,

Jen, we’ll be right back. We having some technical difficulties, please hang in. [inaudible].

So the second way to be bringing in more cash patients is a tactical approach in terms of bringing in new patients into your practice. And we’re going to talk about that also with a third way as well. And so the second way is an anyway, before we get into this tactical approach, I also want to say, say that in terms of, I, you having your patients take you up on your cash based services, then you also need to have a good, uh, way of addressing different concerns. Like, oh, uh, I want to do this, but I can’t afford it. So how, what kind of, um, what do you say to that so that they don’t just your patients, don’t just bring that up and then not move forward with care, even though it could be beneficial for them. So if you’d like that in terms of what to actually say and a script for that that’s been working well for our chiropractor clients and feel free to just private message us and, um, and then happy to give that to you.

So for listening to this right now, so you can private message us or, or comment below that you want it, and then we’ll, we’ll, uh, reach out to you and give it to you. Um, or you could go to introverted visionary.com and then son go to the about, and then the contact page, and then request it from us, happy to give it to you. Okay. So the tactical ways, let’s talk about second way to get more cash patients into the practice. So one reason why not as many cash patients are coming in yet is because they don’t really understand how you can help them. Um, and if they so see that what you offer is similar to another chiropractor who covers things, their insurance, then, then there’s just could be less of a reason to come to you. So how can you actually educate people about the benefits of, of your cash based services and have them see you as the go-to chiropractor in your area where it’s like you are the one people will want to go see, because you’re the best, or you were just really good at, at doing this particular thing.

Right? Whatever the cash based services are. So in order to do that, you might think, well, okay, how do I get the word out? So you might think, Hm, maybe I should, should, um, do ads. Maybe I should go network with people that, all those things, um, even if you do them, well, it still doesn’t help. You get seen as a go-to chiropractor. It’s still you. Um, it’s almost like you going out there and saying, Hey, I’m here kind of thing, right? Like with ads and with networking. So, uh, one avenue to help you get seen in a different limelight, as an expert, as a go-to clinic in your area is to educate through speaking. And so, because when you are able to actually educate patients and when they also get to experience to see if they resonate with you, they’re more likely to decide that they want to work with you because they feel connected to you and be willing to pay cash as well.

When they really understand the benefits of what you offer versus someone else who’s Jay who accepts insurance. So during these times, what’s really cool is cause some of you might, might have spoken before you might’ve done talks in person. Some of you may not have done it ever. And what is really cool right now is that people are more open to learning about things online. So you could be doing these things virtually you don’t even have to leave the house. So for example, you could actually just do one webinar to educate people about what you have to offer, but how do you actually get people to attend it one great way to get, to actually have people attend. It is by you speaking in front of different kinds of organizations. So you don’t have to spend the time or the energy trying to get people to show up to your webinar, but rather you can, um, get automatically get seen as a go-to chiropractor as an expert when you are speaking, because they’re hosting you.

So we just need to get your foot in the door or in front of those opportunities to be speaking. So, uh, as a matter of fact, I just had a, a client of ours do that this past week. And she, she did a talk, it was in front of a small audience. Actually. It was like 10 people. And she had, um, she had like three people sign up for her cash based services that were over $1,600. So not bad for hopping on for a half hour webinar. Right? So then you just need to have a, um, you just need a couple of key things. You need one a talk that not only educates and, uh, not only educates, but also inspires new patients that come from it because it’s a different skillset to just be educating and lecturing, that kind of thing versus to educate and also inspire new patients to come from it.

So you just need one top. You don’t need like 10 or five or even two. You just need one talk that you can give over and over again, that brings in patients. Also once it’s actually working, you could actually put it on autopilot. That’s the coolest thing you can, it can be automated. So even when you’re eating, even when you’re sleeping, even when you’re spending time with your family and your kids and your friends, um, you’re that webinars is doing the talking for you and bring those patients in the door. So that’s one avenue that can help you with bringing in more cash patients. You can go to our website. Also, we had there’s additional training about that free training, um, about how our clients have been getting anywhere between 10 and 26 new patients a month through speaking virtually and go to introverted visionary.com.

Okay. So third tactical tip is to look at, um, one under-tapped avenue of bringing cash patients in the door. What is it? It’s also really good if even if you still step into occurrence and it’s an approach that it’s one of those few approaches where you could put it in place once and be getting referrals for years to come like new patients for years to come, what is it is to actually receive referrals from medical doctors or other practitioners, other holistic practitioners. It doesn’t even have to be medical doctors. For those of you who are kind of concerned about, well, medical doctors will refer, but in any case medical doctors, they actually have thousands of patients in their practices. And then you would be willing to refer if they actually knew about you and if they trusted in how help them. So, um, the having come from the experience of having worked with many medical doctors in my career, I’ve worked in the outpatient setting hospital setting.

I’ve worked, I’ve been behind the scenes of the FDA and at Merck, I’ve seen what actually gets doctors to want to refer and what doesn’t. So it can really give you the shortcuts to that as we have been doing for our chiropractor clients. So as a, um, uh, I mean, imagine even if you had three MDs sending you one or two referrals a week, what would that do for your practice? And you don’t actually need that many referrals. You just need a couple of MBAs who are your biggest champions. And, but then, you know, some of you might be thinking, well, I don’t know that they will refer. They’re kind of skeptical about chiropractic or maybe they see me as competition, so they’re not going to refer. So here’s the thing. Most medical doctors are also looking after what can be beneficial for their patients.

They’re also looking for bettering outcomes of their patients. Is everyone gonna refer? No, unfortunately not every medical doctor, um, believes in chiropractic, but that’s exactly why it’s up to you to educate them. Because if you not, you then who, and also, um, you don’t, you still don’t need that many medical doctors refer, right? We’ve worked out the numbers earlier. If you had three providers sending you one or two referrals a week, or even two providers sending you one or two referrals a week, that adds up doesn’t it. And so, um, one important thing is how you’re communicating the efficacy as well. It’s a safety because many times, one reason in order to, to get more referrals from medical doctors and need understand why you might not be getting as many referrals as you could be. One reason why you may not be getting as many referrals as you could be, is because of their concern for safety.

And they’re concerned about lawsuits these days. So if they refer to you and they don’t, they don’t really understand too about it. And then it’s harmful for the patient and it goes back on them, then they’re really concerned. So how are you approaching them to help them feel comfortable? So all the way from, so this is one of the mistakes that a lot of chiropractors make when wanting to develop relationships with medical doctors is not really having a strategy or plan. It’s just like, oh, let me just reach out. And then, oh, I build a good connection. Oh, they should start referring. But how has that work before? And so if you actually had more of a plan, like what, what being prepared first, who to actually reach out to. So for those of you who feel like you’re concerned that Andy’s won’t refer, you could reach out to MDs who have concierge based practices who already have cash based practices.

And that way their patients are used to also paying out-of-pocket and, um, and the medical doctor is, is also many times I could be awesome. More open-minded about things too. Right? So that’s, that’s the first step deciding who to actually reach out to, and remember that you can also reach out to nurse practitioners or PA’s for example, uh, we have clients who are nurses and nurse practitioners, and they say, Hey, don’t forget about us. We’re actually easier to get in with, and then medical doctors. So don’t limit yourself to medical doctors. There are all kinds of practitioners who could be referring people to you or even acupuncturist or naturopathic doctors. So that’s the first step is to decide who, who would, would, would make the most sense to develop relationships with. Then, then the next step is to then, um, reach out, like, how are you going to get past the gatekeepers?

How do you approach doctors? And when you actually do an up having that opportunity to connect, and then number three, how are you, how are you progressing things forward so that you start getting referrals sooner rather than later, that way you’re not in a place where you feel like it went well, but you’re still wondering, huh? When are they going to start referring? It’s been like a week, it’s been a month nothing’s really happening. Right? So really having systems in place that support that. And these are things that, that are part of our consistent patients, um, formula for introverts that our clients tap into and plug into to, to get those doctor referrals happening sooner rather than later. And, um, so for those of you who would like a headstart on this, as far as your first step towards getting more doctor referrals or, or be getting more, um, cash based and cash patients through educating and speaking, but you’re not really sure how to go about it, then feel free to go to introverted, visionary.com, check out our free training, and then, uh, I’ll help you, you know, we’ll help take this further for you.

And for those of you who are in a place where you feel like you’re at a plateau and you just know you’re capable of so much more and you would like to be, um, making a good income while helping more people, because that just makes you feel good. And you really want to have a practice you’re proud of, then feel free to also go to introverted visionary.com and then, um, book in for a free chat with us and happy to see how we can help you grow faster. And for next week, stay tuned to Dr. Walter Sanchez as host. So with that, see you soon and go, go to introvertedvisionary.com to take this further.

Empowering Women in Chiropractic – Cultural Competence 101 for the Chiropractor Part 2

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.

Good afternoon. I’m Dr. Charmaine Herman and welcome to cultural competence. 101 for the chiropractor part two. We’re going to cover today, exactly what cultural competence is not as well as defining the term culture. So let’s go ahead and get on and move to the next side. Thank you so much ChiroSecure for allowing this program.

So we’ve been talking about cultural competence in our last episode. So as we move into the next part of part two on the next slide, we’re going to actually determine what we’re going to talk about today. So again, those of you who don’t know me again, I’m Dr. Charmaine Herman. I practice at Alpharetta Georgia. Agave Upper Cervical Health Center is the practice that I’ve been in now for almost 10 years. In addition to that, I teach at Life University. I am associate professor in the college of chiropractic in the clinical sciences division. So let’s see what our goals are for today. So on the next slide, our goals there to determine what cultural competence is not. What I found often is that when we start talking about training and talking about different topics, sometimes it’s easier to get rid of what things are not before we delve into what things actually are.

So some preconceived notions. Um, in addition to that, we’re going to actually define the word culture. What is culture? Why is it important? Um, why should I, as a chiropractor, be concerned about culture. When dealing with my patients, it’s not just a buzz word. It can actually affect how my relationship with my patient develops and help a lot with compliance to care. So let’s move on to the next slide. So again, our topic is what cultural competence is not, but also what it may include. So again, while eliminating certain things, we do want to know that some things can be part of our conversation. So cultural competence is not learning every culture in the world. I’ve heard people say that, how can you be culturally competent? Um, that means I have to learn the cultures of people in Asia and Europe and Africa. How can anyone learn all that information? Well, that’s not cultural competence. It’s not about learning everyone’s culture, cultural competence, narrows it down a little bit smaller than that, to a very simple aspect of what you need to know as a doctor of chiropractic. When working with people from various cultures, let’s move on to the next slide.


Cultural competence is not diversity. Training diversity training is important and is part of being culturally competent, understanding that we do have a very diverse community, a global community that we have to deal with even as doctors of chiropractic, not just in our communities, but also even outside of our communities, into the world, understanding how important the diversity is within our nation, within our world to think about it. If you had the same thoughts and everyone, you knew thought the exact same way, where’s the diversity in that? Where would be the inventions? What would be the ingenuity? There would be none of that because everyone would be exactly the same. So we ought to celebrate diversity and we, as doctors of chiropractic, definitely appreciate the diversity of our patients and what they bring to our practices. Okay, I’m the next slide? Cultural competence is not just being politically correct.

I mean, that’s a buzzword that a lot of people shy away from, but overall, when you’re dealing with people, not just in your communities, but outside of your communities, those who we want to reach as doctors of chiropractic being politically correct is helpful. We want to make sure we address people in terms that are not offensive to them, that we’re actually using words that people can understand and actually, um, agree with and attend and actually be an answer to. So whether you believe in and saying happy holidays or saying Merry Christmas, I mean, that’s all a person’s choice. So being politically correct means it’s accepting the person’s choice. If they want to say Merry Christmas or happy Hanukkah or happy holidays, then they’re being, that’s their personal opinion. That’s how they believe. That’s what they think. So being politically correct is just understanding that people do have the opportunity to express themselves in terminology that makes them feel more comfortable when addressing other people.

So being politically correct as part of also being culturally competent, it’s just a small piece. What is not the only piece now onto the next slide, we’ll see where cultural competence is not just sensitivity training. I like this slide because they use cats and I’ve never seen it before, until I was working on this presentation before, but it says, um, a black crap crossing the road that is bad luck, you know, and the person walking with this person happens to be a cat. So this person ends up in racial sensitivity training because that cat felt offended by them saying something about a black cat. It doesn’t matter whether the cat was black purple or green, or the fact is that they was still a cat. And the person said that that meant that they were bad luck. So sensitivity training also is not cultural competence training, but it is something that does come in play.

When we talk about being culturally competent, being sensitive to other people’s feelings and we’re working together. When we’re in a collaborative setting, when I’m working with a patient, I want to be sensitive to my patients feeling I don’t want to insult my patient. Um, when they’re sitting, laying on the table or what I’m scanning there, there’s fine. Or something like that. I want to say things that are actually going to be, um, commending and soothing and calming, but I don’t want to offend them. So being understanding that, um, sensitivity training is not culturally competence, what you should be sensitive to the feelings of those you work with and care for as a doctor of chiropractic. So let’s move on. So exactly what is cultural, the word is cultural competence. So I think it’s important to define both words separately in order to get a better understanding of the entire concept, where you’re dealing with cultural competence. So culture is defined. Let’s move on to the next slide as the way of life of a group of people, meaning the way they do things. You can also define culture as an integration and integrated pattern of human knowledge, belief, and behavior. Or we can also, um, define culture as the outlook attitudes, values, morals, goals, and customs shared by a society. That’s a lot of words. Every time I teach this class who said, boy, that’s a whole lot, but I put it this way on to the next slide.

Culture is the whole person. It’s what makes up every individual. My family was from Jamaica. So my Jamaican heritage is part of my culture, the foods I eat, um, the music I listened to, I grew up in New York. So the things I know about this country, um, where I live, I live in the South. So being Southern, everything that makes up the art, the music, the food, the clothing I wear, um, my faith, my belief, I’m a Christian. I mean my customs that I hold on to that my whole dear, all of this is my culture and everyone has their own culture. So a part of being cultural competent is understanding that everyone does have their own culture and the cultures that we espouse, we hold on to come so much from how we’re raised, where we grow up and the important things that our family has instilled in us.

So that’s what culture is. Culture is the whole person. As doctors of chiropractic, we talk about treating the whole person, looking at the nervous system, looking at the muscles, the how, the, how they respond, looking at all the different tracks and things like that. And assistant how everything works. So we look at the whole person we’re working with our patients. Culture is who that person is. Every person is their culture. So onto the next slide. So culture incorporates everything from a age, gender, identity, race, ethnic group, regional differences, social economic status, even education. I remember moving from New York to Alabama, where I went to undergrad and meeting people that were Southern. There’s a regional differences compared to the North and the South. And it was very interesting talking to students. I went to a historically black college, which was Tuskegee university. And I had a student tell me, well, you can’t be from New York.

Um, and again, this is a historically black college and I’m a stark, I’m a black individual. And she said, but you can’t be from New York because you’re not wearing, you don’t have gold teeth. You don’t have the earrings, the gold loops around your ears with your names. And I mean, this was back in the eighties when I went to undergrad. So it was amazing to me, the concepts of, and what people believed northerners looked like, especially black northerners at that time. And again, that’s based upon what the media showed them. And I actually said to her, I think you would watch a little too much TV, but people associate people based upon their culture and cultural corporates, their regional differences as well, as well as their education, which is very important, social economic status. So onto the next slide, please, for us as healthcare practitioners, um, chiropractic culture is very important.

When we think about how our patients actually see health and healing, if they’re raising a culture that believes that, um, healing is organic or whether healing is something done by traditional medical doctors or by, um, local, um, medicine, men, or healers in your community, that aspect of how they believe health and healing actually resides within each individual is part of their culture, their concepts of pain. There’s some cultures where showing pain, especially if you’re a man is not considered masculine. So how do they see pain as part of their culture? It also tells how people, what people believe as far as where chiropractic sits. Do they believe that chiropractors are actual doctors or because we don’t go to medical schools, we’re not doctors. All of that is part of a patient’s culture. And other people don’t even know what chiropractors are because their culture has never exposed them to that.

Growing up in New York, my father was in many car accidents and things like that. And he went to the doctor. It wasn’t until I graduated from chiropractic school that he actually told me he went to a chiropractor and I asked him, I said, when he said, every time I was in an accident, they sent me to a chiropractor. So at that time again, I did not know what a chiropractor was growing up in New York and the chiropractors he went to did not espouse for families to get under chiropractic care. It was only for the purpose of personal injury. So again, my exposure to chiropractic did not start until I actually started attending chiropractic school. So many people are, they grow up that way. They’d never met a chiropractor or they don’t know what chiropractors do. That is still part of their culture, their education, whether it’s the social economic status that they’ve not ever encountered a chiropractor or the no chiropractors in their communities that also shapes a person’s individual culture.

So culture does affect what we do as doctors of chiropractic, because it affects how our patients see us based upon how they were raised and the things that they were taught and the communities and homes that they grew up in. Let’s move on to the next slide. Now, there are many depths to culture. Culture can, again, like I said, be dressed food, language music, the gangs, people pay, play visual arts that they look at festivals that they attend, but there’s a depth that is invisible. And we’re looking at culture things such as, um, people’s notion of time, um, their personal beliefs, um, how they handle their emotions, um, that, uh, as well as how they feel about modesty. So even those lower depths of culture, for example, some cultures, people don’t are trained to not to look a person in the eye if they respect them.

So coming from another culture, you may take it as an insult of a person. Doesn’t look you in the eye because your culture says, look, every look that person in the eye, when you’re talking to them or another culture they’re taught out of respect, not to look people in the eye. So that’s a notion of concert as you can’t tell or see, but it is an invisible part of a person’s culture. Also, when you talk about communication styles, some people are very verbose and loud when they communicate, they’re a group of them get together and they’re excited and they’re having a great time where other cultures are more silent, more modest with their time with their, with their voices, very silent when they come together and you don’t even know they’re there. So even that notion of how people communicate as well as how people deal with time.

For me as a doctor of chiropractic, I try to be on time for all my patients. I don’t want them to have to wait, but there’s some cultures where quality of time is different from quantity of time. So a person who is in conversation with a relative at that time, when they should be in your office, that quality of time they’re taking with that relative discussing a situation is more important for them to be at your office at three o’clock precisely. So they may run a little late because that quality of time was more important than your quantity of wanting to be there at three o’clock. So I’ll get people’s notion of time is also part of their culture. So we, as doctors of chiropractic also should understand that our patients culture, each individual one has one. So we should try to understand that everyone does not think and believe the way we do.

So we should give some, um, some credence or just a little bit of understanding to incorporating a person’s culture. And we talk about our patients and the things that tend to occur when we’re in practice onto the next slide, please. Now, for example, people that look alike may not always have the same culture. Now I have a lot of Asian friends. I know a lot of Asian chiropractors people that I went to school with, um, people that I see, even my students that are Asian today, and because they’re Asian, I should not assume that their culture is the same, whether it’s from Seoul, Korea, or whether they’re from, um, Hong Kong or Taiwan, or many of the chiropractors that I know who grew up in the United States, I should never assume that because they look alike that their cultures are the same. And I think we tend to make that assumption too often when dealing with patients culture again is individual. And in most cases, if I’m not sure there’s something I really should do before I make an assumption onto the next


I should never assume when it comes to culture, it is better for me to respectfully ask. So just because someone looks the same, whether it’s they look like me or they look like another Asian person that I know, I should never assume that their culture is the same as the other Asian doctor. I know that maybe from Korea or that the PR was a doctor, I know this from Taiwan. I never should assume that a person’s culture is the same because they look the same, whether it’s their skin color, whether it’s just the way that they have resemblance, I should never make that assumption. You know what they used to say about when you assume so? I should never assume anything. When it comes down to culture, I should always just ask respectfully. So I understand that that person is not the same as the other person that I know who seems to be of the same culture, because I think they all look alike.

So that should, that’s a careful gap ground to tread upon. So it’s better to just ask and people appreciate when you ask. So when I look at culture, I have to defy the side who I am. So I do that a lot. So I always have my own cultural words. I’m a woman. I have certain agenda pronouns. I believe I am. She, I am her. Those are my gender pronouns. I’m black, I’m a wife. I’m a born again Christian. I’m a Jamerican is which I tell a lot of people cause I was born in Jamaica, but I grew up in the United States. So I have both of those cultures that I live with quite often, I tend to be urban. I am Southern. I’ve lived in the South more than 30 years of my life. I’m a chiropractor as a cultural bias itself, as well as being an educator or a teacher. So when I look at myself, I describe myself in my culture words, everyone has their own culture words. So I challenge you for this next few weeks until our next session to think about what your culture words are. So here’s your homework. Next slide.

So look in the mirror, look at yourself. Think about who you are, what are your culture words? How can you describe yourself? Those cultural words are important because if you understand who you are, your culture, it’s easier to respect and understand other people’s culture. And this is just the beginning of being culturally competent, knowing who you are, knowing your culture and understanding and respecting your culture, because you want people to respect who you are. So that’s the beginning of becoming culturally competent. Right? Next slide please. So that’s all that I have for today. Our next episode, we’ll actually define what cultural competence actually is. In addition to that, we’ll also talk about how cultural competence can be applied to healthcare. Again, we’re chiropractors. How can I use culturally competent cultural competence then? How can I become culturally competent? So that will be our next episode of cultural competence. One, one Oh one for the chiropractor. Thank you so much for your time, but a special thanks to ChiroSecure for allowing these programs and our, and hopefully have you join us next week. We will have another guest, I guess next week would be Dr. Chen Yen. Thank you again. And hopefully you’ll join for Dr. Yen next week. It’s been my pleasure. Have a great week.