Too Many New Patients? How to Scale Without Burnout (Live Seminar Training)

Good morning. How are you guys doing? So that’s about half and that’s about half as well as I thought you should be doing. So how are you doing? That’s better. That’s better. So we are at too many new patients and I know that some people have looked at that title and they said there’s no such thing as too many new patients because too many new patients is the biggest issue in chiropractic practice or has been for many, many, many, many years. And if there are some doctors that think if you solve the too many new patient problems, there are no other problems.

 

That’s not true. But let me tell you where the title too many new patients came from. I opened up a clinic in the Everett Mall, Everett Washington. That’s the home of the 7 47. Plant where they build the big jets. And now I guess it’s 7 87, some iteration of Boeing aircraft being built there. And we started a clinic in a mall on August 1st, and in the first 30 days we put 161 new patients in our Everett Mall clinic, sometimes 20 in a day.

 

And my associates started to kind of come unglued at the seams and he got on the phone with me and he says, I’ve got two damn many new patients. And I said, never say that in a group of chiropractors you’re gonna get beat up. So if you have to have a problem though, and everybody has to have a problem, right?

 

I mean, if there’s no problem, there’s nothing to push against, there’s nothing to solve, there’s nothing. There’s no purpose, no problem, no purpose. Wouldn’t it be a great problem to have to solve too many new patients? Where are we gonna put ’em all? Do we take group x-rays? Everybody lean in.

 

So this could be, I’ve had people tell me that this seminar was probably one of the most impactful seminars that they’ve ever been to in their life. And we’ve been teaching too many new patients for years. For the last 20 years, I’ve been specializing in helping people develop super high quality associates in a wonderful team atmosphere.

 

We call that Win-Win associates. But prior to that, prior to that, my virtually, my entire focus, or my en entire specialty was helping people get new patients. And if you can get too many new patients, you can do anything you wanna do. If you can set an atlas within a gnat’s eyelash of perfect, but can’t get new patients, you’re gonna have a rough road.

 

You can be, and I hate to say this, but it’s true, you can be a mediocre chiropractor, but if you know how to get tons and tons of new patients, chiropractic is so strong, so wonderful, so great. You’ll have a beautiful, beautiful practice and people will praise your name. So new patients is super, super key.

 

We’re doing something in this particular seminar that I’ve never done before, and I wanna show you what it is. Look at that lineup. Give those people a hand. Would you please?

 

Now, I thought of this. One of the things that we do at our Galaxy Seminars, we do what’s called best of the best, and somebody with a great statistic like new patients. We’ll get two or three doctors standing up in front of the room and they tell us how they did it. And then we get a chance to ask them tons and tons of questions.

 

We also do something in Galaxy called My Cool Thing. And you have this cool thing that has to do with new patients. So everybody, it’s, it’s a, it’s a mastermind. I wanna turn this group today into the best mastermind you have ever been into, and we have just absolutely wonderful guests. I want to introduce, uh, the guests on the slide before they speak.

 

Uh, this is Dr. Kyrie Kleinfelter. You know what? Everybody’s in the room, so I’m gonna have people wave. Kyrie, would you wave at the group? Okay. Kyrie’s gonna teach on

 

Kyrie’s gonna teach on referrals, and there isn’t anybody I know who has had a stronger history of personal referrals. Then Kyrie Kleinfelter, if I were teaching on referrals and Kyrie were in the room, I would, as soon as I teach my stuff, I would call on Kyrie and ask her if she wanted to add anything.

 

So I thought, well, why don’t we just have Kyrie teach? And Kyrie was, yeah, I’d love to do that. And so she’s gonna teach and then, and then we get to ask her questions. Wouldn’t that be great? Yes, it would. Now, Mike McClellan, Mike, raise your hand where there’s Mike McClellan right there.

 

Now, Mike and I, we get our hair done at the same place. Too many birthdays, right? Right. Same coloring. And uh, and, and Mike is one of the best spinal screeners I know. I built my entire clinic system on spinal screenings. And Mike is absolutely wonderful. By the way, if you’re here as a clinic owner, you want to be exposed to Mike’s not only his technique, but his energy and his attitude and his philosophy.

 

And if you’re here as an associate today, you also want that. And if you’re here as a clinic owner with your associate, you wanna be sitting next to your associate. And you guys want to talk about what Mike is going to teach you when we talk about spinal screenings. Number three, Dr. Misty Morris. Misty, would you wave at everybody?

 

I am blessed to be able to work with Dr. Misty Morris and to have Misty teach our CAs. So after this first hour, Misty gets to take all of the cas and the cas get to go with Misty, right over to the United Room, and you guys are gonna work on tons of new patient stuff to compliment what we do here and to empower Cas to help produce new patients.

 

Thank you, Misty. I appreciate it.

 

Now, Dr. Brian Morris, I’ve said this is that Misty is Brian’s secret weapon, and Brian is Misty’s secret weapon. Dr. Brian is gonna teach a hundred visits in a hundred days. He’s gonna teach that. And if you are a clinic owner and you ever want to have associates, or if you’re an associate and you want to have a great launch, you need to be for that presentation.

 

Brian, wave at us so we can clap for you.

 

Now, there are three big external outreaches. There’s screenings, there’s massage events, and there’s also talks. And the person I know who teaches how to give a health talk better than anybody else I’ve ever heard, and I’ve heard tons of people do that, is Dr. George Birnbach. And that’s at least one of the things that George is gonna do.

 

George Wave.

 

Yesterday we had the new patient academy and the new patient academy is a special sister company to five star management. And we train COAs community outreach assistance to go out into the community and to set up events, and then to take the associate doctors or clinic directors or whoever they want to take with them, and they go out and they do these absolutely great events and produce tons of new patients.

 

And I’m going to interview Joanna Deval. Joanna, where are you? When would you wave? Okay,

 

now I was teaching on a special exercise on how to do a new patient, day one. And Dr. Nick Kovic walked up to me and he says, he says, Hey, I do this special day one. And he told me all about it and I learned more about it. And I thought, if you’re gonna get tons and tons and tons of new patients, one of the things that you wanna learn how to do is to be able to process them efficiently and effectively to be able to impress the patient, keep the stress out of the office, and have too many new patients be something that’s fun instead of stressful.

 

So not Dr. Nick Dukovac, where are you, Nick? Oh, right here. Hiding in plain sight.

 

And Dr. Chris Quigley is going to teach us on turning space and unattended therapies into extra income. Chris, stand and wave.

 

Now we are gonna have fun. It’s much, much, much more fun. By the way, I watched the Super Bowl at my cousin’s son’s house with a bunch of family, and when all the plays were going the right way and they went the right way for the Seahawks this year, it was really, really, it’s fun to have fun with people who liked to have fun.

 

So what I want you to do is I want you to, well gimme another slide. I want you to meet new friends now before you jump up and start meeting new friends. You might be sitting with your team, like, uh, team Ingham right here. Everybody, you guys all know each other, that’s great. But I want you to spread out and meet people that you’ve never met.

 

I want you to meet two of the opposite sex and two of the same sex. And so I want everybody on their feet, everybody out meeting new friends.

 

Alright. All right. That’s

 

return to your seats.

 

Put your seat backs in the upright position, your tray table stowed, and your phone on airplane mode, by the way, that’s not a bad idea. Um, I’m, I’m gonna, I, um. I, I gave, I gave kind of a self-righteous lecture about phones being turned off put. Um, and then the very minute I was done, my son called me and my phone was ringing away and all that stuff.

 

So anyway, so, uh, fun. Now where did, where did little clicker go? Okay, so you’re sitting at a table and let’s say that the top of the table where Kyrie and Michael and Aaron are sitting and where Chuck is sitting and where, uh, Raul is sitting, that’s 12 o’clock. This would be six o’clock on your table, right?

 

Okay, so here’s a question. I want you to grab a pen and grab a pad, and I want you to write, and I want you to think back, we’ve got three months this year and we’ve got 12 months. We’ve got 15 months, we can think back. And what I want you to do is I want you to think back about your biggest accomplishments over the last year or 15 months.

 

And I want you to make a list. Maybe you learned your position, you’ve been checked off, and you handle your position as the lead ca in a particular area. Maybe you’re a brand new associate. Maybe you’re almost a brand new associate, but you’re in bonus and you got into bonus. Maybe you got a new position in a chiropractic office.

 

Maybe you are the head of billing and cash at your office and you broke records in money collected. So I want you to make a list of accomplishments. I know in a couple of these where we’ve asked these questions, people have said, had a baby. So the babies can get stuck on this list as well. So I want you to make a list of your biggest accomplishments, and I want you to think through that.

 

You guys think, and you write,

 

and the question is, what are you proud of?

 

Some people have a rough time being proud of the stuff they should be.

 

You moved into a new office, didn’t you?

 

I know the teen priest here added a new doctor in the last year.

 

I am just curious,

 

who’s got a pretty good list? You’ve got a pretty good list, Elisha how many things on your list?

 

Great. Great. So how many items?

 

Okay. Okay, so does anybody have six things on their list? Kyle, you do if you do. Ashley, did I remember right? Okay, great, great, great. Anybody have seven things,

 

Dr. Keller? Now here’s what I’d like you to do. If you still are writing things down, you can do this. But now remember the 12 o’clock position on your table. We’re gonna start over at about eight o’clock. So that means we start with you and you’re gonna share with the table the things that you’re proud of at your, uh, and, uh, and then, uh, we’re gonna start with you and you get to go around that way and we’re gonna start with you and you get to go around that way.

 

So everybody at the table, I want you to share with your table mates. Here’s, here’s the list of stuff that I’m proud of, and we’re gonna start with you and we’re gonna start with you. We’re gonna start with Misty at this table, and we’ll start with you and we’ll start with you. Okay? Does that make sense?

 

Okay. So everybody share at your table the things that you’re proud of, please.  All right. All right, all right, all right.

 

Well, I didn’t get a chance to say what I was, uh, proud of. Uh, well, next year. Next year. Okay. Okay. Now, if you heard something or you had a chance to say something, you think, oh, that was really cool. So, uh, we’d like, uh, maybe one or two or three people to share some things that they might, that, that they are proud of.

 

So, uh, oh, now you get shy on me. Right. Okay. Kyle, you know, I’m always good. I think you’re, yeah, you’re a a party starter right there. Yeah. And just a couple. So we have a new Total clinic visit record this year. Our COA scheduled more events than me last year, which I’m not too happy about, but happy we have a new record.

 

Yeah, we have a record for collections, and we did all of that while Dr. Tim took five weeks of vacation. Isn’t that great?

 

Now, Kyle, you are gonna be the mic runner. Anybody else you’ve got. Okay. Right over here with Alicia.

 

We have a soundtrack for that. Uh, we’ve had a big fun year. We acquired our second clinic. We’ve hired two doctors at one clinic and a third doctor at our second clinic. Dr. Rhodes stepped out of patient care, which is our biggest win, so now he’s just focused on running the business and doing businessy things.

 

So it’s been fun on around. Isn’t, isn’t that great? Super great. Now, now, Alicia, you’re going to be the mic runner. Somebody else. You’ve got you. You did something or you heard something. Yes. Right over here, this young lady. I am very new. Toka. I’m five. Would you stand up and, and introduce yourself to the group?

 

Hi, I am Shea. I work for, at first Place Chiropractic. For me, this is personal because after 30, working 36 years, I didn’t think I would ever, ever go into a new field. And so, um, five weeks ago I was hired by Dr. Uh, Kleinfelter, and I started a new career and we are doing amazing things at New, um, at first Place Chiropractic.

 

I am learning at a rapid rate. And at this point, um, menopause brains. I didn’t think that I would’ve ever be able to learn anything different at this rate. And it’s amazing and I am so happy to be amongst the family to help who have. Accepted me and have given me this opportunity to learn something really, really cool.

 

And this is now my new career. And the only thing that I wish is that I could say, and it will happen, we have too many patients, right? Bring it, right?

 

36 years in a career. She doesn’t look 36.

 

So now, okay, so isn’t that great? Isn’t that great? By the way? I know that we passed the mic around a whole bunch and find out a bunch of great things. But you know what? I’ve got another question for you. And I want you guys just to take a minute to write down what are you most excited about in 2026? So Peggy is here, and I heard from Peggy one time that grateful for what you’ve done, grateful for what you’ve done, and excited for what lies ahead, or something like that.

 

Words to that effect, right? And so if I’m grateful for my past and I’m grateful and I’m thankful for the things that I’ve been able to accomplish, and my challenge is, and what am I excited about? So I want you to write down things that you’re excited about and I’ll give you a little song. What are you excited about?  Maybe you’re excited about a big challenge that’s coming up, but now you feel like you have the information and the support and the group that’s going to support you as you move forward into your challenge.

 

Okay. Everybody listen to me. Here’s what I want you to do. We started at the eight o’clock last time, and then we went around the table. We’re gonna start at the two o’clock or three o’clock.

 

We’re gonna start with Esther. We’ll start with Jeff. We’ll start with, um, Yachty. We’ll start with Evan. We’ll start with, I want you to share at your table, what are you looking forward to?

 

All right. All right. All right. Now, if you had a chance to share something at your table that you’re super, super excited about

 

in 2026, maybe there’s something that’s a brand new chapter in your life and that you wanna stand up and tell the whole room about it. Alright, then we’d love to hear it. Well, Samantha, thanks for volunteering. I appreciate it. Anytime. Anytime. Um, I’ll be starting as an associate and that’ll be my first, like, new transition for this upcoming year.

 

So I’m very, very excited. And you’ll be graduating when? In six days. Alright. But I’m not counting super now. You know, you’re the mic runner. Right? Okay, I gotcha. So something else that you got a chance to share or that you heard at your table that somebody’s excited about it and they can hardly wait to get deeper into 2026 in order to be able to do Well, you, you have a short run for Peggy.

 

Very short. I appreciate you. Uh, so I am extremely excited to, uh, get our most recent associate to bonus this month. It will be this month. Um, and I’m very excited to see our senior associate get to 150 KA year. And I’m very excited to see Dr. Schleppy actually step away from the office more this year. And, uh, out I’m excited to have somebody who works with me who wants all those things with me.

 

Right. So, great. Great. Okay.

 

Peggy, you hold on. Now you’ve, you are excited about something. I can smell it. Okay. Would you run over to Dr. Hernandez here and, uh, and then Joe, after you speak, uh, Dr. Keller’s going to share. Thanks. I’m excited about joining, uh, five Star Management because, um, our, our offices already do pretty well. But adding new associate doctors with this model, ’cause I’ve had associate doctors that’s just gonna blow my stats outta the water.

 

So I know that 2026 would be my biggest year ever. So I’m super excited about adding a lot of associates and, you know, with this model so that we could just, just blow the numbers out of the lot, you know. So that’s, I’m saying. Great. Good. And right there with Dr. Keller. Dr. Melinda. Morning everybody.

 

Morning, Melinda. Where’s Shea gonna stand up for me, my dear? I wanna let you know you have a lot more gas in your tank

 

and I just, um, Chuck’s spoke before I did and I took his goal and put it on my goal list of 500 a week. There you go. That’s a good thing. So, hold on. Raul. Raul, I want you to share something you’re excited about in 2026. Okay. I’ll go with, uh, number one, honestly, I’m just, you know, I feel like a little guppy, right?

 

So next step, uh, is adding a second chiro. I mean, that’s what I’m, that’s what it is. Adding a new associate. I’m really excited about that. And I, I mean, it’s pretty simple. Yeah. Oh, and breaking more records. You’ve broken a bunch of records this year. Haven’t, yes. Great, great, great, great. George, you’re the mic guy.

 

Anybody else you wanna share something that you’re excited about? Anybody else? Anybody else? Going once? Going twice. Going once. Going twice. Okay. Cool. Now George, would you turn that one off? I’d appreciate it. So now, um, whenever we talk about new patients, we go back to philosophy because at the foundation of new patients, at the foundation of new patients is somebody coming in to be introduced to chiropractic.

 

For the very, very first time I got, I got an emergency phone call from Westminster Chapel. I was up on 150 second and Westminster Chapel. The church I attended was about 4, 5, 6 blocks away. Their choir director, Gordon Schuster was going into a migraine and his migraines were terrible. There are migraines and then there are migraines.

 

Gordon was in a absolutely terrible migraine and can they send him right up? Well, the place was just absolutely packed. I grabbed one of my associates and I said, we’ve got the choir director from Westminster Chapel. Gordon Schuster. He is gonna be coming into the office. I’d like you to work him up. He’s starting him migraine.

 

He’s at the place right now where he can’t talk. They’ve got this big Easter thing they do, and it’s about this time of year they’ve got this big Easter thing, and he’s supposed to, he’s supposed to be conducting all these practice sessions with the choir. And I remember I walked in after I had taken a look at the x-rays and he’s, uh, got migraines now.

 

I’m a chiropractor today because of the. Work that chiropractic did for my mother and my grandmother with their migraines. And so I rounded the table and Kathy, his wife, is standing right there and um, and Gordon’s on the table and he can nod and he can, and he can turn his head like this, but he really can’t talk with me.

 

And I had seen his x-rays and this was my brand new patient and what I’m supposed to deliver is the miracle and I wanna deliver the miracle. And so I, um, I, I, I bent over slightly like this because the back of the table was up. It was a peton table design, and it was, and he was lying there and I was feeling his atlas and, and the mastoid.

 

And I went down there and, and a hot articular capsule on the second cervical. And I set up and I adjusted him audible, palpable

 

Gordon, I want you to rest. I’ll re I’ll be back with you in a minute. I go take care of some patients, I do some of the things. I don’t know what’s gonna happen when I come back. I’m betting that I was praying, I cheat, I pray. And uh, and so I walked back and I could see the head of the table, but I saw no Gordon.

 

So I walked a little further and I could see him sitting up and I said, how are you doing? And his wife has this smile on her face and he says, better. I said, well, that’s good. So I went and adjusted a few more people and I came back to the adjusting space and he’s standing and he’s got his coat over his arm.

 

I said, how are you doing? He said, A lot better. I said, I want you to go home and I want you to rest. And he says, no, no, no dice. I’ve got a great big Easter cantata to do. And uh, I said, well, you know what my recommendations are. I mean, this adjustment is the first step for you. And, uh, and he says, he said, I gotta do what I gotta do.

 

And I said, well, um, here’s my cell phone number. I even had a cell phone back then. This was many, many, many years ago. Now, literally what happened is that Gordon Schuster went back to the Westminster Choir and he was preaching to the choir about chiropractic. And I had a lot of new patients. I had a lot of new patients.

 

Why is that? Why is that? It’s chiropractic philosophy. The only thing that explains it is chiropractic philosophy. I love chiropractic philosophy because it explains, and you’ve seen, if you’ve been in seminar with me before, you’ve seen all of these slides a dozen or a million different times. I wanna show you what I think is a, a pretty good template.

 

It’s a simple explanation for chiropractic that I would use with my patients and that I would use with my team, and I’d want my team to be able to remember. I, I was, many, many years ago, I think this was 50 years ago, I was down taking X-rays with Dan Murphy and Don Harrison and Maurice Smith. They were all chiropractic students at the time.

 

And um, and, and we were practicing saying the power made the body heal the body as fast as we could. There were four of us and we were all taking x-rays at a seminar. The power that made the body heal the body. And that’s a statement of chiropractic philosophy. The power that made the innate intelligence that knit this body together in the womb that power heals the body.

 

I want every single person in this room to say with me the power that made the body heals the body. Now I want you to say it with me, everybody to say it with me. The power that made the body heals the body. I want my patients to know that. I want my team to know that. Number two, life comes from above down inside out.

 

Life starts here. The first thing that forms, I saw this absolutely wonderful TikTok video about a nervous system being formed in a, in a, on a baby embryo, a baby a, a, a baby forming in the womb and about how these nerve patterns were forming. And so life comes from above down inside out. I want you to say it with me.

 

Life comes from above down inside out. And when you combine that with, say it with me, the power that made the body heals the body. Say it with me. Life comes from above down inside out. Wow. What a wonderful foundation. That’s why Gordon Schuster got a chiropractic adjustment and then was sitting up and could speak again and then stood up with his coat over his arm and he wasn’t perfect, but he was a heck of a lot better than when I found him.

 

And he was able to go not only do his, uh, choral directing, but if I had told him this template, he could have said to that entire choir, you know what the power that made the body heals about it. Life comes from above down inside out. Now take a look at these if statements, if I get there in time, this is why we market.

 

Do we need new patients? Yes. Do we need new patients for a business? Yes. But the first thing that we do, it’s called the trifold objective at five star help people first, we reach out, we get out of our way, we get out of our comfort zone. We get bold. We take the message into the community, and we find people so that we can help people.

 

If I get there in time, if I find the subluxation, by the way, that’s no guarantee, and I don’t wanna give you a lecture on being a great chiropractor, but we all need to be great chiropractors. We all need to hold ourselves accountable to the best adjustment that we give. If it’s a nuclear adjustment, you want to be, you want to give the best nuclear adjustments you possibly can.

 

If you’re, you want to using a pro adjuster, you want to give the best pro adjuster adjustment that you possibly can. You don’t wanna be thinking about the vacation or thinking about this, or you want to be PTC. Present time conscious. If I find the subluxation, if I correct it now, that’s not always a given.

 

That’s not always a given. If you’re an associate here today, one of the things that you should be saying to your clinic director is, I want you to be my technique coach. I want to submit my technique to your audit. I want to adjust for you, and I want you to tell me, am I doing this right? One of the best associates I ever had, in fact, the best associate I ever had guide me, Dr.

 

Craig Tuttle, came to me one time and he said, I don’t want no I, I don’t wanna know what I’m doing right. I want to know what I’m doing wrong. I said, I believe you need to know both. He said, yes, but don’t think that you’re sparing my feelings. I want you to sh I want you. If you see me doing anything wrong, I want you to tell me about it.

 

I said, I promise I will. I want you to if you can, and if you don’t have associates or if you’re the clinic leader, you go to your technique teacher and you make sure that you submit yourself to somebody’s audit, somebody’s scrutiny to make sure that you’re a super adjuster. If I keep my patient in correction, that’s a good point for retention.

 

We wanna make sure that people don’t get washed out, flushed out, fall through the cracks, ignored, treated poorly, so that they end up out of your office for some reason. We want to take very, very good care of all the patients that God gives us. I will see miracles. That’s what BJ said. You will see miracles.

 

Andy Swanson came to me and he said, uh, we have a problem. What’s the problem, Sandy? My patient just broke down in tears when I was adjusting her, and I asked her, what’s wrong? She is a foster mom. She’s had five of her own kids and 20 foster. I don’t know where you get a heart that big. I don’t know where you get that.

 

But anyway, she had this little baby, and this little baby was about a year old. Failure to thrive. It took two people to feed her. They couldn’t feed her solid food every day because it was just too much work because the husband would have to wear sweats or poncho and Sandy would have to wear sweats.

 

And if you feed the baby, it’s like you’re pouring hot lead down the baby. She spits up and she screams and she throws a fit. And it’s so emotionally damaging for everybody that she just, absolutely, she’s, she’s losing weight. I said, so what do you think we should do? He says, well, I walked over to an autonomic nervous system chart and I pointed to the nerves that go to the stomach.

 

I don’t even know if I pointed the right way, but she, she begged me to see if we could help. And so we got permission from the state and this little one came in. We’ll call her Michelle. I don’t think that was her name. I’ve got it in an email because Andy and I just emailed back and forth on it a couple years ago, and she got her first adjustment.

 

Now all of us doctors were together. There were eight of us in the break room, and we were having, um, kind of a good time just chatting before a doctor’s meeting, and the phone rang and Andy picks up the phone and he says, sound chiropractic sender, Dr. Swanson speaking. Oh, well, good. Thank you. Good. See you.

 

Wednesday. Click. It was Robin. It wasn’t Michelle. Her real name was Robin. Robin ate. I said, well, that’s cool. And he says, yeah. He says, that’s unheard of. She ate, we didn’t have to force feed her. It wasn’t a battle. It wasn’t screaming. She ate Wednesday, we got another phone call after our adjustment. Robin ate like a pig.

 

So she grew up in her office. What, I mean, she grew up, she was about two and a half years old. And this was about, this was about, uh, a year, year and a half after we gave her her first adjustment. And she was running around the office and she had the party dress with the petty coats, and she had the black patent leather shoes and the socks with the ruffles around the top and the bows in her hair.

 

And I said, Hey. And she jumped into my arms and then she thought, what did I do that for? And she said, mommy. And so I, I, I carried her over to Sandy, and so there, the three of us right up at the front desk. And she said, uh, you know why we’re all dressed up. We’re going to a party, right? Well, sort of. She gets adopted today.

 

I said, well, that’s cool. She said, oh, you don’t know. Nobody wanted a little one like Robin the way she was and what Dr. Swanson and chiropractic have done for her. It’s a miracle. It’s a miracle. I pray for everybody that we have a chance to see the miracles and to hear about the miracles and that we in our head and our heart and our guts, that that’s our mission.

 

That’s our vision, that’s our goals, and that’s the foundation for all of our marketing is to go out and save the world and to teach people that template. But there’s a big problem,

 

and here’s what the problem is. Not enough new patients is the number one chiropractic problem in the, in the country. It’s the number one for decades. The reason people sought me out was I need new patients. I had a guy call me one time, he says, I need new patients right away. I’ve got a seminar coming up in a month.

 

He says, you don’t get it? I need ’em right away. I need ’em today. I don’t know that I can help you today, but there’s an answer. And I believe that if you can get new patients and you’re a soso chiropractor, you’re gonna have a wonderful practice. If accidentally you are a good marketer or accidentally you have the right personality or accidentally you invite people in, whether it’s educated or not, if you can get the right people in your office, you’ll have a great practice.

 

You don’t even have to be a super, super great chiropractor. You don’t even have to be nice.

 

Not enough to patients is the number one reason chiropractors fail in practice. I had a young man that I ended up hiring as an associate. He came to me and he said, if this chiropractic hobby of mine, that’s, that’s what his wife said. If this chiropractic hobby of his doesn’t work out better, he’s gonna have to go to work for his brother-in-law and he would be cleaning carpets at night.

 

Can you imagine? Can you imagine? I mean, hand me the razor. I would be out cleaning carpets for my brother-in-law at nighttime, and then somebody says, well, I thought you were studied being a chiropractor, right? I did. Uh, but, uh, chiropractic’s great, but I guess I suck. That would be a bad conversation.

 

That’d be terrible. Absolutely terrible. The number one reason that associate programs fail is not enough new patients. Let me tell you the story. I get the, I get a call from this guy and he says, I brought associates in and uh, and, and we used to be really, really busy. And then I split my new patients with the associate and the associate.

 

He, it’s not his fault, he just doesn’t understand the value of a new patient and these new patients that I am getting, they become lifetime chiropractic patients and he doesn’t know how to get new patients. He doesn’t know the value of a new patient. And my wife has just told me that I have to let the associate go because she’s the bookkeeper and, and I have to, and I have to go back to work full time.

 

I said, why is that? Well, the money that I’m paying the associate is exactly the amount of money that my net income is down. I’m paying the associate 60 and I’m down 60 and I can’t afford to do it. The business of the associateship fails. That’s why the associateship fails, and the number one reason the business of the associateship fails is the inability to produce new patients.

 

The struggle to fill your schedule with new patients stunts your growth and contributes to burnout. You’re always in this emotional thing. Your emotional thing. I, I’m working. I’m working. When will the next next Facebook program come? Right? Okay. You love chiropractic, but you’re starting to hate practice.

 

You’re not having any fun, and money’s always tight. I hated when that happens. Now, I want you to take a look at the big promise. I asked Emily, I said, is that a good picture to have behind the big promise? She said, yes. It’s a new day dying. Right? Okay. You can have more than enough new patients. You can have too many new patients, right?

 

You can have them lined up right. Patience to fill an upbeat, profitable practice for you and multiple happy associates. Will you help? Lots of people have tons of fun and you make great money. Not only you make great money, the associate makes great money, but you have a well-paid team. There are no losers in this equation.

 

And some of you who are nodding, I know that you, that’s your, that’s your lived reality. You live in a practice that’s exactly like that. Now, get this wrong. Not enough new patients. You’re not helping enough people. One of the things that’s the heartbreak is if you’re a miracle case and you don’t get your hands, you, that’s why you become a chiropractor.

 

You are a miracle case. That’s why you enrolled in chiropractic care. I mean, chiropractic education. And now you can’t, you can’t get your hands on enough people. You’re not busy, you’re not productive, you’re not making money. You’re taking crazy money schemes, chiropractors. I’m afraid that every now and again, we do crazy things because we need to make more money and we don’t get the new patients.

 

We feel like a failure. We’re disappointed in ourself. We’re discouraged and we burn out. By the way, I love this girl. I want to have dinner with this girl. I wanna be at the dinner table while other people who know how to talk as well are there and engage her in conversation. And I want to hear what she’s excited about.

 

Too many new patients helping. Lots of people, huge impact. Busy, productive days. Isn’t it fun to have a busy, productive day just packed full of power hours? You blink in, someone says it’s time to go home. What? What do you mean to, well, we weren’t busy. We, somebody hands you a post-it note. We broke a record.

 

How did that happen? Making great money feel like a success. New classy problems, hiring, training, and, and, and empowering and developing and discipling associates. Right over here at this table, this lovely young woman, Dr. Val Hunter, was discipled, apprenticed in an associateship with Dr. Brian and Misty.

 

And she was an absolutely an absolute monster at new patients. She was just absolutely great. That’s one of the reasons why she was hired, is because she had this special sauce, right, and it brought her in and she’s developed and she knew that she and her husband wanted to be in their own practice. And now they have, they have a wonderful practice as well.

 

And the Morris’s have the satisfaction of knowing that they help somebody who they deeply care for, and her family and her husband be super, super successful as well. Woo, hiring training associates, excited and having fun. I want to be excited and having fun. That’s why I still do this at 77. Okay? So help a lot of people have a lot of fun.

 

Make great money. Alright? Now, by the way, I love this picture. I love this picture. Doesn’t this guy, look, he’s not arrogant, but he’s happy and he looks successful. He looks, looks like he knows what he’s talking about. That’s why I chose this picture. Okay? Seven things super successful chiropractic marketers do.

 

Now, before we go into this, every time I put together a seminar, every time I go through my slides, I ask myself, what does this group need to hear? And I go back through all of my old stuff on new patients and I’m say, is this still relevant, relevant? Is this still what they need to hear? What’s this group like?

 

I’ve got clinic owners, I’ve got associates, I’ve got Cas I, I wanna make sure that I’m cooking that the menu is what you guys will go, well geez, this is good. Or at least you should like it, right? Okay, so number one, they make getting new patients their number one priority, their number one KPI. Now, I want you to be an absolutely great chiropractor, but I want you to grab the new patient problem by the lapels, and I want you to headbut it to the bridge of the nose.

 

I want you to give it what’s called the Liverpool kiss. Now, Leah would say that that’s a bit of a masculine reference, Noel, I don’t know. I don’t know that everybody’s gonna be able to relate to that. Let me give you a mama bear. Let me give you a mama bear. How about this? That you’ve got a kindergartner who’s coming home from school and they come home crying and you hear about a bully on the bus hurting somebody’s little kindergartner.

 

Mama bear. Are you ready? So imagine that not enough new patients is going to push around your practice or push around your associate or push around something else. I want you to grab that bully, which is not enough new patients, and I want you to tackle it. I don’t want you just to throw something on the wall and hope that it sticks.

 

I don’t want you to just dabble at something I don’t want you to try. I want you to make it your number one priority. I want you to solve the problem. I want you to keep it solved. I want you to keep it down. I want you to make real progress. Do I hear an amen? Amen. Okay, associates, I want you to get over the salesman thing.

 

I’m not a salesman. You are too. Everybody who has an idea. Everybody with an idea that they want you to embrace is a salesman. Parents are selling to kids. Kids are selling to parents. Teachers are selling to students. Coaches are selling to teams. Pastors are selling to congregations. Husbands are selling to wives.

 

Wives are selling to. Everybody’s a salesman. The only question is, are you good at it? I want you to get great at it. Decide to make it fun. If it’s not fun, you’re doing it wrong.

 

Make it fun. No chiropractic weaklings. Now that’s a Brian Morris phrase, really it is. And he and I both agree, and we had a conversation about this. We don’t want to have somebody who’s worked with us for 1, 2, 3, 4, 5 years kind of go out and they try to do their practice and they can’t. Oh, oh, I can’t lift this stuff with too much for me.

 

So I want you to be super, super strong and go to give. Don’t go to take, go to give, go to give the best. You have to give. Act like the pros. I want you to copy. I want you to imitate. I want you to rip off what the big dog does. Somebody asked me, can you help me with new patients? I said, where are you? I’m in Santa Rosa, California.

 

Santa Rosa. What does the big dog do in Santa Rosa? Who’s the big dog? The big practice that’s doing most of the marketing? Well, they were doing, and then they told me, I said, we’re gonna do that too. Well, is there enough room? Hey, chiropractors only penetrate the market in California. Seven, 10, 12% max. We’re gonna get the other 88.

 

And we doubled that practice almost overnight. We figure out what works in a particular market. We copy, imitate, rip off what the big dog does. If they can do it, I can do it. I want you to say that to me. I want you to say that to me. If they can do it, I can do it. Okay. Are you ready? And I want you to say so and you can, if they can do it, I can do it.

 

So I want you to point at me. You point at me and I want you to yell. If they can do it, they can do it. I can do it. I don’t believe you guys, I think this side of the room is gonna pass you up. If they can do it, I can do it. Okay. Okay. Okay. Building marketing systems that can function without you. What?

 

What? Yes. Okay. Now, associates goal set to be the next big dog. Notice how the guy in the hoodie is a little younger than the other guy in the other. Right. Okay. Now learn on the boss’s dime. I stole that from Misty.

 

The associate is getting paid for the clinic owner to train them in what the clinic owner paid to be trained in herself. Your fastest route to success in bonus is marketing and selling chiropractic. Remember, everyone’s a salesman, aren’t they? Mote. Everyone is a salesman. Right? Okay, now, now if you’re sitting here and you think, I don’t have an associate yet.

 

When I get an associate, I want my associate to sit in this seminar. No, here’s what you do. You mark this in your notes, and when you get your associate, you sit down and you tell them exactly what’s written there, and you guys go over these notes. Okay, are you ready? Here we go. Now make it a game. New patience is a fun game.

 

If it’s not fun, you won’t want to do it. Associates, if it’s not fun, you’re doing it wrong. Remember your goals. Laugh. Go prepared with your scripts. By the way, does anybody shoot to a 10 or less golfers? Anybody shoot to a 10 or less? Here? Steve Jones, if he were here, he shoots to about a six. He knows that golf is a lot more fun.

 

If after you hit the ball, it’s in the fairway and after you hit the ball again, it’s on the green. And after you hit the ball again, it’s in the cup. So make sure that you know what your scripts are and that you know exactly what to say. By the way, this is Liz. And Liz was one of my COAs and Liz and I had the most fun.

 

And my wife would say, after we came home from a screening event, how was your date with Liz? Because I would always come home so excited. And of course Liz is cute and it was fun. So we would put all the screening stuff in the car and Liz knew that it was her job to hop in the car next to me and I would drive.

 

And um, and I’d say, Liz, what’s job one? Fun is job one. Dr. Lloyd, Liz. If we meet people who need chiropractic, we’re gonna make appointments for ’em. But if we don’t, what are we gonna do? We’re gonna have fun. So we would go and we would set things up and I would put Liz on the sand machine. And uh, and, and if we went to a health club, the young men would want to come over and talk to Liz.

 

And so then we’d, we’d have a crowd. The bees would be circling the hive, right? I, we would, we would just have a ton of fun. So you make it fun. Build a new patient, six pack. Really, really get good. If you’re in an associateship, you should build three internal, three external new patient programs. If you’re a clinic director, you should have three internal, three external programs.

 

If you’ve got a practice that’s so busy because of personal referrals, you should knock the dust off, knock the rust off of your marketing program so that when you bring your associate in, you’ll be able to teach them what you know needs to be a six pack. So the associate learned, I’m the director’s dying.

 

Choose the top producers. Not the easiest stuff. Learn each well enough to teach it. The teacher always learns the most. Build your six pack, you’re gonna have a top one or two that are the best. Steve, super Suski, you just did a talk at the Dell Webb, uh, community with Dr. Kleinfelter, didn’t you? And, uh, and so you learned her talk.

 

You learned on her, not only on her dime, but you learned her talk and you gave the, gave the talk, and you spoke to a group of how many? About 14 people. Now, did you get any, do you know? I wasn’t counting. Did, did you? That’s okay. I mean, if, if she’s there with you and counting and how many people signed up?

 

Isn’t that great, by the way? I think that deserves a hand.

 

Get A-C-O-A-A-C-O-A community outreach assistant. Would all the COAs, or if you’ve been a COA in the past, would you raise your hand? Wonderful, wonderful, wonderful, wonderful

 

associate. Ask your CO, uh, ask for your COAs. Help it. I should. The s should be off that. Ask for the help. Accept the co a’s leadership, say to the COA, what you would say to the clinic director. I want you to tell me if I’m doing this right, I want you to tell me if I’m, if I’m doing the script right, I want you to, um, I want you to, um, I, I, and I promise I’ll do exactly what you tell me to do.

 

Accept the coa leadership tracking and feedback, COA and associates or a team, treat the COA with respect and appreciation, three to seven hours a week of marketing. If you’d like PI patients, then you should be doing, and you’ve got a PI clinic, you should be doing probably attorney lunches or meeting with, um, um, legal offices on a regular basis.

 

Or in urgent care centers. But you need to be doing three to seven hours a week. If you’re associate, you need to be doing about 12 week or 12 hours a week of external marketing, a hundred percent new patients in a brand new practice that are outside. Learn the event, set up, learn production, learn to make appointments, and your goal is three, two hour external events per week.

 

Brian, did I steal this slide from you? That’s a fill up your calendar.

 

Marketing calendar is literally the fortune teller. That’s a Brian. Full calendar versus empty calendar. Get a big calendar on the wall, plan on, uh, external events until you’re so busy you can’t get out of the office. I told my associates, they said, uh, Dr. Lloyd, when can I, uh, quit doing external events?

 

When you’re so busy inside the office, we can’t take you outside the office. Well, that could be a year or two. Now you understand.

 

I want you to have an absolutely wonderful weekend. I want you to give yourself to this process. I want you to treat too few new patients like the bully that’s trying to hurt your kid. I want you to grab it by the lapels and give it a Liverpool kiss. Or I want you to mama bear that too few new problem and let’s do it seriously.

 

So are you guys with me? Yes. Okay.

 

Alright. Now it’s a quarter two cas. You’re gonna be with Misty. You go out the door and it’s the united room. It’s on the right. Easy, super easy to find dcs when you come back, collapse the room. In other words, move forward and men and move inward in order to fill up the places where the cas are are leaving.

 

So, you guys did good work this morning. Give yourselves a hand.