Kats Chiropractic Consultants CHIROpulse

214 The Patient Chiropractor Reaps Rewards

• Marisa Mateja

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Welcome to the KC CHIROpulse Podcast.  

This week’s topic:  The Patient Chiropractor Reaps the Rewards

The KC CHIROpulse Podcast is designed for Chiropractic professionals ready to elevate their practice to new heights.  Hosted by Kats Consultants coaches Dr Michael Perusich and Dr Troy Fox, both seasoned experts in Chiropractic business development.  This podcast provides invaluable insights and actionable strategies to help you create a flourishing and sustainable Chiropractic business.

In this episode, we discuss:

  • The biblical foundation of being patient
  • Why focusing on what we do “good” is so important to our success
  • Why your mindset plays such a vital role in helping to prevent burnout
  • How being critical of the profession and your practice may be blocking you from success
  • …and so much more…

In each episode of KC CHIROpulse, we delve into crucial aspects of building a successful Chiropractic practice, covering topics such as establishing a strong foundation, adopting a patient-centric approach, mastering marketing techniques, achieving financial fitness, fostering effective team building and leadership, integrating technology and innovation, and navigating common challenges in the field.

Whether you're a seasoned chiropractor or just starting your practice, the KC CHIROpulse Podcast offers a wealth of knowledge and personalized practical advice to help you navigate the intricate world of Chiropractic business. Join us on this journey as we explore proven strategies, share success stories, and connect with industry experts to empower you in your pursuit of building a thriving Chiropractic practice.

Don't miss out on the latest insights and expert guidance. Subscribe now and unlock the secrets to taking your Chiropractic practice to the next level. Your success is our priority at Kats Chiropractic Business Advisors.

DISCLAIMER:  The information presented in this broadcast is for educational purposes only and is not intended to offer legal, investment, accounting, or medical advice, and represents the opinions of the speakers.  Seek the consultation of a professional for advice in those areas. And remember…your results using this information may be different than described.

Be sure to SUBSCRIBE to the Kats Consultants CHIROPulse Podcast
When you are ready we can help.


KC CHIROpulse Podcast. Helping Chiropractors keep their pulse on success. Thanks for listening.



Dr. Michael Perusich:

Chiropractors, are you feeling weary about what you're doing in practice? Hi everybody. Welcome to the KC Chiro Pulse podcast, brought to you by Kats Consultants and Chiro Health, USA. I'm Dr. Michael Perusich, and I'm joined with my host Dr. Troy Fox. Troy, you're looking pretty sharp there. You're colorful today.

Dr Troy Fox:

I am, I'm very vibrant today. I was a little chill, vibrant in the office this morning, so I had a pullover on over my scrub, so yes. You're vibrant working. Yeah. I'm not golfing today. You look like you're,

Dr. Michael Perusich:

you're vibrant. That sounds like something from Seinfeld.

Dr Troy Fox:

It's feeling vibrant today. That's right. That's how Jerry would say. So I hear that you. When you were at church this weekend, you were the only one in the congregation. You were sitting by yourself, looking straight at you, and he told you something. That you thought really resonated with chiropractic.

Dr. Michael Perusich:

Yeah, and

Dr Troy Fox:

we talked about this off air a little bit and I can't wait to hear it because it, it's fantastic.

Dr. Michael Perusich:

Okay, so just follow me on this. So he throws up on the screen Galatians six, nine and you guys out there, you can look this up, Galatians six, nine and it says, this is the NIV translation. Look up whatever translation you like. Let us not become weary in doing good. For at the proper time, we will reap a harvest if we do not give up. And I'm telling you, this hit me like a steam engine. It just mowed me over and I went, holy buckets. How often do we hear this? And let me say it a different way. Let us not become weary in doing good for at the proper time we will reap if we do not give up. And Troy how often these days, and I don't know if it's the economy or just the negativity in the world or what, but we seem to hear a lot of doctors getting burned out and frustrated with practice and this is where this hit me.'cause I'm thinking, oh my gosh, let us not become weary in doing good as chiropractors do we do good? If you don't think. Docs. If you don't think you're out there doing something good for the community, I think you need to take a step back.'cause what we do with these, with our hands, what we do with our hands is so uniquely powerful that every time we lay hands on somebody, we're doing something good for somebody else.

Dr Troy Fox:

When is the last time that you heard of a crisis in confidence in chiropractic? Oh my gosh. Something that we've been doing. We found out that it's horrible for the patient. We've never had that. No. Look at what happens in medicine on a regular basis. We now know. They change their position or they say, oh no, this drug that we were using unfortunately has a kabillion side effects. And we won't get into any specifics, but there's been a lot in the news lately about a specific maybe mRNA vaccine, right? That really has had more and more issues. But yet it was pushed on us like it was the greatest thing since sliced bread. When have we had a lack of confidence or a crisis of con confidence in chiropractic? We haven't.

Dr. Michael Perusich:

I don't think I've ever heard the chiropractic adjustment being recalled. No. No, it's not. And what we've been doing for over a hundred years is good. And so if you don't think you're doing good, I want you right now to take a step back. If you're a God-fearing person, say a prayer about it. Lord I'm doing good things in the community. Help me realize. Help me see it. Help me deliver this good through you, through your energy. And so that you see it because a, as Galatians says, and we gotta take a break, but as Galatians says, let us not become weary in doing good because we have to wait for the proper time to reap the harvest. So if you are feeling down, if you're feeling like your practice isn't giving back to you, whether that's monetarily or through fulfillment or whatever it might be, I want you guys to listen up to this message that we're gonna, we're gonna give you today in this podcast. Yeah,

Dr Troy Fox:

We come back, we're gonna talk about where the real crisis of competence is. I've got the answer for you. So after this break,

Dr. Michael Perusich:

so we're all on our edge of our seat, we'll be right back.

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Dr. Michael Perusich:

Alright, everybody, welcome back to the KC Chiro Pulse Podcast. We are talking about getting hit upside the head at church this weekend with the sermon, which evolved around Galatians six, nine. I'm gonna read it again'cause this is how much this touched me. Let us not become weary in doing good for at the proper time. We will reap a harvest if we do not give up. We hear a lot of doctors say, yeah, I think I'm just gonna give up. I'm gonna go do something else. Troy, where? Where's this crisis in chiropractic coming from?

Dr Troy Fox:

I think it's a crisis in confidential individuals, and it's not just in chiropractic. So follow me on this one. Number one, I think yes, we do have a crisis in confidence in practice. A lot of times all of us have it at some point, don't think that we're immune to it because we all sometimes question ourselves. I don't care. If you were selling widgets, you would question yourself. I don't care if you're in a different type of service industry, you're providing website support. Would you question yourself? Sometimes we do, and I think what happens is when we grind, we get tired. And when we get tired we give up. And let me tell you where I think some of this comes from. I think we live in a society where there's always a cheat code. This has been for those of you that are younger, you guys get it because you played video games, right? In every video game there's, you could they call it sometimes pay to win In a video game you could pay for better gear or fell over so you could somehow jump. To farther along in the game or be stronger, better, faster, whatever in a game. You know what I'm saying? Yeah. In other words, you don't because what do people say in video games? I read reviews sometimes on video games, just'cause I'm interested in some of that stuff. And my kids have played a lot of video games over the years, and the review would say it's too grindy. I have to grind for everything I get. I don't just get to get it for free. I can't buy it or jump through a special hoop or go through a secret door and get it. And I think in life, a lot of times we do that too. Now that's always been around, it was around long before video games, but what happens is those that are successful, those that reap the reward are the ones that actually do the grinding. So you have to grind to get there. It's sometimes grinding. Doesn't look like success when you first do it, right? You grind and grind, and maybe you, it's. You grind for weeks and maybe you get two or three new patients into your practice as a young chiropractor. I remember, and I'll tell you this story, I remember the very first day I was in practice. It was December of 1996.

Dr. Michael Perusich:

Dang you. I all

Dr Troy Fox:

practice and I had a spouse that worked in a very high volume practice. She knew where we were headed. I couldn't see it. I was feeling very grindy. We'd spent weeks opening this practice. We finally got it open. I had people like trying to sell me phone systems and that sort of thing. Oh my gosh. Yeah. I need to get in there and be a new patient in your practice. Guess what? When rubber met the road, I had one patient on day one. That one patient was glor glorious. Then defeating at the same time. I was so excited to see him, and then I spent the rest of the afternoon for about three hours sitting in my office. I was going over a bunch of how to talk to patients and just trying to learn better dialogue with patients. I was really grinding and I got to the end of the day and I was really defeated. I thought, man, I don't know if this is for me. I really worked hard at this and I thought for sure when the doors opened, I would have more people come through the door. And I got a phone call at five 30 in the evening from a well established chiropractor. It was actually the chiropractor that my mother worked for a number of years. Shout out to Brad Swanson. Brad was on the phone and I don't know if he remembers this phone call with me, but it was something that was life changing. I got on the phone and I said, he said, how you doing and how was day one? And I said I only saw one patient today. And he said, tomorrow, maybe you'll see two. Maybe the next day you'll see four. He said, this doesn't happen immediately. And some of it doesn't happen'cause you're not ready for it. Troy. You need to grow in who you're, as a chiropractor, you need to grow as a physician to get to that point. Yeah. And you know what? His words were prophetic. It happened and it happened over time. But what that forced me to do was quit feeling sorry for myself. Quit being pouty and get back to the grind.

Dr. Michael Perusich:

Yeah,

Dr Troy Fox:

so in other words, I wish I could tell you that there were a cheat code and there were an easy way for you to be successful in practice. Here it is, grind every day, better yourself every day. The benefit is at the end, but it isn't gonna happen right at the beginning just because you wish it

Dr. Michael Perusich:

yeah.

Dr Troy Fox:

And Galatians doesn't say that. Galatians doesn't say if you just wish that you had prosperity,

Dr. Michael Perusich:

no. That

Dr Troy Fox:

you're gonna get prosperity. It doesn't happen that way.

Dr. Michael Perusich:

It says very plainly, be patient, work on mastering the good at what you do. Yep. And when you do that, if you do those things. In proper time, you will see the harvest. You don't go out, you grew up on a farm. You don't go out plant crops and wake up tomorrow and they're ready to be harvested. It takes time, it takes rain, it takes, the whole farming process is you gotta take care of it to make it grow, right? Whether it's fertilizing it or watering it or whatever. And so you gotta be patient and we gotta be patient in our practices. What we do has such a profound effect, positive effect on people. And it's not just the chiropractic adjustment, in my opinion. I think we touch people. Literally with an energy that no other healthcare provider has. And we get people to trust us to believe in what we do, even though sometimes chiropractic seems a little intangible to people. But it, it works. And people know that, and they trust us, and people are turning their lives around because of what we do, because of our skill and our knowledge. And we're putting good back into the community that will come back if we're just patient with it, we gotta do the grind.

Dr Troy Fox:

And unfortunately, you're gonna have that one in a hundred patients that didn't get it, doesn't understand it, doesn't like what you did sometimes. And I know that we hate this word sales. You know what? Sometimes I have to sell a patient on getting wellness care that's never gotten it before. Sure. You know what I've gotten this back from several patients just recently. You know what? I didn't know that I needed wellness care until I got it. Yep. And after about a year's worth of wellness care, because I always tell'em, commit to a year. Oh my gosh, it's not that expensive. Come on now. Commit to taking care of yourself and maintenance in yourself for a year. They get to the end of that year, and what's crazy is I'll bet nine times outta 10 when people follow through with that year's worth of care. What they say to me is, oh my gosh, I couldn't wait to get in here today. I had no idea how much I needed care and how yucky I felt until I started feeling better. Now I know what my new normal is and I can't stand to go back the other direction. That's a, that is a lifetime patient. Not because I sold them. No. Initially it was, guess what? I had to sell'em on it because they didn't know they needed it.

Dr. Michael Perusich:

Wait a minute. Sales. I thought that was something you did in business. How does that creep into chiropractic? Oh, we own businesses.

Dr Troy Fox:

Yeah. But do it for good. Do it for the good. You're gonna reap the benefit if you're doing it for the good and you're not just throwing out, Hey, you know what? I need an extra 10,000 in revenue in my practice this month. So what I'm gonna do is I'm going to have every patient come in two more times this month. To me. That's illegitimate. That's illegitimate gains, right? Gains, not gains, illegitimate gains. But if I look at patients and I go, I know that my patients that are on maintenance care do better and I convert more patients to wellness care. Yep. And I develop a base that's with me long term that gets benefit from it. It's a symbiotic relationship. Yep. They get the care they need and I get to feed my family. Yep. It's a wonderful thing.

Dr. Michael Perusich:

It is a wonderful thing. I found this I'm not sure who wrote this, but somebody wrote about Galatians six nine and gives an interesting interpretation. I wanna bring that up and we come back from our break, so we gotta hear a word from our sponsors. We'll be right back. All right.

Kats Consultants:

Kats Chiropractic consultants, your partner in chiropractic success. We are dedicated with one-on-one guidance to bring you all your practice management needs. Let's supercharge your practice. Give us a call today.

Dr. Michael Perusich:

Hey everybody. Welcome back to the KC Chiro Pulse podcast. We are talking about the good things that we do in practice, and we're talking about a piece of scripture versive scripture. I shouldn't call it a piece. I. That I heard at church this last weekend in Galatians six nine. So I encourage you guys to look it up, but I found this interpretation of it, if you will. Galatians six, nine encourages believers to persevere in doing good. So are you thinking about your chiropractic adjustment as being good for the patient or are you thinking about, I'm piggybacking on what you just said a minute ago, Troy, before the break, are you focusing on the revenue it brings in your practice? I. And I truly believe that you have to focus on the good that you're doing. And it says it right here in the Bible, that you have to persevere in doing good, emphasizing that the rewards to you will come in due time if you don't lose your heart.

Dr Troy Fox:

How about that? Wow. And that goes every aspect of your life, folks. This, we're not just relating this to chiropractic and saying, Hey, you can live a fruitless life and be horrible to everyone around you, but when you go into your practice magically, you're gonna do good. No, this encompasses your whole life. And so if your whole thought process is. To do good and we're not talking about, anything other than just this verse and the specifics of what it talks about, but it talks the benefit of living. A Christian life, living a good life, doing the right thing for people. And so I agree. When we just look at revenue and sometimes we get hung up on that, those of you that maybe aren't making as much money as you think you should in practice, or maybe you're just skating across the treetops, that's scary. I get it. Makes us wanna focus on money, but we should really be focused on patient care and the good that we do patients, the money will come.

Dr. Michael Perusich:

Yeah. Yeah. I had an interesting. Lesson in that, if you will, you don't realize sometimes how good you're doing all the good things that you're doing in your practice and in your community. When I sold my practice, I literally had hundreds of people send me messages about. How we'd change their lives, how important we'd become in their personal lives with their families and those kind of things in the community. So I'm not telling you to go sell your practice so that you can find this out.'cause I, I was fortunate I had a chance to sell my practice, but I'm still in chiropractic because I had the wonderful we have the wonderful ability to be mentors for so many doctors through Kats, consultants. We, I think we just, we have to take a step back sometimes, and because of the grind, we're gonna feel burned out from time to time that I think that's just a natural human emotion. But we've gotta turn our mindset when we start feeling those kind of things. We've gotta turn our mindset not to towards attacking. Business and attacking our practice and attacking chiropractic, I think we have to turn and give it up to God and say, God, help me see the good that I'm doing and help me know, help me live in the knowledge that in the future because of what I'm doing and what I'm focused on, I'm gonna be able to reap those rewards.

Dr Troy Fox:

It's a fantastic thought process and I'm so glad that you were touched by that on Sunday because I think it, it lays into the foundation of where we see some struggle in chiropractic for sure. Yeah, absolutely. There, there's a divide and there's always a divide. I don't care what business you're in. You could be making widgets or cookies or doing chiropractic.

Dr. Michael Perusich:

What kind of

Dr Troy Fox:

cookies? Oh yeah, exactly. Cookies that taste really good. Ones that don't, sometimes people don't do too well, but most cookies taste pretty good, but even those people fail in business sometimes. Sure. And some of it, I'm not telling you just because you're good to people because some people think they're good to people by giving away free services. Maybe they're breaking the law when they're doing that because they're dealing with maybe a federal entitlement patient. So you know, there's a way to do good for patients. We're not talking about giving away services or any of that. No, not at all. But when we do talk about success in chiropractic, unfortunately there's a line, right? There's the haves and the have nots, and we unfortunately. Speak with some of you that feel like you're a have-not, I just can't make it in chiropractic. I can't figure out why I'm not doing better. And we have a pretty comprehensive program to help you, but a lot of this deals with you getting your Headspace right. You'd be surprised at how much of this is psychology and the headspace right here in between these ears. I played in my first competitive golf tournament about 10 years, about two weeks ago. The first 10 holes were a disaster. It looked like I'd never played golf before, but then I poured the next six holes in a row. Nice. You know why I did? Because I looked at myself and I said, self, you came into this saying be a tiger. You're good at what you do. You're a good golfer. Go at this. What did I do? I got on the first tee box and looked at the 130 people around me that were also vying for the same competitive prize. And I looked at'em and went, I'm not good enough. I'm not worthy. And I think a lot of times we do that within our practices as well. I think the headspace right here gets to us. So part of what has to happen if you are in the have not category or you can't quite make it, is we have to look at the psychology behind where you're at right now. Negativity will not get you there. I can guarantee that.

Dr. Michael Perusich:

And that's part of what we do at Kats Consultants. We not only coach you to profitability and consult with you to be a better business person, but we also mentor you for your head space. So if you're struggling out there hanging on the tree, give it up to God. Know that you're doing good things in your practice. Be ethical. Be kind to people. People need that positive energy in their lives and we can be the spark that makes that happen. Troy, this was a powerful message today.

Dr Troy Fox:

It was. I think it, not only was it powerful, it's something that you can take into your practice right now.

Dr. Michael Perusich:

Right now,

Dr Troy Fox:

you can make that change.

Dr. Michael Perusich:

Troy and I'm just gonna, I'm not gonna pull the veil off this completely, but Troy and I are working on a project that I think is gonna. Help a lot of you doctors out there. Stay tuned. We'll unveil it here soon and go check out Kats consultants.com and see all the great things that we do for chiropractors and our profession and there's some free things on there. Most of all, thank you for tuning into the KC Pulse podcast. Be sure to subscribe and share with your colleagues out there. We're growing like crazy and we appreciate it because it's because of you. Troy, anything to add?

Dr Troy Fox:

Nah, I think we've covered that so well that I think you guys need to get pen and paper out. Write down what you're gonna do, change your life, change your practice. Let's get to it.

Dr. Michael Perusich:

Amen. Alright everybody, thanks for tuning into the KC Chiro Pulse Podcast. We'll see you next time.

Dr Troy Fox:

See ya.