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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. 

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.  

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!

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

Have you ever felt like there just wasn’t enough time in the day to accomplish everything you set out to do?

Everyone has the same amount of time. Barring any event that reduces or ends the amount of life someone experiences, time is constant.

Let’s do the math:

  • 24 hours per day
  • 168 hours per week
  • 8,760 hours per year

As long as you and I are both alive, we’ve got the same amount of time.

The Truth

According to the Bureau of Labor Statistics, the average person spends three hours per day watching T.V. Three hours per day equates to 21 hours per week. This ultimately adds up to 1,095 hours per year!

12.5% of an entire year spent watching T.V.

You may be thinking, “That’s not me, I don’t watch that much T.V.!”

What about time spent on your cell phone? Social Media, Messaging, Internet usage… Most reports done show that the average person spends around four hours per day on their phone!

The point that I’m trying to make here is this: You have plenty of time to accomplish what you truly want to accomplish.

Television

The average person spends 12.5% of each year watching television.

Subtraction

If you are feeling pressed for time and constantly find yourself “running out”; re-examine exactly where you are allocating your time. The key to improving your efficiency and ultimately growing is through subtraction. Success is never about adding; it’s always about subtracting! Subtract anything that is not aligning you closer to your vision. Eliminate the wasteful screen time spent on TV or your cell phone.

You might be thinking, “I don’t waste time!” My response? Business does not equal productivity.

If you feel you are being efficient with your time but still don’t have enough, examine the tasks you are performing.  

A great principle that we teach at SIDECAR is the one-minute principle. This principle helps to identify exactly how much time you may be wasting in your day. Taking inventory of your time will help to expose growth areas.

Here’s some perspective: every great idea, product, event, or thing that has ever occurred on this Earth stemmed from a person who had the same amount of time that you do!

You have plenty of time. Start making the most of it.

Let’s Ride!

Dr. Nathan UnruhDr. Nathan Unruh, CXO SIDECAR

To find out more about the one-minute principle and how to apply it to your business give us a call at 1-877-727-2705.

Instilling the concept of “Playing Hurt vs. Playing Injured” in your company culture is crucial in your ability to lead your team effectively.

How many times have you told yourself or your employees to “Rub some dirt on it!” or “Shake it off!” in the last few months?

What I hope to illustrate in today’s blog is defining the concept of “Playing Hurt vs. Playing Injured” and how you can incorporate this lesson into your company culture.

Playing Hurt

Being hurt is challenging. When you’re feeling under the weather it’s easy to head back to bed and chalk the day up as a loss. However, as the leader of your business you must come to a quick realization. Ultimately, you set the tone for your company and are directly in charge of your company’s culture.

If you have a stuffy nose or don’t feel quite right, you can still go to work. You can go to work and you can perform to the standards you’ve set for yourself and your employees. A majority of the time it comes down to your mindset. You don’t have a choice, you have a responsibility to the people you serve. This is the mindset you need to instill in your company culture.

Playing Injured

Playing Injured is a different story. If you or your employee is in rough shape and has no capability of performing the required work duties; then it’s probably not safe to come in to work. The reality of this situation is that it is rare! Encouraging a healthy lifestyle to your team will help combat the likelihood of this occurring. If an employee is constantly “injured” you may need to step in as a leader and help resolve other situations in that employee’s life.

Teaching Your Team to Play Hurt

If you’re under these people, you’re probably injured!

The Small Business Reality

99.7% of all businesses in the United States are small businesses. Your business falls into this category. A small business is going to struggle to grow if it is consistently missing 25-50% of their workforce. Understand the magnitude of missing one employee when you consistently operate with a team of less than five people.

Set the edges with your employees and lay the guidelines for what you tolerate. You can play hurt; you can’t play injured. At the end of the day it’s not about you; it’s about the team coming together to work towards your business’s vision.

When an employee is out of the office for whatever reason. Have Plan B ready to go. If that doesn’t work try Plan C. Whatever your plan may be, just get the job done. If you need to have PRN staff, a bullpen of candidates available at a moment’s notice: your spouse, kids, uncle, neighbor… Establish a pool of individuals that know what to do and can operate in your business in a bind.

 

Dr. Nathan Unruh Dr. Nathan Unruh, CXO, SIDECAR

In your business, you can choose to be a spectator or a player. Which one are you?

I talk with a lot of doctors and business people who have elaborate plans for their future. They tell me about their great ideas and the things that they want to do. Most of the time, these plans remain just that, plans! At SIDECAR we refer to this stage as “getting ready to get ready”.

The common theme when I talk with these types of people is that they always have something to say about those in their field that are out doing things. They remind me of spectators watching an event take place. These people are riddled with opinions including things like: “Why didn’t he do this?” or “Why didn’t she see that?” They tend to think that they understand the game quite well from there vantage point.

Spectators Everywhere

I tend to find that there are a lot more spectators than there are players on the field these days. The reality of the situation is this: the players, people partaking in the event, are the ones making the difference. These people are training to win and are willing to take a position in front of the spectators, put on their best performance, take any criticism they receive, and build on it.

There are always going to be spectators. Not all spectators are bad, they are a necessity for the game to take place. However, if you find yourself thinking like a player but acting like a spectator, that’s when problems arise.

Spectators vs Players

There’s always going to be more spectators.

Which one are you?

Are you a player or are you a spectator? Are you willing to put your best foot forward and take action even though you may not have all the details worked out? Players are constantly training and improving so when it comes time to hit the field they are ready. Players understand that regardless of how well trained they are, during the performance unforeseeable things can take place and require adaptation. The more the player trains the better he or she will be at handling the unforeseeable circumstances.

The spectator has a pretty cushy job. He gets to sit in a spot way up high where he can see it all, snack on some popcorn, and proclaim his opinion to all those around him.

If you desire to be a player, lose the mindset and work ethic of a spectator.

A coach once told me, “Players make plays, players win games.”

Dr. Nathan UnruhDr. Nathan Unruh, CXO SIDECAR

 

You never know which action you take is going to result in your breakthrough. Intentional effort in everything you do will result in reaching higher levels of success.

If you’ve ever been to a swimming pool you may have seen a lifeguard or pool employee checking the chemical balance of the water. The process used to analyze the water is a method known as titration.

The basics of the titration process are as follows. The person checking the pool uses drops of different test chemicals to assess the chemical levels of the water. By adding the test chemicals one drop at a time, the employee can determine the exact chemical level of the water based on the number of drops it takes to change the color of the water. Once the water changes color, the person stops adding drops and is able to calculate the answer.

What Can Titration Teach Us?

What may surprise you about titration is the lesson it can teach us regarding our business and life in general. With titration, the person performing the test does not know exactly which drop is going to trigger the result. It may be the first, 10th, or 50th drop before the answer is revealed.

Now, if you were to have a group of school children watch someone perform this experiment and ask them which drop caused the change in the water color, the majority would say the last drop! By thinking critically about this scenario, we understand that without any of the drops before it, the result would not be achieved. Therefore, each drop is just as important as the next!

Titration effect

Every single drop matters

Drip by Drip

You never know which action you take is going to lead to the results you are pursuing. What we do know is that little by little, over time, the actions you take will amount to a result. If you stop taking action because you’re not seeing results or you think you’re never going to reach your goals; you could be one action away from your breakthrough.

This example can apply to the health of our patients as well. Who knows if the patient’s health crisis was triggered by the first cigarette or the hundredth? The first greasy meal or the last one?

To see results and achieve success you’ve got to take constant, intentional action. Every drip matters. Consistency is key and the more drips you can make the sooner you can start to see results.

Drip by drip, action by action.

Let’s Ride!

Dr. Douglas Sea, SIDECAR

We’ve all heard the phrase, “every second counts.” This statement is true. We all know how valuable our time is. On the contrary, we also know that one bad day doesn’t make a bad week, one bad week doesn’t make a bad month, one bad month doesn’t make a bad year, and one bad year doesn’t make a bad career. The same holds true for a good day, week, month, or year!

I love looking at numbers. Remember, that which can’t be measured can’t be managed! So how can we quantify a month? A month is approximately 8.4% of one year. 8.4% is a funny number, depending on how you look at it can make it appear like a large or small portion of time. I’m not sure whether it’s a small or large number, but one thing I do know is that 8.4% is significant. When that 8.4% is gone, it’s gone!

So, how did the last 8.4% of your year go?

If it went well, great! That’s 8.4% of your year marked up as a success! Did it not go so well? That’s alright! You’re out that 8.4%, but there’s still plenty of opportunity to make up ground!

Statisticians have determined that 87% of people give up on a goal they set after only one month. After only 8.4% of the year; almost nine out of ten people give up on their goals.

Perspective is powerful. Understand how much value each month brings to you and your business. Commit to your goals and be a part of the 13% that follows through on them!

Dr. Nathan UnruhDr. Nathan Unruh, CXO SIDECAR