259 Celebrate the Wins

Welcome to the KC CHIROpulse Podcast.  

This week’s topicT:  Lift your practice up by celebrating the wins! 

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

In this episode, we discuss:

• How missing out on the WINS in practice can create burnout
• Why seeing and celebrating your wins can be uplifting
• Why focusing on the positive events in practice can be a game changer
• How so many doctors are too focused on goals and missing the wins
• …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.

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Transcript

259 Celebrate the Wins

[00:00:00] 

Why Wins Matter

Dr. Michael Perusich: Doctors, are you celebrating your wins? Hi, everybody. Welcome to KC ChiroPulse podcast, brought to you by Kats Consultants and Chiro Health USA. We are so happy to be here. We are your hosts. This is Dr. Troy Fox, I'm Dr. Michael Perusich, and welcome. Troy, welcome. Welcome.

Welcome, everybody. Welcome, everybody listening out there, all you great subscribers and friends. I'll shut up now. Let's talk about the wins. 

Dr. Troy Fox: Yeah. A- and I think that's very important that we do. You and I were talking, you and I were talking off-camera about this a little bit, that the problem that we run into, because those of you that are, are consulting clients of ours and some of you that aren't, and even those of you that don't goal set, we tend to push as doctors, because we're smart individuals, you're goal-driven to make things happen for your patients, and I think in a lot of cases we don't stop to enjoy our successes.

We're onto the next goal, or as soon as we achieve something we're like, "Okay, I [00:01:00] want more. I want more, more, more." And when we do, we end up dissatisfied. 

Dr. Michael Perusich: Yep. Yep. I just- I can give you a great example of that, too. Please do. This just popped into my head. The other day I had a client send, send their statistics in, which is great, 'cause we like to analyze statistics every month for our clients.

But in the email the client said, "You know, I really wish I could've seen more new patients. I really wish my retention would've been better." And yet I'm looking through their stats, and I'm seeing some of the best statistical improvements that they've had thus far. 

Dr. Troy Fox: Mm-hmm. 

Dr. Michael Perusich: Um, a- and I'm kinda thinking the same thing you are.

I'm, I'm kinda thinking are you, are you paying attention to the wins that you got on paper here in the black and white, or are you just always wishing for more? And there's nothing wrong with that, but, you know, I... As an athlete, as a former athlete, it was always [00:02:00] important for us to analyze our losses and celebrate our wins.

Mm-hmm. Always, every time. And I think that's important in practice, too. 

Time Off Prevents Burnout

Dr. Troy Fox: And I think in a lot of cases what it does is it keeps you as chiropractors, and we see this all the time too, from taking time for yourself. Yep. I think you're so locked in on your practice and you're so worried, "If I take a day off, I'm gonna lose numbers.

If I take a day off, I'm gonna lose patients. If I take a day off- 

Dr. Michael Perusich: Oh, that drives me nuts ... 

Dr. Troy Fox: I'm, the, the whole world's gonna fall apart." And the truth of the matter is you gotta take time. The funny thing was, like this last month, I took more time off than I normally do, just kind of- Mm-hmm ... willy-nilly, little things here and there and, you know, Memorial Day, yeah, Memorial Day holiday and all that stuff.

Right. And I looked at it, I'd taken more days off that month than I had in the last four months, and guess what? Our numbers were higher. 

Dr. Michael Perusich: Yeah. And- I, it, it's just like going on vacation. What's a vacation do for you? It recharges you. 

Dr. Troy Fox: Yeah, and [00:03:00] it c- and, and what it does while you're gone, your patients don't leave, it just compresses your numbers.

You have to be more focused the days that you are in the office. Did we have some busy days? Oh, absolutely. We had one the other day where we got to lunch and I had two staff members in office with me that day, and we got to lunch and we all just looked at each other with eyes great big, and we went, "Wow.

Okay, let's go to lunch. Let's regroup and get ready 'cause this afternoon's just as busy." But it was one- Right ... of those where we're all smiling, and we enjoyed that small success that we got through the morning. Now, that's not what I'm really talking about, but what I'm talking about is taking a day for yourself.

You know, as a golfer- I love taking a day for myself and shutting the office off. In other words- Yep, me too ... I'm not thinking about my numbers. The only number I'm thinking of is how far is it to the green when I take that day off. If you're not a golfer and, and, and maybe, uh, some of you docs like to shop or go fishing or...

Focus on what you're doing that day. Focus [00:04:00] on the win and allow yourself to enjoy what you're doing. Because what'll happen is it leads to the thing that none of us want, burnout. 

Dr. Michael Perusich: Yep. 

Dr. Troy Fox: And we talked about this, you and I did, uh, and spoke about it just a week or so ago. Yep. And we were talking to some of our docs that are in our mastermind group, and we talked about burnout and the result of that.

I think it's directly tied into our ability to enjoy the wins and to savor the moment. Uh, you know, Ferris Bueller once said... That makes me old, right? Old Fer- Anybody remember Ferris Bueller? 

Dr. Michael Perusich: You could have just watched it last night- Bueller? Bueller? ... for the first time. 

Dr. Troy Fox: I could have. I could have. And what Ferris Bueller says is, "Sometimes you just gotta stop and smell the roses," right?

And this is... A- and it's a funny movie because Ferris, his whole life was, was kind of circled around trying to get out of stuff, like get out of school and stay home and, you know, go- He worked the 

Dr. Michael Perusich: system ... 

Dr. Troy Fox: he, he worked the system all the time. Yep. And it was funny to hear somebody like [00:05:00] him say, "Well, sometimes you just gotta stop and smell the roses."

Yep. We all know people like that literally are the happiest people, but they work the system all the time just so they get that free time, they get that moment to themselves. 

Dr. Michael Perusich: Yep. 

Dr. Troy Fox: S- and those of us as doctors in a lot of cases don't. 

Dr. Michael Perusich: Yeah. 

Dr. Troy Fox: We grind it. 

Dr. Michael Perusich: And we, we grind it, we grind it too hard sometimes.

So- ... we gotta take a quick break and hear a word from our sponsors. But we're talking about celebrating the wins and not always just focused on the, "I wish I could've." So we'll be right back

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Find Positives Daily

Dr. Michael Perusich: Okay, doctors, welcome back to the KC ChiroPulse podcast. We are talking about celebrating the wins.

And, you know, I think this is incredibly important, um, because if we don't celebrate the wins, then all we, all we look at is the negativity in practice or the missed hits. And, you know, how many times did Babe Ruth struck, strike out, and yet he, he was one of the greatest home run hitters of all times. And yet every time you get up to the plate, you don't hit a home run every time.

Dr. Troy Fox: Right. 

Dr. Michael Perusich: It just doesn't happen that way. And y- so we, we have to remember that it's the opportunity to get up to the plate to try to hit a home run. That's where it starts. We have to remember that we get the opportunity every single day to go into practice and use our hands to try to help [00:07:00] heal people, and we see miracles every day, and yet we turn the camera around on ourselves and all we do is beat ourselves up.

"I didn't have enough new patients this month. M- Bill Smith dropped out of prac- dropped out. I don't know why." And we get so flustered with But setting these brick walls up in front of ourselves that we just run smack into, I guarantee you, you send me your stats, I can find something positive in your practice.

So we, we have to find the, the positive. And, every time there's a win, and I promise you there are wins around you all day long, every single day, celebrate them. 

Dr. Troy Fox: And one easy way you can do that, and, and I'm gonna tell you a story, um, about David Kats, which is where the Kats Chiropractic Advisors and Kats Consultants- We, we-

came from ... 

Dr. Michael Perusich: we've heard him. We've heard of him. 

Dr. Troy Fox: You've, you've heard of this guy. Dave used to talk about, and the, I mean, we're talking back in the day, right? Uh, probably like 1990s early. That [00:08:00] was back when we would write out our goals on a piece of paper or a dream board. We'd do all those things. And some people may still do that.

Napkin. Write 'em down, or a napkin. But what Dave would say is set... And here's how you set goals to, to achieve success and be able to enjoy the moment. You're gonna set some big goals, right? But you also gotta set some intermediate and some small goals. Give yourself some successes, and then when you do...

Now, Dave's deal was, was a, a little different than maybe what we might do today, 'cause we have apps for everything, and we have spreadsheets- Right ... you know, what all. But Dave, back in the day, would say, "Take that page out of your little notebook that you wrote your goal and your action steps, and when you achieve it, you write the date you achieved it, and you drop it in a shoebox."

And then about once a quarter, you go in and you open that shoebox, and you go through all your wins. Yep. And you get to sit back and remind yourself of how successful you've been that year. So we're not telling you, "Don't set goals." We're telling you, "Set big goals, medium goals, little [00:09:00] goals." I think I really think that's still the best way for goal-setting, is because you've gotta give yourself some small successes to make the big successes happen too.

But it's good to go back and revisit them. Yep. And I wanna add to this as well, every day, like you said, going into practice, attitude of gratitude. I can walk into practice and say, "Who's gonna quit care today?" Who's gonna be a pain in my behind today? Who's not gonna like the adjustment that I gave them today?

I could walk in with that attitude. Boy, that's a bunch of negatives all in one. Or I can walk in with an attitude of gratitude and say, "You know what? What a wonderful day to be here. Look at all the loving patients that I have coming through the door today. It's gonna be a wonderful day of taking care of patients and healing people."

Dr. Michael Perusich: Yep. 

Dr. Troy Fox: And that's a whole different attitude. So now if I have a negative in the day, it's one negative. I don't start out negative and hope that my schedule's gonna turn it into a positive. 

Dr. Michael Perusich: Yep. You know, ev- every day, this got to be a joke after a while, but every [00:10:00] day in our huddles, at the end of our huddle, somebody would say, somebody on our team would say, "Who are our favorite patients coming in today?"

And in unison we'd all say, "All of them." 

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: You know, I think that's part of what we get to celebrate is the fact that we have people coming to us, and, uh, they're not looking for miracles, but they get miracles sometimes. And so we get to witness those miracles every day. And how often do you stop and actually celebrate that with the patient?

Dr. Troy Fox: Mm-hmm. 

Dr. Michael Perusich: Celebrate the patient getting out of pain. Celebrate the 75-year-old woman who now can get back on the floor and play with her grandkids when she's babysitting them. Tho- those are huge celebrations. And I think far too often we try to quantify our wins instead of looking at the qualified wins, quantified quali- yeah.

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: Had to think about that. You know, we try to put numbers to it. I, you know, I, I, my, my goal was 40 new patients this month, and I only hit 38. 

Seriously, that's a win. [00:11:00] It's a win 'cause you have 38 people walk into your practice looking to you for help. That's a win. So find the wins, and I don't...

I'll be honest, I don't know how you get through practice as physical as our jobs are, as mental as our jobs are, um, I don't know how you get through practice withou- without creating that positivity around those wins every day. 

Dr. Troy Fox: And show that you're human. Don't be afraid. I, I had a patient not too long ago that was a pretty complex case, and that patient made a miraculous change.

It was chiropractic, it wasn't me. Mm-hmm. But I'll tell you what, when that patient told me what had happened and how much better they were, I got goosebumps up and down my arm, and I showed the patient. I said, "Look at that." Yeah. "I just got goosebumps when you told me that." I said, "If you don't think I love the wins that you patients achieve in my practice, that'll prove it to you."

Yeah. You can't make up goosebumps, right? [00:12:00] And so I'm very human with my patients. I'm also very human when a patient's disappointed with the progress that they've received, and I'll share in that disappointment with them because I want chiropractic to work phenomenally every single time. And we all know that sometimes it just isn't quite enough, or maybe we need to try a different technique, or maybe it's our technique.

And, and- Or 

Dr. Michael Perusich: may- maybe, maybe the goal is too quant- uh, too quantified And we should've been looking at the qualified aspect of it, absolutely. It's hard to quantify returning somebody's quality of life. 

Did their quality of life change even a little bit because of chiropractic care?

Probably, but- Yeah ... you know, if they come in with 8 out of 10 back pain and we only get them down to 7, the patient's looking at it as loss. They make us think it's a loss- Mm ... and it's not. It, it's still a win, just didn't get them all the way there. So I think we just have to, I [00:13:00] think we have to look at things differently.

Dr. Troy Fox: We do, for sure. And I mean, you can be disappointed. Like, like I just said, I've been disappointed with that before, but at the same time- Sure ... I will look at the positive. You know, I'll be disappointed with them and then look at the positive and say, "Okay, here's where we are." But at that point, I'm also willing to own it and say, "You know what?

Maybe there's a better technique for this. Maybe I'm getting in my own way on this. Let's look at what else we can do with you." So I think it's a positive for a learning experience for the patient, too, and I can, can't tell you how many times, and I know you guys as well, when you've done that, when you just aren't staunch about, okay, this technique I'm using or this adjustment I'm using has gotta be the one, right?

And sometimes I look at it and go, "You know what? Maybe we should do some decompression on you. Maybe we should do a different type of therapy. What about some ultrasound today?" I mean, something simple. I had a patient that literally wasn't improving, and we did a really simple thing, what I call old school therapies.

I did ultrasound and stem on him that day. [00:14:00] Yeah, love it. And they came back the next visit and went, "Oh my gosh." So there, I got to celebrate that- Some of the stem, my favorite ... yeah, uh, it is me too. So sometimes it's the little things. And so I think we have to think on our feet, but I think if you're- Exactly

positive about what you're doing, and you're not just a fetus, defeatist attitude going, "Well, patient hates me, and I really don't think I did that much for him either," you're really gonna get bad outcomes when you do that. Yeah. So I think it affects your outcomes. It affects your attitude. Yep. So you've gotta s- you've gotta celebrate what's going on, and you've got to go into practice with that attitude every day of a winner.

I'm gonna be a winner. I'm grat- 

Dr. Michael Perusich: Absolutely ... 

Dr. Troy Fox: gracious for what I have, and I'm gonna be a winner today. And I know it sounds like 'cause we're talking about this today, like they're just talking about fluff. You know, some days they're in real serious conversation about things I need to do in my practice.

You'd be surprised if you just look at your attitude how much of a difference it's gonna make for you. 

Dr. Michael Perusich: It's the little things that make the difference. It's not the big [00:15:00] things. You know, put a mirror in front of your, your person that answers the phone all the time for new patient calls. Put a mirror in front of them and tell them, "Look at yourself.

A- and if you're smiling, I promise you it's gonna be a different phone call than if you're frowning." You know, it's the- Yeah ... it's just the little things. And, you know, if we just put a smile on, if we just wake up every day and say, "You know what? God, just give me the g- give me the ability to see the wins today."

They're there. They're always there. And so I know, I know a lot of docs right now, and there's a whole lot of reasons for it, I think, but, um, I think a lot of docs right now are a little burnt out. Um, practice is getting a little bit harder. Um, and, and I think that's why we're so busy at Kats Consultants is 'cause everybody's trying to figure out a new way to practice and- 

A little plug for us, we're very innovative and doctors that are members of ours are doing great. But, um, y- w- we've gotta remember to turn on the smile. We've gotta remember it's the little things that make the difference. [00:16:00] And, you know, finding those wins every day and cele- celebrating them with yourself, with your staff, with your patients, with your, your family at home, those things are important.

You know, how many of you go home and you're in a grumpy mood because you didn't have a great day? Somebody dropped out of care or, um, y- you had a patient that told you they weren't getting better and they, they were gonna go to a physical therapist instead. That, that always feels good, right? 

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: You know, do you go home in a bad mood?

Is that what set the tone for the day? Or are you really digging in and watching for those wins? And I... We need to take another break, but I wanna come back and just share a little thought on goals and goal setting and how to make it feel more win-like, um, than sometimes it does. 

Dr. Troy Fox: So, 

Dr. Michael Perusich: okay, everybody, we're gonna take a quick break.

We will be right [00:17:00] back.

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But the good news, these challenges aren't roadblocks. They're signals with the right procedures, smarter outreach and guidance built specifically for Chiropractic practices, clinics can turn daily stress into sustainable growth. [00:18:00] Stronger clinics start with smarter strategies. Grow your practice with confidence.

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Goal Setting That Feels Like Winning

Dr. Michael Perusich: Okay, we are back. Troy, we're talking about celebrating the wins, and, uh, this is kind of a topic you brought up kinda off-camera before, before we started recording. Mm. And I think it's huge. 

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: It- 

Dr. Troy Fox: I got my party hat on right now. Can you see it? 

Dr. Michael Perusich: I see that. 

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: Um- 

Dr. Troy Fox: I got my party hat on ... 

Dr. Michael Perusich: you know, and I, I think one of the things that makes us sometime, sometimes feel like we're not getting wins is how we set goals.

And- 

Dr. Troy Fox: Tell us- 

Dr. Michael Perusich: We- ... because- We 

Dr. Troy Fox: took- ... you've looked at this really in depth. And so if this is your golden nugget for the day, boys and girls, probably right now. So tell me your thoughts on goals because I... Obviously it's morphed over the years for all of us, but what's your thoughts at this point? 

Dr. Michael Perusich: You know, I think far too many of us try to set goals [00:19:00] that are too far out.

Dr. Troy Fox: Mm-hmm. 

Dr. Michael Perusich: And when we set shorter term goals, when we compact... i'll just, I'll give it away here. It's the 12 Week Year. If you haven't read the book, if you haven't gone through that process it's an amazing transformation in how to, how to do goals. And you know, I can remember sitting in a seminar one time, I've told this story before.

You and Bridget were sitting in front of Joe and I. 

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: And, um, Dr. Kats is talking about goal setting. Yeah. And I don't remember, I think it was a year later he asked us to pull out our goal sheets, and he's kinda going around the room. I may have raised my hand. Um, and he calls on me and says, "Okay, Michael did you make your goals?

What was your big goal?" And I said- Yeah ... "Well, my big goal was this." I won't go into details, but, um, my big goal was this: I, I wanted to get a new car. And he said did you meet your goal?" And I said, "Well, unfortunately kind of no." And this is how easy it [00:20:00] can be to miss the wins. Now I didn't miss this win.

I was joking when I did this. But I said no, and he said, "Well, what happened?" And I said, "Well, I g- I had written down that I wanted a black car in this particular make." Mm-hmm. "I wanted a black Navigator." Mm. And he said, "So you d-" "Navigator." I said, "No, I got a white one instead." But you know, that-

Easy sometimes, a great number. I think we have to look at our, our wins and our goals differently, and The 12 Week Year helps you compact goals down into a shorter period of time where it's much easier to obtain. Because what happens is, if we set a goal out for a year, for example, and sometimes I think 30 days is even too far.

We set a goal, um, it it's easy over time to [00:21:00] say we missed it this month by 10%, but we'll make up for it next month." And next month we miss it by 8%. "Well, we'll make up for it over the n-," and we keep pushing the ball down the road, and we've gotta, we've gotta think in shorter timeframes.

And I think in shorter timeframes, it's easier to see the wins, and I think that's why sporting events, um, have a tendency to have a finite amount of time to them. 

Dr. Troy Fox: Mm-hmm. 

Dr. Michael Perusich: Except for maybe baseball. Um, I've, I've played some baseball games that had to go into another day to finish, but, um, b- because somebody's gotta celebrate that win here pretty soon.

And when the buzzer goes off, when the whistle blows at the end of the game, what are your wins? And, you know, even if you're our, the losing team, if we're talking about sports, you probably still had some [00:22:00] wins. So we've gotta really dig into those and find them, because I think the other side of not seeing the wins, I think that's where burnout lives.

Dr. Troy Fox: I would agree, uh, 1,000,000% on that because... A- and I agree with you that the shorter time period, it creates emergency. 

Dr. Michael Perusich: It does. 

Dr. Troy Fox: It, uh, it causes us to focus more on the goal, so that's what urgency does is creates focus. Rather than having a whole year to get it done, it, it's, it's no different than my kids in college right now.

I'm like, "Hey, did you get that project done that you're supposed to do?" "No, it's not due for another 13 days." "Okay, when are you gonna do it?" Like, they're gonna do it the night before, right? Yeah. So we as humans tend to push things down the road, and so if you create urgency, you create focus, and if you create focus, you get better achievement results as a...

A- and so I think it's just genius that we shorten that time period up. Even let's say maybe it's a goal [00:23:00] that there's no way it could be achieved in, in a month's time. Well, could you not set steps or break points within that goal that needs to be achieved in this amount of time? And you chunk that goal out to where you say, "I need to achieve this in the next 30 days.

I need this-" Yep. W- we do that often. With smaller goals, we'll set, uh, maybe a daily goal that we need to do because we have action steps that need to get done. On Tuesday, I need to go get the fencing materials to put up a new fence. On Wednesday, I need to go get posts or what- yeah, I'm just making this stuff up.

But, you know, you've got kind of a plan when you go out and you work on projects at your own home. And so you do have a chunking mentality when you do that, rather than just go on and waiting until, uh, the hardware store or the lumberyard closes in 30 minutes- Yeah, exactly ... and you just now put your list together, right?

So that's what we do with long-term goals is we often will wait till 30 minutes before the [00:24:00] lumberyard closes and then start our list. And it's like, no, we need to chunk this thing out. So it doesn't mean that it always has to happen in 30 days. You may not have gotten a Lincoln Navigator, white in color, in 30 days no matter how hard you tried.

It may have taken chunking that o- out over a year's time, but you could've done it in pieces rather than just having one big overall goal and going, "Well, here's what I need to accomplish in the next year." 

Dr. Michael Perusich: Yep, exactly. 

Wrap Up Celebrate More

Dr. Michael Perusich: So docs, celebrate the wins because if you look at too many losses, if you focus on the losses- Again, I think that's where burnout lives.

So if you're dealing with some burnout, let's start looking at the wins, start celebrating the wins. If right now, if you need help with your practice, give us a call. Th- that's what we do. We are probably one of the most innovative business coaching companies in the entire profession. So give us a call.

We're not a cookie cutter system. It's all about the kind of practice you wanna have. We're [00:25:00] just there to be your board of directors and help you build the practice that works, so you have the practice you want, if that makes sense. 

Dr. Troy Fox: I love how you said that. Help by being the board of directors. We advise you as a board of directors on the type of practice that you want.

I love that. That's the most clear definition I've ever heard of what we do. Because we don't come in and hand you a notebook that's got, you know, a whole bunch of stuff, or a file that's got a whole bunch of stuff. "Okay, learn our method." 

Dr. Michael Perusich: Nope. 

Dr. Troy Fox: Whatever- 

Dr. Michael Perusich: And we're not about, we're not about making you see more patient visits.

We're not about making you see more new patients. We don't believe that's how you build a practice. If you've been in practice four years or longer, um, you probably don't need to practice that way. We believe in working smarter, not harder. 

Dr. Troy Fox: Mm-hmm. 100%. 

Dr. Michael Perusich: All right, everybody. Troy, thanks for being here today.

As always, on behalf of, uh, everybody here at Kats Consultants, we thank you for tuning in each and every week. Be sure to like and [00:26:00] subscribe wherever that button is, and, uh, tell everybody about us. And I wanna thank Chiro Health USA for also being one of our sponsors. So on behalf of Troy and I and everybody else, we'll see you guys next time.

Dr. Troy Fox: See ya.