264 Your Competition is Not Other Doctors

Welcome to the KC CHIROpulse Podcast.  

This week’s topic:  Who really is your competition? 

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:

• Who’s the real competition to your practice
• Why you may be hurting your competitive edge
• Why sight, sound, and smell is a game changer
• How so many doctors are operating under the wrong business mindset
• …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

264 Your Competition

Dr. Michael Perusich: [00:00:00] Your biggest competitor is not the doctor down the street Hi, everybody. Welcome to the KC ChiroPulse podcast, brought to you by Kats Consultants and Chiro Health USA. This is the podcast that challenges how chiropractors think. We don't just share strategies, we challenge assumptions, introduce new mental models, and rethink what it takes to build a profitable, sustainable, and innovative practice.

So if you're ready to question conventional wisdom and lead the next evolution of chiropractic, you're in the right place. I am your host, Dr. Michael Perusich. This is my co-host, Dr. Troy Fox. Troy, how the heck are you? 

Dr. Troy Fox: I'm good. Man, that intro right there, though, I was like, wow, I actually have to think about something, though.

Dr. Michael Perusich: I'm feeling- Yeah ... very innovative today. I 

Dr. Troy Fox: know, and the crazy thing is- Got my boxing gloves on, I'm 

Dr. Michael Perusich: ready to go ... 

Dr. Troy Fox: we get in our practices and we sit around and we get in our little box, and then we talk to other chiropractors, and what's our, what's our biggest concern? Who, who do we think our biggest enemy in life [00:01:00] is?

Which is unfortunate, but who do we think it is? Can you guys out there- The 

Dr. Michael Perusich: doctors within a five-mile radius of our practice. 

Dr. Troy Fox: Exactly. That's who we're the most worried- Yeah ... oh, my gosh, are they gonna take my patient? Yep. They're not my patients, they're not your patients, they're our patients. That's right.

And that isn't your biggest competitor, by the way. 

Dr. Michael Perusich: That's right. That's right. Right. And yet, what do we do? We're so concerned about what the doctor down the street is doing that we offer pricing that's a dollar or two under them, and then pretty soon they drop their pricing to just a dollar or two under you, and, and it's just always this big race to the bottom.

Dr. Troy Fox: And it's so obvious, and quite frankly, your patients don't really buy into that. No. They could care less whether you're a dollar or two cheaper. Uh, you know, every once in a while you'll come across somebody that does, but that's the minority. The majority are looking for something far different. And- 

Dr. Michael Perusich: They are.

Dr. Troy Fox: And, and- They've been conditioned to think about something far different ... they've 

Dr. Michael Perusich: been conditioned. 

Dr. Troy Fox: Right? 

Dr. Michael Perusich: Yes. And you know, we, we recently took on a, a [00:02:00] new client who was really having some profitability issues in their practice. 

Dr. Troy Fox: Mm-hmm. 

Dr. Michael Perusich: And when we took a look at the numbers, yes, we look at numbers, when we dove into it, what we found was they were playing that race to the bottom game, and they were offering lower and lower and lower prices.

Well, pretty soon your revenue is less than your expenses, and you're not covering your overhead. So we've gotta rethink things. I'm gonna tell you one thing. Here's your jewel for the day. Your patients don't care what your prices are. Now, some of you probably just fell over in your chair- because we think that and it's not just chiropractors. In business, we often think that price is the driver of consumer sentiment, and it's not. What today's consumers want is convenience, personalization gratification. They want an experience- And they wanna know, especially [00:03:00] with their doctors, that they're building a relationship that's not only trusted, but that the doctor knows what the emotional basis of their needs are.

Dr. Troy Fox: And I, I would challenge you to ask your front desk staff how often do people ask what your prices are? 'Cause I would say maybe 10%. Now, I live in a very depressed socioeconomic area where there's a lot of poverty. I do have patients that will call and go, "What are your prices for an exam? What are your prices for an adjustment?"

or whatever. They'll ask what those prices are, but I would say that's one out of 10. The rest don't even ask. 

Dr. Michael Perusich: They don't. 

Dr. Troy Fox: And we tell 'em that we're... That we, we tell 'em that we are a cash practice and that we don't, you know, the w- we're not an insurance practice, and they still don't bat an eye.

They're like, "Okay." And so if you think about that, they're not really looking at that, but what they are looking at is, like you said, the experience. What I like to do is blow their socks off on day one when they come into my practice, because [00:04:00] I know that they're looking for something in specific, and we're gonna talk about some of the specifics.

But I wanna blow their socks off. I'm not worried about the price, because what they're gonna see is the value of what they're getting, and they're gonna go, "Wow, this was worth more than I paid." I hear that many times when patients walk up front, and they'll be talking to my staff at the front, and they'll say, "It'll be blah blah blah today."

And they'll be like, "Oh my gosh, I got all this value or a- all this?" And that was all, "W- wow, you guys are really reasonable on price." Now, part of that is 'cause I do live in a depressed socioeconomic area. I have to balance it, right? But- You 

Dr. Michael Perusich: have to balance it, sure ... 

Dr. Troy Fox: part of it is is I provide so much experience.

I didn't say I'm providing more products or more services. I'm not giving it away. But the- Mm-hmm ... experience is one that people feel like they get a value out of. 

Dr. Michael Perusich: Yeah, that's exactly right. We need to t- take a quick break and hear a word from our sponsors, but when we come back, I wanna talk about really who, who [00:05:00] the competition is, and I wanna dive into the model, the business model of how some of your true competitors function.

So we'll be right back All right, everybody, we are back. Troy, what are we talking about? We're talking about your greatest competition is not the chiropractor down the street. 

Dr. Troy Fox: So is this where I do the drum roll? Let's tell them- Yeah ... what the real competition is. 

Dr. Michael Perusich: Well, it's companies like Netflix, Amazon, TikTok, DoorDash Uber Eats.

It's all these service-oriented, and you're a service-oriented business out there, doctors. Oh, Dr. 

Dr. Troy Fox: Perusich, you're full of it. You're full of it. There's no way that's my competition. 

Dr. Michael Perusich: That is your competition. And we could add some others to that list- 

Dr. Troy Fox: Yeah ... 

Dr. Michael Perusich: because all of those, what they represent is convenience, personalization, all those things I said in the beginning- Yeah

that friction- frictionless experience and that instant gratification. I- if you want dinner on the table in 30 [00:06:00] minutes, Uber Eats, DoorDash- You... Right ... 

Dr. Troy Fox: easy. 

Dr. Michael Perusich: But, but you have other competition, too. When it comes to experience, who else is out there giving people a great experience? Starbucks is a, a great example.

And you go in, you can go get coffee anywhere. You can get coffee almost anywhere today, but why do people go to Starbucks so often? 'Cause that's cool. You go in, and you don't just order a large coffee, you order a venti, and it just rolls off your tongue because it's new. It sounds like it's Italian or something.

You go in, and you get to order a purple vanilla macchiato. You know, I don't even know what that is. Hmm. But it's got a cool name to it, and then they're gonna write your name on the cup. It's not just they're gonna write your name on the cup. Are they gonna spell it right today? Is it gonna be Michael?

Is it gonna be Michelle? Is it gonna be, Marisa? Is it gonna be Mary? You know, what, what are they gonna write on [00:07:00] there? And then when you get it, what's the first thing you do? You smell it because their coffee smells so good, and then you go to the office, and the minute you walk in the door, what's everybody say to you?

"Oh my gosh, you went to Starbucks? What did you get and did you get me one?" 

Dr. Troy Fox: Right 

Dr. Michael Perusich: Because everybody loves the experience they give. So we've gotta think in those same terms with our businesses. 

Dr. Troy Fox: So let me throw something out here too, because i- if you are not somebody that gives a great experience at this point, let me throw this out.

When Starbucks came along, everybody in the coffee market thought they were toast in comparison. Starbucks cornered the market, right? They owned it, every bit of it, 99.9999%. There was only .0001% left. Nobody was gonna make any money in the coffee market, right? So nobody's ever opened a coffee shop since Starbucks, right?

Right. Oh, hold on a minute. There's new car- coffee shops opening up all the time [00:08:00] and new, and new franchises in coffee. What did they learn? Oh, yeah. They learned that they have that same model in place, but they've just tweaked it a little bit to make it unique to them, and guess what? They're like, "Hey, this works.

We can open Caribou Coffee shop or we can open Scooters." I love Scooters because if you've never- Scooters ... been to a Scooters, they say through the microphone when you order your product, "Scoot on around." And I just laugh every time they say that. They've got their own unique- I know. It's hilarious ... well, they've got their own unique culture, and they say, "Scoot on around."

And I'm sure they hear me chuckle every time at the drive-through when I do that. But guess what? Scooters- They hope you- W- who would've thought in the midst of Starbucks with a stranglehold on the coffee industry, and, some snacks, and they were bringing in food, and they were adding more stuff, and they had thermal cups and a place to go sit, and free Wi-Fi.

Who could compete with that? And all of a sudden here comes [00:09:00] Scooters and a bunch of others literally doing the same type of model but a different twist on it. So let me tell you, as a chiropractor, just because there's a practice down the street that looks super slick right now, and they're the Starbucks of your area- Yeah

doesn't mean you can't be the Scooters of your area as well. So let's talk to- That's 

Dr. Michael Perusich: exactly right ... 

Dr. Troy Fox: about what's going on with that. 

Dr. Michael Perusich: And- and I'll give you a great example of that, Troy. Over here where I live, there's a Dunkin' coffee shop- Ooh, 

Dr. Troy Fox: yeah ... 

Dr. Michael Perusich: on this corner, and right across the street on this corner is a Starbucks.

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: The- And they're both busy as heck- Right ... all day long- 

Dr. Troy Fox: Yep ... 

Dr. Michael Perusich: every day. Okay? We have to stop thinking that each other is the competition. Yeah. We have to start thinking, how do we improve our business model? How do we create a better experience for our patients? 

Dr. Troy Fox: Right. 

Dr. Michael Perusich: How do we create better longer-term relationships with people?

How do we personalize their care plans? And how do we make that connection for people so that they see not only the value of what we [00:10:00] do, but they also see the convenience and the, and the affordability of what we do? Hey, hold on. I got- And afford- when I say affordability, that doesn't mean cheap ... 

Dr. Troy Fox: I got a question.

Are 

Dr. Michael Perusich: you...? Go ahead. 

Dr. Troy Fox: Yeah. Who, who, who started serving 10 cent coffee first once these guys started to race to the bottom between Starbucks and Dunkin'? Who's down to 10 cents now? 

Dr. Michael Perusich: Nobody. 

Dr. Troy Fox: No, uh, how much are they charging for a cup of coffee? 

Dr. Michael Perusich: Oh, gosh, I- 

Dr. Troy Fox: let me see. Like three or four bucks. I went 

Dr. Michael Perusich: to, I went to Dunkin' the other day, yeah, it was like- Yeah

$4.50 for just a plain coffee. 

Dr. Troy Fox: Whoa, so they have competition right across the street, and they didn't lower- Yeah ... their pricing. 

Dr. Michael Perusich: They didn't lower 

Dr. Troy Fox: their prices. Interesting. So as chiropractors, we need to learn from this. They created an experience. They didn't lower their prices to compete with the guy across the street.

Dr. Michael Perusich: Right. 

Dr. Troy Fox: They said, "We're gonna create a cool experience, something that the patient's gonna, or the- the client's gonna benefit from." We can do the same thing in our practices. 

Dr. Michael Perusich: Yeah. Yeah, exactly. Exactly. And, you know, you- you say this all the [00:11:00] time: sight, sound, and smell. 

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: And so why do I enjoy going to Dunkin' for my coffee?

Well- Right ... it's a couple things. First off, it's on my way to work, so- Yep ... that's easy. So it's convenient, but when I walk inside, I just love how that store looks inside. Mm-hmm. So visually, it's kinda cool. Smell, I love the smell of donuts. Yeah. I don't ever get one- 

Dr. Troy Fox: Right ... 

Dr. Michael Perusich: but I love the smell of it, and I go inside.

I d- I don't go through the drive-thru. I go inside because I want the smell of the donuts. 

Dr. Troy Fox: Right. 

Dr. Michael Perusich: So that's, sight and sou- sight and, um, smell. 

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: And when I go in there, they have very soothing music that- Mm-hmm ... if you're not paying attention it's down very, very low. 

Dr. Troy Fox: Right. 

Dr. Michael Perusich: But it's soothing.

It, and it just matches the vibe of the place. 

Dr. Troy Fox: Mm-hmm. 

Dr. Michael Perusich: So- 

... 

Dr. Michael Perusich: They've hit on something. You go to Starbucks, you get the same, same experience. They just have a different smell. Theirs is more [00:12:00] coffee-based, which is great. 

Dr. Troy Fox: Yeah. As the kids would say, vibing. 

Dr. Michael Perusich: Vibing. 

Dr. Troy Fox: You know, you want a place that's vibing. And honestly- It's gotta be vibing

That's literally how people are looking. We have been trained that whatever we're gonna do is kinda, a- and I'm gonna use an old people term, hip and cool, right? Mm-hmm. We're vibing when we go into these places. Hey, look how 

Dr. Michael Perusich: old are you? 

Dr. Troy Fox: But in my office, when you walk through the front door, the first thing you're gonna smell is whatever essential oil we're using that week, 'cause we change it- Yeah

all the time. 

Dr. Michael Perusich: Yep. 

Dr. Troy Fox: And you're gonna see live plants, and you're gonna see live plants that are clean. I just talked off air to Dr. Perusich, and I said, "I just dusted my plant right in the front," 'cause I hate dust on my plants. If they get just a little bit, it bugs me. And so I want- Mm-hmm ... everything to look good when people walk in.

We have a bright- Mm-hmm ... and cheery front to our office. The s- Mm-hmm ... the smell is gonna be essential oils for us, you go some places, you and I went to a a Ritz Carlton in Louisiana in New Orleans to where when you walked into the [00:13:00] bathroom, it smelled like banana bread. And I know that sounds- Yeah

weird, but we all had to go into the bathroom to smell the fresh banana bread. Oh, my gosh. That was their smell. And you know, honestly, I thought I wasn't gonna like it. It smelled really good. But our smell is essential oils, and the sound is what we play. We're either playing jazz music, or we play a lot of faith-based music.

We do a lot of K-Love in our office, that sort of thing. Yep. We wanna make sure that it's music that is going to appeal to the masses. Yep. It's positive, uplifting. That's what K-Love is, right? Or some- And encouraging ... yeah. Or something with jazz, which I like jazz music as well because it just fits all genres.

There's nobody that goes, "Oh, jazz music's..." If I were playing death metal, that would be, some people- Right ... would be like, "Oh, my gosh, I can't listen to that." But nobody goes, "Oh, I can't listen to jazz." You know? Exactly. Yep. So we wanna create an environment that is e- is inviting.

And that- Exactly ... that's the first thing that you can do in your practice. The easiest thing you could do today [00:14:00] is walk out and stand at the front door of your office, look inside. What do you see? Are there a bunch of dead plants? Is there dust everywhere? Right. Is the carpet dirty? What do you got?

Yeah. Look at it. Smell it. But we 

Dr. Michael Perusich: need- 

Dr. Troy Fox: Is it moldy? 

Dr. Michael Perusich: You know? We, we... exactly. We need to take another quick break, but when we come back, I wanna talk about, what are some action steps and strategies that these docs can do out there- Yeah ... to improve their competitive edge. So- Yep ... quick break.

We'll be right back Okay, everybody, we are back. We're talking about who your greatest competitor is, and it's not the chiropractor down the street. In some ways, I think our greatest competitor is ourselves because we tend to shoot ourselves in the foot by constantly adjusting our pricing downward.

Um, N- Netflix is the great example of this. Has Netflix lowered their prices or raised? 

Dr. Troy Fox: They have raised them consistently. They've never lowered them. 

Dr. Michael Perusich: Exactly. Consistently. And now they're [00:15:00] putting the screws to everybody that you can only have so many people on your account now. Yeah.

You can only have so many locations. YouTube TV, same thing. You can you cannot be in another in city for very long before they'll cut you off 'cause they geotrack you. Yeah. So we gotta think differently in this profession. We've gotta get innovative with our profession, in our profession, and to give you a great example of a company that wasn't innovative and they're no longer around.

They used to rent videos. Remember Blockbuster? 

Dr. Troy Fox: Video. Yeah. How about that? Where did 

Dr. Michael Perusich: they- Here today. Here today, gone tomorrow. And you know what? They saw the streaming platforms, the streaming apps coming- Yep ... and they chose to ignore it. Are we ignoring the next advancement, the next innovations in- Mm-hmm

in practice? We aren't here at Kats Consultants 'cause we're constantly working on innovation for our clients. But you've gotta, you've gotta start thinking about your competitive edge. And Troy, you mentioned a couple things [00:16:00] before this last break to make your, your competitive edge a little sharper.

Yeah. Um, when was the last time you walked in the front door and looked at your clinic like patients do? Sight, sound, and smell. W- w- what do those three things do in your clinic? Walk around the clinic. Is it dusty in the corners? Are you v- vacuuming? Are you... Do you have dead plants? Do you have dust on your plants, like Troy mentioned?

Yep. Is the carpet getting worn out in places? Do you need paint on the wall? You know, chairs do a horrible number on the walls in clinics. 

Dr. Troy Fox: Yep. 

Dr. Michael Perusich: When was the last time you painted? When was the last time you moved your pictures around? So I was talking to an office about a month ago, and, uh, they said that they feel like patients get bored in their office.

Well, I'm here to tell you that chiropractic is pretty boring. If all patients do is walk in, lay face down on the table, they have no idea what you're doing, they get up, they leave, they forget why they're [00:17:00] coming in. 

Dr. Troy Fox: Mm-hmm. 

Dr. Michael Perusich: Well, I told them to do one simple thing besides change their table talk. One simple thing.

In every room of the clinic, swap pictures around. 

Dr. Troy Fox: Yeah. 

Dr. Michael Perusich: Just take one picture out of one room and put it in another room, and take that picture and put it back in, in the room you took the first picture out of. You'll be amazed what that does to your patients. And what are we doing? We're hitting on sight.

Dr. Troy Fox: Yeah. And it's psychological- Oh- ... when you do that, because then all of a sudden they're going- Right ... "Well, this is different." 'Cause they don't realize... They just realize something's different. They don't realize why. They're like, "I think I've seen that poster before, but... Huh." And then they don't realize that it's been moved, then they start looking around at everything else.

We just- Exactly ... did that, and then... So I have a, I have one of those old giganto view boxes that looks like I'm an, uh- Uh-huh ... I was an orthopedic surgeon back in 1980. It's wider than my arms go. That really, you can put dry white markers and stuff. It's like a little chalkboard, right? Yeah. So we moved [00:18:00] everything today, and we're doing a little Christmas in July, like 10% discount on, on nutrition.

We put that up on the wall at the same time. So people are gonna walk in and their visual is a little bit jacked up now because everything's moved. Yeah. So they're gonna start looking around. They're immediately gonna zone in on that because 10% discount, Christmas in July. We did that, and we moved the pictures at this time to specifically psychologically draw them to what we're doing.

There's just little tricks- For sure ... that you can use like that to get people's attention. 

Dr. Michael Perusich: Yep. Yep. And think about the services that you offer. Are you recommending them? Are patients understanding the why behind them? Why is it being part, made part of your treatment plan? Are you bundling things together so that patients get super confused about what they're paying for?

Don't do that. I hate that. Biggest, one of my big pet peeves. 

Dr. Troy Fox: And is your staff knowledgeable about the things that you're offering? You may- Yep ... need to spend some time with your staff because if they're not able to [00:19:00] articulate a treatment to a patient and they say, "Well, I don't know. I'm gonna have to ask the doctor," every time somebody goes, "Would dry needling be good for the spasm in my shoulder?"

"I don't know. I'll have to ask the doctor." What you want to hear from that staff member is, "Certainly, that sounds like something that chiropractic care w- and/or dry needling could help. We'll have to let the doctor make a determination on that, but I think you're on the right track with what you're doing.

It sounds like things... You know, we, we've used that before on a shoulder condition." So you want your staff to be knowledgeable enough to tell patients confidently the answer to the question. Even if it's the wrong answer, if they're confident, like, "Hey, this is... I agree with you. I think that's right, but let's let the doctor make the final decision," it sounds a lot better- Yep

than, "I don't know. Let me ask the doctor." 

Dr. Michael Perusich: Exactly. Exactly. Another big pet peeve of mine is when I call an office... So with new clients, we often call the office and do a couple of things. One, we ask what techniques the doctor uses And we almost always get, "I don't know." 

Dr. Troy Fox: I don't know. 

Dr. Michael Perusich: That's the wrong [00:20:00] answer.

They should know. Or we'll ask, "What services does the, does the, your clinic offer?" "Oh, well, we do chiropractic adjustments." "Do you have anything else?" Yeah, we have, like, this little vibrating thing and..." No, that's the wrong answer. 

Dr. Troy Fox: Right. 

Dr. Michael Perusich: Um, so y- your staff needs to know not only what services you offer, what techniques you offer, but what things you treat with chiropractic care.

Another favorite question that we call up offices with is, "Does your doctor work on shoulders, hips, knees?" 

Dr. Troy Fox: Right. "

Dr. Michael Perusich: Well, no, I think all we do is low back issues." Wrong answer. Yep. Now, educate your staff, people, because that is destroying your competitive edge if you're not. 

Dr. Troy Fox: And here's one way you can do that.

Here's a little caveat. If you're not doing staff meetings, you should be doing staff meetings. You should be doing them regularly, and you should be talking about things like this, like mock phone calls. "Hey, Marcy, we're gonna do a mock phone call today with [00:21:00] you. I'm gonna be the patient and call in, and I'm gonna ask a couple of questions."

Or you do- Yeah ... what we do, we actually call. But if you're working with staff, you can mock up some situations and say, "Here's how I'd handle this." And as the doctor, I can say, "Here's the answer I'd like to hear, from you." That's one thing you can do. The other thing you can do in your staff meetings is the little game that, uh, that Dr.

Perusich invented, and it's called What Sucks Around Here. And you, uh, you sit and you look around the office, and you go, "What's not working in our office? What's not efficient for our patients?" In other words, our patients want a streamlined, turnkey process, right? Exactly. And we wanna operate like the big boys like Netflix and Starbucks and all that.

For us to do that, getting our staff involved, because sometimes you're back in the adjusting room adjusting, and you're not out there watching your clunky procedures not work. 

Dr. Michael Perusich: Exactly. 

Dr. Troy Fox: So what would the staff tell you? "This procedure's clunky. We need to streamline this." Exactly. "It needs to be better for 

Dr. Michael Perusich: the patient."

And [00:22:00] we could go on and on here, folks. Oh, yeah. There are so many little bitty components to your competitive edge- Yeah ... but we've gotta get it out of our mind that the other doctors in your area are your competition. That's not your competition. Your competition really is you. Yeah. And we've gotta change our mindset, and we've gotta get our business model under control, and we've gotta be innovative.

And if you need help being innovative- I know I'm biased, but I think Kats Consultants offers some of the most innovative practice management tools known to man, and we're constantly evolving those so that we keep ahead of the industry. Not behind, ahead. So if you need help with your practice, whether it's profitability, innovative modeling tools, you wanna go cash, whatever it is, the only thing we don't do is come treat your patients or bail you out of an audit.

So go check out katsconsultants.com. We've got a bunch of free tools on there. But get to know what we do. Get to understand what we do to help doctors [00:23:00] rebuild their profitability and regain their lives. So check us out. Um, Troy, anything to add here at the end? 

Dr. Troy Fox: No, I think we're great, and I think this gives you guys a lot of stuff to start doing in your office today.

Just sight, smell, sound is a good start. Try starting there. 

Dr. Michael Perusich: Exactly. Exactly. All right, everybody, we're gonna check out here, so on behalf of all of us at Kats Consultants and Chiro Health USA, we'll see you guys next time. 

Dr. Troy Fox: See ya.