Empowering Women Chiropractic – Check Your 20/20 Marketing Vision for 2020 F4CP

Hi Facebook Live friends. Thank you so much for joining me today. I’m super excited that you’re here. You’ve been incredibly loyal this year and that makes me very grateful. 2020 is the next upcoming year, 125 years of chiropractic success. Let’s make it the best year ever. Let’s do it together. If you’re enjoying these Facebook Lives, please tell a friend because the whole purpose is to share and this is one of those marketing roadmap tips that are going to make a difference in your practice in 2020. Check your 2020 Marketing Vision for 2020. So, how are we going to do that? Well, before we get started, I want to say a very special thank you to ChiroSecure. Without them this year, these Facebook Lives would not be possible. So thank you ChiroSecure. This is a fantastic opportunity to reach out and be with all of you. Also, those corporate sponsors that are on there, it would not be possible to put together our marketing material without them, so give them a big thank you next time you’re at a convention and appreciate them for the hard work and sponsorship they bring to the foundation.

Now, speaking of conventions behind me, the Meritage Resort and Spa, I will be there Thursday, Friday, Saturday, this coming week for the California Chiropractic Association’s annual convention. There’s still time if you want to come down, the more the merrier. So let’s get started with some actual important information. What are we going to cover today? Well, let’s talk about preparing your 2020 Marketing Vision and getting ready for the holidays that are quickly approaching. I’m going to provide you with all the overview of what you can do market wise, at least once a month in advance. To prepare you, we will share the details so we have time to coordinate and implement your marketing plan with plenty of time. This might be the perfect time to get your staff some Starbucks, make sure it’s got lots of sugar in it, jack them up, and get them excited about 2020 because the vision that we build together is the vision that’s going to celebrate 125 years.

So what are we going to cover? This is implementing an annual marketing plan. Let’s celebrate those 125 years of chiropractic care in 2020 by envisioning 125 more in the new year to ensure a growing practice, inspired patients, in a bright future for the profession. Ask yourself if you’re taking the necessary steps to promote chiropractic effectively in your community. For starters, before January, 2020, you should have a marketing plan for the following year in place. By implementing an annual marketing plan, you will have a clear, organized vision of 2020 goals. And speaking of 2020 goals, some of them are going to be tough for you to do because I know that you’re already busy in practice, but let’s talk about organizing an annual workshop. If you can make this a point to consider how you’re reaching out into your community. How are you engaging your community with you? This is one way to move the needle for not just your practice, but actually chiropractic as a whole.

By making it a priority to organize annual educational workshops for your community, well it’s just going to make a lot more people educated on the benefits of chiropractic. You can have a full day event, for example, to build awareness on chiropractic care or a half day or even an hour. It’s your choice. When you do coordinate a workshop, reach out to the foundation as we have so many resources available to support you in practice. An example, if your workshop is focused on tech neck, posture, or backpack safety, we can share tip sheets, flyers, infographics, posters, and yes, even a PowerPoint because I know that going out in the community is not something that you want to spend a lot of time preparing for. Let us help you do that. This will start conversations in your community and more people will know who you are and what you do, but don’t hesitate to ask us and help you organize this community event.

Now, speaking of events, as we go through, we’re going to look at populating your social media channels. These are a daily events. If you’re not on social media, you’re falling behind and we need to help you get ahead. We want you to have an online presence for not only consumers to learn more about chiropractic, but to encourage patients to visit your practice. But don’t hesitate to ask us. If your Facebook page is stale, unfortunately this leaves a first poor impression for many. So make it a priority in 2020 to populate your social media channels daily and reach more consumers. How do you reach more consumers? Well, there’s great ways to do it if you haven’t already done so, this is on my left, the social media accelerators. These support our 2020 vision and they benefit all of the community. The accelerators are actually sent out twice per week and include easy to share content for Facebook, Twitter, and Instagram.

The monthly marketing roadmap that you see includes one click postings every week for Facebook, Twitter, and Instagram. How easy is that? It fits easy to do. It’s easy to implement. All you have to do is put that strategy in place on who’s going to do it in your office and when it’s going to be done. By using the benefits available to you as a foundation member, and if you’re not, please join me because it’s a great family to be in, you’re populating your channels a minimum of three times per week with evidenced based material. The other thing that people have told me is, “I don’t have time to do it by myself.” I get that, so that’s why we’re here. Now, some of the things that I’m going to teach you today are going to be already laid out step by step. For example, how do you set up an autoresponder message on your Facebook page?

Actually, what even is an autoresponder? Let’s talk about it because I think when you start to see how easy this is, your staff is going to be like, “Oh, I got this.” To prepare you in 2020, this is a brand new tip sheet and it’s going to show you about the autoresponder. While you’re busy in practice treating patients, you actually may miss a Facebook message every now and then. An autoresponder allows your page to send an instant message to a current or perspective patients that might need your help and or might have a question. You can customize your message and let them know that someone will contact them soon. This tip sheet actually provides you with a step-by-step autoresponder on how to communicate with those contacting you through Facebook and that you’ll be in touch with them shortly, so don’t leave them hanging because they’ll depend on you if they know that you’ll be getting back to them.

Now let’s talk about holding events. Don’t wait for 2020 to start working on your marketing plans and especially do not hold back on hosting monthly educational events for your patients. These monthly events can be in the form of a Facebook Live, a webinar presentation, or an in-person gathering at your practice location, and by making it a priority to engage in your community, they’re going to know where to go when they need you. This can include healthcare club fairs or maybe there’s a local PTA meeting that you can be a part of and you can share more information with them. It is a priority to position yourself as a healthcare leader in the community. Getting out there and shaking hands and sharing your knowledge will continue to build positive press and awareness for the benefits of chiropractic care. As we go through the next piece is looking at monthly progress updates and how to do that.

Distributing a monthly newsletter, if you’re not distributing monthly newsletters to your patients when you have permission, and I always stress that, always make sure you have permission, then they’re missing out on some of the best things that are happening in your practice. Keep them up to date on everything going on. All you need to do is communicate through this channel. A lot of our doctors are doing it via email and putting them on their website page. You can also put your newsletter on your Facebook Live or you could do it on your Facebook page. Lots of ways to communicate. Now with the permission of your patients as you email them, use the resources that we have in store for you. We have content that they can share in your monthly newsletter. We have images and infographics and let’s not forget 125 years of chiropractic success is going to be looking at the Olympic commercial. So we want to make sure that everyone is going to be able to share that Olympic commercial when the time is right and we want to build up to the excitement.

So stay with me because these are really important opportunities for us as a whole and to share really current and important information. Now, speaking of important information, research. We want to be up to date on our research and if your content on your website isn’t enough or you’re looking for a targeted paper that summarizes some of the top research in chiropractic to keep yourself up to date and your community, check out our Definitive Chiropractic Resource Manual. This is an important piece because all of the research can sometimes be a little bit wordy for our consumers and you can build these out and make it easy for them to understand in a format that is right for you. If you need to find something on headaches for example or sports injury, there are subsections that you can actually do simply by opening the table of contents, find the page and review the latest and greatest chiropractic research supporting the subject matter that you were searching for.

It’s easy to digest. You can stay up to date as well as prepare yourself to share the top quality research with your patients in a monthly newsletter. You can reach out to healthcare providers and you can start talking about other community events that you might want to inspire based on those information topics that are in the Definitive Chiropractic Resource. Now talking about research, if you haven’t seen it yet, this is one to brag about. If you’re going to talk about recent research, one of the most important that I’ve seen this year today is actually ACTs One, Two, and Three. They were seven and a half million dollars to do. They were put on by the RAND Corporation, Palmer College of Chiropractic, and the Samueli Institute. It was a three year project and it was done by the Department of Defense and they just released their final report.

In fact, ACT Three was released, as you can see in this letter, on September 6th and as it was conducted, one of the most important pieces for those that were suffering is that chiropractic did influence strength, balance, and endurance among active duty service members with low back pain. The trial found that chiropractic care improved fitness measures among these active duty service members with low back pain. This is just a snapshot of one letter from the Honorable Rich Shelby, but there are several others.

Now let’s look at community outreach. Build on your community outreach topics. You need to make it part of your 2020 vision for 2020 goals to deliver and coordinate community outreach presentations to key community leaders. Meet with a medical doctor down the street to build referrals. Talk with your local hospital. Have you ever thought of just walking in and seeing if you could talk to the Human Resource Department. Putting on safety and prevention, How about offering a drug free care option or a pamphlet to them because if someone’s coming in and they get that opiod prescription, wouldn’t it be nice for them to offer a non-pharmacological brochure with your name on it. And we have it for you. Build those relationships with healthcare providers in your neighborhood as well as for example, athletic directors at the local high school or talk to the PTA, maybe a Kiwinas festival. Find what’s right for you, but you have to make a commitment in 2020. This is building goals with soul. Knowing what’s right for you and then reaching out and planning for it is going to be a win win for your patients and also for the profession. We encourage you to utilize that DCR manual that I just showed you and to also stay up to date with us at the foundation.

Check in with us on a frequent basis because we’ve got plenty of new and targeted material for you to share. That’s why we want to build media relationships. As you work on your community and relationships, we are also here to support you in that. By building media relationships with your local contacts, you can develop and trust them that they will share hot topics and relevant news when the time is right. So reaching out to media contacts is a great way to do that. Now we want to look at 2020 marketing overview. What does it look like? This is a nice little tip sheet. You can just check off and say, “Done.” This is an opportunity for you and your staff, your greatest team that you have, to look through and prepare your marketing 2020 vision. It helps you to know what you’re going to do, more importantly, when you’re going to do it and remind yourself where you can get the content from.

And as we go through December’s marketing roadmap all ready for you. We want to take that December’s marketing roadmap and make it a priority on implementing. Here’s a snapshot of December’s marketing roadmap. This is a weekly what to do in your practice for social media postings, Facebook, Twitter, Instagram, and you can download a lot of these and share them on your reception page. When you receive your monthly marketing memo, you can easily listen to it. It’ll only take you a couple of minutes it will go nicely with your December marketing roadmap. The more you promote the evidenced based material the foundation is creating with you, the more your patients will understand the value of chiropractic care for their overall health. Now, prepping for the holidays, let’s talk about that.

This year we introduced two new resources on marketing implementation toolkits and what is available to you to act as a short guide on new ways to market your practice in your area. This is a lovely way to connect. If you want to do a toy drive, even team up with your local fire station in bringing toys to them and trust me, firefighters will need and want chiropractic care benefits. So lovely ways to open up your heart, open up your clinic, and be able to showcase how chiropractic care benefits the community. These nice little toolkits are just ready to go. It implements them step-by-step so your office staff can work through them and know where to build the material and how to get the messaging out. On the next here is setting goals with soul. And I told you for January it’s a sneak peek of looking at how to engage the population and it’s really about what’s right for you and that’s why the foundation is trying to be very diverse with multiple different topics so that you feel comfortable when it’s time to share, you’ll be ready to do it.

So last but not least, don’t forget Meritage, if you can make it to Napa, I love to meet you. We’ll have a booth there. We have a keynote presentation. And also don’t forget to meet us back here at ChiroSecure. Next Tuesday, you’re going to have the fantastic Janice Hughes ready to give you more information that’s right for you. This is the time to market for 2020 so that you’ll be well prepared and I can’t wait to be in it with you because 2020 is going to be one of the best years ever. 125 years of chiropractic success. Thanks for joining me. We’ll see you next month. Busy month, but I hope you’ll be back with me.

Please subscribe to our YouTube Channel (https://www.youtube.com/c/Chirosecure) Follow us on Instagram (https://www.instagram.com/chirosecure/), LinkedIn (https://www.linkedin.com/in/chiropracticmalpracticeins/) Periscope (https://www.pscp.tv/ChiroSecure). If you have any questions about today’s show or want to know why ChiroSecure is still the fastest growing malpractice carrier for over 27 years, then call us at (866) 802-4476. or find out just how much you can save with ChiroSecure by visiting: https://www.chirosecure.com/quick-quotes/malpractice-quick-quote/.

Empowering Women Chiropractic – 7 Tips to Turn Small talk into Big Connections – Dr. Lindsey

Welcome to ChiroSecure’s Empowering Women in Chiropractic. The Facebook Live show for successful women by successful women, proving once again, women make it happen.

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.

Now join today’s host, Dr. Nicole Lindsey, as she talks overhead, debt and creating other sources of income. And now here’s Dr. Nicole.

Hi, welcome to ChiroSecure’s Empowering Women in Chiropractic. I’m your host for today’s show, Dr. Nicole Lindsey of Dominate Chiromarketing, where I teach chiropractors how to build profitable relationships with MDs to bridge gaps and to build their practice. So if you ever have any questions about building relationships with MDs, don’t hesitate to reach out to me. Before we jump into our topic today, I just want to, as always, give ChiroSecure a thank you and we appreciate everything you do for us. If it weren’t for them, we wouldn’t be here today delivering great information and staying connected.

Have you ever noticed how everything in this world, especially the tangible things, are getting smaller? When we look at telephones, how big they used to be. Now you have these small cell phones, cameras, they’re getting smaller and we went from boomboxes to iPods, which we don’t even use anymore. Computers. I mean everything is getting smaller. Not only are the tangible things getting smaller, but the intangible things are as well, like attention spans of people, like our time, right? Our time is getting smaller and smaller it seems. With technology comes faster and faster things. It used to be email was dial up. Now it’s, I can’t imagine it getting any faster, but you know that it will.

We’re so busy, we’re working jobs, we’re creating side gigs, other businesses. We have kids, we’re building our practices. Life is getting busier and busier and things keep speeding up along with that. And not only is this happening for you, but this is actually happening for your patients and virtually everybody. And the bottom line is that we don’t have time. So this is where the concept of small talk comes into play. If you can small talk properly, then you can really, really use that to your advantage to make big connections in your practice and outside of your practice.

So that’s what we’re going to talk about over the next several minutes. Small talk, what it is. We’re going to talk about how you can use small talk in your practice to build retention. And we’re going to talk about how to use small talk to build relationships with MDs and use it for other avenues of marketing. And then I’m going to give you seven of my most favorite small talk tips. So what is small talk? Small talk gets such a bad rap, when we think about making small talk, we think about the BNI meetings or marketing meetings at the Chamber of Commerce. I know I’ve done that myself, where you go with business cards in hand and you’re just making useless conversation with people because you just really want to get the referrals.

When, in reality, small talk can be very powerful if it’s done properly. Small talk is the conversation that you’re having with the cashier as you go through the checkout line. Small talk, it’s the chatter you make with parents sitting next to you as you sit on the bleachers at your child’s sporting event. Small talk is the conversation, if you’re a chiropractor, that you have with your patients each and every time they come in for an adjustment. And if you’re a CA, listen to this, it’s the small talk that you’re having with the patients as they’re checking in each and every visit. That’s what small talk is and it’s happening all the time.

It’s actually happening less and less because of digital media, because more and more people are hiding behind their phone and their computers and not practicing this. I’ve done it myself. I’m guilty. My daughter was getting her hair cut a couple of weeks ago and I know the hairstylists. I know a couple of the hairstylist in there and instead of standing by my daughter while she’s getting her haircut and making small with the hairstylist, I decided to sit in the chair and pull out my phone and go through my emails, clean out my inbox and hide behind my cell phone instead of having small talk.

Now you might be thinking, “Well, is small talk a waste of time? Or is it an opportunity to make something happen?” Well, the thing about small talk is if it’s done right, you can really connect big. And then, if you look at it from that perspective, there are opportunities everywhere. So instead of not making conversation with people when you have the opportunity, you’re missing the possibility to talk to a person about healthcare. You may find out that they’re suffering and they need your help and they need to come in. So that could be a potential patient.

You could also [inaudible 00:06:49] small talk with setting up a possible marketing event at a business, maybe setting up a lunch and learn for staff members that are under stress or need help with posture. There are opportunities everywhere if we learn to small talk and if we do it properly. What we don’t want to do when we small talk is, this is the picture that comes to mind when you think about making small talk. You’re crazy busy. You’re exhausted. You have to drive the kids to school and then get to your workout class by 8:00 AM so you don’t even really have time to brush your hair. You throw it up in a ponytail, you put your workout clothes on, you get your child ready for school, you’re in charge of carpool that day. So you’re multitasking. You get everybody to school. You show up to the gym for your CrossFit class at 8:00. And you’re 10 minutes early.

So what you do is you grab your phone and you sit on the floor waiting for class to begin and there’s 15 other people waiting for class as well. But instead of making small talk, you put your phone in front of your face. You don’t make eye contact, you look down, you’re texting, you’re not smiling. This is what we don’t want to do. This is how you disconnect. Instead of connect during small talk. Small talk, it definitely is acquired. It’s not something that you’re born with. You develop it. The more you practice, the better you get at it.

Now, my personal motto in life, if you will, is go deep or don’t go at all. And what that means is, and I think it really ties into what we’re talking about here, is I had a patient come in and right away I liked her a lot, and I thought, “You know, I could really become friends with this girl.” She was a personal injury case, and I’m old school chiropractor, I read Dr. Barge’s book, Be The Doctor, Doctor, right. And never befriend your patients. There’s that fine line that you just don’t want to cross when you’re treating a patient.

So at the end of her care, when she was released from her acute care, her and I both had this feeling and we had this conversation and we said, “You know, is it okay to date? Is it okay to go out to lunch now that she’s not on this acute care plan anymore?” And we both thought that it was okay. So we did. We went out for lunch and about 10 minutes into our conversation, she asked me a very personal question and my initial reaction, I hesitated, and then I thought my motto, “Go deep or don’t go at all.” Right. We don’t have a lot of time on this planet. We don’t have a lot of time, period. She’s a young mother. She has a small child.

I’m a mother, I have a busy practice. When’s the next time we’re going to get together to go out to lunch? I don’t know. But here’s the thing, if I don’t open up and be vulnerable, and be willing to go deep in conversation, I may miss the opportunity to really connect with this person. And I’m just scratching the surface. So I really feel that that’s important when it comes to small talk, that the sooner you’re open to being vulnerable, to just being you, to being real, the stronger the potential for this connection to be really big will be.

And this is really the secret to making small talk turn into a big connection is to be willing to put that guard down. And a great way to test your ability to make small talk turn into a big connection is when you leave a conversation with a patient, whether it’s having lunch with somebody or a patient leaving your office, if that patient in their heart is saying, “I really dig Dr. Nicole, I want to know more about her.” If that patient is saying that or feeling that and you can feel that, then well done. That’s your test and you passed it. Now, if you get that feeling when they’re walking away from you and the adjustment is finished, that that connection just did not happen on that visit, that they really could leave your office after that adjustment and never think about you again until the next time they come in. Then you failed the test.

But that’s how you want to think about making small talk give you big connections, is every single time you come in contact with somebody, are they leaving with that feeling? Are they thinking that they want more of you? Now, as a chiropractor, we get the opportunity to practice this a lot. We have patients coming in all the time. Last week we had close to 250 visits. So that’s a lot of conversing with patients. A lot of small talk that we’re having. So the secret to making connection with such small time will really help you build retention for your practice.

There’s a lot of things we can do to build retention, right? We can wow them in so many ways. But one of the best ways to do this is to try and make this connection strong. And if you’re not the greatest at it yet, then think about hiring staff members that are. You may not ever, you may be really awkward, and if you’re listening to this and you’re thinking that you’re really not good at this, that you really don’t like making small talk with people, that you never quite feel right about it. That’s okay. It will come to you the more you practice, but you make sure that you have somebody at your front desk, or a Tech CA that’s assisting them with therapies, or an Office Manager or an Associate or somebody in your practice that can make this happen. Because the patient really needs to feel that connection in order to want to keep coming back.

And let’s face it, there’s going to be weeks in your days and in practice that you are just not on your game. In fact, I had one of those yesterday. And there’s a lot going on in my personal world and my husband and I had to ground my daughter. And this is something that, if you’re a parent and you’ve ever had to do this, it’s not pleasant, it hurts us just as much as it hurts them. And we had to do it. So I came into work and I told my team, “Look, I’m off my game, so I need you all to step up. I need you to help me connect with patients today.” So it’s okay, you’re going to have those days. Just make sure you make your team aware of that so they can make sure every patient feels that connection when they come in.

And if it means you have a no cellphone policy, which we do as well, we have signs up all over our practice that say, “Please, turn your cell phone off.” And that way the patients are engaged with us, so we have a better chance of connecting with them. And connecting with them is not about spouting out every fact, every study that’s out there about chiropractic, about healthcare. Sometimes it’s about giving them a hug. It’s about asking them about their children, their spouse, asking them what their plans are for the weekend, complimenting their clothes, finding out their story, more about their life. That’s what connection is all about.

Funny story, my associate and I, we work side by side adjusting patients. And we had a patient come in, and he saw that patient for the past four visits or so. And then the patient came in and for whatever reason I got to adjust this patient. And after I got done adjusting the patient, the patient within five minutes of conversing and having small talk, the patient tells me all of the stuff that the patient has never opened up and never told my associate. And the associate looked at me when the patient left and said, “How did you get all of that? How did you do that?” And I told him my associate, I said, “This is something we’re going to train on. It’s 20 years of practice and it’s the art of small talk. And you can do it too.”

So practicing how to truly connect with your patients will do more for your retention than anything will. Now. It wasn’t long ago that I would have workshops in my office and I do them weekly on different topics. And I’d get 50 or so people there. And they were huge hits. But now it just seems like people don’t have time. They want it digitally, they want it on Facebook Live, right? They want to watch it later so they can fast forward and shorten it and save time. And I get it. I’m like that too. So not only are our patients having less time for us in the office, but when it comes to marketing, our potential leads for setting up marketing events, they’re having less time for us as well.

So this is one of the strategies I teach my clients when it comes to building relationships with MDs. How to do a 10-minute meet and greet. Because let’s face it, MDs, they are busy. And it’s not uncommon for an MD to work right through their lunch shift and not even take a lunch. They simply do not have time. So instead of having them sit down for an hour with you, which may be impossible for them, let’s do some small talk. Let’s shorten that to five, 10 minutes, and really connect big. So this is what the 10-minute meet and greet is about.

Now, the seven tips, my most popular tips that I give to my clients I’m going to give you right now, which will really help making the small talk with the MDs make big connections for you. Number one is you got to get your body language right. You want to make sure that before you even utter a word to that MD, that you smile. You make sure you make eye contact. Even if you’re scared, unfold your arms, relax, lean in, nod your head and be sincere. That’s number one.

Number two is to lower your expectations. Don’t go in there thinking that this MD is going to be the end all be all to all of your marketing woes. It may, but it may not. So the sooner you lower your expectations, it will help you relax. And let me tell you, nobody wants to small talk or have any kind of conversation with you if you’re uptight. So being more relaxed, lowering your expectations will help you open up and listen so that you can focus on what the MD is saying.

Number three, you want to lead with a declaration, not a question. So, many of us will ask a question that the person does not want to answer right off the bat when they don’t know you or feel comfortable. So for example, for an MD, you might lead with something to break the ice and say, “You know, it wasn’t long ago that the thought of a chiropractor and MD working together was nothing but a punchline for a joke.” And that can open up conversation about how things have come.

Number four, then you want to follow up with questions. And the questions, they need to not be open ended, or I’m sorry, close ended. You don’t just want to ask a question that’s a yes or no. You want this question to be open-ended, so that it opens up for more interesting conversation. Encourage that person to tell you who they are. Everybody has a story. Every single person. You have one, the person talking to you has one. Learn their story. This is how you make a true connection is by getting people to talk about theirself. Even the MD.

Number five is to be prepared to shift the conversation. There’s going to be that awkward silence that happens and that’s okay, but be prepared to pivot and externalize the focus. Maybe you talk about the painting, maybe you talk about the staff members in the office. Shifting is going to be a very important part of small talk and making it successful.

Number six is meeting on common ground. Finding something to talk about. Your hometown, your sports, who your teams are, dogs, music, hobbies. Figure it out. Find something that you can meet this person on common ground with. One of the MDs that I was doing a 10-minute meet and greet with, I found out on their bio that they had a music store while they were in med school and I happen to collect records. That’s one of … my husband and I are passionate. So we started talking about music and we spent five minutes building rapport meeting on that common ground, which was amazing.

Number seven, my final tip for you today, is share something very honest about yourself. This can really, again, help you to bring that guard down so that you can be more genuine and this will open up the conversation to be more productive. So I hope that these tips will help you make your small talk become more productive so that you can make bigger connections. With technology, there’s less time, there’s less attention spans. So this is happening with patients, with your potential patients, with people you’re marketing to, MDs in your community. So I want you to think about these steps so you can turn that small talk into big connections. You only have so much time, so leave them with a lasting impression. I hope you enjoyed this. Don’t forget to tune in next week to our show where Dr. Nathalie Beauchamp will be your host. Hope you have a wonderful 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 enjoyed 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.

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Empowering Women Chiropractic – How To Assist The Military and Veterans – F4CP

Greetings, ChiroSecure friends. Thanks for opening this video. This is going to be a very special opportunity for November to get prepared with all the information that you will need to really treat a very special population. And that is how to assist the military and veterans in your community. We cannot let up on this opportunity because the people that need us the most are the ones that are suffering. And so I ask you, urge you to really look at the material that’s in here and use maybe some of it or all of it in November to help spread the news. Because if we don’t make our voices heard, this very special population is not going to get the chiropractic care that they deserve. So let’s jump in as I always do. I want to thank our sponsors, especially ChiroSecure for making this Facebook live always possible every month so you can get the information to enhance your practice and grow all the people in your communities education.

Now, each month we do infographics. This is a very special time in veterans lives during November. It’s to remember those that we’ve lost, those that serve and also those that support. Anyone in the military, the veterans are obviously those that haven’t… Unfortunately been lost to saving and fighting for our freedom. So caring for our military infographic could easily go on your Facebook page on your Instagram or Twitter. Very simple to share with them. Chiropractic on the front lines for veterans, obviously we have a lot of veterans out there that are suffering. In fact, the VA serves about nine million patients in their facilities per year, and of those 25% of them are actually suffering on a regular basis with low back pain. That’s a pretty important statistic when you’re a chiropractor to help those that need our help. Veterans are twice as likely, unfortunately, to have accidental overdoses to highly addictive painkillers.

So the time is now and right to support those that actually need chiropractic care. You’ll also see on the bottom of that right infographics, 66% reduction in some of the VA facilities when chiropractic was added to their care program. So we’ve got much opportunity to be successful with this population. We’ve got to get the word out and these infographics are a fantastic way to do that.

Next, how about hosting a community service program? And if you do and you do it in your office, this would be a wonderful brochure. Chiropractic care for veterans that you can put out there to ensure that they see what’s necessary in order to get care for chiropractic. The next part is in your office. The walls can talk if you choose to allow them to. What do I mean by that? You can do a couple of different things with posters in your office. Maybe change them up on a regular basis or you can do these poster right here. You can print it out on an eight by 10 and then just have frames that you can slip these special messages in on a monthly basis.

This one particular have to stop and ask you pay attention to those that serve, but particularly those that have actually gone put their career on the line for all of us. I trust chiropractic care. This is a staff Sergeant Clinton Romesha and he was actually on CNN supporting non-pharmacological care and one of them being chiropractic. He’s an advocate. He is a fantastic warrior that came back, received his Medal of Honor recipient for the acts of gallantry on October 3rd in 2009 during Operation Enduring Freedom in Afghanistan. He puts on this poster, “Years of service in the military left me suffering with back pain and pelvic imbalance. A doctor of chiropractic not only helped my hips and lower back, but also recommended stretching techniques and healthy living advice that keeps my body functionally optimally. With so many veterans battling chronic pain as a result of trauma and long lasting injuries, I strongly encouraged drug-free chiropractic care as a primary approach to manage pain prior to utilization of highly addictive opioid painkillers. Brothers talk to brothers, sisters talk to sisters and this is one way to get their attention and get them in your office.”

There’s nobody else I know who gets attention like retired Brigadier General Becky Halsted, fighting pain with drug free chiropractic care and again as our spokesperson for drug free pain management awareness month, Becky has done such a wonderful job for us and as I’m going to show you on the next slide. Look at some of the things that we’re going to do in the November issue of veterans.

We’re going to have a full page ad on US Today, special veterans edition going out to thousands of veterans and also US Today’s going to be picking up the digital version. He posted on our Facebook site because all you have to do is grab that edition or pick it up when we tell you, hey, it’s launched, have it in your office and showcase why chiropractic care saved a Brigadier General who did several tours in Afghanistan and never lost one person. That’s the kind of person that we want representing us and showcasing the value of the care that only doctors of chiropractic can give.

If you’d like to do something even more special, I highly recommend downloading one of these YouTube videos. You will see Shilo Harris on one of them, they’re short, they’re about a minute and for Becky Halstead and about almost two minutes for retired Shilo Harris. And these videos are very important to really touch the issues of the military, the veterans and the support systems that must go in place when our veterans come back and they have narrow musculoskeletal issues you and I both know that we can handle.

So look at those videos, see if you can put them on there and then a nice little handout, chiropractic care for your veterans. The nice part about these handouts is you can put them in if you have a magazine stand and you just don’t know who’s going to pick it up. There’s grandmothers, grandfathers, sisters, brothers, cousins and they see this and they think of the person that they love and who has served our country and they’ll pick it up for them. You can put it on your website and then feel free to tweet it out. These are the opportunities we have to make our voice heard that chiropractic care can be a very important aspect of them getting back to feeling well again and sometimes even just saving their lives, having non-pharmacological options to relieve some of their pain.

If you haven’t downloaded this, every single person on this ChiroSecure Facebook live has the opportunity to do so. Even if you’re not a member, because we believe at the foundation that we’re stronger together and if you can’t afford the membership, please do join because there’s so much more that you can take advantage of, but I’m not excluding you. There are people on this call that they’re just needing a little extra help to get their chiropractic message out. We’re here for you and we want you to download, the chiropractic is safe and cost to approach to hell because you can send it to a chiropractor that may not get all of our information or reach out to a medical provider in your area so they can do more referrals to your office. Now, $7.5 million I’m stopping you right there.

If you had $7.5 million and you put it into a research study, what do you want the whole entire world to know, I would. $7.5 million is a big deal and the RAND corporation in collaboration with Palmer College as well as the Samueli Institute put together a three part study. If you have not read this study I think is really important for you to do so. But here on the left hand side is the actual letter on September 6th, 2019 that was released by the office of the Under Secretary of defense, the honorable Richard Shelby put together a notification that the research for ACT 3 is complete. ACT, what does that stand for? Assessment of chiropractic treatment for low back pain. Let’s do a quick review if you don’t know about this, when patients are laying face down on the table, there are your active hostages.

You can give them the information that you want them to hear. Don’t talk about the hockey game, the football game. Talk about something that’s really important for them to take out of your office and that’s the value of research. ACT 1 was based on functional outcomes and pain. Each one of those pieces showed really wonderful results. ACT 2 was special operations forces and chiropractic care showed that we actually had changes in reflex in response time. ACT 3 which is the last ACT, the one that just came out share with everyone you know, veteran or not. ACT 3 show that here was an influence in strength balance and endurance among active duty service members with low back pain. If we can do that, chiropractic friends, we can showcase so much more of what we do, not only in helping with low back pain but also optimizing patients’ health.

And you saw Clinton Romesha poster, he said that we didn’t just fix his pain, we gave him functional opportunities to be better in activities of daily life and we all know that we do that. The question is, does the consumer know, does the veteran know? Does the military know? Do the actual support system of the people that are supporting those that are serving know and the question is the only way this information is going to get out is if you take that opportunity to do so. So educate everyone all the time. As you move through, you’re going to see this is a Facebook banner.

Now, why do I want to change my Facebook banner every month? Two reasons why. Number one, as soon as you change your Facebook banner, guess what? Everybody gets notified and then they get to see what you’re putting up. The second part is when they click on your Facebook site, then they get to see what actually is going on this month. Chiropractic, Your First Choice for Military Care.

And that’s going to lead to important information that you’re going to provide them. Now what’s the foundation going to provide you? This is an outstanding webinar. Make sure you register for it. If you don’t know how to register for it, go to our Facebook site and you’ll see the click to register there. This is low back pain in the military how to manage. We take experts from around the nation because we want you to get the very best in the latest information. Who is Stephanie Johnson? She is a powerhouse, I’m so proud of what she has accomplished. She did her internship with Dr. Bill Morgan at the Walter Reed Medical Facility and she did such a fantastic job. They hired her on, there is no better way to get direct information than to get it from someone who is treating the veterans on a regular basis. And Stephanie Johnson is an advocate, an educator and a provider, and so it’s really important that you sign up to learn more of what is going on. Get the latest, greatest, most current information that you can so you can be the best provider in your community.

A roadmap for November is included and it lays out step by step what you can do and how you can ensure that you’re meeting all of the different angles, talking points, infographics, public service announcements, when to do it, how to do it, why to do it. All of that is included in a November monthly roadmap. If you’re not a member, make your own. It just going to take a little bit more time, but you can lay out strategically with your staff would you want to go out and when you want it to go out? Remember your newsletters are very important. I know it’s tough to have a monthly newsletter, but it’s important to reach your audience on a regular basis. That’s how you get your voice heard and you’re an expert in your community and they need to know it.

The only way they’re going to know it is if you’re active on social media and in the community. Moving forward just like I said, being active in your community cannot be lost on those that need your help. The gift of giving starts in November and it starts with Thanksgiving. What are you thankful for? I am thankful that number one, you’re watching this. Number two, that you’ll be willing to go on into your community and do a Thanksgiving food drive. Many are suffering. Few will answer this call. You’re that person. So I ask you can download this easy how to guide, how to do a Thanksgiving food drive that’s successful. And that ensures that your being the best caretaker in your community. Don’t stop at just Thanksgiving. In fact, the holidays are just around the corner. So how do you do a holiday toy drive?

They’re fun and they’re exciting. And when you ask for toys, there’s no better way to have holiday cheer is when a young person eyes light up because they got a fantastic gift this season, because you as a chiropractor care and a fantastic holiday, successful toy drive is one way to do that. We’re encouraging everyone to get involved because the more of our community as a profession showcases how we do impact our community the greater our message, the louder our voice, and the greater the trust that we provide our community.

And one of the ways we want to improve trust, it’s 125 years coming up next year and I want to celebrate and I want to celebrate with you. All of you to bring the benefits of chiropractic care to millions more. How do we do that? If you haven’t heard the fantastic news, the foundation is in production of a 32nd video, optimizing your health, becoming a chiropractor because we know that the more people that see us, the more people are going to be needed to treat those people.

125 years celebration that was made possible by the National Board of Chiropractic Examiners. They paid for the air time for us to be able to showcase a 32nd video in the summer Olympics. I can’t tell you how excited it’s going to be to see our name in the greatest media moment in history, the summer 2020 Tokyo Olympics, that’s where we celebrate really big. That’s where we want to all be under one umbrella. Ensuring the effects of how we treat our public with non-pharmacological care, optimizing their performance in sports and ensuring that we’re talking about health and not sickness. In fact, just for our veterans, do you really think they need another pill for another ill? We all know that during this special time of 125 years we can promote ourselves as the primary care physicians for optimum health and wellbeing and that’s what we want to do during this very special year coming up.

How do we do that? Well, as I just told you, the National Boards paid for our air time. That was a magnificent opportunity right there. But along with that we have foot levelers, we have NCMIC, we have ChiroHealth and we have Standard Process who’s also helping us in the production of the video but we need your help. And we want to make some fun opportunities available for you to donate to the foundation. This is a limited edition coin to celebrate 125 years. It’s 49.99 and what I’m asking is that you think about someone during the holiday season that really made chiropractic special for you. Was it a mentor? Was it a teacher? Was it a president of a school? Was it a friend that brought you to chiropractic? Someone that really touched your heart in chiropractic, and you can celebrate 125 years by giving the gift of this limited edition coin to them for 49.99 that would include the graving.

If you get your order in by this Friday, October 25th you can get free engraving and ensure that it makes it there for the holiday time. After Friday, October 25th prices are going to go up and there’s zero guarantee it will make it to that special someone that you’re going to give this limited edition coin to. And do make sure that you get one for yourself. Because I think the way to celebrate is to showcase this coin maybe in a shadow box in your office, or to keep it with you as a memento that your healing people with your hands, and it’s an appropriate way to celebrate. And that 49.99 goes right back into the production of that Olympic commercial. I promise you, you’ll be so proud to be a chiropractor.

Now, next week, Dr. Gerry Clum is going to be with us on the ChiroSecure, so don’t miss, be sure to come back for the Facebook live. I can’t thank you enough for joining me. Let’s make November a month to remember all of the special people that fight for our freedom. Thanks for joining me.

Please subscribe to our YouTube Channel (https://www.youtube.com/c/Chirosecure) Follow us on Instagram (https://www.instagram.com/chirosecure/), LinkedIn (https://www.linkedin.com/in/chiropracticmalpracticeins/) Periscope (https://www.pscp.tv/ChiroSecure). If you have any questions about today’s show or want to know why ChiroSecure is still the fastest growing malpractice carrier for over 27 years, then call us at (866) 802-4476. or find out just how much you can save with ChiroSecure by visiting: https://www.chirosecure.com/quick-quotes/malpractice-quick-quote/.

Empowering Women Chiropractic – AUTISM – PANS/PANDAS and the chiropractic connection! – Dr. Monika Buerger

Hello everybody, and welcome to another ChiroSecure, Look To The Children show. Again, I want to take this time to thank ChiroSecure for giving us this opportunity to help educate and move forward our mission in pediatric chiropractic. I have an amazing guest today. I’ve been dying to talk to this incredible gentleman, Dr. Steve Tullius from San Diego. Hey doc.

Hey, how are you Monika? It’s good to be on the show.

Thank you so much for taking the time. I know you’ve got a crazy busy practice, but let me tell everybody a little bit about Dr. Steve. He practices in San Diego, has a practice where he dives in and helps incredibly challenging cases, anywhere from autism to anxiety to depression, seizures, and incredible, incredible stuff. He is the immediate past vice president of the International Federation of Chiropractors. He’s a former director of the AutismOne Pediatric Chiropractic program, and he is a member of the Academy of Chiropractic Philosophers.

He’s been in practice in San Diego and incredibly successful family wellness and specialization practice. He is the owner and founder of Chiropractic Is, which I love your stuff. In fact, I’m usually at my office filming this, and I was kind of bummed because this particular episode, I’m at my home. But, I wanted to have your posters behind me because I love your posters, and they’re in my office. But we can talk a little bit about that. You also have a Waitlist Practice. We’ll talk a little bit about that program where he helps educate docs, chiropractors, on how to attract your optimal patient base and how to go out there and create workshops, social media programs, email programs to really create your own practice. But we’ll talk a little bit about that. But again, Dr. Steve, thank you for being here.

Thank you.

So tell the world a little bit about your Waitlist program.

So, that program is based upon having workshops to build your practice through attracting your ideal patients. So, I started in chiropractic with a practice that was more of a smorgasbord kind of practice where just taking on anybody and everybody. I was stuck in the musculoskeletal box that I know many chiropractors are stuck in. So, the majority of my people were coming in for neck pain, back pain, even though I really wanted to have a family wellness practice, that really wasn’t the reality. I sold my practice in 2011 and I took off a year and that gave me time to really define what did I want my next practice to look like? So, when I came back into practice, all of my communications from my brochures, to my presentations, to what’s on my website was 100% congruent with a pediatric focus, family based practice.

So through that I’ve created the practice of my dreams and it wasn’t easy. I’m not going to say it was easy at all, because when I started, I started doing workshops and nobody showed up, right? I know a lot of people have experienced this, had either zero people, or maybe one or two people show. Because I have a son who has intense health challenges, he was diagnosed with PANDAS, PANS back in 2012. I didn’t have the opportunity to really go out there and do a ton of one to ones, and spinal screenings and all these more traditional things that people are used to. So I had to figure out a way to get people to me and I just stuck with it. I found the recipe with social media, Facebook marketing, and created these workshop programs, and then Colleen saw what I was doing. I was consistently having 75 registrations, they were sold out, and so eventually they said, “Hey, you need to package this and give it to the profession,” so that’s what I’ve done and we keep expanding that in our offerings now.

That’s amazing. That’s amazing. In fact, I was just this weekend in New York, and they asked the audience, one of the questions, the biggest reason chiropractors don’t do workshops? And it was because of not being able to draw the audience. So you’ve captured something very unique and fascinating. And I wonder, what’s the website that docs can visit for more information on that program?

Yeah, so docs can go to waitlistworkshops.com and it’s a forward slash VIP. We’re about to launch a brand new offering. I used to just have one workshop at a time, whether it was my neurodevelopmental workshop or my gut brain workshop or the mental workshops. Now we have a program where docs get all of the workshops, you’re going to get a brand new stress workshop and with many more titles coming down the line. So that’s the address they can visit.

Oh, fabulous thanks. We’ll put that in the comments too so everybody can hear that. Awesome. So tell me, if you don’t mind telling us a little bit, I see on social media lots of times, certain people, we kind of all run in the same circles, so to speak, or get tagged with the same thing. And I know that you and I get tagged a lot with PANS or PANDAS, which you know, big area that I think we should be aware of. But also it’s a really big kahuna and unless somebody is well versed in managing those cases, it can be, there’s a lot of rabbit holes and niches about that genre. But would you mind sharing your story a little bit and then from a chiropractic perspective, what we should be savvy on and what’s our role in that?

Sure, sure. Yeah. So I got thrown into it in a manner that I would probably prefer not to be, because it was my own child. However, I believe everything happens for a reason and if that hadn’t happened, I wouldn’t be able to help as many children as I can help today. And if I hadn’t already been in pediatric chiropractic then I definitely wouldn’t have had the resources. My son wouldn’t be doing nearly as well as he’s doing today either. And so I mentioned I sold my practice in 2011 we took off for nine months and traveled around the world, about halfway through that trip, my son started to display really abnormal behavior. He started to become very, and he was four and a half at the time, turned five, abnormal behavior, started becoming extremely aggressive, didn’t want to leave the apartment or hotel where we were at, which we now understand it was anxiety.

And so there’s a couple of things in that journey. One, I recognize that I didn’t have enough training. I didn’t have enough in pediatrics, even though I had gone through multiple programs and maybe it was just that, and likely this PANS, PANDA thing is so huge. And so what really wasn’t even known, it’s only been in the literature for about 15 years, people really weren’t talking about it much. It wasn’t talked about at all when I came out of practice 17 years ago, but anyways, my son was displaying these symptoms. I thought it was more behavioral. And so we decided that we would come back to the United States and come back a little bit early hoping he would get better and that he just needed more stability in that sort of thing. However, things got much, much worse to the point where we’re talking about three hours a night of rage, of going for knives, telling us he wanted to kill us. Bitting, spitting, hitting, you name it. A lot of it just simply I don’t even remember, blocked out due to my own PTSD experience going through that.

And so through that struggle I got introduced to lots of different resources for him, and understanding just how crucial the diet is. Homeopathy, neurofeedback, all these different things that are really been super helpful and of course chiropractics has been a part of his life since he was born. It’s helped me understand really what’s going on with this, these neurodevelopmental epidemics happening today. Because even as a chiropractor thinking like, “Wait, I’m not having the chiropractic kid, the one who is vibrant and shiny and like, what’s wrong? What’s wrong with me?” All these things that I know a lot of doctors actually are experiencing because a lot of chiropractor’s children are not doing well too.

We live in an era of a society that’s so massively toxic that certain individuals due to their genetic profiles don’t detox well, and there has to be more intense strategies to help these kids, so you understanding. We have a sauna at home now. We have, water has to be the purest. We have to really take care of all these various things, which I didn’t understand were so important even when I started that pediatric practice in 2012. And I recognize now that as a chiropractor and I consider myself a straight chiropractor, I really wanted to keep that line very clear. However, I also recognize that I have an intense obligation to provide education and resources and information.

That’s a great point. I think we struggle with that, excuse me, in our profession a lot, because we believe in chiropractics so profoundly. We know it’s life changing, but we are seeing more of these kids struggle. I’ve been in practice 29 years and starting over 25 years ago, I’d have a lot of chiropractors contact me and say, “Why my child? What am I doing wrong?” It’s not like you’re doing anything wrong. It’s just the load is so much more profound. And so thank you for bringing that point up, as being able… If it’s not your bag of chips, you don’t have to implement certain things in your practice, but be able to recognize them and work within your community, I think is important.

Yeah, absolutely. And I know you have a fantastic program and Dr. Amy Spoelstra has an amazing program. There’s lots of docs that have these amazing programs where you can dive deeper into these things if you want to provide that, and that’s cool. But the thing is you got to get the training. If you’re going to do that and not be just dabbling in homeopathy or dabbling, you’ve got to really have the protocols and understand that to a deep degree if you’re going to do it. And you know, God bless you if you want to. I’ve chosen just to, one, I can’t be my son’s own doctor. I need specialists, I need people with objective, as objective viewpoint as possible. And so I’ve reached out and formed alliances with specialists around the country for my son specialists here in San Diego.

So now I’m able to really know and recognize like what’s going on, like with a child who came to us recently, watching crawling patterns, asking them deeper into the history. What was missed? What stage? It’s understanding neural development, the tracking of the eyes and seeing all these pieces that often get missed. And I often wonder with my own son, he hadn’t had a sick day in his life and until he experienced situation, I look back, I wonder. I say, “Well I wonder what I probably missed.” I hate to beat myself up about it, but that’s what I’m wondering now too. It’s like, I wonder what pieces were I not recognizing at that time, because I just didn’t have the training.

But you also bring up a good point. What I tell my parents is, I know let’s not look back. Let’s just go forward.

Yeah, totally. Totally.

It’s so important. So God bless you for doing that. But for those of you that may not know PANS and PANDA, it was originally started as PANDAS, pediatric autoimmune neuropsychiatric disorders assessing strep. So we used to see them mostly associated with strep and now we’re seeing so many other pathogens jumping on board. And now in that whole catchall we are also looking at term called autoimmune encephalitis. So they all kind of go together and basically it’s an inflammatory load that hits the CNS and they can have a number of signs and symptoms and sensory struggles and et cetera. But I’m glad to hear your son is progressing and you found him the help you need. So what do you think… I’m going to pick your brain. Is that okay?

Sure, of course.

So what do you think, where do you see the future of pediatric chiropractic?

Yeah, I think pediatric chiropractic is the future of the profession. Without pediatric chiropractic, we have no future. And I say that from, I think I have a unique perspective in the profession because I came from Los Angeles College of Chiropractic, which laughed at subluxation. I couldn’t even say the word when I came out of chiropractic college. So I have that perspective of have seeing that side of the profession. I’ve also been highly involved in chiropractic politics for over a decade. I’ve testified in front of U.S. Department Education twice against our accrediting body. And I see all the attacks from within and from without the profession.

Right now pediatric chiropractic is being violently attacked in Australia and Canada because it’s very simple. It’s very simple. In 1964 the American Medical Association had its committee on quackery and it had, it was following something called the Iowa Plan. And one of those points, this was from the Iowa Medical Association and one of the points on there was to engage in a program of positive containment. What that meant was accepting chiropractic in the limited musculoskeletal scope. And then Medicare accepted us and we got reimbursement for musculoskeletal complaints. And then insurance the same, and so we got roped in the Mercedes 80s where doctors were getting $100 per visit, came around and then also the 90s came around with the HMO and they pulled the money and they had enslaved the profession. The chiropractors had lost their principals and lost their way and we stopped seeing all these miracle cases. Without the miracle cases, chiropractic will not survive. There’s very little utility in chiropractic, or very little value is seen from the public except for back pain, neck pain care right now.

But that’s changing. And you know this. It’s changing massively with all the kids coming into chiropractic practices today. And those kids are obviously not coming in for musculoskeletal issues primarily. Right?


And so I chose in 2012 to focus on pediatrics and autism specifically and epilepsy, because I wanted the results coming out of my clinic to be so huge that it caused a pattern interrupt for the public to turn around and say, “Wait what? Chiropractic helps with autism?” Chiropractic can help a child walk, speak, stop seizures, all these things. And not from a treatment mentality, but from a pure chiropractic philosophical standpoint of removing interference allows for the optimal expression health. And so they know this. Those people that profit off of people being sick, they know that chiropractic, if it were fully utilized that it would massively transform the consciousness of the planet. Healthcare, economics, social structures. And so pediatric chiropractic is being violently opposed, it will continue to be, and will be here in the United States. So chiropractors need mount up and join organizations like the ICPA. Get training, start taking care of more of these kids, because these kids… Not only to help save the chiropractic, but to save all these kids and families. They’re struggling, you know. You know this.

And the load, so you covered brilliantly the why we might be seeing less of these miracle stories in our practice from a political standpoint, but are you also seeing from a toxic load standpoint, I call the four Ts now. Trauma, toxins, thoughts and technology. Now we’ve got throw technology into the whole barrel. What’s your take on that?

So first of all, I love your message and your story about taking that time off and regrouping. I think that’s really profound for anybody out there that might be struggling or afraid to do that. How they can step back, reevaluate what their vision is and be okay, and then come out with a very solid picture. A solid course of where they want to go and how they want to represent themselves and be successful like you. So any pearl you want to add in regards to that for those docs that might be like, “I can’t do that”?

Yeah, I’d say make sure you have a very solid plan. And what I mean by that, is I sold my practice, got a lot of money and decided to travel and paid off all my debt. However, I came back penniless. And because traveling around the world for nine months is a lot more expensive than you think, so I had to start from scratch. I mean, there was a time where I was eating oranges off of my landlady’s trees in the front so my family could eat. So, and I’m not afraid to tell that and share that because I also have a lot of pride in that. I rebuilt everything from nothing. And so my message to you is that at any point we can rebuild ourselves and re-define ourselves and as chiropractors we’re blessed to have these here and this thing here in our chest, and with those two things and the vision of the bigness of chiropractic, and getting past your own fears, because that’s what’s stopping most chiropractors. There’s no shortage of people.

B.J. Palmer said, in The Glory of Going On, “I’m out there in those great open spaces, there are multitude seeking what you poses.” 50% at least of our country, adults and children are chronically ill, and chiropractic could be massively helping them. The problem is we are putting ourselves in the musculoskeletal box. We are actively participating in that and we have to become liberated, and many times docs don’t know how to get unstuck. And so that’s what I want to help docs do is get unstuck. Get out of that musculoskeletal box. Get into helping people with chiropractic and getting back on track. Getting the profession back on track. So then we can really achieve this big idea that we say we believe in.

Absolutely. And one in four kiddos is starting school now with the neuro developmental challenge, which is absolutely ridiculous. When I speak, what I often say is, we really don’t have time to be out of our offices. We could be there 24 seven and be packed because of what’s going on. So kudos to you there. So then in regards to another reason we might not be seeing these miracles that we want to, again, we’re looking at the toxic load and I think your message to the world and especially to parents, chiropractic parents that have a child that’s struggling to know it’s not you or your fault. It’s just there’s a toxic load that no matter what we do to take off the system, we can do the best to take that which we control off the system, but there’s stuff out there that we’re all exposed to that we just unfortunately can’t control in this country.

Yeah. So I think our chiropractic philosophy explains this to us where we in the terms of limitations of matter. There’s limits to matter and matter could only adapt so much as its limits allow it to. We have to a clear nervous system, number one. I talk about the neurodevelopmental game plan is what I share with parents and it’s a hierarchy of needs, but it’s also a circle at the top. You have to have the clear information. There has to be a clear nervous system. Number two is looking more at diet and clearing out, taking things out of the diet, adding things in. I give people resources to things like the specific carb diet, the gaps diet, so they can begin to make these changes.

But yeah, in a lot of cases, when there’s limitations of matter, when we’re dealing with a toxic load that certain people cannot handle. That’s the thing is like many people don’t realize that there’s a certain genetic typing of people that just really don’t do as well as their neighbors, and they’re the canaries in the coal mine. These are the kids, these are the child like mine and others who are showing the world what happens when we massively abuse it, and hopefully something’s going to shift and change. It’s going to get a lot worse before it gets better. You know? That’s the way I see it, sadly. So this is where we step in.

Yep. Yep. And I think teaching the chiropractic lifestyle, right? Educating the chiropractic lifestyle. It can be so profound on taking those stresses off the system, and especially in preconception care. It’s phenomenal. It’s huge. So can you give the docs out there a pearl or two, I know you can give probably a ton of pearls, but of steps we need to maybe, let’s say it’s not their bag of chips. They don’t want to do what you do or I do, but they want to help the world. They want to help these little fiddle farts. Can you give them a pearl or two of a couple steps that maybe they can employ to be ready to take on these kids or see these kids or recognize them?

Yeah, I’d say more clinical training for sure. That’s why I created the Autism On Pediatric Chiropractic program was to give docs the clinical skills in chiropractic and the awareness and recognition of these multiple other areas they need to be aware of. And so I did step down as the director of that program this year. I felt that I had taken it to a place where I felt really good about it and I was ready to step down and focus on some other things. However, that’s still a great program. I know that you have amazing trainings that give docs the awareness tools. Dr. Amy Spoelstra is doing amazing work in that area as well. Get additional training for these types of situations.

I realize now that when I decided I was going to take care of children with autism and do it purely from a subluxation correction standpoint, that I wasn’t fully giving these parents the resources that they needed. And so once I recognized that I developed a series of 19 emails. Okay. So in my practice and when people come to my workshops, I tell them about the multiple things that are involved. I give them a hierarchy of needs. Let them know the nervous system is the primary system. They need to make sure that’s clear. And then here’s the other things that you need to be aware of. Here’s some more information. These emails are going to come to you. So I give them information on primary reflexes. I’ll give them information on vision therapy and here’s a resource here. I give them lots of different tools and tips around diet. But I’m not specifically doing it. That’s not my bag of chips. I’m very focused on the one thing here. But for docs that want to do that, you have to be aware so you can give your parents resources.

And working with others in a community, but at least you’re aware. And that’s the golden nugget. Being, stepping out, getting some further education, identify, working with your community members and putting a whole package together. So my hats off to you. You’re awesome man. So I want to thank you for taking… I know you’ve got to kick butt busy practice and we pulled you away from that this morning, but thank you so much for being here and sharing your wisdom and your heart and your story and that’s huge for the docs out there. Any parting last pearl before we let you go back and save some more lives?

Yeah. You know, I think the thing I’d like to share is that, without chiropractic in their lives, everything else is going to not be utilized. It’s not going to be maximized. Their expression is going to be limited. I would ask yourself this question, I asked myself this question years ago, does subluxation squash human potential? And really understand the bigness of what a subluxation does.

We talked about this toxic load and yes, it’s huge. However, my clinical experience about it, I’d say about 15% of the kids that come me with neurodevelopmental disorders, epilepsy, things like that, it’s the primary causation is the vertebral subluxation at birth. And so, refining your skills, being so… I believe I’m one of the greatest chiropractors on the planet. Okay? Whether I am or not doesn’t matter because I believe it, and because I believe it, I work tirelessly to become that. And so if you don’t believe you’re the best chiropractor on the planet, or if you don’t have that as one of your goals, why are you even doing this? Like why play at chiropractic? Why not put your whole heart and energy and life into serving people and the rewards and blessings will be so fantastic. Yeah, that’s my parting words. I appreciate you all for doing the work that you’re doing.

That’s beautiful. That’s beautiful. Because you know what, if we believe it, it comes through in our delivery and in our hands and our energy. And kids, you know this as well as I do. Kids and animals, they pick up on that. They’re an open vessel, they’re open to receiving and they’re open to healing. And if we believe that and we can deliver it in that matter, that right there is 80% of the healing capacity. So that was absolutely beautiful and profound. So thank you for that.

Thank you. Thank you Monika. I appreciate it. What you just shared is absolutely 100% the truth too. Chiropractors need to get out of their own way and let their heart really be the guiding force and when that is first, then everything else is will come.

It follows. It follows. And this too and just for you guys out there, he’s spot on. I can give you probiotics and so forth, but we have studies that show if vagal tone is depleted. If vagal tone is not up regulated, some of these… excuse me… specific probiotics that we target the brain with don’t even work. So we have to remove nervous system interference above and beyond. That’s the first step. And then we can employ those other steps. But you just nailed that and thank you so much again. Thank you for everything you do. Thank you for sharing your story. Thank you for being there and thank you for opening up my heart this morning with your beautiful words.

Thank you. Thank you doc. It’s great connecting with you. Thank you for all your you’ve done to serve this profession, so many chiropractors and get them prepared and trained to help so many people. So I can’t wait to meet you in person.

That’s my… I know we all know we know each other from social aspects, but one day we’ve got to all get together, but my motto now is, alone we can make a difference, but together we can make change. So let’s do this together. So all of you guys out there, thank you so much for joining in. Take these pearls of wisdom. These are profound. And thank you for ChiroSecure for letting us have this platform, letting us get the word out and stay tuned. Make sure that you listen the first Thursday of every month for Eric Waukee and his fantastic show and… Kowaleski. Sorry, Eric. I didn’t get that right. I’ll be back the third Thursday of next month with another fantastic guest.

Today’s pediatric show Look To The Children, was brought to you by ChiroSecure and the award winning book series I Am a Lovable Me. Make sure you join us next week right here at the same time. See you next week.

Please subscribe to our YouTube Channel (https://www.youtube.com/c/Chirosecure) Follow us on Instagram (https://www.instagram.com/chirosecure/), LinkedIn (https://www.linkedin.com/in/chiropracticmalpracticeins/) Periscope (https://www.pscp.tv/ChiroSecure). If you have any questions about today’s show or want to know why ChiroSecure is still the fastest growing malpractice carrier for over 27 years, then call us at (866) 802-4476. or find out just how much you can save with ChiroSecure by visiting: https://www.chirosecure.com/quick-quotes/malpractice-quick-quote/.

Empowering Women Chiropractic – Your Exit Strategy – Dr. Janice Hughes

Hello and welcome to this week’s show, Growth Without Risk. My name is Dr. Janice Hughes, and I’m one of the hosts, and excited to this week be presenting something really unique and interesting for you. Before we get started, I would love to thank ChiroSecure, who obviously sponsors this entire series, multiple hosts, different facets or aspects of practice.

One of the things that I bring to this show, the Growth Without Risk, is that I like to think in terms of what I call practice management, practice growth, practice coaching, things that help you increase and enhance your business. With that, I really want to feature and spend a lot of time talking about today’s person, guest that I get to interview. I have known this individual, Dr. Stephen Levine for probably… And maybe he can clarify. I’m going to say probably 15 years, 17 years, something like that.

And the reason I’m excited to interview him today and chat with him is we really, really want to talk about this concept of how do you expand your business with the concept of associates, with the concept of planning your own exit strategy. Steve, welcome to the show and I definitely want you to spend a minute before we get started with some of my questions, just introducing yourself, telling sort of the ChiroSecure nation a little bit about you, your practice, and the length of time that you’ve been in practice as well.

Right. Well thanks for having me and thanks for inviting me on board. I practice in South Orange, New Jersey. I’m in practice 35 years. And being part of management groups like you, we’ve learned so much and adopted so many principles and practices that have grown our practices. And sometimes it’s not comfortable taking the journey alone and it’s nice to take someone with you. And I think we were taught years ago, that success is bringing someone up the ladder with you.


And finding that right person and helping share the success and share the excitement of changing the world one spine at a time.

Yeah. And let’s dig into that a little bit. Why is it… Because you’ve had a lot of associates, so even before you and I knew each other, you had had associates. But then what is the mindset, or what begins to shift as you look for the different kind of associate, or think about your own exit. Just describe that a little bit. Why did you realize that you needed some different kind of associate in your practice?

Having associates in the past, sometimes two or three at a time, and some would come and go. Some would come and get information, learn from you, and transition into their own practice. I always thought, wouldn’t it be great to have someone to partner with? To have two people with the same mindset, to say let’s all achieve the benefits and grow a singular business together, and make it rewarding, make it a win-win situation, so someone would stay. Someone would stay and help assume the responsibility and share responsibilities, and then have kind of assignments or working arrangements, which each person can master. And you can not only train them, but train them to maintain the standards that you developed that attracted a large practice.

And if they reap the rewards. And I think that’s one of the questions you have to find out is what motivates somebody, and do they share in your vision? And by having a vision that’s big enough to let someone be attracted to you, and then you can inspire them with your practices, your philosophies, your principles, and then share those rewards, I think it makes it attractive, as opposed to just having an employee. And you’ve got to find that right personality that has that leadership capability and potential, we want to groom somebody.

Well, I think that the interesting word that you described is thinking about the business. Because I think for a lot of you listening, whether you are an associate, whether you’re a lead doctor, if we’re not careful, sometimes the concept of associate is about a technician, bringing someone in to be able to adjust, to give you some flexibility, but not necessarily being opened up to being a partner or being an owner.

But if you think about the business, I want to keep coming back to that. Like what happens, for example, if you suddenly can’t adjust? What happens if heaven forbid that you’re ill? Steve, you and I know a number of chiropractors that happened to. If you think in terms of the business and the consistency and longevity of the business, I think that’s what has you start to enter into this differently.

Right. I think you think differently. And thank god I had a partner in place when I hurt my shoulder and I was out for 10 months and couldn’t adjust. And I think if you plan, you plan to leave… You’re prepared to leave your business. If you prepare to leave, you already got a plan in place, or thinking about the plan, and this way the exit plan doesn’t choose you on. It’s not on your timeframe. But wouldn’t it be nice that you can choose your exit plan on your timeframe? And it doesn’t mean you have to leave, like we talked about earlier. You don’t have to leave. You can still be there and you can stagger that partnership coming in on any timeframe that you want. But you have to have… Going back to the business, you want to take care of the business because that’s the entity, and you want to do your homework. You want to know… Have your team in place, your attorneys, your accountants, your business appraisers, your coach, and are you developing a business that you’d want to buy yourself?



Yeah, so let’s go back. For the listeners, I’ve known, again, Steve for a long time, and I was really honored to be a coach in an organization Steve was a part of. But you and I had some really interesting conversations because you tended to hire associates in a certain model, and then describe a little bit of the mindset that had to shift for example, you’re now a partner, Mark, you were still in the beginning, you don’t hire a partner, you still hire an associate.

But how did we get your mind to shift to think differently? Do you remember back to that, and what were a couple of things you can share with some of the chiropractors listening?

Well, I think what we did was, we set it up to see if we had the right person. How do you know you have the right person, and what’s their motivation, and are you willing to teach them and lead them where you can set goals? And my goal was always to help the doctors make their goals. All right? And if they made their goals, there were rewards for it. We put in the hard work, we went from the… Took the end in mind, went backwards. What are the steps that we have to do for marketing? What are the goals we want to see for volume? What are the goals we want to see for services and income? And then back up and how do we achieve that? And then show that there is a reality to it, it’s not just a pipe dream.

As the lead doctor, knowing how to make things happen, but having another committed individual or two individuals to work with, you work as a team, now you have to lead your team to the end point, and then keep pumping the goals up, and then they reap the rewards. And if they’re all-in, and they’re players, then you see if you have your potential. As to someone that is not interested, maybe does not have financial interests, does not want to stay late, or come early, or does not want to put the extra effort, and is not interested in marketing, or speaking, or doing screenings. There are things that we did all along the way, and now as having a partner in place, we do that consistently.

I have an outside lecture tomorrow that we were invited to, and I’ll do it, and meanwhile he’s going to run the show. We can go on vacations and take time off and doesn’t stop running. The machine keeps going.

Right. The consistency in the practice. And so for a lot of you listening, again, what we’re talking about is in terms of how do you find that right person? I tend to really like, obviously the way you interview, and you’re looking for a certain personality. But then you are still going to test that, even if you think you’ve got that right person.

Some of you, you’ve got somebody that was a patient that is now coming back to the area. Went to chiropractic school and is coming back to the area. You think that you can identify that right quality in someone. You’re still going to put them on an associate agreement. But again, this idea of building in performance metrics, or building in things that you’re describing, Steve, of rewarding them for hitting certain goals.

But also for some of you that are associates listening, realizing why you want to do that is it’s like a dress rehearsal. Are you treating this like your practice? And so you saw in Mark different… You were leading him slightly different as we got your mindset around the time and the grooming, and what that did take for you to lead. You shifted your leadership a lot, and then Mark really did step up. And so then what begins to happen? Now he was there two years, two, three years. And then what kind of conversations did you have to move him into basically like a junior partnership?

Right. And conversations went around getting a piece of the action, of buying in, coming in as a percentage owner, and then continuing the reward model, so that if someone bought in as a partner, they got a percentage of distribution of profits. And if that was good enough… And I think it’s important for the lead doctor to make sure that your business is structured right, that you just can’t put in, say I’m going to give you a bonus, or I’ll let you buy in. What are you buying into? Is it a practice that you could sell? Do you have systems in place? Does it manage itself well? Are your finances in place? Or do you have a lot of debt? Are you debt free when someone buys in? Are you getting valuations for your practice to see what is it really worth, not what you think it’s worth?


Because there’s an emotion tied to… If you’ve actually restarted your practice from scratch, when it was just you and one staff person, and now we have a staff of 15, and there’s three of us here, and we’re looking for another doctor. But the systems are built. And I think if you’re thinking about that mindset to bring in somebody longterm, and that partnership that you’re going to create can magnify.

Or I think when I brought in a partner, we doubled our practice. More than doubled the practice. Because then we’ve got two hardworking entities to make it happen, and you make sure the reward is in place. But you’ve got to do your homework first and see what that practice is worth. And do you have a training system? Do you have a system for staff when they come in new? How do you train your associates? Is there a nine, or a ten, or a twelve week break-in period? Do they teach them how to do exams? Can you teach them how to have conversations with patients? What about accepting rejection? And what are your response when the patient says, “I’m done or I’m finished, or I’ll call you”? They can’t be dumbfounded, so you have to have that training process and have that one-on-one conversation, and set the goals, and make sure your business is structured right. Is it saleable? I think is the key point.

Yeah. I really watched you go through a whole new level of leadership with Mark. And as Steve was around great coaches and mentors and people that were helping with this process, it was really the leadership of the entire business, like you really enhanced the business.

For some of you listening, that’s why kind of one of the sub points I talked about for this show is, what is that five to ten year plan? And how do you lead that and how do you guide that, and have everyone benefit? And so part of what I watched with you, Steve, is that it was, as Mark came in and was now the partner, and you continued to groom him, and he took over certain things. Eventually then, that’s where the pipeline continues, because it’s not like your time was done, if anything it extends your time and your role within the business. But then it was up to both of you to now start to bring in even the future successors.

I’ve just watched you with some great coaching, do that very effectively and it definitely takes a different level of leadership, doesn’t it?

Yeah, it does. And I think you’d have to think out of the box. I think coaching is critical. I’ve always had it. It’s always nice to have a sounding board. Sometimes you don’t think clearly in your own head.

Sometimes you don’t even like your coach. Right?

That’s right. You don’t like the things you’re told because you have to get out of your comfort zone. Right?


But there’s also tolerations, because if you’re used to running your own show, you take responsibility and it all falls on you and you do it your way. You’ve got to kind of let those failures happen, so that they can grow from it. And let someone fall, so that you can let them understand why they fell, and how they can not fall next time. And sometimes you got to watch the mistakes, and that’s how people grow. And like I said, no one’s going to be you. You want someone maybe similar in a work ethic, but you also want someone that’s not exactly you because you want to attract different people as well.

Yeah. Add a new dynamic to the business. And that’s the thing is I’m going to reinforce again, I mean, obviously we could talk about this for hours. I love this concept. But let’s talk about some real keywords. You noticed that I really zoomed in on defining it. Like this is a business, this is an asset. Another key I heard you talk about was the valuation. Not enough people are getting a really clear and true valuation of the practice.

Also, what’s out there is the model. I know a lot of people say, well your practice is never worth 1X, and I completely disagree after spending time out in the startup world, the model that you’ve done that I think is so effective, this idea about building this 10 year exit strategy, I want people to understand that actually adds value to the business. You then have it worth more than 1X. You have it worth like the true value of the entity as well.

Those are definitely some things that I’m picking up in the keys that you’re talking about. In our last couple of minutes here, share with all the listeners, whether they’re chiropractors, health practitioners running one practice or multiple practices, what would some keys be related to getting started at looking at building a model like this?

I think when you look at your business, and I’ve mentioned it before, is it saleable? Do you have a track record? What kind of reputation have you built in the community? Can you show… If I lay my numbers out, I can show you that there’s growth and consistency. It’s not a rollercoaster. And is that something that someone’s going to buy into? And how did you create that structure or that consistent growth where it’s not good month, bad month, good year, bad year, but steady.

And so what creates that? And that’s stability. And did you build cash value into it? Do you have equipment that’s modern? Is in an office that’s attractive? Is it something that’s going to have longevity and sustainability?

So many times you’ve seen doctors that put a practice up for sale, and you go and you look at it, and it’s 10 years past due of what the place looks like, and there’s no systems in place, and there’s one person that’s maybe calling people to come back in. It’s not automated so to speak. And I think that’s important. I think getting your house in order and making it attractive, that if someone came in as an associate, and saw the inside and said, “Wow, this place is run well and this is something I want to be part of, and it seems too difficult to create this on my own. How do I get in?” And I think anything that you’re selling, it has to be attractive.

Yeah, that’s great.

And it has to be salable.

Yeah. Fabulous tips and ideas. Again, this concept, this topic, I think has not been talked about enough. I think it’s really overdue. I think that this is so important for practitioners, even if you’re a startup doc that has listened this far into the show, recognize that if you can think in terms of build this kind of an entity, build this kind of a business, so that you can then transition that down the road. I think that this is powerful for everyone.

I definitely want to say thank you. We can continue these and I will probably bring you back again to ask a whole bunch more questions about it. Just even some of the ways that you systematize things, because I really honor, Steve, that you have done this very, very well.

Thank you, Janice.

Again, I want to take this time and thank Dr. Stephen Levine for spending the time with me today. More importantly, I want to thank ChiroSecure. ChiroSecure provides these kinds of resources to you, to the practitioners, to helping you build your business, build this entity, and do it really effectively and really safely with great protection. ChiroSecure has supported myself, I know Dr. Stephen Levine, and a lot of other people through some of the entities that I’ve coached with for years, and been around for years, have really, really benefited from the support. Definitely want to thank Dr. Stu Hoffman and his entire team.

On that note, I would love to wrap up for today and share with you that next week, joining us for her segments of Growth Without Risk, is Dr. Sherry Mcallister. I look forward to having you join her and thanks for joining today. Bye now.



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