- I'm Rick with Full Circle Coaching Consulting.
I do the marketing and I'm with
- Hi Rick.
- Coach Jay Brightlow
- Hi everyone.
- One of probably the busiest coaches
at Full Circle cause he brings a lot of this.
But, so, I want to talk about how people
often are attracted to Full Circle
because typically they're busy,
they're stuck, they're stuck working
in a practice that doesn't give them
a lot back, right?
They're kind of sacrificing a lot of the time
that they'd rather spend with their family.
And so there's a lot of companies out there
who talk about chiropractic marketing and
new patient acquisition.
So that's all fine and good,
it's necessary; but it's not
something we really focus on, right?
Because we focus more of a
unmarketing approach.
- Yeah, can I just speak to that really quick?
(upbeat music)
It feels like the holy grail of being
a successful chiropractic practice is
how do I get more new clients in the door?
What's the magic formula?
What's the one step, two step, 15 step
formula that's gonna magically populate
my computer with all these new patients?
So that holy grail is not our holy grail.
- Right.
- Just for clarification.
- Right, and we find a lot of chiropractors
don't even have the time and desire to
learn Facebook ads, to film awkward videos,
to pay Google a lot of money, to send
people to a website they haven't updated
in 20 years.
- Not that a website isn't important.
But that's not the thing that's ever
gonna drive the new clients into your space.
The thing that is always gonna drive
clients into your space is having a vacuum.
We talk about the universe abhors a vacuum.
But the thing is, if you've got focus
blocks and you're stuck in your life,
you're never gonna be able to accept
the energy of somebody unloading
their life on you.
So the very, very first thing we do
is we get really, really clear with
our clients what their vision for success is.
So if their vision for success is
500 patients a week or 50 patients a week
or 300, the number makes no difference.
We want the client to say here's what
the number is at this price point so
I can have this income.
That's the very, very first thing to do.
Once we get there, why is that process
not happening?
Usually there's things that are stuck,
there's blocks somewhere along the way.
So when Rick said unmarketing, well,
the first thing is to unwind yourself
and authenticate who you are and
what you want to do with your
gifts to the world.
So it's not just plug and play and
here this is because if just say
Here's the new leaf chiropractic
Dr. Jay Brightlow marketing skit
and we plug it in, you might say
well, that didn't work.
Why didn't it work?
Why didn't it work?
Because that's what my ideal
recruiting strategy is.
I like doing dinner talks.
I like doing lunch talks.
But not everybody does.
I like asking my clients for referrals.
Not everybody does.
So there's many, many different strategies.
So it's finding what you value
or what you're naturally good at
because you value those things.
Once you sort of put those
pieces together and you clear
up space-occupying reasons for your life,
you can fully step into your own
authentic greatness,
if that makes sense.
- Absolutely.
So it sounds like you can't get
what you want if you don't know
what you want and...
- That's a starting place, yeah.
- And if you follow someone else's
playbook for success, you're gonna
find success as defined by them
and not you
and/or it's just not gonna work.
- Yeah, I don't know what your
definition for success is, Rick,
and you probably don't exactly know mine.
Now we talk a lot the two of us
and so you might have a good idea
of what that looks like and you probably
know family is a hardcore value for me
but it may or may not be for you
or for the person who you're talking
to in your office.
And so when you have a better understanding
of what your core values are,
and what drives you;
and you understand
that not everybody shares the
same value system,
it's gonna allow you to connect with people
on a deeper level once you have a chance
to meet them in public, meet them
at an ice cream store, or meet
them at a screening or a spinal fair
or just somebody who walks in your office.
And so I think that's a big piece also
is when you know your values,
speaking to your values,
and then humbly accepting and listening
to other people's value systems.
Cause if you can do that, then
you're gonna care for people on a
much, much, much deeper level.
- Right.
I'm thinking the people that find
and resonate with Full Circle's message,
are the ones that are generally have
plateaud a practice because they
lost the momentum.
They're not looking forward to
going to the office anymore
and where energy goes money flows.
Is that the saying?
- Yeah.
- They're not getting patients,
they're focusing on not having time.
- So all those things and I think
the first piece is
You've got this practice and you built it up, right?
And you get to a place that where
you're largely a success.
But then it plateaus and it starts
to go down and you can't understand
why all the things that you used to do
aren't working.
Why aren't they working anymore?
The reason why I think things like
aren't working anymore is because
there's probably been a change in your life.
There could be a value system shift,
there could be a baby,
there could be children who have been in the house
who have moved out,
now how do you fill that void?
So it could be a value thing
or there could be someone or something
that has come up in your life that
is just energetically blocking you.
As chiropractors it's so simple, right?
We remove interference.
We remove subluxation.
We put the bone back in place.
Well, how do you look at the
chiropractic model?
In the coaching piece, it's kind
of the same thing.
We look for that block and all we do
is we hold you accountable for removing it.
We've got some action steps
and some little fun tricks that we can do
that will help you pull that out,
but it's our job accountability wise
to say you said you're gonna do this
and you're gonna do it.
As a chiropractor, and it's the same thing,
you said you're gonna show up for
these 12 adjustments at this time,
Mary Jane.
Is there something that shifted
in your life, that's changed,
that you're not making your
appointments the last two or three times?
It's the same thing.
One of the things we do is we help
people step into their authentic
greatness and be unafraid;
compare it to that new show Fearless;
to be fearless, to ask people to
step into their greatness also.
And reconnect to the commitments
that they've made.
- So this is all part of Full Circle's
four-step process for helping people
get unstuck and actually figure out
what the hell they actually want.
- Yeah, and we talked about two of them, right?
I think we talked about what your vision is
and what is that swirl
that has taken you focus
and what is it that
you really need to focus on that maybe
is not concerned with your practice
and your visions for your practice
or your life.
There are, so that's kind of halfway place.
- Yeah, that's where we work on the driver,
not the vehicle.
But we need the vehicle to be supported
so that it can support the vision
for where you want to go.
- Yeah, 100% right?
Because you're the driver in your office.
Now you may have...
let's go with an analogy, right?
We've got a bus and the driver
takes the bus where you want to go.
You can have an unruly passenger
on the bus and that could just destroy
the whole thing for everybody
and you might not ever get to your destination.
You might have those couple patients
or people you serve or team members
or teammates who might be those
passengers on your bus who you're
driving who might be taking
you all over town.
No matter what, you don't ever want
to get on a bus if the driver,
yourself, has no idea where they're going.
You only want to be, I know I
want to be, driving on an airplane
or a bus that is going directly
to where I want to go,
which is on vacation in Mexico frequently.
- Yeah, before you get in the car
you gotta know where you're going.
- Yeah, 100%.
- Right, and then so it's like
marketing might be the fuel and
the gas to get it where it's gotta go.
But if you don't know where it's going
and you don't even have a car,
then you're just putting gas into
something that doesn't get you anywhere.
- Yup, exactly.
What you said was right.
You can use Facebook,
you can use Google,
you can do ads but that might
not be your thing.
And we're not the chiropractic
coaching company that says plug
and play and do this thing.
I would say more than half of our
clients are not tech savvy
and have no interest in that
and most of them more than double their practice.
- Oh yeah.
- By just and it can be as quick as
two months we've got a client who
literally doubled his practice in two months.
We had one recently, a woman up in Ohio,
who doubled in nine months.
And we've got a guy who's up in Canada,
up in the western part of Canada,
and he's got two practices
and they were largely disjointed
and what we did is we put systems in place for
his two offices that essentially
they run as one.
They run as one company, one system,
and it's consistently improved
all the way through.
Big piece for this guy
was he wasn't fulfilling his core value
needs of bringing music into his life.
Well he started to do that and have
the same music and systems and using;
and he's not using music as a tool.
All he's doing is living through
his music and who he is
and he's a musician by trade.
Now he's attracting all these people
who are musicians and they're starting
bringing in more musicians.
Because he started to do more
musical things in both of his offices
and all his systems now kind of
spring from that place.
So it's been a really nice shift
for him and he hasn't quite doubled
but he's...
What I can speak to is in July,
historically the slowest month of
the year for him and for most
chiropractic offices, June and July
have been his two best months ever.
- Amazing and increasing.
- Yeah and yes increasing.
I'm excited to see what the future
holds for this young man as he
gets deeper into his year.
Fall month time, when kids get back
into school and families get back.
Cause family's a big value for him
and so he generally attracts families, so...
- Right.
- That was the piece.
See, family and music.
Those are the two big things
and chiropractic was also.
So now we bring all three of those
things together and create this
snowball that continues to grow
and he's got a really nice
downhill-moving snowball right now.
- Yeah, and he's excited to go to work.
- Absolutely.
- He's plateaud.
- Yeah.
- There's other solutions out there.
It's not just Facebook ads that everyone
keeps pumping or running videos
and retargeting the audiences and paying
Google a lot of money.
It's, you know, sometimes it's about you
not the practice itself.
- Not that there's anything wrong with that
because there's not.
- I agree, it works.
- That doesn't have to be your thing.
It can and we can help you with that.
You especially can help them with that.
- I can help them with that.
- But yeah, that does
- That's the Full Circle philosophy.
- Yeah, exactly.
- Alright, well thanks for recapping that, Jay.
- Thanks, Rick.
- I'm sure you got some clients
to go coach.
- Yup, I've gotta get moving here.
- Alright.
(upbeat music)
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