Empowering Women in Chiropractic – Building the Successful Associate Relationship

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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.  We suggest you watch the video while reading the transcript.

Hello. My name is Dr. Kim Hoang, chiropractic physician in the new Orleans area. I’d like to thank ChiroSecure for allowing me to be able to, uh, connect with my fellow chiropractic colleague. Um, today I’d like to talk about, um, building a successful associate, uh, relationship. Um, uh, so in New Orleans, um, we are separated or should I say the Mississippi river runs through the city? Um, one side of the river is called the east bank and others outside of the rivers called the west bank. Um, I’ve been practicing for about 20 years, uh, 16 of which, uh, have been in private practice. I started off my private practice in the west bank of new Orleans. Um, and I’ve always wanted to have a presence, uh, in the east bank. Uh, and the way that I started off was I practice out of a colleague’s office, um, just a couple of days a week.

Um, and at that time that’s whenever I had, uh, gotten my first associate. Um, and, um, as we, you know, have experience, um, I think that sometimes associates sort of comes and goes, they, they, they come and they, you know, say for a couple years, and then they leave. Um, today I’d like to talk to you about, um, actually my, uh, senior associate, she’s been with me for 10 years. Um, and I’d like to introduce her. Uh, her name is Dr. Kimberly Trainor. Um, and, uh, she is a graduate of Parker university. Uh, she’s been practicing for 11 years, 10 of which, uh, has been here at my office. Um, so, uh, with that, I’d like to introduce Dr. Kimberly Trainor.

Well, I’m Dr. Kimberly Trainor, I’ve been with Dr. Kim Hoang for 10 years now. I’m primarily on the east bank, but we, her and I, we do go between the two offices.

Yeah. So wherever, wherever I am, she’s not and vice versa. Um, but I like to start off by asking, um, some Q and A with Dr. Trainor, um, Dr. Trainor, can you, uh, let us know, uh, or, or share with the, um, with our colleagues as far as, how did you, um, begin with my office? Uh, what, what, uh, what attracted you?

Okay. So after I graduated from Parker, I moved back to my hometown in Shreveport. I stayed there for a few months and I was like, I made the move to a bigger town, a bigger area at Gatton used to Dallas. So at that time I got the fire in the mail from Dr. Kim home looking for an associate, and I’m like, oh, just take the change. I’ll just move to new Orleans. So I packed up moved five hours away. I moved on a Saturday, started work that Monday, and I’ve been here for almost 10 years now,

And it’s been amazing 10 years, by the way. Um, and, uh, here at the, uh, practice Hoang chiropractic center slash disinterest of America, um, Dr. Trainor, how, how have you grown as a, as a doctor?

So working with you, it’s been a great experience on how to communicate with the patients, educate on adapting to new technology, new techniques, new experiences, just always educating ourselves so that we can grow and better serve our patients.

Right. Right. And, um, Dr. Trina has been with me, uh, and with my previous show, I’ve talked about, uh, having a coach, uh, between the two of us. We actually have four coaches, a master circle, and also a concierge coaching, uh, master circle, Bob and Dennis. Um, they actually coach each of my associate. Uh, I have, uh, another junior associate and, um, Dr. Trina, how have you seen our practice grow since being with, uh, a master circle?

So, since we brought with master circle is for several years now have noticed that we’ve gotten more confident. Our report of findings have gotten more clear, crisp to the point, and we don’t second guess ourself, we stick by what we believe the patient needs. May it be a year or whatever they need treatment wise. We tell them what conviction exactly what they need.

Right. Right. And recently we’ve joined other elite doctors of dissenters of America. Um, and, um, we, I think that there’s always a question as far as why do we do what we do, um, as a chiropractic physician, uh, we both have enjoyed practicing. Um, and you know, we are, our techniques is diversified. We’ve, uh, had gotten, you know, a lot of, uh, passive therapies, electrical stem, ultrasound, um, laser. And, uh, for me, my personal story is that I was in a couple of car accidents whenever I was young and I’ve developed low back pain since I was a teenager. And, uh, as an adult, um, and I actually, as a chiropractor, I had another car accident and I had developed some neck issues. Um, of course I’ve had MRIs done and, uh, I’ve had, I have a couple of disc herniations in my neck and also my low back. And that’s where my passion grew in terms of helping patients with similar symptoms to myself. And, um, that’s how our journey started with, uh, dissenters of America. And, um, recently I think, um, within the last year, uh, we’ve acquired the Accu spinal table matrix. I mean, technology, and I find that, um, it’s given us more purpose, um, and also, uh, more passion in, in terms of what we do. So Dr. Trainor, why don’t you tell us as far as your experience, uh, with, uh, the changes that, uh, are the additions that we’ve had recently?

So would the Acura spine, a table, the non-surgical decompression table is letting us go above and beyond just the regular typical part practical of what most people think about, because now they can consider ourself more of a spine specialist since we’re able to get so specific with a desk and get it rehydrated and get it moving again, basically we’re able to see better benefits with the patients. We’re able to see longer lasting results with the patients and just better quality of life with them. And then with the matrix that we also have, it’s amazing just to see how fast we can get the pain under control so that they can respond to the Acura spinal table, um, more easily.

Right. So, so, uh, so of course technology has, has changed so much. So being able to incorporate that, um, actually it, it helps us out, uh, physically as well, too. Um, but, uh, uh, you know, just enjoying being able to practice, um, and also seeing really sick patients get better. Right. I, I think that, um, we’ve, we’ve made a huge difference because I think that, um, in the road of disc herniations, a lot of times patients are faced with, well, what did I do too? I go down the road of surgery, injections, uh, medication opioids, or do I take the non-surgical route? And I think that, you know, being able to help them make that decision really makes a huge difference in the patient’s lives. I mean, you know, we, we literally give them their lives back and, um, it’s, it’s something that, um, I’m so excited that we are both able to do and, and, and we constantly learn, right. We’re, we’re always going to seminars. We’re always, um,

We’re both very well versed in the research of the Acura spinal table and the other technologies that we do. So that really helps with the patients that we can speak and conviction. We understand what we’re doing when, and like, in your case, you have personally experienced that. So I think that really helps since we’re both strong and can speak with all the conviction that our patients really appreciate it.

Right. Right. Um, and, uh, Dr. Trainor, um, what have you enjoyed about, uh, uh, working here, uh, at Hoang Kong packing center and also dissenters of America? We won’t talk about what you don’t enjoy about just what you enjoy.

There’s nothing wrong with boys. So that’s easy thing not to talk about. The thing I enjoyed the most is mainly just how open we are to being able to do it. Anything we think outside of the box, we just don’t get stuck with one thing we say, well, this is how we’ve always done it. So this is how we’re going to do it. It’s like, no, what can we do better? What can we be better for ourselves? What can we do better for our patients? What can we do better for the staff? It’s, we’re always trying to improve. And I really liked that.

Right. And one of the things I love about Dr Trainor, um, in talking about how to build a great relationship, uh, or, or great associate relationship is that Dr. Trainor is very adaptable and I am the one that comes up with the ideas. And whenever I bring it back to the practice, and actually I try to bring Dr. Trainor with me to almost every seminars that I can now keep in mind. We do have two practices here in the new Orleans area. So if I am not here, then she holds down the Fort. Um, but, um, but we try to make it work, but we have a junior associate as well, too. Um, but, but, uh, Dr. Trainor is very adaptable. And I think that also, you know, respecting the doctor as well, too, and, and, and really hearing what, what, what Dr. Trainor has to bring to the table.

There are times when we’d go to seminars and sometimes I may not understand something and Dr. Trainor is right there and she just, you know, is able to implement it. And, uh, and, uh, so, so, so what I don’t get normally she does. And, and, and, but, but, but I love how adaptable you are, uh, Dr. Trainor. And so I, I think that in, in choosing your associate, um, sometimes, uh, whenever they bring something to the table, I’d love to be able to see, uh, what, uh, uh, techniques that, uh, they may specialize in. Um, but at the same time, I’ll want them to master what, what we specialize in as well, too. Yes. Yeah. I totally agree with that.

Adaption is the key. You have to be able to adapt to each other’s waves. You have to understand, be able to communicate, go to bad. You just need to always communicate.

Yeah. And, and, and through the years I’ve seen Dr. Trainor, uh, uh, grow as a leader as well, too. And, uh, I feel that I’m able to give her the, uh, the, um, the, the stand to say, Hey, look, you know what, there’s an issue in that, in that office, then I need four adopted Trainors, take your sheet, is the doctor. So again, giving the respect and also giving that platform, um, to my, uh, my, my, my employees to know that, Hey, she is the person that’s in charge, and she’s going to make the final decision on that, um, allows for us to be able to run two practices at the same time, without always having to be, you know, to, to, to have an I, or, you know, a helicopter on top of that office. So, so, so with that, um, you know, I, I sincerely appreciate, uh, everything that you’ve done, Dr. Trina.

Yes. And then throughout the 10 years that we have been together, we’ve had some other associates come and go with us. Um, so it’s kind of cool to be able to see each person’s personality and what they can bring to the table. And like you said earlier, sometimes they come for a few years, sometimes it’s only six months, but we still learn from every person that we’ve ever worked with.

Right. Right. And I think that reading personality is very important just like with, with our patients as well, too, some tends to talk a lot on some, some tends to be analytical, some tends to be very dramatic. We just have to be able to match the personality and be able to communicate with them. And, and, and, and even with our fellow, or should I say our staff members? I know that there’s times, I mean, we’re, we’re predominantly all females, so there’s, there’s about 10 of us. Um, and, um, uh, there’s times when, and there’s even the doctor and also the office manager, sometimes they’ll butt head. And, uh, eventually they are able to figure it out because you are a leader. Okay. We are not here to say, oh, she said it like this. And, you know, I don’t really like the way that she said that we don’t have time for that. We are here to serve our patients. And, and we have a bigger calling than to, to, to, to, to analyze exactly the way that that person said it, um, don’t get me wrong. We’ll, we’ll, we’ll definitely address it. But, um, uh, but we want to do and put the energy in, in, in, in, in what we do best and that’s to be able to serve our patients.

Yeah. And then just you and I, in general, we have different personalities. Yeah. We get along great. But sometimes how we talk to the patients, I may have more of a nurturing personality, or I can be just straight up blunt. So we, it works good with all in varsity of patients. May it be female or male kids, you know, to elderly, I think we both kind of do well on picking on how we need to talk to the patient, or if we’re not getting across to them saying, Hey, why don’t you see the other doctor, you know, she may be a better fit, may help you more. And so I think we’re able to, you know, treat everybody

Right. And, and, and in our practice, we actually share a patients. I know that there are some offices for multiple doctors, and sometimes, um, that doctor’s the only doctor that sees that patient, um, in our practice. Um, again, there’s, there’s two offices, there’s three doctors in between the two offices. We see pretty much every single patient together. And we’re able to communicate on a daily basis through the round notes. Um, but if there’s a personality that clashes, or if there’s a patient that prefers a specific doctor, we’re okay with that. We w we do not take it offensively. And, and, and, and I, one of the things I love about, about you, Dr. Trainors said, you don’t think don’t take things personally, for the most part. I mean, it’s, it’s usually okay. She said, okay, all right, move on to the next thing. And I love that. I think that that’s important because we’ve, again, we’ve had our fair shares of, you know, different personalities, um, uh, associates, um, and, and, and, and some can be a little bit more, uh, I guess, more sensitive than others. Um, not that it’s bad again, you know, we all grew up differently, but, um, being able to, um, uh, have that, uh, that, that, that, that, um, strong, uh, uh, exterior where we were, where it is, it’s not going to where we don’t take it personally. I think it’s very important. Um, uh, as a doctor,

Yeah. And from the first visit of each patient, we try to let them know there’s three of us doctors or that, those, the two main doctors Dr. Kim Hoang and Dr. Kim Trainor, so that the patients know we want y’all to be able to see everybody. We won’t want to be comfortable with everybody.

Yes. Yes. And, and, and we normally always encourage the patients to be able to see the other doctors just because they, their schedule may not match our, my, my, my schedule, either doctor train schedule. Um, and so, and so we’ll encourage them and say, Hey, look, you know, um, if it was a little rough, then I’ll communicate with Dr. Trainor. Um, but I want you to let, uh, I want you to know that she has been with me for 10 years. And so, and so I give, you know, uh, Dr. Trainor the credibility as well, too. So it’s, it’s, it’s a support for one another, um, that allows for us to be able to share the patients together. Um, and, and, and, and did you have something else to add Dr. Trainor? No, I just said exactly.

Um, and, um, here at, um, Hoang Chiropractic center, dispensers of America, we have about 10, about 10 employees or so, and, uh, I’m happy to say that probably half of us has been here for about 10 years. Um, and, uh, I think that one of the things that I would probably add, uh, I guess, advise to my fellow colleagues, uh, if they’re, you know, sort of wondering how do you keep, uh, an employee uh long-term is that, um, I think that giving them the respect, um, hearing them out, uh, be approachable, um, don’t, we’re all busy. Uh, and, you know, there’s, there’s, there’s some of you guys that have probably more employees than myself. I get that. Um, but I know that each person has a brain and also a heart and it all matters. And even if you’re at the entry level and you just started working for me, I’m going to listen to you.

I’m going to say hi to you. I’m going to ask you, how’s it going? I don’t need to have a, a long you one hour conversation with you. Um, but if there’s something that, uh, is bothering you, or that just doesn’t seem right, I’d like for you to know that you can talk to me. Um, and also my office manager, um, but, uh, again, hearing them out and, and, and also, um, we awarding the, the good behavior, uh, if there’s something that, that they’ve done, uh, and, uh, you take it for granted. Um, you know, like to me, I feel like it doesn’t take that much for you just to email them and say, or text them. Hey, good job. Thank you so much for, um, handling this situation. Uh, thank you so much for being adaptable. Um, a lot of times I think that they feel that we’re too busy and so they don’t really want to communicate with us, but again, just, they don’t have to be the one that we just out to you, you could be the one that reaches out to them and, and, and, and come in, commend them for, for, for, for being part of the team.

And, and, and, and, and, and, and, you know, hopefully they’re learning a lot of things and they’re seeing a lot of miracles, um, because I want them to have, uh, to be able to take something out of why they’re working for me. Uh, and, uh, and also giving them raises, um, even whenever they’re not asking. Um, so, you know, just that’s, that’s one of the small ways that I think that you can let them know that they were appreciated, um, and, uh, and, and also respected, and that you do want for them to stay with you long terms.

And then also, I think for being an associate, looking up to you, just being passionate about what you do, enjoying coming to work with a smile on your face with a chipper, you know, that is kind of contagious. And that’s what I want to be like. So then I spread it to our other colleagues, the other doctors or other staff. So it just kind of makes every day enjoyable because we really do love what we do. And since we both love what we do, it makes it more pleasurable to work together.

Yeah. It, it definitely shows. And, and one of my, uh, one of the things that we talk about, all right, Dr. Trina, is that come to the office with a smile, whatever happens in your personal life, you put it on the, uh, the front porch, and then you come in and, and, and quite honestly, you’re, you’re absolutely right. I think smiling is very contagious. And sometimes patients even come to come in and they look at us like, what’s going on here? Why are you smiling? And then, you know, their personality then starts to change as well, too. So it brings joy into our lives. Right. That’s, that’s, you know, it’s, it’s contagious. I love it.

Yeah. Just like what we ask our patients. We don’t ask. What’s the matter what’s going on. We ask them what’s good today.

Yes, yes, absolutely. Absolutely. Well, again, Dr. Trina wants to give a thank you for being my guest today, and thank you for being with me for the last 10 years. I sincerely love you. And also I’m just very, very grateful that you’re part of, uh, of, uh, of, uh, this team, uh, and, uh, uh, could we continue to, to make miracles happen, saving patient’s lives. So, um, I appreciate that.

And, you know, I love you and the practice that we have grown together. Yes, yes.

And next week’s presenter is Dr. Walter Sanchez, please make sure to tune in. And again, I want to be able to thank, uh, car secure nation for, uh, giving us the platform to be able to communicate with you guys. Um, uh, later on, we’ll go ahead and, uh, put out the website. Um, and if you ever want to communicate with me, actually, I’ll, I’ll let you know right now. It is, uh, uh, Metree dash Gretna dissenter. That’s MPT, E I R I E dash G R E T N a D I S C C E N T E r.com. Uh, under the contact, you should be able to, um, to connect with me. If, if, if any of you guys have questions about staffing, uh, associates, uh, whatever the case may be. Um, again, thank you so much.


Empowering Women in Chiropractic – LIST YOUR PRACTICE or SELL YOUR PRACTICE?

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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.  We suggest you watch the video while reading the transcript.

Hey everybody. Welcome. I am Dr. Randi, Ross CEO of Premier Practice Consultants. And I’d like to welcome you to our show today. Uh, let’s first give a big shout out to ChiroSecure for sponsoring and hosting. These shows, you know, it gives you such great information every week. Go to their website, amazing team. There’ll be happy to help you with anything that you need. All right, well, we’re going to go ahead and jump right in here. We don’t want to waste any time. Uh, so today we’re to list your practice or do you want to sell your practice? And this is a conversation I have probably almost daily, if not two, three times a week. And it’s two very different concepts. Um, and often when people are thinking about selling their practice, you know, we have to determine, you know, kind of which half of their brain they’re working this with.

Uh, so do you think that you have any idea what your practice is worth? Do you think it’s worth what you gross? Do you think it’s worth two times gross? Do you think it’s worth two times net? Do you think it’s gross and equipment, do you think it’s gross and equipment and plus plus plus plus plus, or maybe a one of those, the things your practice is priceless? You know, it’s, it’s very interesting to think about this and, uh, you know, a lot of people really don’t put a lot of thought into this until they’re winding down or maybe they’re relocating, like a lot of people are doing today. So, uh, often we have a lot of misinformation and we’ve been given kind of the wrong, uh, guidelines as to which, you know, is the right way to think about this. The first thing that anyone should do, if you really thinking about considering selling your practice, and this might be something you’re thinking about, you know, maybe I want to retire in two years or three years or five years.

If you’re thinking in that kind of timeframe, you want to start this practice, you know, most places are anywhere from 12, 18, 24 plus months to sell depending upon a lot of different variables. So if this is something that you can see yourself getting into that timeframe, you really want to start in. The first place to start is to get an objective, proper practice valuation. So this really is not, you know, your, your colleague that practices down the road. Um, it’s not even other people that might be part of your professional team, because there’s some very specific variables that goes into determining what your practice is worth. And the other thing that’s important to note is our profession is different than others. So words what chiropractic practices sell for and possibly what a dental or a multidisciplinary medical practice Salesforce is very different. So if you don’t have someone that specializes in understanding the chiropractic profession, you might actually get misguided and you might actually be misinformed.

So when we talk about, this is a question I get all the time. So when I finally determine what my practice is worth, should I actually start a whole bunch higher so that I have room to negotiate. I don’t really live by that concept. I think that if your practice is properly priced, you have a proper valuation and you have the documentation to substantiate where that value came from. Not just, you know, kind of out of thin air, whether that, you know, tax returns and P and L’s and certain stats that you know, many of you keep that, especially if you work with, with different coaches, um, you know, w what’s the value of your equipment, the depreciated value, not what it costs when you bought it. So I’m not big from the school of, well, you know, my practice you’re telling me my practice is worth $300,000.

So let’s start at three 50. So I have room to negotiate. I don’t really think that that works. If someone’s gonna offer you less than your practice is worth as their way of presenting an offering terms, that’s going to happen. Whether, you know, you start high or not, they’re going to be looking at the data that substantiates what the actual value of the practices. And actually often when you try and use this strategy, it doesn’t always work because then people think you have an overinflated opinion of the actual, what I call market, ready value of your practices. So you’re going to be a little more difficult to work with. So you can actually scare away certain people that could be potential viable buyers. So keep that in mind, you know, remember you’re not in the real estate market when we’re doing this, and this is really important.

We all know that in many places right now real estate is, you know, over the moon. You know, I live in Southeast Florida and property values have gone up 20, 30% just in the last 18 months in certain developments. This is not that. So if you’re trying to equate it to, well, you know, I priced my, my home a little bit higher. So there was room to negotiate. This, this is not that strategy. Your home is going to be a different selling model than your business. Your business is going to be worth. It’s going to be based. The value of your business is going to be based on certain elements that are going to go into determining, uh, you know, what someone is willing to pay for your practice. So go through a few of these, just see, kind of get an idea of how you should start thinking about this.

So when a buyer looks at your practice, they’re going to look at a number of things. You know, first when we talk about the math portion of it, they’re going to look like they’re going to look at what is the business grossing, um, you know, uh, is a business grossing $300,000, 500,000. Maybe it’s only grossing a hundred thousand dollars, you know, and that’s okay. That’s what the reality of your situation is. And then they want to know the profit. So these are two very different things. Um, and one of the most important things that people struggle with that I work with when we’re, when we’re trying to determine, or, or a buyer is trying to determine what the actual value and what I’m willing to pay for your practices is someone coming up with what we call clean overhead, clean overhead is what it costs to run your business.

Now, we all know as small business owners, legally, we’re allowed to write a whole bunch of stuff off, um, that really pertained to us personally, and that’s fine, you know, everybody does it. Uh, but what you really need to understand is a lot of those things that are illegal write-offs, um, are not going to be passed through expenses. And they’re not going to be an expense that if I come and buy your practice tomorrow and start on Monday, I’m not going to have those expenses. So that’s a really important way to determine what your profit is, because in theory, think, just follow me on this, because it’s so simple. It sounds almost too simple. If you take what you gross, and then you take what your real expenses are and you subtract them, that’s technically what your profit should be. Now, I know that’s not going to be the reflected net on your taxes.

We’re not talking about that because if someone understands what the profit of your practices, it’s going to be easier for them to determine is this something that they want to purchase and acquire? And if so, what are they willing to pay for it? If you have trouble showing someone what the true profit is in your business, you’re going to struggle with selling. And even as from a broker’s perspective, we struggle with helping people with that sometimes because not everyone is really organized and efficient. And sometimes even when we go through either their taxes or their P and L’s to help them get, uh, this, you know, accurate overhead number, there’s things just lumped together in these giant categories. And then you have to kind of sift through there, give you one insurance. Well, insurance is, you know, $15,000 a year. Well, is that your car insurance in there?

Is it health insurance for you and your family, nothing to do with employees. Um, is there, you know, your life insurance in there or your, uh, um, you know, your interests like, so those are things that would not pass through to a buyer. Those are things that, you know, maybe they have their own health insurance somewhere else. Their spouse works for a big company. They don’t need that. Um, maybe they’re not, I mean, it sounds crazy, but maybe they’re not interested in having liability. So those are just, you know, a few examples, another big one that I see that people forget to, um, when they’re selling their practice, what we call add back in is, you know, your travel, your entertainment, your conferences of your CE credit thing, all those things. And you have to go through this with a fine tooth comb to get the accurate number, but I can tell you makes a huge difference in determining what a buyer will pay for your practice, K your equipment.

Um, you know, typically, you know, we have people, do we call depreciated equipment list? Well, that’s anything more than five years is worth about half of what you paid for it. Yes, there were a couple of exceptions, but for the most part, that’s a general rule. A lot of people get stuck on their equipment is worth really more than it is. Uh, so remember, it’s not what you paid for it 10 years ago. It’s not even what your insurance broker has. It, uh, you know, priced at for replacement in the event. You know, God forbid you had a fire or something like that. That’s not the value of your equipment location. This is such a hard thing sometimes for people to understand. So, like I mentioned before I live in Southeast Florida, well, practices in Florida are really going as long as they’re properly priced for that top dollar.

Why? Because I think something like 150,000 people, you know, a week are moving here. Well, that creates a lot of growth and that creates a lot of demand for something. So location of exactly where in the country it is right now, especially is playing a huge part in what someone’s willing to pay for your practice, uh, because like anything else, um, you know, from the Northeast, people are migrating south to Florida, Georgia, the Carolinas, they’re not migrating north. There are exceptions to that when someone has family members or something that they want to get close to again. And most of the people from the west, you know, from, uh, from Washington state, from California are mostly going, you know, Arizona’s, uh, Texas, some Kentucky, things like that. They don’t seem to be coming as far east as, as you know, the coast over here. So that’s one kind of component of location.

The other component of location is exactly where is your practice? Is it on a main road? Is it on a secondary road? Is it on a tertiary road? Is it in like an industrial park, which you might have a beautiful office, but someone might think that that’s not super beneficial. So the location you chose for your practice could actually be a part of the equation for someone determining what they’re going to pay for your practice. Uh, the decor, you know, is your practice. Up-to-date aesthetically and modern. We actually discussed this a few weeks ago, or have you been in practice for 30 years? And you basically have the same carpeting, the same color, the same waiting room chairs, the same, you know, receptionist counter, because people frown on that a lot because they walk in and instantly they see, I have to spend $20,000 to update this practice.

This is not aesthetically what I would be comfortable with. So that’s one thing you have to consider your math might all work. The InTASC stick for a very successful business, but if someone walks in and see something old and outdated, there are some people, not everyone, they can’t see beyond that. So keep that in mind, if you’re preparing to sell within the next few years, your staff, you know, are you staffed rockstars? Are they staying? Um, you know, how, what kind of training do they have? These are all things that have value. Obviously your stats, everyone wants to know how many new patients do you have, how many total office visits, what was your billing? What was your collections? These are things that everyone is going to want to see. So make sure you’re keeping good records on that. And what is your payer profile?

Um, so obviously if you’re a hundred percent cash, never an issue, I’d never had a buyer say to me, my practice has too much cash. I’m not interested in it. Um, but some people might have practices that are higher pie. That’s just the type of payer profile they have, which is fine. But some people would not be interested in purchasing that. Some people might have a large amount of Medicare and for some people that’s not something that’s attracted to them. So you’re these, all these things that we just listed, you know, your payer profile, your stats, the core, your equipment, what is your actual profit, all, you know, uh, combined go into someone determining and evaluating, what am I doing willing to pay for this practice for someone sometimes what they’re willing to pay for the practice has absolutely nothing to do with what we determined it’s worth.

You know, the old saying something’s only worth what someone’s willing to pay for it. So always keep that in mind. And now we’re going to talk about it. All right. She have a buyer you’ve agreed on a price. You’ve agreed on the terms. Fantastic. Now that buyer has to go to a bank. So if we properly priced your practice, not a practice that, you know, we substantiated is worth $300,000 on, on the market. And you said, Nope, I want, I want 400,000 starting at 400. That let’s even say you’ve got a buyer, which that’s unlikely. We’re just kind of having a scenario here that person’s going to go to a bed. And the bank’s going to look at the same math and, and incorporated elements that, that we use to create a market report valuation for your practice. And they’re going to go, what are you talking about?

We’re not funding this practice of $400,000. We even care if the buyer wants to pay that we’re going to do 80% of $300,000. So just saying, you want more, again, this isn’t like real estate, your house is worth 300. You got to buy for 400. Guess what? That personal come up with the other hundred thousand dollars cash doesn’t work that way here. So don’t even think that, you know, even right, if you have all these elements together, the, the math has to work for the bank. Remember they’re always mitigating their risk. That’s all they care about a bank. When it comes to funding, are they mitigating their risk? And is there profit in this to fund this business? They can’t mitigate their risk if their information in their reports and how they do their own, you know, how they determine the value is way more than it’s actually worth someone Desi for it.

They’re not going to do that. They’ve just lost their risk. So, you know, it becomes to a bank about math. What’s the strength of the practice, you know, in other words, does it have good cashflow? Um, what’s its history, is it making money? Are you declining or are you increasing? You know, we can talk about COVID the COVID year, another time. I don’t want to get into that here, but just kind of, you know, usually they’re taking a three year average. That’s typically what they’re looking at. You know, what kind of documentation is there to, to provide them, to substantiate some of this information? You know, a lot of times people just have really crappy documentation. And then when a bank asks for information, you, you kind of don’t have anything to back it up that instantly for a bank, that’s a red flag. If you’re not organized and efficient and can’t give them what they ask for as obnoxious as they might be, that is a little bit of a red flag for them.

So something else to keep in mind to be organized efficient, and be prepared to share the documentation that substantiates the value of your practice. And what’s the buyer’s strength. That’s really important too. It’s it’s, it is based on your business that they’re technically buying for this person. Um, but the buyer has to have some strength too. And there is a lot of variables that can go into that. Um, you know, one of the things people think, well, if someone’s a, you know, a new doctor or just out of school, that they don’t qualify for anything, well, that’s actually not always true. There are other strengths that they can have that the right funder knows how to work with or manipulate. If we want to use that word that makes them look like a good risk to a bank. Um, and obviously there’s a lot of other variables when a buyer, yes, they look at your credit score.

They look at your debt to income ratio. If you’re not right out of school, um, you know, they’re going to look at other things, obviously, if you had any kind of, you know, bankruptcy or ill financial dealings of that nature, uh, that will come into play with that. So what you think your practice is worth and what a bank might be willing to pay for it, even if a buyer does, might be two different things. So what we want to offer here is if anyone’s interested in figuring out and finding out what is your practice actually worth? Okay, we’re offering 25% of evaluations through the month of August. Just go to our website, premier practice consultants.com on the homepage and see this little blue button that says client intake form, fill it out. It’s about five, six questions. And at the bottom, there’s a code just put in August, 2021.

And I will know that you came to us from this ChiroSecure event. Well, that’s going to wrap it up for me today. Hope you learned something, make sure you log on next week. Dr. Nathalie Beauchamp will be here. And she always has such amazing information on all different kinds of practice growth and your staff. And I mean, her, her list of accomplishments and information is just endless. Well, I’m Dr. Randy Ross, again, CEO, premier practice consultants, visit our website. See how we can help you like to thank ChiroSecure again for having me. And I hope you guys have 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.


Empowering Women in Chiropractic – Cultural Competence 101 for the Chiropractor Part 3

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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.  We suggest you watch the video while reading the transcript.

Hello? This is Dr. Charmaine Herman again with Agave Upper Cervical Health Center for another episode or part of cultural competence, 1 0 1 for the chiropractor. Thank you for joining me again today. We’re going to go ahead and start talking about cultural competence again and just keep, we’ll keep adding to the knowledge that we gained before. So let’s go ahead and get started. I have a slide show ready for you. So again, this is part three. If you haven’t seen part two in part one, please go back and watch them. So let’s go ahead and move forward into part three. For those who don’t know me again, I’m Dr. Charmaine Herman. I am a native New Yorker originally from the islands. I currently teach at Life University and I practice in Alpharetta, Georgia. I’m an upper cervical specific doctor of chiropractic, and I have some training in cultural competence and I do cultural competence training at Life University. So I’m bringing this knowledge to you as well.

So our goals today are to define what cultural competence is. We’ve been talking about cultural competence last week. We had a discussion last time we had a discussion. We’ll talk a little bit more about what culture is, and then also get into defining what cultural competence is. In addition to that, we’re going to discuss how cultural competence is seen in healthcare or for us chiropractic care. What are some of the benefits of cultural competence? So let’s define cultural competence. Now, last time we discussed what culture actually is now, culture is the whole person. When your patients walk in the door, they are one mass of their culture. So there are foods that they eat, the clothes that they wear the hell, the holidays that they celebrate, the language that they speak. That’s part of who they are. That’s part of their culture. We, as doctors of chiropractic, we also have our own individual cultures, but culture is the whole person.

We talked last time also about the hidden aspects of color, such as how people define modesty or how people define space or how people define what’s time, whether time is quality or quantity. I know sometimes we couldn’t. We’re concerned about patients that don’t show up on time, but certain cultures see time as a quality and not a quantity, not how much time being there on time, but spending more quality time with family members and friends is more important than being at our offices at three o’clock on the dot. So there’s a challenge with seeing the different cultures and how they interpret time. This is the way how they determine model determined or interpret modesty or how they interpret their communication style. Some people are more of a boast. Some people are very silent in their communication. So all of us have our own distinct cultures and that’s what makes us individuals, and that’s what makes it so important that we, as doctors of chiropractic understand the cultures of our patient, because that also dictates their behavior and even their compliance to care.

So other people have talked about cultural competence, the CDC defines cultural competence as the integration and transformation of knowledge about individuals and groups of people in specific standards into specific standards, policies, practices, attitudes, use to use them, sorry, inappropriate cultural settings to increase the quality of services, thereby producing better outcomes. So the theories is talking about better outcomes. Once we can understand the importance of our patients and their culture to the entire care process. So that’s one thing. So let’s move on to the next definition of cultural competence. And this is from the office of minority health, um, also for the, his, the health and human services office. So it says a set of congruent behaviors, attitudes, and policies that come together in a system agency or among professionals too, that enable effective work in cross-cultural situations just by defining the whole word of competence.

Competence itself means that it implies the capability. I’m sorry that having the capacity to function effectively as an individual or an, and as an organization with the context of cultural beliefs, behaviors, and needs that are presented by the consumers and their communities. So we’re talking about cultural competence in the vein of service, how we serve our communities, how we serve our patients. So in healthcare, cultural competence is a, just a little bit different. When we talk about chiropractic care of a healthcare professionals, it is understanding the importance of social and cultural influences on patient’s health, beliefs, and behavior, considering how these factors interact at multiple levels with how we deliver our care to our patients. So understanding our patient’s cultures helps us to do better as far as delivering our services to our patients.

So there are a lot of benefits that have been documented for cultural competence as far as better patient outcomes. So doctors of chiropractic who understand their patient’s culture are able to work with them in the confines of their culture. So they understand that maybe that they’re more modest than their culture. So when I adjust, I’m going to make sure that they have more of a recovery of their, of their more modest in some cultures, if it’s a female patient of male doctor cannot adjust her. So you have a female chiropractor on staff to adjust those types of patients who have that cultural separation as far as how they can be adjusted. So we also see that get better outcomes. We also improve the health, um, health disparities into communities where you’re dealing with poor social economics, communities, health disparities are something that are very common, but by working with the patient, understanding their social economic issues, even in your pricing and how you see patients, and even in your conversation with them, by them coming to your office, you’re helping that entire community and you get better outcomes, improve patient centered care.

That’s something that we’re, we’re w we get a lot of great compliments that chiropractors have great patient-centered care because we talk more to our patients. We have more conversations with our patients, but they feel better about talking to us when we’re more in tune with who they are and their cultural needs and their cultural beliefs. So that’s also important, and we want to improve our patient satisfaction. And again, we do well in patient satisfaction, but being culturally competent will help us even do better by understanding again, their social and their cultural needs as they’re in our offices, the things that they need, even if, as a mother that needs someone to watch your children in order to come to your office, I’ve known some chiropractors to actually offer, um, help with finding daycare for their patients. So they can actually come in to many of them have the children come with them, but some people are afraid to bring their children, or they’re in a situation where they can’t bring their children.

So that’s where we see a lot of chiropractors now doing the mobile chiropractic, going to the patient’s home to actually take care of them and the rest of the family. So they don’t have to bring them out, especially with COVID and coming through a pandemic, many people are leery about leaving their homes. So just by changing certain things, understanding the culture that your patients, who they are and what they’re experiencing can help increase the benefits of chiropractic care as well. So let’s move on now, based upon our census for 2050, it is estimated that the United States population is going to change drastically. So many of our minority populations are actually being considered as emerging majority communities. For example, our Latino, Hispanic community is going to grow to 24% of the population African-Americans with beads at 12%. And even our Caucasian white population is going to decrease from over 50 to just about at 50, 51%.

So we’re looking at a lot of changes occurring in our, in our world and our society in the United States of America. That’s going to change the, um, the dynamics of our community. The demographics are going to change. So we’re going to see more people hopefully of color in our practices because we’re getting more numbers. They’re increasing. We want to get them into chiropractic care. That’s part of our chiropractic mission, bringing the world, taking chiropractic to the world. So everyone in our communities are part of that world. So as doctors of chiropractic, we have to think about that when we’re setting our strategies for seeing our communities, what do we do? How do we reach more people for chiropractic?

So cultural competence is not just a term used in chiropractic or used by the, by the CDC or the office of mint office of health, minority health. There’s so many other areas where cultural competence is not just a buzzword, but it’s actually being incorporated into policies and practices, even in places such as the police department in business. It’s a very big thing because with now that we’re zooming and doing all that other stuff we can do now in niche people across the seas and have a total global economy, cultural competence is a big part of that global economy, understanding how to work on the cross cultural boundaries, dealing with, and working with people from other cultures. So cultural competence is becoming more and more important again, as I said, in our first episode, when I was working for the department of health many years ago, cultural competence became important to reaching people who lived in the mountain areas who had challenges, who, who, who had a challenge because they were burning rubber.

And now the federal government told us they couldn’t burn rubber on their property. So that caused a lot of contention between the state agency and the citizens, because we didn’t understand their culture. We didn’t understand that they’d been there for hundreds of years and telling them that they now cannot burn rubber. Was this totally against all of their understanding as far as their, their home, their community, their property. So we had to retrain culturally to be cultural competent, so we can actually understand the communities that we were working with on a public safety, public health issue. So we want to make sure we were able to do that. So cultural competence again, is going to becoming more and more important as we look at not just healthcare, but even in our, um, our police academies. They’re talking about that in the military. They’re talking about that. So cultural competence is becoming more and more part of our society. So we, as chiropractors should also be prepared to be culturally competent as work when we work with our patients.

So when, okay, cultural competence, I’m going to get more into this topic in our next coming episodes, but I’m going to talk about how important cultural competence is in our policies. We, when we set up our policies in our offices, our, our manuals, our SOP, our training, how that should be an important part of our training. Um, and in addition to that, things such as our attitudes, as doctors of chiropractic, you know, we can take a negative attitude, say, well, why should I care? You know, all I care about is there a spine? Cause that’s what we’re talking about. Just adjusting the spine, that’s all we do. But remember that spine didn’t just roll in by itself. It was attached to a person. So actually understanding the cultures of the people that we work with and, and meeting their needs. Their cultural needs is very, a big part of being, um, culturally competent and to actually give better care to our patients.

In addition to that policies, attitudes, um, things that documents in our office can be changed to assist our, our communities suppose you’re working in the community where there are mostly, um, Hispanic individuals. Do you have any of your income in income in intake forms in Spanish? It’s great to have someone at the front desk that speaks Spanish, but what about your intake forms? Your documents can that, can they read that? Because just because a person speaks a different language doesn’t mean that they’re illiterate. Um, in most cases they can read their own language. So changing, having forms that are more, um, that are translated into the languages of the patients that you serve in your community, say if you’re in a German community or you serve a, an Asian community, how are your intake forms? Do they meet that? What about pictures in your office?

Do they show patients that they are wanted? They are a big part of your community that you want to serve them, their pictures, their pictures represented in your office. So those are the little things that can make your office a little bit more culturally competent as far as just changing a few things in your policies. So we’ll get more into cultural competence. And I plan to do that in our upcoming episodes, talking about how to become culturally competent. So I can talk about this all day, but what do I do? How do I get there? Um, and can I get just culturally competent, overnight, or there’s some steps that I need to take. So that’s what we’re going to do when we have our upcoming sessions are going to talk about how do I start to become culturally competent? What can I, as adoptive chiropractic do to become more culturally competent.

We’re also going to talk about issues such as understandings bias. We all have biases. Some are conscious, some are subconscious, but what are our biases? What are they, how do we identify them? How do we understand them? A big part of being culturally competent is understanding our own biases and being able to put those aside so we can work with people and be fair and, and our judgements and things like that when we’re working with people. So we talk about culturally competent, culturally competent. There’s so much more to that. I’m just giving you guys just the tip of the iceberg. So in upcoming episodes, we’re going to talk more about that. So again, the next episode, we’re going to talk about how to become culturally competent and also how to identify some of these biases, both subconscious and unconscious that we have even as doctors of chiropractic. So that’s all I have for today. It’s been always a pleasure to come and talk to you even just for a few minutes. Thank you so much for your time. Thank you so much for ChiroSecure for giving me time to talk about this important topic. You all have a great day. And again, this is Dr. Charmaine Herman. I look forward to talking to you again soon. Take care.

Empowering Women in Chiropractic – Put Your Oxygen Mask On First

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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. We suggest you watch the video while reading the transcript.

Hello, and welcome to Empowering Women in Chiropractic. I’m your host, Dr. Cathy. And today, we’re going to talk about putting your oxygen mask on first, perhaps you’ve been on a plane and you’ve heard the flight attendants tell you if the air mask drop from the department above, be sure to put chores on first, before trying to help other people. Well, you know what? That lesson should apply to every aspect in life, because the reality is, if you don’t take care of yourself, you’re less capable of taking care of everybody else. And if you don’t put your needs first, you become less capable of taking care of everybody else’s needs. So let’s talk about the top five mistakes that women chiropractors make and how you can start to correct them. Now, listen, number one is not putting your healthcare needs first. Not making yourself the top of your priority.

And ladies I’ve been there. I know you’ve been there. We’ve all done it. We’ve got babies. We’ve got practices. We’ve got little kids who are growing up to be big. Kids are growing up to be preteens who are soon going to be teens. I get how it’s so easy to put everybody else’s needs first, but guess what? If you’re not taking care of yourself and making your health a priority, you become less and less capable of doing all the things that you’re able to do. Now, if you’ve listened to this show before, and I know that you have, and I thank you so much for joining us every week, right here with Kyra secure, then you know that I love to talk about sharpening your ax and sharpening your ax means if you’ve been out in the woods, chopping wood and chopping wood and chopping wood, eventually you start to get tired and your ax gets dull.

And most people, most entrepreneurs, most women chiropractors that I talked to, we don’t take the time to rest and sharpen our ax because in our mind, there are so many things that need to get done that we can’t stop. We can’t take a break. We certainly can’t rest. We just have to keep going because the list will just keep getting longer and longer. And if you have ever been in that situation, you know what I’m talking about, where the list just seems like you can never get it all done. And then there’s more on it the next day. So if you’ve been in that situation and you’re chopping wood and you’re chopping wood and you’re chopping wood, and the ax is getting dull and you’re getting tired, you’re actually going to have to work twice as hard to get half the results. This is a hard one ladies, but you’ve got to stop.

You’ve got to take arrest and you have to sharpen that act so that when you come back to it, you’re way more effective. You’re way more energized. Your ax is true, or your blade is sharper and your results are way greater than they would have been had you not taken arrest. So one of the things that I made a priority in my life is that Christmas new year’s every year I shut the practice down and I make that a time to recharge up here. I’ve got to be in the sun toes in the sand, right drink in my hand, because I have to reconnect to what makes me feel alive so that I can get back in January and serve when the people need it the most, because that’s when they’ve all created their new year’s resolutions. But the one year that I didn’t do that the whole next year suffered because I didn’t make my health and myself a priority.

So I know that there’s mornings where you’re going to be up all night, because you’ve been nursing or changing diapers or changing sheets. And who knows what else? And then those days you might feel like I just can’t go to the gym, or I just can’t make a healthy meal, or I just can’t get motivated to dance around the house. But you know what? Those are the days that it’s most important when we’re serving and serving and giving and giving and loving and loving and doing, and doing for everybody else. Those are the days that we really have to stop, make ourselves a priority. I recently stopped homeschooling my kids, which I’d done for seven years and let them let them start in going to public school. And the first Tuesday that I didn’t have to run around with my hair on fire and stressed out and trying to get it all done.

I really didn’t know what to do with myself. And so my staff has jokingly relabeled my Tuesdays as to me Tuesdays, because that’s the day that I give to me. That’s the day that I do things for me. That’s the day that I make all of the crazy wild experiences that I want just for me a priority. And I’m going to urge you to do that for yourself because when you make yourself and your health a priority, you have more energy, you’ve got more vitality. You feel better, you’re functioning better. You look better when you look at yourself in the mirror, which makes you want to do more. And don’t discount the fact that looking good makes you feel better about yourself. And I’m not talking about Barbie doll. I’m talking about when you’re able to make the time to put yourself together, you’re going to feel so much better.

So number one, I think of the top five mistakes that most women Chiros, chiropractors make is not making your health a priority. If you’re not doing that right now, then think about the five aspects of health. And most of us have talked to patients for years about the five aspects of health. And I call these the dream lifestyle that’s D for diet or for rest E for exercise, a for attitude and, and for mental impulse. And that should be the base. It’s a big triangle. And I want you to make these things a priority in your life daily exercise. You’ve got to move your body quality nutrition, making sure that you are eating good foods that grow to fuel your body so that you can go out and serve others. And making sure that you get that positive mental attitude so that you can get through your day, minimize your stress, have a good quality restful night of sleep, and then make sure that you yourself are getting adjusted.

And that brings me to the second one. And the second mistake that most women make is that improper posture during their adjustments. So when you’re delivering the M for your other patients, right, that foundation of that triangle, when you’re delivering your adjustments, not using proper posture is going to set you up for a lifetime of discomfort. Eventually dis-ease eventually crazy symptoms, pain things that may prevent you from being able to practice. So think about how you’re doing your cervical adjusting. Are you rounding your spine and hunching over to bend down to patients? Do you need to use a stool or do you need to elevate your table for the cervical adjustments? Or could you just get down into a really good, really powerful, effective squat position? Me personally, I like to get down and squat because I want to use the muscles and I want to get down there low.

And I want to keep my spine in a great position while I’m putting their spine in a great position. So think about the techniques that you’re using. If you’re doing side posture and you’re using your wrist in some weird abnormal position that I know you were taught in school, but maybe isn’t the most effective way for women to adjust. Then rethink your adjusting position, because I don’t want you in this weird position. That’s going to blow out your shoulders, blow out your elbow, blow out your wrist puts you in pain and eventually shorten your career. I want you to use a position that utilizes the body of your patient, utilizes their size, their mass, their body, to get them into a better position so that you could do minimal stress on your body. And when you learn how to start adjusting in ways that protect you guess what?

You can adjust bigger patients, you can adjust more patients. You can adjust for more years and you can continue to function for a long time. One of the things I’ve always said to my female students and the female doctors that I’m very privileged to mentor is that you are going to adjust patients that are twice your size every day for the rest of your life. Now, whether you practice with a spouse or a male partner, or, you know, some male chiropractors, the majority of them are not adjusting patients that are twice their size because they’re typically bigger than we are. And so when they’re adjusting big patients, they may be equal size. They may be a little bit bigger, but for women chiropractors, the majority of our patients may be twice our size. So we’re not using our body properly and using better ergonomics and using our joints in a way that’s going to protect them and maintain them for the long haul, rather than putting our bodies in a position that’s going to injure us.

Then we’re setting ourselves up for a shorter career, greater levels of pain, more discomfort, possible disability. And we don’t want to do that. So that brings me to number three. And that is, you’ve probably seen people do it. Hopefully you have it. That is trying to muscle through an adjustment. And if you know what I mean by that, that’s where you’re trying to force an adjustment. And you’re trying to push all your muscle to try to get something to go rather than lining it up and letting it go with these. I use the example of a child trying to bang the square peg into the square hole. And for women, if we line that square peg up into that square hole, it goes every time the adjustment slips through every time the bone can go back into its position. Every time if you’re using proper line of drive, you don’t have to use a lot of force line of drive speed, not too much force that bone is going to go where it needs to go every time into its natural set point.

However, if you’re that big bully of a kid and you’re trying to take the square peg and put it into the round hole, it’s not going to fit unless you bang the living daylights out of it and try to force it in. You’ve had an adjustment like that. I know you have, I have to. And that’s the person who doesn’t use line of drive. Doesn’t use proper speed, uses a lot of force. It hurts your body’s going to guard, or the patient’s body is going to guard. And they’re going to muscle that adjustment in which isn’t necessarily going to give the patient the relief that they’re seeking. And it’s definitely not going to be a positive impact on their nervous system. It’s going to be an, an insult on their nervous system. So don’t try to muscle that bone and get really specific with the adjustment that you’re delivering.

Get really specific on your line of dry. If you haven’t worked on your line of driving, you just taken it for granted. And you’ve noticed that lately upper thoracics are getting harder to move lower thoracics. You’re, you’re having challenges with some of your patients, cervical. Sometimes they’re not going, it’s probably your line of drive. And if you, if you want that BJ picture, that, that great, great picture where he shows the line of drive of every segment and you don’t have it, or you can’t find it, just reach out to me and I’ll send it to you because I think it’s a great teaching tool. And what I do is use straws with my students and aplastic spine to show them those lines of drive. Because if you get that right, the bone goes and you don’t have to muscle your adjustment and muscling the adjustment.

If you’re a hundred and a hundred and fifty, a hundred eighty two hundred pound woman trying to move at two hundred and fifty two hundred eighty three hundred pound patient muscling, it is going to set you up for failure in the long haul. It’s not going to make you stronger necessarily. It’s going to make you overuse muscles and joints and set you up for failure. So I love for you to get more specific on your line of drive and do you use proper body positioning for yourselves so that you can deliver a great, great adjustment now, number four, on the top five mistakes that so many of us make is saying, yes, when you should say, no, it’s taking on too many objects or opportunities or charitable events or voluntary events. When in reality, you should be saying no or delegating tasks for many, many years. I okay. Everything in the office and by oversaw, I should actually say I did everything in the office.

I know you’re there or have been because we’ve all gone through that phase where every single thing that went on, we assume that if it needed to, to be done, it needed to be done, right, right. If it needed to be done right, then we needed to do it. And there’s a time period where you do need to do it because you need to create your own systems and policies and procedures in your office. So you need a hand and in that, but you also need to hand it off. And when you hand it off, it might be a little bit scary because now you have to wonder, are they going to do it exactly the way I want it done? And if not, then I’m just going to have to do it anyway. So it’s double the work. So I might as well just do it.

But the longer you hold onto that mindset, the longer you will continue to do, do everything and not delegate to the people that you’ve brought in as part of that, your team to help you out so that you could focus on what you need. You do best and allow other people to learn, learn how to do things to the standard you want them done so that they can do those things the best. Right? And delegating can seem hard for a lot of, a lot of people, a lot of driven people, a lot of type a leaders. We still want to do it, even though we want to lead other people, we want to do it because we want to make sure it’s done, right. But let me tell you something, the minute you learn to let go and delegate to other people, you freed yourself up to do the more important things or the more meaningful things or the things that really make your heart sing.

So learn how to let go. And, and one of the exercises that I’ve shown a lot of my students is grip as hard as you can, whether that’s the steering wheel or a pen or a water bottle or a book or whatever it is that you’re holding onto the checkbook or the billing software disc or whatever it is that you’re holding onto. So hard grip it so hard to the point where you start to tremble and then learn how to let go. And that freeing feeling is just amazing. It’s kind of like, do you remember being a child and standing in a doorway where you’d kind of like push your arms against the doorway as hard as you could, and you’d count to 30 and then you’d walk out of the doorway and your arms would just effortlessly float up. That’s the feeling when you learn how to say no or delegate tasks to other people, it is freeing.

It is releasing all that tension and that stress and that effort and that hard work that you’re doing that you may not need to do because the minute you need to learn to let go, there’s a saying, let go or get dragged. And sometimes when we hold on to every single task in our office and we don’t let go, and we don’t delegate, we get dragged down by the paperwork or by the, the insurance or by the billing or by the things that we don’t want to do. Maybe that’s exams. Maybe you want to hire an exam doctor, but learn to delegate the things that are not top on your priority and allow someone else to do those for you so that you can accelerate and do the things that you want to do to grow your practice and improve your quality of life. That brings us to number five and number five, ladies, I want to tell you, I’ve been there.

I’ve worked with women who’ve been there and that is not investing for your future and not developing a practice that is worth selling. And what that means is you look at what’s in front of you today. You look at the bills today, you look at what you want to pay off today. You look at what you want to have financially or materialistically in your life today. And you forget to look at 5, 10, 25 years down the line, and you may not be setting your practice up as one that somebody would want to come in and buy, because if it’s completely based on your personality and it’s not based on any kind of systems, or it’s not established in the community where somebody would say, well, that would be a valuable business to own. If it’s just based on what you like. And that’s good, I’m okay with that.

But it’s not based on how do I grow this practice for the long haul so that it becomes a saleable practice. Then you’re not setting yourself up with a retirement or an exit strategy. So maybe that means working toward eventually owning your own building. Maybe that means working toward eventually bringing in other associates that or independent contractors that can help establish the practice, or maybe it just means bringing in people that can keep the practice running while you go off on vacations or go take care of family issues or go take care of personal desires, but something that sets the practice up where you are not dependent on bending over the table every day, every just to be able to afford your lifestyle. So set yourselves up in such a way that you can step back and breathe or take a little time away from the practice or minimize your hours, or be able to go and travel and do the things that you love, or spend time with your family set yourselves up in a way that allows you to live an extraordinary life.

And if you’re not already investing in yourself, then take a little bit of money. It may not be a lot in the beginning, but take a little bit and put it away. And the more regularly you do that, just a little bit, all the time is way better than throwing one big chunk. Once in a blue moon, just a little bit, learn how to invest in yourself, seek out people who can teach you how to do the things that you don’t know so that you can really, and truly produce the life that you really want. Because reality is if we put our oxygen masks on first, if we make ourselves and our needs a priority, we’re more willing to make other people a priority when we feel fulfilled. And I’m talking about self fulfilled. When we feel fulfilled in our role, as women, as leaders, as doctors, as mothers, or spouses or daughters, or aunts or nieces, whatever roles that we fulfill, when we feel truly valued in those roles, then we feel a desire to go out and serve other people.

And we feel more on fire for life, more energized to go out and share the abundance that we’re so blessed with. So make sure that you’re making yourself a priority and make sure that you care for yourself so that you can and do want to care for others. Now, I’m going to give you three quick tips, because I want you to have a self care routine that really works for you. And those three quick tips are when you start your day, start your day with something that matters to you, it may be yoga. It may be cardio. It may be meditation. It may be reading. It may be gratitude. It may be just going in the shower and singing out loud with the music going and the water going. And nobody coming in, whatever makes you feel alive. Start your day with that every day, make it a non-negotiable make sure first and foremost, you start your day in a way that honors you second tip mid day, stop.

What you’re doing. Find time to reach out to someone, speak to someone, compliment someone, share something of value with someone, motivate, inspire, educate, or empower someone else. Because if you make that a daily habit in the middle of your day, guess what it refreshes that for you. It reinforces that for you, and it keeps you in that mindset. And my third tip, cause you only need three tips to get through the day, morning, noon, and night. And my third tip is end the day in a way that honors you, whether that’s cardio, whether that’s relaxation, whether that’s sitting outside under the stars and just gazing out at the universe and dreaming about all the possibility and potential, whether that’s raising a glass to the sunset or dancing away in the late night hours with your kids, like I love to do. And the music’s blasting all over the kitchen, whatever it is that honors you to celebrate the day you just had because every day is a cause for celebration.

Trust me yesterday, I turned 50 and fabulous and I am so excited and on fire and invigorated for everything that the world, the holes that I’m going to go out and grab. And I want you to feel the same way. I want you to enjoy your career change lives and make a positive impact on your community and all that. You are blessed to speak, to touch and reach in your lifetime and be able to do it with the grace, the strength, the power, the health, the energy, the vitality, and the vibrancy to go on and face every single day. Like it is a party and a celebration that you have been invited to every day. So ladies go make this a fabulous day, go celebrate life. And I thank you so much for joining us. And I look forward to seeing you the next time that I get to host this wonderful show, empowering women in chiropractic, and we’ll see you next time.

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.

Empowering Women in Chiropractic – Taking Chiropractic to the Finish Line

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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. We suggest you watch the video while reading the transcript.

ChiroSecure family. I’m so glad you joined me today. Cause we have an action packed. First, next steps coming up. Remember the Olympics are coming and think about this as we’re in a relay and it’s, we’re all in it together. The foundation heard the crack of the gun and now it’s your final moment to get chiropractic past the finish line. This is a team effort. It can’t have one without the other. The foundation can produce all the magnificent national advertising. However, if we can’t for organic valley grow together, then it’s going to be hard to get the nation, to see what our value is, what truly is the benefit of chiropractic care. So that’s what today is all about. Taking chiropractic to the finish line with you. There’s a famous saying, ask any you shall receive seek, and you shall find knock and the door will open unto you.

What does that really mean before we jump in? It means that today this audience actually has to act. See, the thing is you can’t just simply put it out there as, Hey, there’s a great idea to have chiropractic in the Olympics. That’s that’s a nice thing, but ideas come a dime a dozen. The next part is seek, seek that person. Who’s going to make that advertisement, right? Seek that audience that is going to be able to help us put that commercial together. Make sure you’ve got the funding national board of chiropractic examiners NCMIC CHiroHealth, USA, foot levelers. All these people came together. That’s us seeking. The last part is knock and the door will open unto you. That knocking means you have to act advocacy for chiropractic is everyone’s job. And I cannot be more proud of ChiroSecure’s audience, because that’s exactly what you have done.

You have acted on the organic opportunities in your community. So we’re going to get started with our presentation today. And first and foremost, what really means something to the foundation is that we in fact have the beauty of sponsors. Our sponsors mean absolutely everything to us. They’re actually the reason that we can do what we do. If you see a name on here and you’re at an expo and I’m going to talk a little bit about the national conference coming up, you don’t want to miss it. If you see any one of these sponsors, take a moment. Thank them because everything we do organically are attributed to their kind support. Thank you, ChiroSecure for that. Now, as we move through, one of the things biggest, the best moments in chiropractic is celebrating at the Olympics. And as we celebrate, we’re really looking to ensure every chiropractic patient knows our value.

They may have fallen off the, the healthcare regime because of COVID-19. That is our job to bring them back knowing what chiropractic is and how it works. Now, remember celebrating chiropractic at the Olympics starts this week. That is right on Friday, July 23rd. I want you all to make sure that we, you start talking with your patients. You let them know. You’re proud to be at the Olympics, celebrating optimized health with those Olympic athletes. And if they ask, what do you mean? Doc, say, go to my Facebook site, go to my newsletter. Let me text you something special. And I’m going to show you what those special pieces are that are going to make so much more for you to optimize performance with chiropractic care in your neighborhood. The foundation’s primary purpose is to ensure the benefits of chiropractic care can get into every crevice of the nation.

That means that when you are starting to prepare the excitement for the Olympics, we want to ensure your patients see who is testifying on behalf of the entire profession. It’s not us saying it. It’s those Olympic athletes look at Andre. Cassan eight time world champion, five time world record holder and seven times NCAA, all American is that Mount and exciting like just in and of itself. If we just had one, it would be exciting, but we have 18 Olympic athletes ready to share their stories. And these are the posters that need to be out there in your community. Is there a coffee shop during the Olympics that you could come by and say, I’m proud to be an American. I’m proud to showcase my American spirit and really celebrate these athletes. Can I leave this poster with you? And you might even clip your personal business card on the bottom of it, the opportunities endless.

I’m just asking you whatever you do, knock on the door, take action because all of these pieces are there for you. And there’s some amazing athletes. So these posters you can print out at Kinko’s or whatever print shop is is available to you. You can also put them in a clear stand at your front desk. You want to make sure your staff is excited. As you are about what you do for a living. Your hands are on patients. Changing lives. Your hands make a difference to Olympic athletes in 18 of them have testified for us. Share it in a newsletter that you’re sending out to your patients, post the images on your social media pages. Some of you are using Facebook. Some of you are Instagram, some of your Twitter, whatever the platform that you want to do, utilize it effectively. And then take one more moment and upload it to your website.

The bigger, the better the brighter the future will be when we start to work together to make these moments happen. Now on our Facebook site, FRCP on Facebook. You’re going to find these video testimonies. Please share them. Even if it’s a text to a patient that was talking about the Olympics and say, I want you to know in the center of the screen, Deedee Trotter absolutely depended on chiropractic to optimize her performance and win awards. That’s how we get creative text newsletters, posters, take these social media videos and you find them on our Facebook site and share them as far and wide as you can when you share them that. And I just want to tell you [inaudible].

So as we move forward, when we go to what really is the next spot on helping everyone one become part of those video testimonies, you need to be able to understand the algorithms. So if you have friends and family and you’ve posted on Facebook, have them comment. See the best part about Facebook is there’s algorithms that need to be pushed out. And when people share in comments, it increases the visibility. That’s exciting. I’m going to tell you a little secret. I’m going to bring you in to our secret. We already have a six digit stat on our Olympic commercial six digits because of you. It is because this audience takes action to motivate their patients, to motivate their community and to build the benefits of a non-pharmacological option into the healthcare system, breaking barriers down. That’s right. You are breaking barriers to what we already know.

For example, with the opioid epidemic, how we get there. And that’s why these optimizing performance campaign posters and social media testimonies are part of us building brands of not only do you use chiropractic when you’re in pain. And we all know that works, but we’re using chiropractic to maximize health. And that’s where the nation needs to be able to really focus on the next parts. As you can see, just looking at a Patriot like Tony McCoy, he is optimizing with chiropractic and his statement makes everyone proud. Chiropractic care helps me to reach my full potential as an athlete, by enabling my body to run efficiently without the overuse of my energy system. How many young teenagers are coming in from football and soccer overuse syndrome all the way. And then we have the ability to teach, instruct the patient, teach the parents on how chiropractic plays a role in their children’s lives.

Building a legacy of all people, being able to maximize the health benefits. And as we move through, you’re going to see some of these fantastic posters and you can use them throughout the Olympics. There’s 18 of them. And it would take almost an hour to go through all of them with you, but just look at how these half wheats that are at the top of their game are performing for you. Are you willing to take chiropractic to the finish line? Take the Baton that the foundation has run hard on already six figures in views. And I’m seeing that as a secret because I know what the numbers are, but I have to be really careful to make sure that we know that before in the after effects of you getting involved, what does it take for you to get involved in inspire your entire clinic, your staff, your family members, your church, going group your evening out just being part of the Olympic spirit is so critical.

And I’m so delighted to be with you on that as we go through, I wanted to share with you the behind the scenes story heard here, because it’s really important when you see, how did the commercial come together in that was part and parcel because we had a fantastic chiropractor who was an Olympic athlete and who was so deeply, deeply touched by the care she received that her whole life changed. And she decided she was going to become a chiropractor. Does that not sound like you did the passion come because you knew you could heal with your hands and not a pill. Did the passion for you come because you got excited about being able to be in a variety of audiences, whether it’s working in with the, or building optimized performance with athletes or being part of a teaching group in, in an educational forum or being a researcher in chiropractic, all of these things come.

That’s why I bring up behind the scenes. We’re all behind the scenes. We’re all making it happen. And as we create these moments, I like to share with you one small story. As Dr. Erica was running down the streets in Los Angeles and she was phenomenally engaged in her performance. And I would think that watching her that she was still an Olympic athlete, perfect form, outstanding inspiration, and very passionate. And there was an uneven surface and one of the LA roads to make a long story short. She looked at me and she said, I need an ankle adjustment. Can you do that? So I can finish out this, this scene. And without a doubt, as every single chiropractor on this call right now would step up and say, absolutely adjusted her, taped her up and she was good to go. And that is Dr. Erica Witter Davis having suffered a pretty significant ankle injury.

And yet the show must go on. She did it for all of us, and she also knew that the world will be watching. And as we talk about the world’s watching, the best part is this is a face that’s already starting to creep into homes. Why do I say that I was on a call? It was a zoom call. There was about 50 people on the call. One of the ladies in my group, which is a book club said to me, I know that phase on the Olympic commercial. I saw, I saw that on Facebook. Listen, how did we get this commercial out? We got it into an app operations. What does that mean? It means you’re playing a video game. Let’s say for example, Scrabble, and to get to the next level. Well, you get to watch our Olympic commercial. That’s why I’m telling you.

We’ve already had six digits in looks at what we already have done. And if you keep pushing it out and you keep grinding away on the opportunities to maximize this visibility is we’re in the Olympics. We’re changing literally the way people look at chiropractic and that’s the future. And every single one of us will benefit. So if you haven’t done it already download that commercial and send it out. And you will find where to download in just one moment. I will share that with you. And as we get through that, the 32nd commercial is here right now. And I’m going to play it for you. Again,

I know pain. The one that starts at your ankles, settling in your back, keeping you from competing Sydney, 2000 preparing to compete my leg. Wouldn’t move my dream. Interrupted. The team chiropractor knew exactly what to do. I went from out of the game to in competition in three days today, I am a chiropractor relieving the pain enhancing performance, go to beyond the pain.org, to find a chiropractor or learn how to become one.

Awesome. I mean, I’ve seen this many times and I literally there’s, there’s a part of me deep. That feels the opportunity that we have ahead of us. And that is why the podcast is so important during the Olympics. If you have not watched or listened, because you can do both. If you go to our website, you can find the podcast and you can see Dr. Erica and myself, or you can go to Buzzsprout and get that podcast. We’re on all of the major podcast channels. This is the moment where we talk about chiropractic, where we talk about conquering pain, where we talk about optimizing performance, buzzsprout.com. You’ll find it adjusted reality. We’re making a name for ourselves. And I want to tell you something that I can’t tell you till next month, but we’re changing the world. I guarantee it. You are changing the world, your activities that you do, getting the information out is changing the world.

Help me with the adjusted reality podcast. Talking about Dr. Erica Witter Davis in the Olympics, during the Olympics, get them excited. Every single patient should watch or listen to this adjusted reality podcast. Help those that don’t know the benefits. Maybe someone will share this podcast with someone who’s thinking about chiropractic. And then here’s the story of Dr. Erica Whitter Davis. The adjusted reality podcast is primary. For one reason, to broaden our awareness of chiropractic to those who have zero intent on seeing a chiropractor or maybe have misheard some of the things we bring it in with fun and excitement and bring in speakers. Guest hosts like Deepak Chopra, like the New York chef Monica Renagel. We bring in the fittest man in the world, rich Froning. In fact, if you listen to that podcast, you will be supporting the fittest man in the world. By knowing that he’s going to be going into the competition to defend his title as the fittest man in the world.

And he has a documentary on Netflix. If you, if you want an inspirational story, watch that one. That’s a really big key to being able to share that as well. So allow your patients the opportunity to see this. If you get it out on Facebook, we sent emails and we know that she is making a huge splash. She’s been on the front of the wall street journal. She’s been recognized in a variety of different ways. And remember our commercial is a telly award winner, gold that’s us. We’ve already won gold because we’re working together to unite the understanding of what chiropractors do now, as we move forward, how do we really United as a profession? We may have different techniques. We may have different opportunities to discuss treatment protocols, but literally today, as we grow into this bigger, better, broader regions of showcasing ourselves in the Olympics, let’s celebrate.

And this is my personal invitation to you. Please come to our Olympics party and celebrate with us. It’s a moment to reflect Dr. Bill Morrow is our keynote speaker, Dr. Erica Witter Davis, who else could we have at the Olympics without her beautiful opportunities to share the enthusiasm. We have the number of people already signed up, but it’s not going to be a party without you. So you go to www.fforcp.org/olympics. You’ll see the commercial. You can download the commercial from there and scroll down the page. And what you will see on that is how to register, because we are absolutely thrilled to bring this opportunity to the world and we’ll have games. Listen, we’re going to be in the Olympics, not five times during the NBCE, but 15 times. So we’re going to be on the NBC networks. We’re going to be on, um, uh, the SMS, NBC, and so many fabulous areas that it’s going to be just a fun party, and you’ll be able to win some prizes.

Here’s some inspirational moments. Why would you not want to be at this Olympic party? It is everything good about what we do. Hands-on how we celebrate the passion. If you’d like to bring your staff feel free to do so. That’s okay. We think the more the merrier, the more we can celebrate and enjoy what we do. I think the better all of us are going to be. And as we move through, I wanted to share with you what we were granted. Remember I said, we were going to be on NBC network, USA network and NBC sports. How exciting is it going to be? Do you remember those Pepsi and Coke commercials where it said proudly brought to you by Pepsi? Well, this is going to be a moment where you can stand back and go, wow, you’re going to see our billboards. Billboards are animated.

All it does is come up with the foundation for chiropractic progress, and it’s going to spin. And that spin is going to turn into proudly brought to you by the foundation for chiropractic progress. Isn’t that going to be amazing if you’re watching the swimming and all of a sudden up comes our billboard and it says proudly sponsored by the foundation for chiropractic progress. That’s us, that’s each and every one of us. So I’m going to be jumping for joy. Speaking of jumping for joy, what does that mean? When we look at, how do we celebrate together? Let’s have some draws. So you want to go for goals. When a one year membership, gold membership, silver membership, or bronze, how do you do it? Super simple. You can have your whole staff play to capture the videos, watch the Olympics. We’re going to be in it five times during a very short period of time, the 26th to the 30th, between 12 and 5:00 PM.

And I hope that you will record some of them as well. So you can see the action. See your billboards. Look for that 32nd chiropractic TV commercial. Where did you see it? Take your phone out and record. You don’t have to record the whole thing. Just record a snippet of it and tell us when you saw it with the FRCP developer coordinator, Cassie law, she’ll take your recordings and she’ll enter you right into the grand prize goal, the membership, but don’t worry if you don’t get gold, there’s silver and bronze available for you. So what’s the important part. Just capture the experience. That’s what we want you to do. Capture the recording and send it to Cassie, edit for cp.com and you get entered into when the entries have to be in by August 5th. That’s when the Olympics is starting to wind down. The last day is the sixth.

The last day is when we’re going to announce our grand prize winners. So do we have some fun ahead of us? Let’s just go for a moment on why the foundation for chiropractic progress is working for you. And there’s something very important here that I want to get through the practical pain management. This is a group that has half a million primary medical care physicians, and they picked up this article in commentary, the primary care physician’s role in preventing chronic back pain. We worked this article specifically so that when you see what came out yesterday in the wall street journal that over 26 billion with a B is being settled in the opioid crisis. We need to stand up. We need to be counted. There’s a number of things that are happening and it, our turn to move forward. What does that mean? An article like this showcases, how non-pharmacological care is the critical component to avoiding chronic back pain and the entire article.

If you haven’t seen it, the link is at the point bottom, post this on your LinkedIn page, have the discussion with other community health care providers on how non-con coordinate care can take an action. Acute low back pain patient into a chronic life back pain. And that’s not what we want. And when those 26 million billion dollars comes in settlement money, the primary purpose for that settlement money is to engage that effect of the opioid crisis. Is that not where we’ve been for five years? Chiropractic has been the main state of non-pharmacological care. And together we highlight that can coordinate care. Following the guidelines is part of chiropractic. Following the guidelines and leading a patient to a non opioid treatment first should be mandatory. And if they do pass the safe prescribing act, which is now currently being discussed, do we not want to be there?

I hope every single one of you recognizes the importance of not giving up push through this. We know how savvy opiod epidemic is. We know it’s at its absolute worst right now, when I started, there was 83 deaths a day. We’re now at the highest peak of loss ever. And that’s because we have a pandemic on an epidemic and we need to get the information out and we need to have safe prescribing opportunities, which include education to non-pharmacological care, AKA chiropractic friends. We need to get that into the instrument of the legislation that is constantly grinding away. So please now is the time to stand up and be counted and speak out. And I’m asking and inviting you to something very important in that is the FCA, the national. If you’ve never gone, you’re missing out. This is the largest group of chiropractic in the nation every year, coming together, 5,000 chiropractors and the tracks are amazing, but what’s even more amazing.

The foundation is hosting attorney general, Ashley Moody to be with us. And that’s incredible. That’s the moment where we can all celebrate and have these moments to get this information out because pain is holding you back. If you have it and you’re not being treated accordingly, that’s why yes to chiropractic is so important. And as we go, we look at where you are. Are you part of our, find a doctor directory, have you yourself up on our find a doctor FRCP slash find a doctor. If you not, we want to make sure your listening is correct. Cause we only have four more days until the world sees us until they want to look for a doctor of chiropractic. And that’s the key. So let’s just recap. A couple of things that we talked about today. First ask, and you shall receive. We’re asking you to look up your directory listings.

The second part is seek and you shall find seek out this party Thursday, July 22nd. Join us, celebrate with us. And last I’m asking you to knock that’s action. Wash that commercial, put it into the games, just have some fun with it. This is why we’re chiropractors, because we know how to have fun. And we knew it, right? So as we go through, I want to thank you, please remember to join us back here on Tuesday. Next Tuesday, we’re going to have the fabulous Dr. Mike come back and educate you on best practices. Go forth to serve. Thank you for joining us and may our gold metal appearance be fantastic. I’ll see you at the virtual party on Thursday.

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