Business School for the Rehab Chiropractor
Episode: How I'd Go From Zero To 10K Per Month If I Opened A New Practice (REPOST)
Host: Justin Rabinowitz
Release Date: March 5, 2025
Introduction
In this insightful episode, Justin Rabinowitz dives deep into the practical strategies and actionable steps he would implement to grow a new rehab chiropractic practice from scratch to generating $10,000 in monthly revenue. Drawing from his extensive experience as a multiple practice owner and investor, Justin provides a no-nonsense approach to building a successful business, emphasizing the importance of business fundamentals over clinical prowess.
1. Focus on Business Fundamentals Over Clinical Techniques
Timestamp: 00:00
Justin kicks off the episode with a candid message to rehab chiropractors (rehab chiros) struggling to grow their practices. He emphasizes that acquiring more clinical skills or certifications won't solve business challenges. Instead, understanding and implementing effective business strategies is crucial.
Justin Rabinowitz (00:48): “Another clinical course will not help your struggling business. Just because you want to learn a new technique, you are not one technique away from building a practice.”
2. Top 10 Action Steps to Achieve $10K Monthly Revenue
Justin outlines ten strategic steps tailored for rehab chiros aiming to reach the $10K/month milestone. Each step is designed to address common pitfalls and provide a clear roadmap for business growth.
Step 1: Decide Between High Volume or Low Volume Practice
Timestamp: 08:45
Justin advises practitioners to choose between a high-volume, low-cost model or a low-volume, high-cost model. He warns against settling for a middle-ground approach, which often leads to mediocre results.
Justin Rabinowitz (08:50): “Either be high volume or low volume. Just pick one.”
Step 2: Build Relationships Before Opening
Timestamp: 15:30
Establishing strong relationships within the community and with potential referral sources is crucial. Justin emphasizes leveraging online platforms to initiate these connections before launching the practice.
Justin Rabinowitz (15:35): “The perfect time to start those relationships was yesterday.”
Step 3: Conduct Seminars as a Marketing Strategy
Timestamp: 23:10
Hosting seminars, especially in gyms, is highlighted as an effective way to attract ideal patients who are proactive about their health. Justin recommends speaking at various community groups to maximize reach.
Justin Rabinowitz (23:15): “If you are a rehab chiro, preferably you're doing seminars at gyms.”
Step 4: Commit to Sacrifices for Six Months
Timestamp: 30:50
Starting a business requires significant personal sacrifices. Justin advises practitioners to communicate the temporary lack of work-life balance to their loved ones to stay focused on reaching the initial revenue goal.
Justin Rabinowitz (31:00): “Tell your loved ones you won't see them for six months.”
Step 5: Consistently Follow Up on Leads
Timestamp: 40:20
Effective follow-up is essential for converting leads into patients. Justin shares a personal anecdote illustrating the long-term benefits of persistent communication.
Justin Rabinowitz (40:25): “Any lead that you get, you need to stay on top of, you need to follow up with them consistently.”
Step 6: Charge the Right Price
Timestamp: 48:35
Pricing strategies significantly impact revenue growth. Justin explains the importance of setting prices that reflect the value offered, making it easier to reach revenue targets with fewer clients.
Justin Rabinowitz (48:40): “It is easier to get one person to pay 300 than it is to get three people to pay 100.”
Step 7: Be Clear on Your "Why"
Timestamp: 55:15
Understanding and articulating the underlying motivation for running the practice helps in connecting with patients and justifying pricing structures. Justin narrates a powerful story from a mentee to illustrate this point.
Justin Rabinowitz (55:20): “Be clear on your why as to why you're actually doing this.”
Step 8: Embrace Sales and a Structured Sales Process
Timestamp: 1:05:10
Sales should be viewed as an integral part of the business process. Justin emphasizes the necessity of having a structured sales methodology to effectively communicate value to potential patients.
Justin Rabinowitz (1:05:15): “Embrace sales and a sales process.”
Step 9: Understand It's Easier to Get Less to Pay More
Timestamp: 1:12:45
Reiterating the importance of pricing, Justin explains that targeting fewer high-paying clients is more sustainable and efficient for reaching financial goals compared to attracting a large number of low-paying clients.
Justin Rabinowitz (1:12:50): “Less people to pay more is an easier strategy than more people to pay less.”
Step 10: Surround Yourself with a Successful Community
Timestamp: 1:20:30
Being part of a group that has already achieved the desired success provides invaluable support, knowledge, and accountability. Justin criticizes the notion of entrepreneurs trying to go it alone and stresses the benefits of mentorship and community.
Justin Rabinowitz (1:20:35): “You can't get there alone. You won't get there alone.”
Key Insights and Discussions
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High Volume vs. Low Volume Models:
- High Volume: More clients at a lower cost per session. Suitable for practices willing to scale operations and manage a higher patient load.
- Low Volume: Fewer clients at a higher cost, allowing for more personalized care and potentially higher revenue per patient.
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Building Relationships Pre-Launch:
- Importance of networking and establishing trust within the community to ensure a steady flow of referrals upon opening.
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Effective Marketing via Seminars:
- Utilizing seminars to position oneself as an authority in the field and directly engage with potential clients in environments where they value health and wellness.
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Personal Sacrifices for Business Growth:
- Acknowledging the initial sacrifices required to establish a profitable practice, with the promise of future flexibility and success.
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Persistent Follow-Up:
- The long-term value of nurturing leads through consistent communication, leading to higher conversion rates and loyal patient bases.
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Strategic Pricing:
- Setting prices that accurately reflect the quality and value of services to optimize revenue and attract committed clients.
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Clarifying Purpose ("Why"):
- Having a clear and compelling reason for operating the practice helps in marketing, patient retention, and maintaining motivation.
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Structured Sales Processes:
- Implementing a systematic approach to sales ensures that potential clients understand the value proposition and are convinced to invest in services.
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Community and Mentorship:
- Engaging with a community of successful practitioners provides support, shared knowledge, and accountability, essential for sustained business growth.
Notable Quotes with Timestamps
-
On Business Over Clinical Skills:
“Another clinical course will not help your struggling business. Just because you want to learn a new technique, you are not one technique away from building a practice.”
— Justin Rabinowitz (00:10) -
On Choosing Business Models:
“Either be high volume or low volume. Just pick one.”
— Justin Rabinowitz (08:50) -
On Relationship Building:
“The perfect time to start those relationships was yesterday.”
— Justin Rabinowitz (15:35) -
On Pricing Strategy:
“It is easier to get one person to pay 300 than it is to get three people to pay 100.”
— Justin Rabinowitz (48:40) -
On Embracing Sales:
“Embrace sales and a sales process.”
— Justin Rabinowitz (1:05:15) -
On Community Support:
“You can't get there alone. You won't get there alone.”
— Justin Rabinowitz (1:20:35)
Conclusions
Justin Rabinowitz delivers a comprehensive blueprint for rehab chiropractors aspiring to scale their practices swiftly and effectively. By prioritizing business strategies over merely enhancing clinical skills, establishing strong community relationships, adopting the right pricing models, and embracing structured sales processes, practitioners can overcome common obstacles and achieve financial milestones. Additionally, surrounding oneself with a supportive and experienced community is essential for sustained growth and avoiding the pitfalls that often derail solo entrepreneurs. This episode serves as an invaluable guide for rehab chiropractors seeking to transform their passion into a thriving and profitable business.
Final Thoughts
For rehab chiropractors ready to implement these strategies, Justin encourages proactive engagement with his mentorship programs and resources. By following these ten actionable steps, practitioners can set a solid foundation for their business, navigate the initial challenges of practice ownership, and ultimately achieve the financial success they desire.
If you found this summary helpful, consider listening to the full episode for a more in-depth understanding and practical examples from Justin Rabinowitz.