00:45 – Dr. Pete and Dr. Stephen recap the topics they’ve covered in this series, read listener reviews and provide a great troubleshooting tool05:46 – Dr. Pete and Dr. Stephen encourage listeners to attend their upcoming events08:51 – Introducing today’s topic, Conversion14:47 – The importance of taking responsibility for our conversion outcomes17:55 – The 20/60/20 Rule19:54 – Defining what initial conversion means24:48 – The importance of tracking total conversions and conversion percentageEPISODE QUOTES“When we’re at these seminars and when we’re at these immersions, we’re training, we’re working, we’re growing. We’re growing ourselves. We’re growing our businesses, our teams. Everyone is walking away improving.” (05:46)“Not everyone’s gonna be an understander, but everyone can be a believer. We want to be able to turn these seekers into believers. And this really happens at the conversion process.” (14:13)“I just wanna recognize the extraordinary conversion rates we see in chiropractic. For most of us, what we are selling is a solution. We’re solving a problem. Our product, how people engage with us, is what would be considered a high price ticket item, product or a service.” (16:08)“There’s not a life that walked through our doors that we’re not accountable for. And that’s our responsibility as a team and as an organization.” (24:03)“We all know that the gold standard is the referred new patient. And that’s where you’re gonna see the greatest conversion percentages.” (29:13)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

02:48 – Dr. Pete and Dr. Stephen introduce today’s topic, You Don’t Get What You Want, You Get What You Measure 06:06 – The four domains of your practice: attraction, conversion, retention and collections09:52 – The difference between a lag measure and a leading measure 16:18 – Dr. Pete provides an example of an internal process-driven activity leading to the outcomes you’re looking for 23:23 – Dr. Stephen stresses the importance of measuring KPIs 25:23 – Dr. Pete and Dr. Stephen provide listeners with a troubleshooting tool 29:41 – Utilizing the six sides of the business Rubik’s Cube EPISODE QUOTES“When push comes to shove when you think about your business, it all boils down to the numbers. You gotta know your numbers if you’re gonna know your business. And, you either are going to own your business or your business is gonna own you.” (05:16)“The purpose of marketing – or the purpose of attraction – is to create new patient leads. That’s what we’re doing.” (12:32) “A lot of this boils down to us really knowing our business, knowing what drives the outcomes. But it doesn’t happen if we don’t start with setting the metric.” (20:05)“Remember, you can’t get your teams to do outcomes. You get your teams to do activities.” (25:17)“You’ve got to learn how to troubleshoot that engine of your practice. You need to listen, smell it, look at it, put your hands on it, right? And you want to tune it.” (28:25)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

01:33 – Dr. Pete and Dr. Stephen discuss the importance of being present 06:10 – Dr. Pete talks about a recent transformation he has integrated into his daily routine 13:37 – Progression, not perfection 16:10 – The power of being 18:11 – The spiritual transformation of becoming a CEO 19:15 – Dr. Stephen provides key takeaways from today’s episode EPISODE QUOTES“A big part of my journey is disciplining myself to be present. You know, one of the greatest forces on Earth is presence – your capacity to be present in the moment. And, for me, winning the day is about being present in today.” (02:56)“I call it my triple-threat position because that’s when I’m going to be the most effective when I’m in my triple threat. Triple threat is ‘spirit right, mind right, body right.’ When I get my heart, head, hands and feet moving in the right direction – all in the same direction – that’s an aligned person. Aligned people are really hard to stop.” (07:15)“It’s not about perfection; it’s about progression.” (13:37)“Start early. Success gets up early. Purpose gets up early. And master, master that morning.” (15:59)“Make little changes. Start with little things that you can do that are gonna change the routine.” (17:02)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessThe Circle Maker: Praying Circles Around Your Biggest Dreams and Greatest Fears

00:44 – Dr. Pete and Dr. Stephen discuss the importance of having vision in 202003:22 – Dr. Pete poses a question to reflect upon pertaining to focus and clarity 07:45 – Introducing today’s topic, Four Ways CEOs Approach a New Year 10:15 – Assessing and reassessing as a CEO 18:18 – The importance of planning and preparation EPISODE QUOTES“I’m gonna challenge you and I’m gonna ask you to write yourself a question that says this, ‘Do I have total focus? Do I have total clarity?’ And be honest with yourself and ask yourself where do you not have focus in your life and where do you not have clarity?” (03:39)“If you lack focus, then what ends up happening is you have just busyness. So you have this busyness around you. Chiropractors don’t starve, they drown.” (06:09)“Here we are at the beginning of the year. Let’s look at 2020. Let’s set goals that scare you and goals that you can smash.” (10:08) “The recruiting of your team is so big. To have everyone involved everybody’s got to have a voice that’s a part of this journey because it’s gonna take everybody to get there.” (16:46)“I like to say, Goals are where we’re going, right? That’s where we’re going. That’s our destination. Our plan is how we’re gonna get there.” (18:43)“As the CEO, what does preparation mean? Largely delegation.” (24:10)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

00:46 – Introducing today’s topic, What Is Your Theme This Year? 02:45 – Dr. Pete talks about the importance of accountability 04:39 – Dr. Pete and Dr. Stephen look back on their themes from prior years 16:24 – How Dr. Pete devises his word and themes for the year21:26 – Dr. Pete’s theme for 2020 23:40 – The football analogy 25:52 – Dr. Stephen’s theme for 2020 EPISODE QUOTES“Focus is what makes the difference between busyness and productivity.” (02:10)“Typically what I’m searching for doc is a word that effects my whole life. My goal is to live an integrated life. We say, ‘remarkable practice as part of a remarkable life and not instead of one.’ What does that mean? You’re not a divided person.” (07:04)“None of us is as smart as all of us.” (14:45)“The way that I get my words is I think, and I pray, and I wait, and I listen. I listen to things that I hear repeated that stand out.” (16:45)“I really believe I’m in a season now, this 2020 is now about a receiving state.” (22:50)  “For us right now it’s really a triple double. We want to double the value that our clients receive from their interaction with The Remarkable Practice. We want to double the revenues of the company, which is very measurable. And we want to double the profit.” (27:48)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

00:44 – Introducing today’s guest, Dr. Mark Mouw05:19 – Dr. Mark’s journey from launching to scaling his business10:27 – The importance of having systems, the right people, and training15:27 – Why training is key17:31 – Mark speaks to the transformation from owner-operator to CEO23:31 – The importance of leadership26:53 – Dr. Pete thanks Dr. Mark for joining the show and for everything he is doing to advance the field of chiropracticEPISODE QUOTES“Everything’s based on your vision, your mission, your core values, and two of our family core values are, number on, freedom, and family, they come first.” (06:39)“It’s ok to change your vision. Cause I felt a little defeated when we did change our model of what we wanted. But, what it turned out to do is it allowed us to really have bigger impact and it made me the CEO of the business I am today.” (12:54)“A vision without systems is a dream. A vision with systems, that’s a mission.” (23:49)“And the reason why it’s so important for us to have this leadership team is the docs that work with me, they’re peers with me in the office. Our patients know that. They’ll see any of the doctors in the office because one’s not better than the other, right? That’s the really cool part about having that leadership team together.” (25:20)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessDr. Mark Mouw’s Website

00:46 – Introducing today’s topic: the Marketing Calendar02:33 – Dr. Pete’s best practices for his approach to marketing 06:41 – Dr. Stephen highlights the importance of staying twelve months ahead 10:11 – Dr. Pete talks about the rhythms of your meetings 15:40 – Reverse engineering your meetings from annual to daily 19:08 – Dr. Stephen recaps the vision story, goals, accountability chart, and the marketing plan 19:47 – Dr. Pete and Dr. Stephen leave the audience with key takeaways from this episode EPISODE QUOTES“I would get sick to my stomach if I didn’t have a plan.” (02:49) “The difference between a dream and a mission is a plan. So, when you have a vision with a plan it becomes a mission.” (09:52) “So what this has done – this discipline, this cadence, these rhythms – they organized me, right? Because I needed to be organized. I needed to come out of this visionary dreamer person.” (12:07) “We have our annual meeting but then we have our quarterly. So, I like to do a quarterly rhythm where we look at the next ninety days. And that’s really important to do that. Again, because we had the whole year already, it’s not as difficult to do the rest of these which are reverse engineering meetings.” (16:21) “And this is where it becomes this cadence, this rhythm that’s just really organized, systematized, and it just becomes manifested. You have to manifest the outcomes that you really desire.” (18:37) “And then you do your daily huddles. And daily huddles is where the rubber meets the road, where everybody holds hands, and we go heart, head, hands, feet. And the feet is on the street.” (21:39)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessLink to Executive Goal Setting FormBOOKS MENTIONEDGood To Great : Why Some Companies Make The Leap and Others Don't

01:11 – Introducing today’s topic: Reviewing Goals from 2019: Goal Setting, Part 203:34 – Creating clarity and defining success05:26 – Dr. Stephen reiterates the importance of having a vision story and09:37 – Big hairy audacious goals and next happily achievable goals15:31 – Identifying your codifying statement18:46 – Dr. Stephen and Dr. Pete break down KPIs and benchmarks for 202021:58 – Setting goals while keeping the four domains of your practice in mind: Attraction28:21 – Goals to set for conversion32:12 – Dr. Pete and Dr. Stephen remind the audience of a special goal-setting tool that is available to all listeners of The Remarkable CEO32:51 – Goals to set for retention and collection39:44 – Dr. Pete and Dr. Stephen leave the audience with key takeaways from this episodeEPISODE QUOTES“I don’t want wonkiness. I want clarity. Fuzzy targets don’t get hit.” (06:36)“Goals can be either terrifically motivating to your team or terribly demotivating.” (12:09)“Business isn’t hard it’s organized. You’ve got to organize it.” (15:23)“We’re gonna look at fourth quarter outcomes and then from there we’re gonna say, ‘That’s our, what we would identify as our benchmark.’ This is where we’re starting Day One of Q1 2020 is how we ended Q4 2019. That’s called your benchmark.” (20:56)“If a patient gets to your office and doesn’t convert and doesn’t start receiving the care, we’ve failed. We’ve failed with our objective. Mission has not been achieved.” (28:36)“Dr. Pete, you hear me say all the time, ‘One number is a fact, two numbers are a story.’” (30:25)“We’re in the business of saving lives and, when business is good, everybody wins.” (40:26)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic BusinessLink to Executive Goal Setting FormBOOKS MENTIONEDGood To Great : Why Some Companies Make The Leap and Others Don't

00:57 – Introducing today’s topic: Reviewing Goals from 2019: Goal Setting, Part 102:45 – Differentiating between how an owner operator and a CEO review and set goals06:31 – How a CEO would look back on the year in review10:06 – Dr. Pete adds onto Dr. Stephen’s driving analogy11:52 – The value Dr. Pete places on coaching13:24 – Best practices for The Year End Review15:18 – The importance of ensuring proper information flow16:49 – Balancing goals for 202019:12 – Dr. Pete poses some high-level questions to ask yourself to reflect back on the previous year22:25 – The ‘Win or Learn’ mentality25:16 – Dr. Pete drives home the importance of having these conversations with your team27:14 – Why metrics represent a critical aspect of vision casting30:22 – Dr. Stephen teases Part Two of Goal SettingEPISODE QUOTES“The discipline of this is to be able to gather the data that’s important so that you can make great decisions moving forward. Don’t avoid looking back.” (06:58)“Good leadership is like good driving. What’s good drivng? You’re not just looking one place, right? So, you’re looking out the windshield. You’re looking at the dashboard and you’re looking at the rearview mirror.” (08:08)“If you wanna grow your business, you’ve got to know your business.” (09:32)“Your business can blindside you if you’re not paying attention.” (13:06)“Remember a CEO is two parts heart, one part metrics.” (17:54)“The ‘Win or Learn’ mentality is so helpful to the entrepreneur at every level, to the owner-operator, but definitely to the CEO because it makes you to ask a different question.” (22:44)“Failure is not the opposite of success; it’s part of it. You have to get that.” (23:45)“The only thing I hate more than reports, though, is not knowing my business.” (27:39)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

01:39 – Dr. Pete and Dr. Stephen recap some celebrations in their lives04:01 – Introducing today’s topic, 2020 Vision 04:22 – Dr. Stephen shares his vision story 06:39 – How Dr. Stephen discovered his second calling, to expand the reach of chiropractic07:37 – Dr. Pete speaks to the testimonials and vision planning moving forward 09:10 – How Dr. Stephen is approaching the end of 2019 and preparing for 2020 11:30 – Visualize and Quantify 12:36 – How Dr. Stephen gathers himself to revisit and review the year prior 15:19 – The spiritual element of vision planning 16:17 – The importance of acting now 16:57 – Part One: Visualizing 21:15 – How Dr. Stephen gains clarity when visualizing 23:18 – Part Two: Quantifying your vision 25:46 – Dr. Stephen and Dr. Pete encourages listeners to reach out for help in your vision journey EPISODE QUOTES“I’ve had two times in my life, two seasons in my life where I knew I was doing exactly what I was hardwired to do.” (05:13) (Dr. Stephen)“We lead everything: heart, head, hands, feet.” (08:57) (Dr. Pete)  “I think the human spirit also needs to be fed.” (14:07) (Dr. Stephen)“Vision planning, and reviewing, and visualizing, and strategizing is a spiritual activity. It’s emotional, it’s mental, it’s physical.” (15:49) (Dr. Pete)  “You know I’m a big Navy SEALs fan, and what they say is, ‘The best way to hit a bullseye is to walk up, jam an arrow into the bullseye, and take twenty paces backwards.’” (17:29) (Dr. Stephen) “When you’re a CEO, you do not have that luxury. You have got to be able to have such clarity and you’ve gotta be able to convey it into others. The others that are gonna help you manifest it, they have to share that clarity.” (19:39) (Dr. Stephen)  LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

00:52 – Dr. Pete and Dr. Stephen recap their weekend 02:43 – Introducing today’s topic, Transitioning from a job to a business 03:51 – Dr. Stephen’s first entrepreneurial experience 07:50 – The mindset of an entrepreneur in the exit stage of a business10:06 – Dr. Stephen speaks to the epiphany he had 13:45 – Avoiding tunnel vision 15:26 – The identity shift from owner-operator to CEO 17:08 – CPC explained 19:40 – Investing in hiring the right people and edifying them 21:57 – Recognizing the key role of the CEO 23:17 – Shifting and scaling priorities within your practice 26:58 – The importance of having a practice where volume and responsibilities are spread out among multiple employees 28:29 – Succession plans 29:19 – Dr. Stephen reiterates that this program is not designed around exit, but rather it’s designed with exit in mind EPISODE QUOTES“What we often say is that, ‘When you own a job, really the job owns you.’ The two step process of having a remarkable practice as part of a remarkable life” (03:06)  “I wish I was more mindful around what I had learned washing windows going into practice, cause ya know what I did? I reverted back to what I had done before, what I’d been trained in, which is being the owner-operator.” (06:24)  “I felt like I was trying to get ten pound of shit in a five pound bag every day.” (12:34)“And that’s where I broke through. And it was literally, I’m need to just focus on creating systems, hire the right people, and commit myself to training and developing these people. Next thing you know, I became a delegation master.” (16:03)  “The three things that need to change for the CEO is you have to have an identity shift, a perspective shift, and a behavior shift.” (25:31)  “What practice would you rather buy? Would you rather buy the practice that I ran, when it was on my back and I was carrying seventy-five to eighty percent of the volume and doing all the work?...Or do you wanna buy the practice where I have three associate doctors and their caregivers, and the volume’s spread across all of them?” (27:07)  LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

01:08 – Introducing today’s topic, Writing The Remarkable Practice01:13 – Why Dr. Stephen decided to write The Remarkable Practice03:38 – The process of writing this book 05:13 – Hiring the company Scribe and working with Tucker Max 07:38 – How Dr. Stephen initially started writing his book 08:41 – The importance of discovering your passion 09:29 – The biggest challenge Dr. Stephen faced in this endeavor 11:35 – Lessons Dr. Stephen learned from writing this book13:37 – The best way to consume this book 14:48 – The value that The Remarkable Practice provides 15:59 – Dr. Stephen and Dr. Pete invite the audience to join their private Facebook group EPISODE QUOTES“I think we all have books inside of us. I think you probably have a book, or two, or three, inside of you. So, this was definitely something that I had to get out of me.”  (01:24)  “That’s what I was striking the check for. It was like, ‘I need to get this book done. I wanna get it out of me, and I’m gonna cut a check to hire somebody to make sure I get it done.’”  (05:38)  “What a great experience because it forced me to show restraint, and to codify the message into something that was palatable and consumable.”  (07:25)  “The purpose of a business is to add value to another person by solving a problem for them.”  (08:34)  “It’s like the expression, ‘The best way to know what’s coming down the road is to talk to a person who’s on their way back.’ I kinda felt like that.”  (12:47)  “Here’s the thing. This book is chock full of resources. I’ve gotta believe, I don’t know if you can quantify what it’s worth. The book costs X, what you get out of this book is worth Y. It’s far out of balance as far as value.”  (14:48)  “The compound effect of a book, combined with a culture effect of a community, that’s where you get the massive breakthroughs in your business and your life.”  (16:27)  LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteCircle of Docs WebsiteDr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

02:10 – Introducing today’s topic, transitioning from owner-operator to CEO 03:08 – Dr. Pete shares his journey to chiropractic 07:40 – Dr. Stephen shares his journey to chiropractic 12:30 – Being a caregiver and creating an environment for people to be cared for 14:47 – The next level identity required to own a business 15:56 – Why you don’t need to be a business owner in order to be a successful chiropractor 18:20 – The dentistry practice example 19:51 – Dr. Pete’s unique dilemma in his identity shift from owner-operator to CEO 25:50 – Balancing work, life and raising a family of seven 27:48 – The importance of vision, leadership and energy 29:22 – Dr. Pete recalls a one-on-one conversation he had with one of his CAs EPISODE QUOTES“I was looking for a job and something that I love to do like my dad advised me. And, I’m so glad I found chiropractic.” (04:24) “One of the things I would encourage you to do as you’re listening to this is go back to your roots. Go back to the roots of your entrepreneurial journey.” (11:27) “There’s an entirely next level of skill set and identity that comes with actually owning a business, not just working for yourself.” (15:38) “The CEO, at their best, is creating an environment where caregivers can be more successful. They can actually focus on taking care of patients, educating and adjusting, creating value and delivering value.” (17:05) “The thing that didn’t happen for me was I didn’t make that shift in my own identity of being an owner-operator, a chiropractor, a caregiver to becoming the CEO of the business. And, because I didn’t have that shift, I was literally crisscrossed.” (24:49) LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteCircle of Docs Website

01:19 – Introducing today’s topic, Preparation01:24 – Dr. Pete and Dr. Stephen announce a special giveaway 02:27 – Dr. Stephen encourages the audience to reach out with feedback03:13 – Why preparation is vital 05:05 – The power of the schedule 07:22 – Mastering time management to prioritize what’s important now and what’s important next08:56 – The Identity Shift 10:24 – The objectives of a CEO 15:37 – Leveraging the assessing process to contribute to your planning and preparation process 17:07 – What are you measuring 18:42 – The importance of organization 19:53 – Mastering transitions 21:38 – Dr. Stephen provides tips and tools for planning and preparation 25:14 – Dr. Pete reminds listeners where they can access the CEO 90-day project planner tool EPISODE QUOTES“What you have to recognize is it’s the fruit of labor. And, it’s really the fruit of hard work, and the hard work really is the bridge to help you get what you want.”  (04:05)  “Preparation precedes the clarity, the peace of mind, the presence and the productivity that you seek.”  (04:47)  “Winging it is not scalable, it’s not durable, and it’s definitely not transferrable.”  (10:02)  “It’s an ‘and’ conversation, not an ‘or’ conversation. It’s what’s important now and what’s important next. The CEO is responsible for both.”  (12:00)  “I love to say that one hour of preparation creates one thousand hours of productivity.”  (13:01)  “I like to say you don’t get what you want, you get what you measure.”  (17:03)  “We learn from history so we can create our destiny.”  (19:12)  “I live and die by my calendar. I live and die by my calendar. If it’s on my calendar, it’s gonna happen. If it doesn’t happen, you should be calling 9-1-1, cause there’s a problem.”  (24:30)  LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteCircle of Docs Website

00:38 – Introducing today’s topic, Energy, Part 201:45 – Dr. Pete and Dr. Stephen talk about the positive feedback they have received from the podcast 03:02 – Dr. Stephen shares some testimonials from podcast listeners and fellow chiropractors 07:16 – The role of a CEO 09:53 – Surrounding yourself with the right people 12:36 – The importance of vision and leadership 14:03 – Planning, preparing, executing and assessing 17:13 – The shift from owner operator to CEO 20:01 – The Ninety Day Action Plan 23:24 – Reverse engineering our businesses 27:53 – Three projects that will drive you towards your vision EPISODE QUOTES“Energy’s everything. So the business is always a reflection of your energy – your energy and your team’s energy. When the energy’s up, the practice is up. When your energy’s flat, the practice is flat. When your energy’s down, the practice is down.”  (02:14)  “Really the role of the CEO is to raise up everyone else. It’s actually identifying the genius in the people, putting them in that position where they can truly succeed and win, and then shining a light on them and supporting them and helping them elevate.” (07:16)  “The best way to learn what’s coming down the road is to talk to somebody who’s on their way back down that road.” (12:10)  “One of the quotes that I love Dr. Stephen, and I think you’ll love this, is from Dale Carnegie. He said, ‘An hour of planning can save you ten hours of doing.’” (20:03)  “When people ask me what’s my definition of success, it’s like, honestly, it’s being able to watch the sun rise and the sun set every day with my family from our beach house.” (24:31)  LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteCircle of Docs Website

00:49 – Introducing today’s topic, Energy, Part 101:53 – The two parts of energy02:20 – Revisiting the organizational chart04:03 – The CEO Scorecard05:14 – The importance of focus06:52 – Dr. Pete encourages the audience to go back and listen to Episodes 10 and 11 which focus on the Scorecard07:18 – The Marketing Calendar08:05 – The Body Signals Program12:29 – Dr. Pete breaks down the Scoreboard Tool14:34 – Four specific KPIs of your practice17:23 – The Huddle Sheet20:56 – The three components of the Huddle22:35 – Dr. Pete and Dr. Stephen leave the audience with a special offerEPISODE QUOTES“To you as our listener – you as a CEO – your job is to direct your team’s energy.” (01:43)“As the CEO, our job is to be the magnifying glass. We’ve got to be able to gather up all those sun rays, if you will, all those sun beams, create one laser beam and point it where we want the fire to start. That’s the job of the CEO. We’ve got to be able to say, ‘What’s important now?’” (03:25)“Focus is what makes the difference between busyness and productivity.” (03:58)“A remarkable practice as part of a remarkable life, that’s an energy situation. We say as your energy goes, so goes your business. And I would say, as your team’s energy goes, so goes your business as the CEO.” (06:18)“The power and the dynamic of the Scoreboard cannot be overemphasized here.” (15:48)“Energy is everything – your energy, your team’s energy.” (22:30)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteLink to the Huddle SheetCircle of Docs Website

00:38 – Introducing today’s guest, Dr. Nick Silveri01:19 – What Dr. Nick would do differently about running his practice from Year 105:16 – Challenges Dr. Nick faced in the build stage06:56 – Dr. Nick shares his experience with scalability09:25 – The value of content marketing10:50 – Dr. Nick expounds on content marketing strategy13:52 – Connecting your message with the audience18:44 – The power of leverage and honesty25:06 – Recapping the four seasons of Dr. Nick’s practiceEPISODE QUOTES“The thing that I would have done differently is I would not have tried to have two practices when I had no idea how to do one practice.” (02:40)“I was blessed with being a very mediocre chiropractor so that it was easy for me to replace myself.” (03:35)“If you truly are trying to get a message out there, you have to deliver the message in the platform that people are consuming content.” (15:41)“Any business that I have I am just gonna do the stuff that gives me energy throughout the day, as much as humanly possible. Because I want to end up with more energy.” (20:42)“I think one of my real superpowers is I am so brutally honest with myself.” (23:20)“There’s a difference between getting to see patients and having to see patients and we all know the difference.” (27:02)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteCircle of Docs Website

00:42 – Introducing today’s topic, Training, Part 201:28 – Dr. Pete encourages the audience to revisit the previous episode on Training 02:28 – Why the best investment you can make is training your team 03:09 – Dr. Stephen’s experience with training tools 06:27 – Equipping people with a proper training curriculum 09:39 – Dr. Pete recalls his experience with training tools 11:09 – The importance of having a curriculum 12:07 – Why CEOs need to approach training curriculums proactively 14:14 – The Competency Checklist 16:35 – The football analogy 18:19 – Dr. Stephen leaves the audience with a final observation EPISODE QUOTES“We have to give them the manuals and the videos so that they can train themselves – they can study, and get ready, and prepare for training…and this is where we critique them. And this is where they experience true growth.” (06:34)  “As a CEO, the attribute of a CEO is leadership. The leadership attribute is to create clarity for your team. That clarity follows a curriculum.” (11:51)  “Clarity is the greatest accelerator and the Competency Checklist creates extreme clarity.” (15:32)  “We’re in the business of saving lives, folks.” (17:46)  “You are gonna spend the time. You are gonna spend the focus. You are gonna spend the energy. And, you’re gonna spend the money. My question is ‘What are you spending it on?’” (18:59)  LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteCircle of Docs Website

00:49 – Dr. Stephen and Dr. Pete revisit the six sides to the business Rubik’s Cube 01:45 – Introducing today’s topic, Training 02:02 – Dr. Stephen shares a special announcement 02:59 – Dr. Stephen and Dr. Pete take the time to read some listener reviews 04:23 – Return on investment 07:03 – The sports franchise analogy 10:11 – Solving the three problems regarding training 11:16 – Solving Problem #1: Doctors who don’t train14:31 – Beliefs, values and behaviors 16:27 – Solving Problem #2: Doctors who stop training 20:58 – Solving Problem #3: The problem-solving firefighter chiropractor 24:58 – Dr. Pete tees up the topic of the next episode of The Remarkable CEO EPISODE QUOTES“The best investment you can make is training your team.” (01:53)  “The greatest R.O.I., return on the investment, of your time, of your energy, of your focus, and of your money, is in investing in training your team.” (05:54)  “If we see the reality of what we do and what’s at stake and we don’t respond appropriately, to me that’s an incongruency.” (07:52)  “There’s three things that are going to happen as a result of this [proper training]. Number one: the practice is gonna grow. Number two: your income and impact is gonna grow. And number three is your freedom is gonna grow as a leader.” (11:06)  “Your investment in training your team and developing your team has trumped the value of marketing.” (11:54)  “Training, it’s cultural.” (14:32)  “‘A’ players want to be trained. They want to be developed. And they will not tolerate ‘B’ or ‘C’ players.” (17:10)  “Topgrading says that hiring the wrong person is gonna cost you three times their salary that year. Losing the right person will cost your five times their salary that year. That outta pain you.” (19:10)  “Training implies role playing. You’re either meeting, or you’re studying and learning, or you’re training. And training means role playing.” (23:14)  LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO WebsiteCircle of Docs WebsiteBOOKS MENTIONEDDrive: The Surprising Truth About What Motivates Us

00:52 – Dr. Stephen and Dr. Pete recap Part 1 of the episode focused on People02:02 – The importance of people doing the right work03:15 – Revisiting the basketball analogy05:13 – Defining ‘scorecards’08:45 – The importance of focus09:34 – Revisiting the three aspects of a CEO’s job10:24 – Dr. Pete poses a hypothetical situation13:34 – Creating greater clarity and focus14:35 – The Retention example17:54 – Creating an understanding of the big picture within your team19:46 – Proactivity vs. Reactivity21:47 – Doing work the right way22:45 – The importance of investing in training your people23:05 – Scalability vs. Durability24:21 – Dr. Pete urges the audience to set a goal and take action to achieve that goalEPISODE QUOTES“When you get the right person in the right position, and they’re doing the right work and they’re doing it the right way, what now is happening is they’re winning and you’re winning.” (01:28)“We love to say, ‘God only makes geniuses.’ And, the job of the CEO is to recognize that and put a person in their position of genius.” (08:00)“Focus is what makes the difference between busyness and productivity.” (08:46)“We like to say, ‘Everyone’s responsible, but only one person is accountable.’” (10:19)“You don’t get what you want; you get what you measure.” (19:44)“Scalability means that you can do more, give more, love more, serve more. You can make a bigger impact and a bigger income, but it doesn’t have to all be done by you.” (23:05)LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO Website

01:27 – Introducing today’s topic, People, Part 102:08 – The Four ‘Rights’  02:30 – Dr. Stephen and Dr. Pete read some listener reviews  05:58 – The difference in mindsets between a traditional owner/operator and a CEO  09:38 – Why finding great talent is an investment  11:01 – The basketball analogy  14:03 – Breaking down the core roles of the many chiropractic players  17:13 – Identifying where you fit into your business  19:25 – Analyzing the four boxes of the organizational chart  23:35 – Establishing clarity within your organization  24:07 – The Accountability Chart  25:00 – Dr. Pete talks about the three bullets on a CEO organizational chart  27:48 – Dr. Stephen lists some of the many jobs that comprise a chiropractic practice  31:05 – Dr. Pete invites the audience to join them for Part 2 of this topic on People  EPISODE QUOTES“For you to go full circle and to close the loop with your people, you gotta take four rights. You gotta get the right people in the right position doing the right work in the right way.” (02:08)  “When you get the right group of people in the same room ya know, it’s one plus one plus one equals one hundred and eleven when you’re building the right team.” (05:51)  “Your number one growth strategy is invest in your team. Your number two is marketing. That’s big.” (09:57)  “One of the keys to create alignment in your organization is you have to have clearly defined roles. And, when you have a clearly defined role, the next step would be to find the right person and put them in a position of their strength.” (13:06)  “What we wanna do is we want to take that org chart to the next level and turn it into an accountability chart. And the accountability chart says ‘This is how our business runs.’” (21:58)  “Clarity is the greatest accelerant, right? Accelerant towards what you’re trying to produce.” (23:39)  “I think one of the first people that you should do an accountability chart for is for yourself.” (24:46)  LINKS MENTIONEDDr. Stephen’s LinkedInDr. Pete’s LinkedInThe Remarkable CEO Website 

01:32 – Introducing today’s topic, Systems 03:39 – The importance of having a mission 05:09 – Dr. Stephen’s recalls the moment he realized he needed systems in place to run his practice 08:28 – Building systems around a team 09:50 – Delegation 12:52 – The ten steps to delegation mastery 13:56 – One: Identify the specific desired outcome 15:52 – Two: Identify the actions that produce that outcome 17:11 – Three: Apply the 80% rule of delegation 18:34 – Four: Identifying the best-qualified team member 19:35 – Five: Setting the expectations and agreements 22:15 – Six: Incentivize 24:50 – Seven: Training 27:22 – Eight: The Reporting System 29:57 – Nine: Establishing meeting rhythms 31:37 – Ten: Assess 32:38 – Dr. Stephen and Dr. Pete reiterate the importance of implementing systems 33:15 – Dr. Stephen and Dr. Pete encourage listeners to reach out for more information EPISODE QUOTES “A vision without systems is a dream, but a vision with systems is a mission.” (02:08) “You can have systems built around yourself. That is not scalable. That is not durable. That is not transferrable. What you’ve done is you’ve built a really good job, but that is not a business.” (08:50) “The most successful companies, what they’ve done is they have a clear premise. They have clear core values defined. They have a clear vision and they have a clear mission.” (15:05) “It’s not enough just to identify that person and then delegate to them. There’s gotta be some follow up and follow through that comes with that. This accountability that comes with delegation is absolutely critical.” (19:43) “You don’t get what you want. You get what you incentivize.” (22:58) “It creates such a peace in the organization, such a culture, when you have the meeting rhythm culture.” (31:31) LINKS MENTIONED Dr. Stephen’s LinkedIn Dr. Pete’s LinkedIn The Remarkable CEO Website

00:49 – Introducing today’s topic, Leadership 01:08 – Dr. Stephen and Dr. Pete summarize the topics of earlier episodes on leadership 02:47 – The importance of having clarity 03:57 – Why people leave chiropractic care 05:03 – Why retention starts at conversion 07:13 – The value economy 12:37 – The ultimate Win-Win-Win 14:15 – The Scorecard 16:01 – The importance of focus 17:18 – Five Key Performance Indicators 21:43 – Why implementation is everything EPISODE QUOTES “Your retention is a reflection of your clarity.” (01:02) “People leave chiropractic care because they lack clarity around the value of staying under regular chiropractic care.” (03:57) “It cost four times more money to gain a new client than it does to retain a current client.” (05:50) “Retention is the ultimate ‘win-win-win.’” (12:37) “Losing patients is off-purpose.” (13:32) LINKS MENTIONED Dr. Stephen’s LinkedIn Dr. Pete’s LinkedIn The Remarkable CEO Website

00:45 – Introducing today’s topic, Leadership 02:03 – Dr. Stephen and Dr. Pete take a moment thank their listeners for reviewing the podcast 04:30 – The importance of conviction 12:03 – The Four Agreements 13:40 – Establishing goals for solving patient problems 15:10 – The Empathetic Connection 19:21 – The Story Cycle 20:19 – Integrity 22:00 – The value of the patient 23:12 – Dr. Stephen and Dr. Pete tease the topic of the next episode EPISODE QUOTES “What chiropractic needs is more successful chiropractors and what chiropractors need is to develop the leadership muscle.” (03:50) “When you talk about conviction, we’ve got to have an awareness that it’s not just your conviction as the owner, as the leader, as he CEO. You’ve got to make sure that everybody on your team shares the conviction.” (10:30) “Every new patient that ever walks into our clinic ever…write this down; they’re looking for two things. They want connection and direction.” (17:11) “The first thing we want to do is make connection, right? And, the second step is to be able to give direction. And these things are based on conviction.” (19:45) “The patient has to feel like they’re in the right place. They have to have that conviction. And that happens when you successfully create the empathetic connection.” (22:14) “What the world needs right now is chiropractic and what chiropractic needs right now is more successful chiropractors.” (23:44) LINKS MENTIONED Dr. Stephen’s LinkedIn Dr. Pete’s LinkedIn The Remarkable CEO Website

01:28 – Introducing today’s topic, Leadership 04:45 – The distinction between a Lord and a Liberator 05:38 – The second side of the Rubik’s Cube: Who do you need to become? 07:04 – How Core Values attract 10:21 – Three key attributes of a great leader 12:55 – Four categories of Certainty 19:10 – Your weakest pillar is capping your success 21:14 – Influence with great certainty 22:36 – Fitness for your business 25:14 – Dr. Pete and Dr. Stephen desire to discuss on the other attributes of a great leader, Conviction and Clarity, in the next episode EPISODE QUOTES “Each and every one of us is a leader.” (01:50) “The leader worth following is the one who invites other people into their roles as leaders.” (04:03) “Your core values determine who you are when you show up to work” (07:04) “Your success will be limited by your weakest pillar.” (20:14) “Surround yourself with a tribe of people who are committed to increase their sources of certainty.” (21:46) LINKS MENTIONED Dr. Stephen’s LinkedIn Dr. Pete’s LinkedIn The Remarkable CEO Website

02:34 – Dr. Stephen and Dr. Pete take a moment to thank their listeners 03:14 – Dr. Pete recaps the last episode where they focused on the six sides of the business Rubik’s Cube 03:39 – Introducing today’s topic, Your Vision Story 04:34 – Defining what success means to you 05:41 – The four seasons to the chiropractic career 05:57 – The natural evolution of your vision of success 06:40 – The importance of having core values 08:02 – Identifying your core values for life before your core values for business 09:44 – Dr. Stephen shares some core value exercises 10:38 – Having a vision story for every aspect of your life 12:20 – Why Dr. Stephen believes that balance is bullshit 13:38 – Using balance as a reference point 14:51 – Living with tension 16:57 – Taking a deep dive into our lives to change the outcomes in our lives 19:21 – Achieving alignment with your core values, vision story, and behaviors 21:38 – Dr. Stephen and Dr. Pete share resources and tools with the audience for this episode 23:07 – Dr. Stephen and Dr. Pete summarize the episode EPISODE QUOTES “You have got to have clarity for what success looks like to you. So, this is a very personal, very intimate process.” (04:18) “If you want to be a person who’s in a place of alignment, then you need to have core values for all the things that you do.” (07:33) “There’s a component of that overriding narrative that has a vision story for each of the categories of your life. So you’ll have a vision story for your business. You’ll have a vision story for your marriage, a vision story for your parenting.” (10:38) “I think balance is bullshit.” (12:23) “What I find is that balance is a very good reference point, right? It’s not the goal. It’s not the objective. You should use balance as a reference point much like a sailor uses the horizon as a reference point.” (13:28) “I think alignment is the definition of success. When you can achieve alignment between those three very important things: core values, vision story and behavior.” (14:41) “Core values are a forearm tattoo. You need to get to the point where you’re like, ‘Ok, this is what’s most important to me.’” (22:19) LINKS MENTIONED Dr. Stephen’s LinkedIn Dr. Pete’s LinkedIn The Remarkable CEO Website

01:27 – Introducing today’s topic, solving the puzzle of your business 03:30 – Why businesses are not as simple as a jigsaw puzzle 04:31 – The Rubik’s Cube metaphor 05:11 – The six sides of the business Rubik’s Cube 08:39 – Vision 10:47 – Leadership 13:26 – The importance of character and capacity 15:06 – Systems 18:35 – People 19:46 – Systems around team building 22:27 – Training 25:46 – The four areas of training that Dr. Stephen and Dr. Peter immerse themselves in 28:57 – Energy 32:10 – Dr. Stephen and Dr. Pete summarize the episode 33:18 – Dr. Pete highly suggests going back and listening to this episode again EPISODE QUOTES “In order to really solve the puzzle, you gotta solve all six sides of this thing, right?” (04:43) “Your practice, your business will always be a reflection of your energy.” (07:12) “Your vision story has to be the manifestation, or the expression, of your core values.” (09:54) “Truly the definition of leadership is your capacity, not only to become, but to then enable others to become.” (11:05) “The two things that are always increase as you continue to mature and develop are character and capacity.” (13:29) “You need to have systems in place for team building. And I would argue that these are the most important systems because all of those other systems don’t matter if you don’t have that team around you.” (19:31) “What we like to say here is, ‘Energy is everything.’” (28:58) LINKS MENTIONED Dr. Stephen’s LinkedIn Dr. Peter’s LinkedIn The Remarkable CEO Website BOOKS MENTIONED Drive: The Surprising Truth About What Motivates Us

01:27 – Introducing today’s topic, the identity shift from owner operator to CEO 02:32 – The two-step process of creating a remarkable practice as part of a remarkable life, not instead of one 03:24 – Examples of scalability within businesses 06:08 – How changing your perspective can lead to new and innovative ideas 07:51 – What it means for a business to be transferable 11:32 – The transformation from owner operator to CEO 12:55 – The brute-force model 14:53 – The key to becoming a CEO 16:21 – Why this transition can be very disruptive for some doctors 18:38 – The importance of team components 19:04 – Dr. Pete and Dr. Stephen summarize the episode EPISODE QUOTES “Of course when your identity shifts, your perspective changes. And that’s really the most important part of this because when perspective changes, your decision making process changes and of course your decisions, your behaviors, those drive your outcomes.” (02:11) “I know looking back at that season in my life I loved the brute-force season. And it helped us realize a certain level of success.” (13:44) “Although our patient, our customer, is at the center of the universe, as the CEO you’ve got to make the shift from you focused on your customer, your patient, and you’ve got to make the shift to focusing on your team and let your team focus on your patient or your customer.” (15:39) “Ultimately, that is the critical part of going from being an owner operator to be a CEO is just recognizing that I’ve gotta have the systems in place, but I’ve absolutely got to surround myself with the right people to execute on those systems and then train them and trust them, trust but verify.” (18:44) LINKS MENTIONED Dr. Stephen’s LinkedIn Dr. Peter’s LinkedIn The Remarkable CEO Website