Dr. John Smith (0:00)

Foreign hello, everybody. Welcome to another episode of the Rocket Chiro Podcast, the business and marketing podcast for chiropractors. I hope you're doing well. I hope you're in a good mood. I am in a wonderful mood today for a couple reasons. One, not that any of you care, but the Buffalo Bills won their first playoff game yesterday, so I'm super excited. That always puts me in a good mood. And when they lose, it always breaks my heart. Makes me sad. As of right now, we are still in it. Very excited about that. The other reason, tomorrow I get to find out whether the new baby is a boy or girl. So I'm excited about that as well. Not that any of you care about any of that except for me, but it is putting me in a good mood today. What we're going to talk about I was in the process this week of writing a blog for Rocket Chiro about the common mistakes that chiropractors make when they're starting their practice. And I talk about a lot of those things on the podcast, and I've done individual podcasts probably about all of these things in the past. But my thought was that since I was writing the article and I'm not done with it yet, but I do have my basic outline of the things that I wanted to talk about, and I thought, you know what? Let me go ahead and just do a podcast summarizing these same things. That way I can have the blog and then I could also have a podcast that I can put on the article. So if someone would rather listen to the podcast instead of read the article, they have both options. So that's my intention for the day, is just to kind of summarize some of these common mistakes. I will say this. This isn't. This doesn't only apply to chiropractors who are starting their practice. I would say that chiropractors who are struggling. And if you're in a situation where you're just feeling like it's really hard for you to get a little momentum and you thought practice was going to be different, you're feeling kind of overwhelmed and stressed out, you're probably making more than one of these mistakes. So this, this applies to that demographic that I talk to so often on the podcast and through the Rocket Chiral community, which is the chiropractor who is just getting started or thinking about getting started, just recently graduated, kind of heading in that direction to start your career. Also the chiropractor who maybe you've been out for a year or two. It's not going the way you want it to, you're really frustrated, you're really overwhelmed, you're not really sure what to do. I'm not going to go into necessarily tons of solutions here because there's just no way, there's no way I could cover 14 things and talk about them in depth. And my article's not going to do that either. The point of all of this is just to give you an overview of, here's some things to be aware of. And if you're listening to this or you're reading the article and you're saying to yourself like, oh, you know what? I think I do that. Just let that be your starting point of figuring out a solution or coming up with a solution for that problem, because at least you know what it is. Because if you don't know, like, if you don't understand that these are problems and you continue to do these things, you're going to find yourself six months later, year later, two years later, five years later, you're in the exact same situation. And some of you are going to have to, if you don't get these things squared away, you're going to have to end your, your career and the hope of being a chiropractor and doing it for a living, and you're going to find yourself having to do something else. Now, I'm not obviously opposed to anyone. If you don't want to be a chiropractor going and doing something else, that's fine. But I hate for you to have to do it because you're, you're just, you don't have your stuff in order. And you know, chiropractic college doesn't really prepare you to run a business. And I'm not even saying that's their job. I'm just saying that you get out of school, you're ill prepared to be a small business owner. And for most chiropractors, if you want to make the kind of living that you should, considering how much money, how much time, how much effort has gone into chiropractic college, then if you want to make an appropriate income for that effort, money and time, you're probably going to have to be your own boss. You're probably going to have to run a chiropractic practice that is your own, which is kind of the bad news of being a chiropractor. And the thing, they really don't tell a lot of chiropractors when they're going into school. And if they do, they paint it off like it's A good thing as opposed to a giant pain in the butt. And I would argue for some people it probably is a good thing. But for others, and I would say most chiropractors, it's probably more of a giant pain in the butt. All right, so these are in no particular order other than the top two things. Actually, you know what, before I jump into this, two quick reminders. One, if you want help with your website and SEO, go to Rocket Chiro and request a free practice assessment. I'll look at your stuff, I'll give you some really great information. We can talk about what to do next. No obligation, no pressure. If you want to go more in depth to find some solutions to these problems, NextStep is a great place to do that. You can go to RocketKiro, sign up for my membership. It's monthly, it's affordable, there's no contracts, no obligations, there's, it's just month to month. But it's designed to solve some of these problems, get your brain going in the right way and get some momentum so you can grow the practice that you want to grow. Those are my self promotions. All right, so the only reason, the only two of these that are actually in order and let me, I'm going to pull this up on my screen here because I have it written down on my trusty notepad that I have referenced many times on the podcast. But as I was looking at this list, I realized that my handwriting when I wrote that particular list was worse than normal. So I'm going to pull this up on the draft that I'm working on because this stuff is typed as opposed to my terrible handwriting. The first two are what I would consider the most common big mistakes that I see when working with young chiropractors when they become a NextStep member. Now this same, these same problems, if you take these into practice, will apply. But this is something that if you were ever to become a next step member and you were to go through my initial videos, you're going to hear me talk about these two things specifically. And so I want to get those out of the way. And then we'll just start down this random list. I have 14 things. Let me look. Double check. I think it's 14 that I'm going to go over that are potential reasons or big mistakes that chiropractors make when they're getting started or chiropractors are continuing to make when they're struggling as chiropractors. So number one is trying to find time instead of making time. There's always going to be more things to do than you have time. And one of the things that you have to do when you're a small business owner is you have to decide what are the things that are most important and you have to make time for those things. You can't just start your day, start your week, start your month, start your year with no idea of these high priority things, these high value things that are for your business. When are those things going to get done? I'll just do them when I have time. Generally that's a terrible idea because you run around putting out fires and chasing around issues, avoiding the things that are difficult. That's, that tends to be what human beings do. And so if there's something that is important, and I tell this to next step members, because if you're going to consume content and hopefully apply that content to change your practice and ultimately change your life, you need to set aside time to either consume or apply that content. So even if that's once a week, once a month, I don't care what the schedule is. For me personally, I don't care. But you need to make sure that the most important things for at this point in your chiropractic career, whatever those things are, could be acquiring new patients. It could be reading a book, it could be watching a next step video, it could be applying something that you learn, it could be changing some things in your practice, it could be working on operations manual, whatever it is. If those things are high priority things that are gonna make a difference, like this time next year, you're gonna be thankful that you did that thing. Then you need to make sure that you are scheduling time to do that. Don't just find time because you're not going to find time. Number two is doing too many things at once. This happens all the time. The simplest way to think about it is if you have a hundred things that need to be done or a hundred things that could help your practice and you try to do 100 things six months later, a year later, you have a hundred things that are going to be in different stages of being done, but none of them are ever going to be done, are most likely those things are not going to be done to the point that they're making a difference in your practice. If something's not to the point that it is making a difference in your practice, you have no idea if it's a good thing, a bad thing. You have no idea if you should tweak it, if you should keep it, you don't have any data because the thing is not doing anything. It's just partially done. When you try to do too many things at once, you generally end up with a bunch of things partially done and nothing is making a difference. If you work on one or two things at a time, get those things done to the point that they're generating results. Now you have the potential to make a difference in your practice with that new thing. So just once again, you're back to that leadership component. You're back to that difficult thing about being a practice owner. And that is you have to understand there's more things to do than you have time. There's. You need to prioritize what is most important and you need to get those things done. All right, number three is going to be starting too big. I'm a huge fan of the micro practice model. I have somebody that's going to be coming on the podcast here in the next. Every time we schedule it, something comes up and. And we've been kind of not doing it, but I do have somebody coming on. We're going to bring on specifically talk about the micro practice model and go a little bit more into depth about that. You guys have heard me talk about it. When I had Strappolsen on from Dallas, he talked about his practice because he has a micro practice. I'm a huge fan of the model. I think so many chiropractors, you put yourself behind the eight ball financially when you try to go too big too early. I think it's a pride thing. Start small. If it's an ignorance thing, just know you can start small. Some people have only been around chiropractors that have had big, huge practices. They don't understand that they can start a micro practice. They can start small. It does not make any sense to put yourself in a situation financially that. That is harder than it has to be. Start small. You can always make it bigger, but it's difficult to make it smaller without it crashing and burning. So big mistake chiropractors make is they start too big. My recommendation start small. Number four is there's no method to the madness. Structure is not your prison. Structure is your friend. And if there's no method to the madness, I've talked about operations manual, knowing what you're doing and why you're doing it. Structure looks different for different people. If you're a type A personality, it might be very, very detailed. If you're more like me, which I'm not a type A personality, I make, you know, lists that are hard to Read. But I do have structure. So there is. You know, years ago, I was much more likely to fly by the seat of my pants. Now, sitting down and making a plan, even if it's working from a checklist, which is generally what my structure looks like, it looks more like a checklist than it does a, a novel. But regardless, you need to have some sort of method to your madness. If there's no method to your madness, you're going to have a quality control issue, you're going to have a consistency issue, you're going to have an optimization issue. There's so many problems with having no method to your madness. Problem number five is no clear value communicated. This is something I see on websites a lot when I do practice assessments. I'll go to a chiropractor's website and their website will be like, you know, welcome to Kennedy chiropractic. That, that's not communicating value. When someone goes to that website and they're looking for help, they're probably thinking in their head, I just want to feel better, I just want to get out of pain. I just want to recover quicker from my injury. I'm hoping to get back, back to work or I'm hoping I can get back to playing golf. Those are the, those are the value. That's the value you have to offer to your community. A lot of times chiropractors have never sat down and thought about it. One of the, one of the modules that's in NextStep is called know your purpose and it sort of helps chiropractors do this. It's like start thinking about who do you help, what are the words they use and help them kind of craft a value statement. But oftentimes chiropractors don't have any clear value statement that they are communicating to their public. Like, what are you actually, what value are you offering? And that just could be getting out of pain, could be feel better faster, it could be get out of. Get, you know, get back to doing things you love, get back in the game, feel like yourself again. There's a bunch of different ways of communicating that. For chiropractors, it generally has something to do with feeling better. But that's the idea is what is a value statement and how are you communicating that effectively? Most chiropractors aren't doing that. Number six is let fear keep you from getting started. This really applies more to people that are, in that they're afraid to start. So they're looking for an associate position or they're, they're in Associate position. And they know they don't want to be long term, but they just are, you know, they just kind of feel like this is. I don't want to jump into being a chiropractor because I'm afraid. I'll give you the piece of advice that my chiropractor gave me 20 years ago in the dark ages when no one had any fun. And that is, he said, you can start your practice now and be scared or you can work for somebody else for a couple of years and start your practice then and be scared. You're always going to be scared because it's scary. One of the great little nuggets of advice that I got when I was younger, I will pass it on to you. It is something that was told to me that always stuck with me and it's true. Now there are reasons why you may not want to start your practice right away, but fear is not a good one. You're always going to be afraid because practice, starting a practice is scary. Number seven, no target market. You can't help everybody. If you think everybody with a spine is your potential patient, you're wrong. You can't help everybody. It's way more effective from a marketing and branding standpoint to be specific than it is to be generic in general. Just a marketing tip. Number eight, no patient recommendations. I see this a lot with chiropractors that fall more into the kind of middle or the left where they're more like evidence based chiropractors. A lot of traditional chiropractors will, like your vitalistic chiropractors, they're more likely to do care plans and sometimes they'll do really long care plans because that thing seems to be taught a lot. Like kind of your cookie cutter care plans is more likely to be taught within the vitalistic circles than it is within like evidence based chiropractic. What tends to happen is chiropractors that are kind of middle of the road or more evidence based tend to look at the violistic side of things and they're like, man, those guys are doing year long recommendations with 70 visits and prepays and whatever and I don't want to do that. And that gives chiropractic a bad reputation. So they go so far as to not make a recommendation at all or make very loose recommendations or they have this plan that they have in their head, but they haven't really shared that very well with the patient and got the patient to agree that that's the plan. Like the chiropractor knows what the plan is, but the patient doesn't. Those are all big mistakes. Like it's just, it's, it's important as a leader that you are closing the loop, that everybody knows what the plan is, everybody has agreed to it. Obviously plans change, but it is important that whether you're going to see somebody for a week and reevaluate or three weeks and reevaluate or four weeks or four months or whatever, whatever you think is best for that person, it's important that that is communicated well to the patient and that that patient has agreed and they are acknowledging, yes, that's the plan, that's what we're going to do for now. And a lot of chiropractors, because they're so afraid of looking a certain way, because of chiropractors that maybe have taken that structure and taken it too far, they make the mistake of going over, correcting the other way and not having structure and that's not the right way to go. So not having patient recommendations are having unclear patient recommendations is not a good idea and it's a big mistake. The chiropractors make. Number nine, no patient follow up. You need to have a short term follow up plan and a long term follow up plan. If you don't stay in touch with people, if you don't check in with people, if you don't find out what happened to that person that missed their appointment and try to get them back in, if you don't have some sort of follow up plan, you're going to, you're going to do one of two things. On one extreme you're going to have people drop off that just kind of got sidetracked, got busy and they would have followed through with care more completely or they would have came back after six months or a year because they needed you again or whatever, you're going to miss out on that retention element. That's one side of it. The other extreme is going to be you're going to be calling people, texting people, email, emailing people, sending them letters, whatever, and you're going to harass people. So without a follow up structure, a follow up plan where you know exactly what you're doing, when you're doing and how you're doing it, you're either going to miss out on retention and helping people more completely, or you're going to harass people and upset people. And there's going to be people that are, you know, perfectly happy. They think you're the greatest chiropractor ever. But then after the 17th different phone call they've gotten in the last three months. They're kind of sick of you, and you're the last chiropractor on earth that they would ever go to. That's the problem. So have a plan. Number 10 is poor communication skills. This is something that I talked a little bit to Kevin Christie about, and I actually wish I would have gone into more detail with him about that. And I wish. I wish I would have unpacked that more. And maybe I should have him back on the podcast sooner than later and actually talk about that in more detail. Generally speaking, when you first get started in practice now, obviously everybody's different. Some people naturally are better communicators than others, and that's true of all talents and giftings. But if you're not aware of the fact that you need to have good communication skills as a chiropractor and you start to lean into those things, what tends to happen is the people that are good at it are good at it, and they just get better at it, and that's really easy for them. That's not really who I'm talking to. I got a buddy, one of my buddies from chiropractic college, he's always been good with talking to people, and he probably takes for granted how good he is at talking to people, with people, reading people, communicating. And over the last 20 years, it hasn't gotten worse, it's gotten better just because now he has more experience and he was already gifted and talented in that area. The flip side of it is if you're not naturally very good at those things, you tend to avoid them. You tend to avoid difficult conversations. You tend to. And then it just makes awkward. More awkward. So just be aware of the fact that you need to work on your communication skills and you need to be comfortable being. Having difficult conversations. And sometimes those conversations are not nearly as difficult as you think. And this kind of goes back to the recommendations thing. Sometimes chiropractors are just. They don't want to give those recommendations because they're uncomfortable with the conversation, getting a commitment from the person and whatever. And that kind of goes into that communication thing. So just be aware that it's super important that you need to lean into it. And if you feel like that's a weakness in your area, it is a mistake to let that sit. It is. I'm not a huge advocate, and this is sort of leans into one of the other mistakes here in a second. I'm not a huge advocate of trying to improve areas where you're like you're just doing terrible. But if an area that you're not normally, it's not a strength, you're not naturally gifted. If that area is critical to your success, you do have to get better at it. I'm generally feel like, lean into your strengths. Whatever you do good, become great at it. And that's going to be the biggest asset. This is one of those things that it's really important that you're a good communicator or you're at least an adequate communicator. And if you're really struggling in this area, it's not okay just to let it sit or try to defer or try to avoid it. You really do have to work at it. At least get it up to a satisfactory level. Otherwise this is going to. It'll cripple you for your career. Number 11 is no plan of meeting new people. There's marketing is like a funnel. And I don't even like using a lot of marketing kind of generic marketing terms when I talk on this podcast. I usually don't talk about closing and converting and funnels and all this stuff you'll hear on marketing podcasts. But it really is like a funnel in the sense that the number of people that are going to become a patient of yours is much smaller than the number of people that know about you, and the number of people that know about you is much smaller than the number of people that don't know about you. And so you really do have to start taking people through that process of going from they don't even know you exist to they know you exist and then they know you exist. And now they trust you, and they trust you, and now they contact you and they contact you and they make a commitment to care. And now they're coming like, there's this. There really is this funneling that happens. The top of that funnel is meeting new people. The top of that funnel is taking someone from they have no idea you exist to they know you exist. Now, there's a bunch of ways of doing that. You can do it through advertising, you could do it online, offline, you could do it through your community, you could do it through referrals, you could do it through networking. There's a bunch of ways of doing it. But especially when you're getting started, if you're doing all of these things, let's say you're like, oh, I'm going to write a blog, or I'm going to do social media, and I'm going to blah, blah, blah, blah, Blah. You might be really great at creating content, but if you haven't done that content in a way or there's not a strategy for that content to get more people to find that content, you're not, you're making this mistake. You're, you're, you don't have a plan. You just think that, oh, if I just keep creating content, then I'll, it'll help me someday. If I keep posting on social media, then it'll, it'll help me someday. If I keep doing podcasts, it's gonna help me someday. There needs to be a plan. How are people meeting you? How are people finding out about you who didn't know about you before? And you, you, there has to be something that is answering that question. And if you're just sitting around doing a bunch of different things and like, oh, I'm just a good chiropractor and that's gonna, that's going to do it. You got to go all the way to the front end of the top of the funnel and say, how is, you know what? There's got to be something that we're doing that. There are people that find out about me this month that didn't know about me last month. And if that's not continually happening, you're going to have a really hard time growing your practice number 12. And this is, I already talked about this a little bit, so I'm not going to talk about it too much. Is failing to lean into your strengths. I just don't believe people go from crappy to great. I think you go from good to great. So I think as a general rule, look at your strengths, look at where you have God given talent, you have been blessed, where you're just doing well in a particular area and find ways to maximize that, find ways to become great. Because the great, the things that you become great at are going to move the needle in your life. Generally, the things that you suck less at you, you know, it's like, oh, I'm terrible. Now I'm going to, now I'm going to work at it really hard and I suck less, those generally aren't going to make a big difference. Like I said, there are exceptions to that. Where if there's something that you're just genuinely bad at, but it's crucial to your success, you got to work on it. Like, you got to work on it. You got to do the best you can. You're going to have to go through the muck, but it's not a great situation, honestly, like if you're really terrible in, like, if you're a really bad adjuster and you just insist on using your hands to adjust and you're not going to look at instrument adjustments or other techniques and you're just like, man, I'm going to, I'm going to do this, do this, do, and you just suck. You're terrible at it. That's, that's not a good situation to be in because that's critical for your, for your success as a chiropractor. Which brings me to point number 13. So mistake number 13 is failing to improve your adjustment skills or treatment skills. And I say adjustment and treatment because they're not exactly the same thing. Chiropractors are. In a performance based business, you're not getting paid for your brain. You're getting paid for what you can do with your hands, what you could do with your instruments, what you can do with your equipment. You are not being paid for your brain primarily. And so it doesn't matter. You could be the smartest chiropractor in the world. If you can't perform, it's a problem. And some of the chiropractors who have the best practices, the busiest practices that are maybe even people you don't even necessarily like, I mean, you could just be like, oh, that chiropractor is a weasel. Well, if that chiropractor is a weasel and they're good at communicating and they're good with their hands, they're probably going to be a successful weasel. And it's, it can be really frustrating. But that's the world that we live in. So make a commitment. I love technique nerds. Like now I was a technique nerd. Like, I loved upper cervical. Like, I still love upper cervical. I think it's great. It's one of my favorite, it's pro. It is my favorite chiropractic technique. But if I was going to go to a chiropractor and like, if I had to find a new chiropractor or go to a new chiropractor, I want, personally, I want to find a technique nerd. I want to find someone who's really into Gonstead or really into Thompson or really into Art or really like upper cervical whatever, I want them to be really into a particular method of chiropractic. And the reason I want that for me personally is because generally speaking, when you find a technique nerd, that person is committed to being good at their craft. That's not always the case. And honestly, there are some people that just aren't good and they shouldn't be chiropractors because they're not good or they need to find a different technique. But be committed to improving your craft. It is so incredibly important. And I think we're doing a disservice to people if you're not doing that. Now, I didn't put this one in the list, but just also be honest with yourself if one of the reasons I got into upper cervical is because I was really good at upper cervical. Now, I did all right with knee chest or not knee chest. I did knee chest. I did all right with diversified and some of the Thompson stuff and things like that before I got into upper cervical and I was interested in upper cervical and I started doing side posture drop adjustments. But the reason I got into knee chest, even though I wasn't really the first time I got any chest adjustment, I swore that I would never do that to somebody. Like, it was a violent adjustment and I was like, oh, my gosh, why would anyone ever do that to somebody? It's so barbaric. But it helped me a lot. And it turns out I was really good at it. And I wasn't very good at the side posture drop stuff, like the, like the Blair type stuff. I would do it occasionally, but honestly not very good at it. And so I had to be honest with myself and say, you know what, if you're going to be a chiropractor and you're going to really be committed to your hands, then I either need to do some sort of diversified full spine thing, because I was pretty good at that, like, high velocity, you know, adjustment, or I need to do the knee chest. This whole Blair thing probably not going to be my bread and butter. Even if I do it occasionally, that's not going to be the thing that puts food on the table. Same thing. I was talking to a doctor the other day. He was asking me about nuca. And NUCA is an upper cervical technique. I've seen NUCA done. I know about nuca. I understand nuca. I would never be a good NUCA chiropractor because I just have to be honest with myself. It's just, it's not the way my brain's wired. It's not how I want to adjust. It's not going to be where my skill lies, and I just have to be honest with that. So within the context of failing to improve your adjustment or treatment skills, I would say be honest about your adjustment and treatment skills as well. And if you're. If you need to find a Different way there. Find another technique. Find another way. Find another method. Get into instrument adjustments, get into other methods of doing it. There are tons of ways that you could be successful as a chiropractor. Don't keep barking up the wrong tree. If you're just not good at something, find a different way. 14th one. This is going to be our last one, and this one is the. The way I wrote it on the blog was failing to set the table. I've talked off and on, on the podcast about a book that I read that's called. I think it's called Pre Suasion, maybe called the Art of Persuasion or something like that. But the idea is that a lot of decisions, and I would say most decisions that people make, the decision is sort of. There's all these little things that lead up to the decision that someone makes. And so if you really think about it, most of the time, people aren't making big decisions. There's a bunch of little things that are kind of, yes, yes, yes, yes, yes, yes, yes. And then it creates an environment where the big decision is not really a big decision. It's just like the final step in a series of things that are heading in that direction. And the way that I. One of the ways that I communicate this, and I think it's the easiest to understand, is that within the context of, like, referrals or reviews, if you wanted to make. If you wanted to make reviews a normal part of your practice, like people leaving reviews on Google, then if you had, like, posters on your wall with reviews, or if you had, you know, some, some gold stars on your. On your desk, or you had some. A big poster and you're behind your front desk that just said, thank you for leaving reviews. It really helps us help more people or whatever. You had something on your door that from Google said, you know, leave us a review, whatever. If you create an environment, if you let new patients know, hey, at some point we're going to text you, ask you for a review, you don't have to do it at all. But when you get that text, it is from us. And we would love for you to leave a review if you feel comfortable doing that. If you do little things like that, what you're doing is you're setting the table. If the first time someone hears about online reviews is you saying something to them, they've never read any, They've never seen any. They've never seen anything in your office that would indicate that that's a normal thing. You're creating an environment where Getting that person to do the thing you want them to do is difficult. You're hoping they're going to do it instead of setting a table and making it so the environment is going to get as many yeses as possible. You're making your life harder than it has to be. And there's a lot of things like this in chiropractic practice. So I would just say when you're looking around and saying, like, there's something I want my patients to do, there's something that I want to be normal. That could be referring their bringing in their family. That could be referring somebody else. That could be introducing you to their medical doctor. That could be leaving an online review. That could be whatever. There's doing a video even. Like I talked about Strat earlier in the podcast from Dallas. He does all these videos with people and posts them on Instagram, like treatment videos. And he gets tons of new patients from Instagram because of how he does his Instagram marketing and how he does his videos. That is normal in his practice. Like, somebody coming in and. And like, wanting to get videoed or getting videoed or whatever. It's. It's a normal part of the culture because he set the table for that. If nobody saw any videos and he didn't set the table right, and somebody comes in the practice and he were to be like, hey, can I video you? It's going to be super awkward and weird if that's the first time they've ever heard of anything like that happening. Now, obviously, you have to start from somewhere, so you got to start this process somehow. But this is one of those things that snowballs, because the more normal something becomes within the context of your practice, the more those things happen. And it is crazy to me how many chiropractors just fail at creating environments where patients do the things that they want them to do and they're hoping they'll do them. They're kind of crossing their fingers and wishing on a star, but they're not creating an environment proactively that is making it easy to get a yes to making it easy to get compliance for that thing that they want. All right, so that's it. Those are the 14 things. I hope this really helps, and I hope it just brings some clarity to some of the really, really common mistakes that chiropractors make as they're starting their first practice. Or chiropractors that have been out for a little while. If you've been out for a year or two and you're still super frustrated and not making any progress. I think if you look through these things, you're going to say, you know what? I'm probably doing a good number of those things and I need to stop. Because if you're doing those things, successful chiropractors who are really doing well and are really like clipping and they're making progress, they're doing very few of these things, maybe none of them. And I would encourage you to make it your goal over the next year or two to get to the point where you're not doing any of these things because none of these things are helpful and are going to take you in the direction that you want to go. Like the future you, who is successful, who has a successful practice, who has less stress, who has a better income, who is helping more people and is doing all the stuff that you want to do. That future you has very few and maybe none of these issues that are lurking in the background. So start heading in that direction. Become that person as soon as possible. You'll be glad that you did. All right, guys, that's it. I'm going to go ahead and wrap this up. Thank you for listening to the podcast. If you want to leave a review for Rocket Cairo, you can go to Rocket Cairo and hit the Review Us button in the main menu. If you want help, go to Rocket Cairo and request a practice assessment or check out my Next Step program. I'm done. I'm out of here. I will talk to you guys on the next episode. Next Episode Go Bills. See you.