Finding and hiring good people. 

How many times have you heard that? It’s one of the main pain points for chiropractors and business in general. Historically low unemployment – and changing career goals – have made it more difficult than ever to assemble a world-class team.  

You can’t use that as an excuse, however. You need that team to create the patient experience that will lead to referrals and patient retention.  

Not to mention the significant cost of hiring a new team member. 

Dr. Tony Alessandra

It’s one of the points we’ll cover in our Fuel Tank this month with Dr. Tony Alessandra, an expert in behavior assessment and communication.  The session is Feb. 20. Sign up here.

I was going through some of Dr. Tony’s materials this week and ran across a one-sheet he put together on hiring and the importance of assessments in the hiring process. You can download that sheet here.  

Here are a few statistics I thought were interesting. 

  • Seventy-five percent of all hiring is due to turnover.  
  • Average churn rates have increased by more than 14 percent in the last decade and it’s going up. 
  • Eighty percent of all Fortune 500 companies rely on selection assessments in their hiring process.  
  • The average cost of a bad hire for a salaried position is $7,000. It goes up as the level of the position rises. Regardless of the job, it’s going to cost a significant amount of money when you make a bad hiring decision.  

There’s a lot more information in Dr. Tony’s one-sheet. And you can learn all about it at noon central time on Thursday, Feb. 20.  

It’s free. Just sign up here.  

We talk about communication all the time.  

How many times have you heard; we don’t communicate well as a company? Or my boss doesn’t listen to me. Or my wife. Or my husband. Or my kids. 

It’s over and over. 

The problem is that we don’t understand what that means. We don’t know why we can’t communicate, and it gets chalked up to “they’re just different kinds of people.” 

Which is exactly right, though slightly misstated. More specifically, people have different personality types. Understanding those broad classes of personality is the first step toward happier and more productive relationships. 

I’ve been thinking about this a lot lately because it’s the topic of the SIDECAR February Fuel Tank. My guest is Dr. Tony Alessandra, an expert in this field.  

You may recognize Dr. Tony if you are active in our training programs (and you should be). His courses offer practical approach to figuring out who you are, how to read others and how to use that information to connect with people.  

In my preparation, I ran across this information from Dr. Tony that I think sums it up pretty well.  

You can download a one-pager here to review later but I’ve included some of the information below.  

I hope it gets you excited for the Fuel Tank. I hope to see you there.  

Here are the seven areas where behavior assessments can be beneficial: 

1) Improve Hiring & Selection 

The right person in the right job is priceless. The wrong one is a nightmare waiting to happen. Accurately identify job applicants BEFORE the interview, make scientifically informed judgments and build an organization of A+ employees. 

2) Increase Sales  

Teach your sales team powerful behavior profiling skills. Empower them to identify— to your organization’s advantage— observable behaviors, then adapt their selling style to ft the customer’s buying style.  

3) Improve Customer Service  

Know in advance that your people believe in your organization and care about your customers. Better equip and train your customer support team with the invaluable communication and behavior profiling skills that pay countless dividends.  

4) Increase Productivity  

Identify with scientific accuracy the strengths and shortcomings of each employee. Create observable action plans, from the data, that maximizes your organization’s talent.  

5) Reduce Employee Turnover  

Ensure the best possible positional job “fit” for each new hire. Great fit means stronger retention rates, which lowers the costs associated with turnover.  

6) Customize Employee Training Model  

One size fits ONE, not all. Learn how each person learns best and get them back to productivity sooner. 

7) Team Building  

Know who fts with whom in advance. Create your teams based on compatible skills and traits, not just generic ideas of balance. Top-level teams are comprised of behaviorally compatible members with an optimal array of complimenting proficiencies. 

I was going back through “Chrome” the other day getting ready for our next SIDECAR Fuel Tank. 

The SIDECAR founders wrote Chrome a couple years ago to distill our principals on branding and marketing, which is the topic of the live Fuel Tank on Thursday, Jan. 23. You can get the details here. 

In reviewing the book, I had that flashback moment to the early days of my practice. It’s the experience I wrote about in the introduction. It’s always humbling and gratifying to rea

d it because it’s a reminder of how far we’ve come at SIDECAR and how fortunate I’ve been. 

At any rate, I wanted

 to share that experience with you from the introduction.  

Here you go: 

I wrote Chrome because I believe that your business can shine without advertising. Really shine. 

I know what you’re thinking: ‘That’s easy for you to say. You already have a successful practice.’ Trust me, it wasn

’t always that way. 

I can still remember the internal struggle I felt trying to convince myself to get out of the shower in the mornings. Faced with the challenge of piecing back together the mess I had made in my business and the struggles it placed on my personal life. 

I remember lying in bed at night and not sleeping, for days. The constant dialogue going on between my ears as I tried to find solutions to all the daily problems. 

I remember having an office full of billing staff; not making any money and being constantly barraged with problems we created. 

I remember thinking that the answer was an influx of new patients, and trying everything to accomplish that: doing spinal screenings, hosting dinners with the doctor, and pedaling every community event trying to spread my business. And while those new patients made me work harder – a lot harder – things didn’t get any better. 

I’ll never forget my wake-up call. 

I was confronted by the person I had abdicated my financial operations to with alarming news. He alerted me to the fact that we weren’t going to make payroll that week. I looked at him, a little bewildered, and told him that we would be ok, just let the line of credit take care of the short fall for the week. 

He told me the line of credit was maxed. 

My $200,000 line of credit was maxed out! 

After all the hard work – all the hours I had put into my business – I was $200,000 in the wrong direction. 

I realized at that moment that I had to change. Nothing was going to get better until I got better. That defining moment led to where we are today. 

The concepts are simple but that doesn’t mean the process is easy! The steps to build your brand and a world-class patient experience are simple, but the time and the hustle it takes to accomplish it isn’t easy! 

The steps to improve your communication skills with patients is simple, but the process of changing your behavior, leaving your agenda at the door, and connecting on an individual basis isn’t easy! 

But what I discovered is that doing it on your own is impossible. Chrome contains everything I’ve learned about branding, marketing, and advertising a chiropractic business. It’s the road map I followed to pay off my student loans, climb out of debt, impact my community, and enterprise my business to include several office locations. In short, it’s how I resurrected my chiropractic dream. 

I know it can do the same for you. 

 

 

Chrome book cover

Guess what percentage of the population has a favorable opinion of chiropractors.  

Seventy-five? Eighty? 

It’s more like 50 percent, according to a recent poll by the Gallup organization.  

Which may lead you to think, “50 percent doesn’t like us!” What a disaster! 

But that’s not what the poll said.  

The question was whether they agreed with this statement: Most chiropractors are trustworthy. 

Only 9 percent said they disagreed with the statement. That’s pretty good. 

Fifty-two percent said they agreed with the statement. That’s not terrible, though we’d like it be better. 

But think about this: Thirty-nine percent of the people polled said they didn’t know or were neutral on the question.  

Almost four out of ten.  

That’s a huge opportunity for chiropractors.  

They need to hear our story. How we reach these people? Marketing. Branding. Advertising.  

Yes. But what works? You can throw money at the opportunity and never move the needle.  

We’re going to discuss that in the SIDECAR Fuel Tank at noon central time on Thursday, Jan. 23. If you’re discovering the live presentation, click here and you can watch it. 

We’ve distilled the foundational principles of marketing in our book, “Chrome.”  

“Chrome” is a concise guide to the basics of achieving affluence with your chiropractic practice by building a shiny brand. At the core are the twin pillars of the right marketing and designing a memorable patient experience. 

Let’s go back to the poll for a moment. 

These are the people who’ve never been to a chiropractor. They have no opinion on trustworthiness. But many of them have an impression. They are frightened or distrustful of anything new, or just don’t have the information. This is where we can shine. 

But we know this. You don’t start with spending a bunch of money on advertising.  

Radio, TV, print, online – they all have their place at the end of the process. Not the beginning. 

As we discuss in Chrome and reinforce in SIDECAR’s training, there a prescribed order to marketing.  

It starts with operations. The systems and procedures in your practice must be tight. Your teams must understand how they fit into the whole process. What are the expectations for them? What does that look like in your practice?  

That lays the foundation for designing memorable patient experiences. When you deliver on that promise, it leads to more and better referrals from your happy and enthusiastic patients. Those steps, properly executed, create your shiny brand.  

Only then is it time to use traditional advertising. Then you’re adding fuel to the fire.  

Without that shiny brand, you’re just burning money.  

I did a practice analysis for a new client a few years ago.  It was apparent in looking at his layout, that he could immediately boost his productivity and flow by removing a fish tank that was in the middle of his adjusting suite, between the waiting area and the adjusting tables.  No walls needed to go, just some fish.  When I suggested he remove the fish tank and attempted to give him my vision of what was possible if he did, I was met with an incredible amount of pushback.

“ Yeah but my patient’s love to look at the fish, I like to look at them, they calm me.  They are part of the ambience.  The kids would miss them if I took them away.  Yeah but . . .”

Each call the topic would come up and his excuses continued to flow, but his practice did not..

Another story:

The very first in-house evaluation I ever performed was another such structural flow stopper.  The doctor had just moved into a new office, one that was designed before he had hired me.  He’d been in the office for six months and was at a plateau with his patient numbers.  He felt he wanted to go open room, but wanted to know where he should put the adjusting suite.  I toured the office and found that if he eliminated this one room, he could make an adjusting suite that would be ideal.

That room happened to be his private bathroom.  It had a shower and sink and a toilet.  It wasn’t anything that spectacular. “Yeah but, that’s MY bathroom,” he declared. “And why do you need your own bathroom? There are two others over there.” I responded.

“But those are for patients.  This is mine.  I can go in here and not be disturbed.  And I have a shower so I can wash after I workout at lunch and not have to go home.”

Trust me! This guy hadn’t worked out in years.

Which would you choose?  A private toilet or increasing your paying patient visits?

Six years later I ran into the fish tank doctor.  He had an enormous smile on his face and the first words out of his mouth as he approached me were, “Hey Doc, I finally got rid of the fish tank!  I know, wasn’t that stupid of me?”

I wouldn’t say he was stupid, but I would say he was un-coachable.

The truth is many structural and procedural blocks are really emotional blocks. Like the stories above, doctors hold on to status quo and refuse to move forward because of some emotional attachment to a “thing.”

What are you willing to let go of in exchange for success?

The SIDECAR Team

It is that time of year again!  The holiday season can be a stressful time of family gatherings, cold weather, shopping, and hectic travel schedules.  All too often during the holidays, we become so preoccupied and overwhelmed with buying gifts and attending parties that we forget to stop and remember to be thankful for the abundant blessings in our lives.

When we choose to live and act from a state of gratitude, we are able to recognize and appreciate the endless blessings in our lives, and we are filled with a sense of peace and thankfulness for all we have.  Our lives suddenly become richer, fuller, and happier because we are operating from a grateful mindset.  I would like to challenge you during this holiday season (and all throughout the new year), rather than focusing on what you believe is missing from your life, try instead to embrace a perspective of gratitude.

Simply say, “Thank you.”

You may be surprised to find how much happier, calmer, and more fulfilling your holidays – and ALL of your days – become.

Happy Holidays from SIDECAR!

MOUNTAIN VIEW CHIROPRACTIC LogoTwo years ago I decided I needed to create my new practice. I wanted to create a new practice that was fun, systems based, stress free, sustainable in all markets, and patient oriented. One of the biggest weakness that I had in my prior practice was not having systems in place, and the biggest system that was not in place was our billing department. Our patients were voting with their feet and leaving because of billing issues. They were not telling us. Patients just didn’t show up anymore.

Like many chiropractors, our “Billing Lady” was a former C.A. that I trained to do our billing and post payments. She was in charge of our revenue cycle in the office. After all, what did I know about billing, coding, ICD 10, or E.H.R? Like most offices, when collections were up, I thought she was doing great! When collections were down, I would come to her and ask what was wrong. I would inevitably get a blank look back at me; as she was not equipped to answer that question!

Since hiring SIDECAR, that has all changed. From past experience with outside billing, I was not excited about the prospect of hiring an outside billing company. Prior companies would take a percentage of collections, so the harder I worked, the more I had to pay. It also seemed that they liked to work on the bigger accounts, collect the low hanging fruit and not be very detail oriented. SIDECAR is different, as they have a flat fee that is roughly the cost of a monthly employee, which allows me to have a budget in place.

SIDECAR’s team is very professional. All of their employees are certified, well-trained, true billing professionals. I can now say that I have a full-time billing team that never comes to me and asks for a day off, never needs maternity leave and I don’t have to manage.

There are so many intangibles about SIDECAR. Their I.T. component interfaces with my software vendor on my behalf. If something is not working with computers or my software I simply call them, they log in, trouble shoot the problem and fix the issue. Software problem? Hardware problem? With SIDECAR’s IT Team in play, I say “NO Problem.” SIDECAR has a full tool box that helps to train my team and to systematize my entire practice. Not only with billing but things such as how to schedule, phone etiquette, in office patient flow, and how to make me the best version of myself to be able to communicate to patients.

The best thing I can say about SIDECAR is that I don’t ever think of them. With their help and their systems in place, I can truly say I have not only a dream employee but my dream practice. I show up for 25 clinical hours per week and perform my sole purpose of adjusting people and “Saving Lives.” I leave every night from my practice knowing that my documentation is complete, the insurance is billed and my practice is working based on interlocking systems that SIDECAR has helped me develop. My practice is so stress free that I can’t imagine ever practicing without SIDECAR.

Josh Biberdorf, DC
Rapid City, SD

Learn more about Dr. Biberdorf and Mt. View Chiropractic

“Our chief want is someone who will inspire us to be what we know we could be.”

– Ralph Waldo Emerson

What do you want out of life?

Re-read that quote, I’m willing to bet your desires align with what Emerson concluded. You want to be the best that you can be. Everyone does. So how do we get there?

This quote speaks to the importance of several things:

1. Mentors

Mentorship creates opportunities to learn lessons unobtainable anywhere else. You’ll never face challenges that someone hasn’t already faced in some capacity. Finding a trusted mentor and utilizing their knowledge only acts to increase your own.

2. Mastermind Groups

Benjamin Franklin created his own mastermind group and started every meeting by asking two profound questions:

“Who is thriving and why?”

&

“How might they be emulated?”

A mastermind group is a meeting of minds designed to enhance the well-being of the group as a whole. The more ideas you expose yourself too, the better off you’re bound to be.

3. Humility & Expanded Mindset

Becoming the best version of yourself requires large doses of humility. There’s no room to learn if you already know it all! Begin each day with an expanded mindset and open yourself up to learning something new or something old a new way!

“… to be what we know we could be.”

There’s no superfluous intent in this quote. No “what if’s”, dreams, or unobtainable realities. We simply desire to be what we KNOW we can be. Finding someone who can inspire us to reach that level is truly our chief want. Finding someone that can push us to act on the internal desire we have to use our skills, abilities, and God-given talents.

Somebody that will guide us along the path to allow us to make an impact, take care of our stakeholders, and reach affluence by doing whatever it is we love.

If you’re a chiropractor and this is your reality, welcome to SIDECAR.

Let’s get started on inspiring you to become what you know you can. A thriving, impactful chiropractor living a well-deserved affluent lifestyle.

Your SIDECAR Team

Confidence

As a young boy, I watched my grandmother as she lay in a dark room in the middle of the day. I listened to her faint moans as she suffered with yet another piercing migraine. As I passed through her kitchen, I could see the bottles of medication lined up like soldiers ready for a war they would never win. A few years later pain hit closer to home. When I left for college my father was a proud, strong policeman, and in just two years, he had become a humbled combatant, losing the fight against rheumatoid arthritis.

How could we have all these advances in medicine, yet my family suffered with simple curable conditions? Their pain turned all of our lives inside out. I was frustrated and at times angered that nobody had a solution. Well meaning doctors could only prescribe pain relievers, not pain eliminators. These pills eventually created other conditions that led to more prescriptions and an early death for my father. So I began my search, and hundreds of books later, I realized that the disease is too weak to notice until it’s too strong to beat.

I was determined to feed this new belief. I was determined to take massive action and to become a Chiropractor. I wanted to give people a choice, chance and confidence. I shared words of encouragement, outlined logical strategies, and most importantly I gave them a place to begin.

It really doesn’t matter that our entire planet is in a health care crisis. Rising costs of medical care wipe out savings accounts and bury dreams every day. What matters to me is that people in your town need your perspective and you are the only one they may listen to.

Nothing is everything. No one person or profession has all the answers to what ails us. Yet many of the solutions are right in front of us if we can teach our people to ask the right questions. Pain can be debilitating, but failing to address its cause is devastating.

Your WHY can become a powerful personal message. It’s about you teaching people to take the lead in their own play. It’s about arming them with strategies that work in the real world. We live in a high-tech medical world with amazing breakthroughs, yet many of the life-wrenching symptoms patients may be suffering with defy high-tech solutions.

Dr. Frank Sovinsky
Co-Author of the E-Myth Chiropractor and Co-founder of SIDECAR

Landscape

Have you ever felt like you did everything right and still did not get the results you were hoping for? I know I have felt this way many times and when it happens I am left wondering what went wrong. So, why is it that if we do a task exactly like were told to do it, sometimes it does not provide the end results that we desire?

I remember when I was a young boy my brothers and I loved to work on putting together puzzles. It would start out by picking out a puzzle at the store. We would look at all the boxes on the shelves and pick the one that had the coolest picture or the most beautiful landscape on the box. We would then take the puzzle home and pour out all the pieces onto a table and set the box up in a place where we could see how the finished product would look. Piece by piece we would start to assemble the puzzle until each piece was put into it’s rightful place. The task of putting together the puzzle had an endpoint that we could visualize and each piece had it’s own particular place where we knew it belonged. Now, putting together the puzzle took patience but I knew if I did the task of getting each puzzle piece into its right place we would end up with the “landscape on the box.”

Sometimes, I wish life was more like putting together a puzzle. How nice would it be if we could just put together our life piece by piece with the guarantee that we would end up with the beautiful “landscape on the box?” Unfortunately, our lives are a little more complex than the puzzle pieces that fit just right! In life, our success is determined not only by the tasks we perform but also by the depth and breadth of the relationships we develop with others. Relationships are messy, multi-faceted and take work! Relationships don’t work like puzzle pieces and always fit together just right in one pattern. Relationships involve people of all different walks of life who carry different belief systems and possess different wants and needs. Relationship building takes time, adaptability, and a willingness to recognize each other’s individual desires. It involves looking at things from more than one angle, not just at the beautiful landscape on the box! Building relationships is about connecting! As nice as it would be, you can’t just “task” your way to better relationships! You also can’t task your way to success! Tasking without connecting is useless! If you want your life to end up looking like the “landscape on the box”, start connecting instead of just tasking!

Dr. Nathan UnruhDr. Nathan Unruh of SIDECAR

PS: This may be difficult to swallow for all you “taskers” out there. I know you’re wanting the checklist of “how to connect.” Stay tuned…